SAP CRM 7.

00 September 2010 English

CRM Opportunity Management (C32)
Building Block Configuration Guide

SAP AG Dietmar-Hopp-Allee 16 69190 Walldorf Germany

SAP Best Practices

CRM Opportunity Management (C32): Configuration Guide

Copyright
© 2010 SAP AG. All rights reserved. No part of this publication may be reproduced or transmitted in any form or for any purpose without the express permission of SAP AG. The information contained herein may be changed without prior notice. Some software products marketed by SAP AG and its distributors contain proprietary software components of other software vendors. Microsoft, Windows, Excel, Outlook, and PowerPoint are registered trademarks of Microsoft Corporation. IBM, DB2, DB2 Universal Database, System i, System i5, System p, System p5, System x, System z, System z10, System z9, z10, z9, iSeries, pSeries, xSeries, zSeries, eServer, z/VM, z/OS, i5/OS, S/390, OS/390, OS/400, AS/400, S/390 Parallel Enterprise Server, PowerVM, Power Architecture, POWER6+, POWER6, POWER5+, POWER5, POWER, OpenPower, PowerPC, BatchPipes, BladeCenter, System Storage, GPFS, HACMP, RETAIN, DB2 Connect, RACF, Redbooks, OS/2, Parallel Sysplex, MVS/ESA, AIX, Intelligent Miner, WebSphere, Netfinity, Tivoli and Informix are trademarks or registered trademarks of IBM Corporation. Linux is the registered trademark of Linus Torvalds in the U.S. and other countries. Adobe, the Adobe logo, Acrobat, PostScript, and Reader are either trademarks or registered trademarks of Adobe Systems Incorporated in the United States and/or other countries. Oracle is a registered trademark of Oracle Corporation. UNIX, X/Open, OSF/1, and Motif are registered trademarks of the Open Group. Citrix, ICA, Program Neighborhood, MetaFrame, WinFrame, VideoFrame, and MultiWin are trademarks or registered trademarks of Citrix Systems, Inc. HTML, XML, XHTML and W3C are trademarks or registered trademarks of W3C®, World Wide Web Consortium, Massachusetts Institute of Technology. Java is a registered trademark of Sun Microsystems, Inc. JavaScript is a registered trademark of Sun Microsystems, Inc., used under license for technology invented and implemented by Netscape. SAP, R/3, SAP NetWeaver, Duet, PartnerEdge, ByDesign, Clear Enterprise, SAP BusinessObjects Explorer, and other SAP products and services mentioned herein as well as their respective logos are trademarks or registered trademarks of SAP AG in Germany and other countries. Business Objects and the Business Objects logo, BusinessObjects, Crystal Reports, Crystal Decisions, Web Intelligence, Xcelsius, and other Business Objects products and services mentioned herein as well as their respective logos are trademarks or registered trademarks of SAP France in the United States and in other countries. All other product and service names mentioned are the trademarks of their respective companies. Data contained in this document serves informational purposes only. National product specifications may vary. These materials are subject to change without notice. These materials are provided by SAP AG and its affiliated companies ("SAP Group") for informational purposes only, without representation or warranty of any kind, and SAP Group shall not be liable for errors or omissions with respect to the materials. The only warranties for SAP Group products and services are those that are set forth in the express warranty statements accompanying such products and services, if any. Nothing herein should be construed as constituting an additional warranty.

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Names of elements in the system. source code. These include field names. These are words or characters that you enter in the system exactly as they appear in the documentation.SAP Best Practices CRM Opportunity Management (C32): Configuration Guide Icons Icon Meaning Caution Example Note Recommendation Syntax Typographic Conventions Type Style Example text Description Words or characters that appear on the screen. when surrounded by body text. Keys on the keyboard. names of variables and parameters as well as names of installation. Pointed brackets indicate that you replace these words and characters with appropriate entries. function keys (such as F2) or the ENTER key. pushbuttons as well as menu names. messages. program names. for example. upgrade and database tools. transaction codes. This includes file and directory names and their paths. These include report names. and individual key words of a programming language. Variable user entry. screen titles. titles of graphics and tables. Example text EXAMPLE TEXT Emphasized words or phrases in body text. paths and options. Exact user entry. table names. for example. Example text EXAMPLE TEXT Example text <Example text> © SAP AG Page 3 of 29 . Cross-references to other documentation. Screen output. SELECT and INCLUDE.

SAP Best Practices CRM Opportunity Management (C32): Configuration Guide Contents © SAP AG Page 4 of 29 .

com/notes).2. 2 Preparation .SAP Best Practices CRM Opportunity Management (C32): Configuration Guide CRM Opportunity Management: Configuration Guide 1 Purpose This configuration guide provides the information you need to set up the configuration of this building block manually.2 SAP Notes Before you begin the installation and configuration.1 Prerequisites Before starting with the installation of this building block. They contain important information for installation and configuration. . and also corrections concerning the CRM Opportunity Management building block. read the relevant SAP Notes. please have a look at the document Quick Guide to Installing SAP Best Practices for CRM . SAP Note Number 1236015 Description ERP sales transactions in SAP CRM Release © SAP AG Page 5 of 29 . You can find the SAP Notes on the SAP Service Marketplace (http://service. Make sure that you have the most up-to-date version of SAP Notes.sap.2.

‘Preceding Document → Business Partner Relationships: Activity Partner’ and copy as Y005. it is necessary to maintain a relationship in the master data. Access the activity using the following navigation options: Transaction Code SAP CRM IMG Menu SPRO Customer Relationship Management → Basic Functions → Partner Processing → Define Access Sequences 2. Select sequence 0002. Choose Enter until you reach the Information dialog box and confirm. choose copy all. In the Specify object to be copied dialog box. Add the following new entry by choosing the button New Entries: Attribute Batch Seq: Dialog Seq: Source Value 40 40 COM_PARTNER_B Business Partner Assigned to the User As a prerequisite for the automatic determination of the partner function Sales Representative from the Activity Partner. 3.. Choose Save. mark the entry 0002. To copy the sequence. Choose Enter twice. Otherwise this function would be filled with the current User.SAP Best Practices CRM Opportunity Management (C32): Configuration Guide 3 Configuration . overwrite the entry in the Sequence field with Y005 and the Description field with ‘BP Preceding Document → Business Partner Relationships: Activity Partner → User’.1 Settings for Basic Functions 3. 5. In the next screen. Procedure 1.1 Defining Access Sequence Use The purpose of this activity is to define a new access sequence for the determination of the partner function Sales Representative from the entered Activity Partner. 4..3. ‘BP Preceding Document → Business Partner Relationships: Activity Partner → User’ with all entries.1. In the Dialog Structure ‘Access Sequences’ select the created Sequence ‘Y005’ and double-click on the Dialog Structure ‘Individual Accesses’. tPreceding Document → Business Partner Relationships: Activity Partner’ and choose Copy As. © SAP AG Page 6 of 29 .

Choose Details. Replace the Procedure 00000004 by Y0000001 and the Description Opportunities by a unique description for your Procedure (e. 10. 14.g.1. 18. 9. Access the activity using the following navigation options: Transaction Code SAP CRM IMG Menu SPRO Customer Relationship Management → Basic Functions → Partner Processing → Define Partner Determination Procedure 2. Project Org.SAP Best Practices CRM Opportunity Management (C32): Configuration Guide 3. In the view General maintain the following data: No. Choose Details. The partner functions and access sequences you have defined are brought together here . BP_Opp. In the view Partner Determination select as Access sequence for the Partner Determination System 0001Preceding Document: Activity Partner → Preceding Document: Sold-To-Party. 15. 19. Select the function 00000014 Employee Responsible. 8. 21. In the Dialog Structure double-click on Partner Functions in Procedure. Press Enter. Select the function 00000021 Sales Prospect. you define partner determination procedures that the system uses to automatically enter partners in business transactions. incl. Select the Procedure 00000004 Opportunities and choose Copy As (F6). Pess Enter until the customizing table Partner Determination Procedures shows the entry 00000004 Opportunities only. Procedure 1.). Select the function 00000012 Sales Representative. Go one step back (F3). 23. 5.2 Defining Partner Determination Procedure Use In this activity. 3. 6. Choose Details. 11. 4. Choose Details. of Occurrences (Lowest) 1 © SAP AG Page 7 of 29 . Go one step back (F3). In the view Partner Determination select as Access sequence for Partner Determination: Y005 BP Preceding Document → Business Partner Relationships: Activity Partner → Use 12. Select your newly created Procedure. Select the function 00000015 Contact Person. Choose Copy all and press Enter 7. Go one step back (F3) 13. 20. In the view Partner Determination select as Access sequence for the Partner Determination: 0008 Preceding Document → User 16. 17. 22.

The process ends with a sales order or a rejection from the customer. Choose Save. The sales cycle of a product or service begins with the recognition of an opportunity. Description Service BP Opportunity Description BP Opportunity 3. Access the activity using the following navigation options: Transaction Code SPRO © SAP AG Page 8 of 29 .1 Defining Sales Cycle Use A sales cycle is defined by time. for example.2 Defining Sales Stages Use In this step. The sales cycle is set in the document. 25.3. Access the activity using the following navigation options: Transaction Code SAP CRM IMG Menu SPRO Customer Relationship Management → Transactions → Settings for Opportunities → Define Sales Cycle and Sales Stages → Define Sales Cycle 2. by the start and estimated end date of an opportunity. Maintain the following data: Sales Cycle Y01 4. depending on the transaction type chosen.2. The sales cycle for an opportunity is split into different sales stages. In this step. . In the view Partner Determination select as Access sequence for Partner Determination: CH07 Preceding Document → Business Partner Relationships: Prospect 26. you define the possible sales stages for your sales cycles. Screen) 24. Procedure 1. Procedure 1. Save your entries.2 Sales Cycle and Sales Stages 3. Result You have created a new Partner Determination Procedure. Choose New Entries. of Occurrences (Highest) Selection Limit (Select. 3. You then assign the sales cycle in customizing to the business transaction type for opportunities. In the view Address select Standard address only. first contact.SAP Best Practices CRM Opportunity Management (C32): Configuration Guide 10 1 No. you define the possible sales cycles for your enterprise.2. quotation phase and so on.

the sales stages which you have assigned here are displayed in the document in the sales stage field in the input help. Description Identification Qualification Quotation Decision Close Description Identify Opportunity Qualification Quotation Decision Close 3. 3. Access the activity using the following navigation options: Transaction Code SAP CRM IMG Menu SPRO Customer Relationship Management → Transactions → Settings for Opportunities → Define Sales Cycle and Sales Stages → Assign Sales Stages to Sales Cycles 2.SAP Best Practices SAP CRM IMG Menu CRM Opportunity Management (C32): Configuration Guide Customer Relationship Management → Transactions → Settings for Opportunities → Define Sales Cycle and Sales Stages → Define Sales Stages 2.2. Maintain the following data: Phase Y1 Y2 Y3 Y4 Y5 4. Probabil. In this section you define the following: • The sales stages which can occur in a sales cycle Depending on the sales cycle. Choose Save. Choose New Entries. • • Procedure 1. Choose New Entries. Y01 Y01 BP Opportunity BP Opportunity Y1 Y2 Identify Opportunity Qualification 1 2 1 1 Qualification Qualification 10 20 © SAP AG Page 9 of 29 . The time sequence of the sales stages one after the other within the sales cycle The probability in % with which the opportunity will be successful within a specific sales stage (for example. Dur. Maintain the following data: Sales Cycl e Description Sls Stage Description Sequence Analysis Stage Description Exptd. 3.3 Assigning Sales Stages to Sales Cycles Use A sales stage is a section of the sales cycle in which specific activities are carried out. there is a 30 % probability that the opportunity will be closed successfully) The percentage entries set here are transferred into the document as a default value for the sales stage selected. in the information exchange phase.

Press Enter. Access the activity using one of the following navigation options: Transaction Code SAP CRM IMG Menu CRMC_ACTION_DEF Customer Relationship Management → Basic Functions → Actions → Actions in Transaction → Change Actions and Conditions → Define Action Profiles and Actions 2. Choose Save. 3.3. Select the Action Profile OPPORTUNITY_SALES_ASSISTANT and choose the button Copy As… (F6).Sales Assistant © SAP AG Page 10 of 29 . select copy all. Value Y1_OPPORTUNITY_SALES_ASSISTANT BP: Opportunity . These business objects can be used for planning actions.SAP Best Practices Sales Cycl e Description CRM Opportunity Management (C32): Configuration Guide Sls Stage Description Sequence Analysis Stage Description Exptd.3. You can define the action templates more closely in the step Change action profiles and define conditions.1 Defining Action Profile Use The purpose of this activity is to create an action profile and templates for actions. When creating an action profile.. Enter the following values: Field Name Action Profile Description 5. You must assign the relevant business object type to the action profile. In the dialog box Specify object to be copied. sales contract) can be used for defining and processing the conditions. Y01 Y01 Y01 BP Opportunity BP Opportunity BP Opportunity Y3 Y4 Y5 Quotation Decision Close 3 4 5 2 3 3 Quotation Decision Decision 50 80 100 4. Procedure 1.3 Sales Assistant 3. Probabil. The assignment of the business object type ensures that the attributes for the relevant business transaction type (for example. 4. 6. Only one business object can be assigned for each action profile. . Dur. The class which provides the attributes for your business object must be entered for the action profile. note which business transaction type you can use this action profile for. Choose Display → Change. You can find out the business object type for the transaction type or the item category in Customizing for transactions under Define transaction types or Define item categories.

7. 3. continue directly with step 9. Select your newly created action profile. Y1_OPPORTUNITY_SALES_ASSISTANT. 5. is opened automatically. 10. Select the action Y_BP2: Aktivität 1 (Clarify Feasibility Internally) and choose Details. Select your target language and translate the text if required. select one action and choose Copy As… (F6). In the Dialog Structure. To create a new entry. Choose Save. 8. Therefore you have to check whether a translation exists and translate the action text if required as follows: • • • Select the newly created action profile and choose Action Definition in the Dialog Structure. Select one ore more action definitions and choose Goto Translation.SAP Best Practices CRM Opportunity Management (C32): Configuration Guide 7. double-click on Action Definition. Access the activity using one of the following navigation options: Transaction Code SAP CRM IMG Menu CRMC_ACTION_DEF Customer Relationship Management → Basic Functions → Actions → Actions in Transaction → Change Actions and Conditions → Define Action Profiles and Actions 2. 4. Rename the Action Definition that is displayed by adding the prefix Y_BP or Y_ if the description is too long. Maintain the following values: Optional: In order to maintain descriptions in other languages choose Goto  Translation. if present. Field Name Action Definition Description (EN) Value Y_BP2: Aktivität 0 Conduct Customer Visit © SAP AG Page 11 of 29 . double-click on Action Definition. In the Dialog Structure. 12.2 Defining Actions Use The purpose of this activity is to create additional actions for the action profile created in the activity Defining Action Profile. If the dialog box Enter New Action Definition. 13. Choose Display → Change. Procedure 1. 9. The actions of the action profile are not translated into all languages. 6. 8. 11. Delete the prefix SMP. Repeat step 8 and 9 until the Information dialog box appears and confirm. Result You have created your own Action Profile.3. 3. Press Enter. On the tab Action Definition and the view Action Settings register the value for Sort Order For Display.

Select the created action Y_BP2: Aktivität 0 and choose Details.SAP Best Practices Field Name Description (DE) Description (ES) Description (FR) Description (PT) Description (RU) Description (ZH) Description (TR) Description (NL) Description (CS) Description (IT) Description (PL) Description (DA) Description (FI) Description (JA) Description (NO) Description (SV) Description (HE) Description (KO) Description (HU) Description (RO) 9. select copy all. Press Enter. 11. CRM Opportunity Management (C32): Configuration Guide Value Kundenbesuch durchführen Concretar la Visita al Cliente Faire la visite client Conduza visita à cliente Произвести визит к клиенту 进进进进进进 Müşteri Ziyareti Yap Verzorgen klanten bezoek Navštívit zákazníka Fare la visita al cliente Wizyta u klienta Gennemfør kundebesøg Asiakaskäynnin sopiminen 进进进进 Gjennomføre kundebesøk Genomföra kundbesök ‫ניהול ביקור לקוח‬ 进进 进进 进进 Ügyféllátogatás vezetés Dirijare vizită client 10. 12. In the dialog box Specify object to be copied. Choose Back and repeat steps 7 – 11 to create the following action: Field Name Action Definition Description (EN) Description (DE) Description (ES) Description (FR) Description (PT) Description (RU) Description (ZH) Description (TR) Description (NL) Description (IT) Value Y_BP4: Aktivität 6 Create Quotation Angebot anlegen Crear oferta Créer une offre Criar cotação Создать предложение 进进进进 Teklif Yarat Aanmaken offerte Creare una offerta © SAP AG Page 12 of 29 . On tab Action Definition in view Action Settings set the Sort Order For Display to a value less than the value of action Y_BP2: Aktivität 1 (value of action Y_BP2: Aktivität 1 – 1). 13.

Choose Back and repeat steps 7 – 11 to create the following action: Field Name Action Definition Description (EN) Description (DE) Description (ES) Description (FR) Description (PT) Description (RU) Description (ZH) Description (TR) Description (NL) Description (IT) Description (CS) Description (PL) Description (DA) Description (FI) Description (JA) Description (NO) Description (SV) Description (HE) Description (KO) Description (HU) Description (RO) Value Y_BP6: Aktivität 0 Negotiate Sales Order Conditions Auftragskonditionen verhandeln Negociar condiciones de orden de ventas Négocier conditions cde client Negociar condições de ordem de vendas Согласовать условия сбытового заказа 进进进进进进进进 Satış Siparişi Koşullarında Anlaş Onderhandelen condities mbt verkoop order Trattare condizioni dell’ordine Vyjednat podmínky prodejní zakázky Negocjowanie warunków zlecenia sprzedaży Forhandle salgsordrebetingelser Neuvottele Myyntitilaus ehdoista 进进进进进进进 Forhandle salgsordrebetingelser Förhandla kundordervillkor ‫מו"מ על תנאי הזמנת לקוח‬ 进进 进进 进进 进进 Rendelésfeltételek megbeszélés Negociere condiţii de vânzări © SAP AG Page 13 of 29 . 14.SAP Best Practices Field Name Description (CS) Description (PL) Description (DA) Description (FI) Description (JA) Description (NO) Description (SV) Description (HE) Description (KO) Description (HU) Description (RO) CRM Opportunity Management (C32): Configuration Guide Value Založit nabídku Utworzenie oferty Opret tilbud Luo tarjous 进进进进 Opprett anbud Skapa offert ‫יצירת הצעת מחיר‬ 进进 进进 Árajánlat készítés Creare ofertă with Sort Order For Display higher than the value for action Y_BP4: Aktivität 5 (value of action Y_BP4: Aktivität 5 + 1).

SAP Best Practices CRM Opportunity Management (C32): Configuration Guide with Sort Order For Display higher than the value of action Y_BP5: Aktivität 3 (value of action Y_BP5: Aktivität 3 + 1) . which you are using for your scenarios. enter the new schedule condition: Y1. 3. Procedure 1.3. In the view Logic click on Or. This means that a new schedule condition has to be defined in order to activate this action within a specific sales stage of your sales cycle BP Customer Acquisition. In the view Operators select =. In the field Name again enter the new schedule condition Y1. 1 &CRM Opportunity. In the column Scheduling of Actions. Select the Action Gather Information on Customer from the drop-down list. Choose Save. Sales Stage: Identification. 15.Sales Stage& Operator = = Express. 9. 5. If not done yet. © SAP AG Page 14 of 29 . Create the following condition: Express. Choose Create. 8. into all relevant languages like this. 3. 7. also translate the descriptions of all other standard actions. This means that a new schedule condition has to be defined in order to activate this action within a specific sales stage of your sales cycle BP Opportunity. 16. In the view Constant. 4. Access the activity using one of the following navigation options: Transaction Code SAP CRM IMG Menu CRMC_ACTION_CONF Customer Relationship Management → Basic Functions → Actions → Actions in Transaction → Change Actions and Conditions → Define Conditions 2. In the field Name. double-click on your Action Profile BP: Opportunity Sales Assistant. Result You have created your own actions and assigned them to an action profile. 6. enter Y1 and press Enter. open the path CRM Opportunity → Sales Stage and double-click on Sales Stage. Choose the Schedule Condition tab.Sales Stage& &CRM Opportunity. 2 Y1 (Constant) And/Or OR In the column Expression 1.3 Defining Conditions Use The purpose of this activity is to define the planning and start condition for each action definition. Sales Stage: Identification. Choose Edit Condition. In the view Condition Definition choose Click here to create a new condition. Then select button Insert Row in the view Condition and proceed the relevant steps for the second entry.

Sales Stage: Closure Y4 Y5 Y3.SAP Best Practices CRM Opportunity Management (C32): Configuration Guide 10. as indicated in the table below. For all following actions of the same condition. 2. Sales Stage: Qualification Express. Y2 for schedule Y 2. 11. 2 Y1 Y2 Result You have defined start conditions for each action. e. Sales Stage: Qualification. Y4. 3. Sales Stage: Identification Y2. If you are not using Activity Management. If several actions have to be assigned to the same schedule condition. Choose Save. 12.g. Prerequisites You need to have created your own transaction types for activities (see the C31 Configuration Guide). Choose Save.4 Changing Action Details Use The purpose of this activity is to change the transaction type of the activities. Assigned Action Gather Information on Customer Arrange and Prepare Visit Conduct Customer Visit Clarify Feasibility Internally Identify Customer’s Time Schedule Form Sales Team Make go/no-go decision Develop Proposed Solution Present Quotation to Customer’s Project Create Quotation Get Feedback and Clarify Open Points Secure Verbal Agreement Negotiate Sales Order Conditions Analyze Reasons for Success or Failure 13. Each action is now assigned to a sales stage from the sales cycle.3. skip this step! Procedure © SAP AG Page 15 of 29 . choose the corresponding sales stage for field Express. Choose Transfer condition. Sales Stage: Decision Y5. then the condition has to be created only once. Steps 6 to 11 can be omitted. Repeat steps 3 – 11 for the schedule conditions and actions listed in the following table. Sales Stage: Quotation Y3 Schedule Condition Y1. In step 9. the already existing condition has to be selected in step 5 from the dropdown list (F4).

deselect Default Settings from Action Definition (choose Display/Change.4 Settings for Transactions (Opportunity) 3. Select the first of your assigned actions from the list (for example. Select the Process_Type and change the value to your own transaction types you defined for actions.SAP Best Practices CRM Opportunity Management (C32): Configuration Guide 1. In the view Action Definition. 7. and defines the control attributes (for example. Access the activity using one of the following navigation options: Transaction Code SAP CRM IMG Menu CRMC_ACTION_CONF Customer Relationship Management → Basic Functions → Actions → Actions in Transactions → Change Actions and Conditions → Define Conditions 2. In the column Scheduling of Actions double-click on your Action Profile BP: Opportunity – Sales Assistant.3. 9. Access the activity using the following navigation options: Transaction Code SAP CRM IMG Menu SPRO Customer Relationship Management → Transactions → Basic Settings → Define Transaction Types © SAP AG Page 16 of 29 . you define transaction types. The business transaction type defines the characteristics for the opportunity. 5. Choose Save. In the view Details of Selected Processing select the button Change Parameters. Choose the Processing Details tab. if necessary) 6. status schema. Repeat steps 4 to 7 until all required actions are maintained.. . partner schema. text schema. 1001 = Y030 8. Procedure 1. Result You have assigned your own transaction types for actions to the actions within your profile. 3. 1003 = Y030.4. organizational data profile). Choose the following transaction type replacements if the SAP Best Practices scenario Activity Management has been installed: 0001 = Y007.1 Defining Transaction Type for Opportunity Use In this process. if possible. Gather Information on Customer) 4.

If you have defined your own Partner Determ.Proc. which is being used for the new transaction type Y002. 12. enter OPSM and choose Continue. or Action Profile. 10. (Y0000001) BP_Opp. have been translated into all relevant languages.. Choose Enter. Data Prof. and your partner determination procedure. Enter a new name for the Trans. As Sales Cycle select your sales cycle (Y01 BP Opportunity). Procedure 1. Result You have created a new transaction type and assigned your action profile. 9. Org. 4. In the dialog structure double-click on Assignment of Business Transaction Categories.Type OPSM and choose Copy As… (F6). your sales cycle. Access the activity using the following navigation options: Transaction Code SPRO © SAP AG Page 17 of 29 . Partner Determ. Select your newly created transaction type Y002. Proc.Type (Y002). 3. Data Profile . 5. 7. you select the transaction types you want to use.2 Selecting Relevant Transaction Types for Opportunities Use In this process. please assign these profiles to transaction type BP Opportunity (Y002). c. Choose Save. As pricing data select Document Procedure ‘B’. BP Opportunity). Data Prof.4. b. 11. Enter a unique description for your Transaction Type (BP Opportunity. In the view Profiles maintain: a.Country/Reg Action Profile (Y1_OPPORTUNITY_SALES_ASSISTANT). To select the Transaction Type quickly. (Y00000000001) BP Sales Org. This is just an example. 6. that all user status of standard status profile CRMOPPOR. Select Trans. select Position… . 8. Project Org.SAP Best Practices CRM Opportunity Management (C32): Configuration Guide 2. Org. incl. 3. In the dialog structure double-click on Customizing header. Select BUS2000111 Opportunity. You need to make sure.

Access the activity using the following navigation options: Transaction Code SAP CRM IMG Menu SPRO Customer Relationship Management → Transactions → Basic Settings → Define Item Category Determination 2. which item categories the system defaults for processing business transactions. you can define. 3. Set the following transaction types to Inactive: Trans. Choose Save.4. Sales Methodology Opportunity Channel Partner Financial Services: Opportunity Opportunity Channel Manager Opportunity Default Opportunity Including Sales Methodology Design Registration Opportunity Design Registration Assembly Design Registration Project Design Registration Opportunity Inactive X X X X X X X X X X X You can find the transaction types by choosing Position… and entering the Transaction Type you are looking for. At the same time. Choose New Entries and enter the following new item category determinations: Trans. 3. Channel Partner FS: Opportunity Opp. Usage Main item cat. Type CXOP OISU OPCP OPFS OPPO OPPT OPSM ORGN HTDA HTDP HTOR Description Opportunity ISU Sales Methodology Opp.Registration Opp Description Opportunity ISU Opportunity Incl. per business transaction type and item category group. Group Item Cat. Registration Opp Assembly Project Des. Channel Manager Opportunity Default Sales Methodology Des.SAP Best Practices SAP CRM IMG Menu CRM Opportunity Management (C32): Configuration Guide Customer Relationship Management → Transactions → Basic Settings → Define Transaction Types 2.3 Defining Item Category Determination Use In this process. Typ Y002 Y002 COMP Competitor Item OPPT Itm Cat. Maximum three alternative item categories are possible. Item Category OPPT OPCP © SAP AG Page 18 of 29 . you can define which item categories can alternatively be entered manually for system default. Procedure 1.

Access the activity using the following navigation options: Transaction Code SAP CRM IMG Menu SPRO Customer Relationship Management → Transactions → Basic Settings → Define Item Category Determination 2. NORM Sales Item NORM Sales Item NORM Sales Item SRVM ServiceMaterial SRVP Service product 3. Save your entries. Result You have added your own transaction type to the item category determination. Group 0002 Config. at Mat. OPPC OPPC COMP Competititor Item OPPT Item Category OPPC OPPE OPPT OPPE OPCP OPPT OPPT Itm Cat. Result © SAP AG Page 19 of 29 .4 Defining Item Category Determination Extended Use Please check the Delta Guide for building block C03. Group <New item category groups for product> Item Cat. You can skip this step if you do not need to include additional item category groups in item category determination.SAP Best Practices Trans. 0002 Config. 3. Save your entries. Procedure 1. section Copying Item Category Groups. Item Category OPPT 3. at Mat. The item category groups for SAP ERP products have been already created in the SAP CRM system in Building Block C03 CRM Master and Transaction Data Replication.4. Usage Main item cat. Choose New Entries and enter the new item category determinations for new product item categories: Trans. Typ Y002 Y002 Y002 Y002 Y002 Y002 Y002 CRM Opportunity Management (C32): Configuration Guide Item Cat. Usage Main item cat. Typ Y002 Itm Cat.

the system provides you with possible reasons in the document in the input help. . Result You have assigned subject profiles to the business transaction opportunity for each status. © SAP AG Page 20 of 29 . Press Enter.5.3. 5. This kind of assessment can be used for project qualification. The opportunity contains an assignment block entitled Assessments. You have to predefine the questions. Choose Save. 3. Access the activity using the following navigation options: Transaction Code SAP CRM IMG Menu SPRO Customer Relationship Management → Transactions → Settings for Opportunities → Maintain Status Reason and Status Profile for Opportunities → Assign Status Profile and Subject Profile to Business Transaction Type 2. In this way. Choose Copy As…(F6) 4.1 Assign Status Profile & Subject Profile to Business Transaction Type Use In this step. you assign subject profiles to the business transaction opportunity for each status that you have defined in the user status profile. . Procedure 1. Project qualification is used primarily to assess the costs and values of a project. You also have to assign the questionnaire to the transaction type.6.SAP Best Practices CRM Opportunity Management (C32): Configuration Guide You have added an additional item category determination for new product item category groups. Select all entries for transaction type OPSM. depending on the status you have chosen. 6. Change the Transaction Type from OPSM to Y002 and change the Description from Sales Methodology to BP Opportunity.3.1 Questionnaire for Opportunities Use You can use a questionnaire within the framework of sales methodology for opportunity assessment. it is necessary to assess whether the expected sales revenue and chance of success balances against the necessary investment.6 Sales Methodology 3. their possible answers and the weighting of the questions. before considerable resources are invested in a sales project.5 Maintaining Status Reason and Status Profile for Opportunities 3.

you can find predefined questionnaires delivered with the documentation CD which you can import. If a translation has been created for a survey. In this way. The content is displayed on the right hand side of the screen. As an option you can also define your own individual questionnaires (as described below). you can also design your own questionnaires and then import these into CRM. double-click the survey you wish to see. open the folder for that application.6. The surveys for each application are found in the corresponding folders in the tree.g. To create a survey. Log on to the SAP CRM WebClient with the user POWER_USER. → [open] (next to SAP CRM 7. This is a tool for managing surveys. Values © SAP AG Page 21 of 29 . It is possible to copy an existing survey. the symbol next to the survey in the tree is the symbol for the Translate function.SAP Best Practices CRM Opportunity Management (C32): Configuration Guide Note that with the requisite HTML kit. For an overview of the available surveys for the relevant application. . opinion polls and questionnaires. Otherwise the load will not be successful. A survey is created in the Survey Suite. In order to run the SAP Best Practices scenarios. choose the following navigation: SAP CRM WebClient UI menu Marketing  Create: Survey Importing predefined SAP Best Practices questionnaires: 1. 2. Enter the following data: Field Name Survey Detail ID <opportunity questionnaire ID> (e.1 Use Defining Questionnaires The questionnaire in the opportunity is based on the survey.1.0) → English (below Application Help) and SAP Customer Relationship Management → Components and Functions → Basic Functions → Survey Tool → Survey Runtime → Survey Suite on the SAP Library HTML page. you make savings by reusing questionnaires in the same or similar survey projects. BP_OPPORTUNITY_EN_01) The ID must be different as the file name which has to be loaded. and is available. The surveys can be found in the left area of the Suite.. For more information. To display the content of a survey.3. Procedure 1. see the relevant documentation in SAP Help Portal under SAP Solutions → SAP Business Suite → SAP Customer Relationship Mgmt.

<next year> Values © SAP AG Page 22 of 29 . 8. In the Import XML web page dialog select Opportunities as ApplicationID. First. Choose Edit and maintain the following validities. 4. Opportunity questionnaire (English version). Choose Save.SAP Best Practices Field Name Application Description CRM Opportunity Management (C32): Configuration Guide Values Opportunities <description> (e. 7. In the field Select the XML File to Upload browse the Misc directory of the SAP Best Practices documentation CD to choose the predefined Best Practices questionnaire in the relevant language: • • • • • • • • • • • • • • • • • • • • • BP_OPPORTUNITY_EN: BP_OPPORTUNITY_DE: BP_OPPORTUNITY_ES: BP_OPPORTUNITY_FR: BP_OPPORTUNITY_PT: BP_OPPORTUNITY_RU: BP_OPPORTUNITY_ZH: BP_OPPORTUNITY_CS: BP_OPPORTUNITY_IT: BP_OPPORTUNITY_NL: BP_OPPORTUNITY_PL: BP_OPPORTUNITY_TR: BP_OPPORTUNITY_DA: BP_OPPORTUNITY_FI: BP_OPPORTUNITY_JA: BP_OPPORTUNITY_NO: BP_OPPORTUNITY_SV: BP_OPPORTUNITY_HE: BP_OPPORTUNITY_KO: BP_OPPORTUNITY_HU: BP_OPPORTUNITY_RO: Opportunity questionnaire (English version) Opportunity questionnaire (German version) Opportunity questionnaire (Spanish version) Opportunity questionnaire (French version) Opportunity questionnaire (Portuguese version) Opportunity questionnaire (Russian version) Opportunity questionnaire (Chinese version) Opportunity questionnaire (Czech version) Opportunity questionnaire (Italian version) Opportunity questionnaire (Dutch version) Opportunity questionnaire (Polish version) Opportunity questionnaire (Turkish version) Opportunity questionnaire (Danish version) Opportunity questionnaire (Finnish version) Opportunity questionnaire (Japanese version) Opportunity questionnaire (Norwegian version) Opportunity questionnaire (Swedish version) Opportunity questionnaire (Hebrew version) Opportunity questionnaire (Korean version) Opportunity questionnaire (Hungarian version) Opportunity questionnaire (Romanian version) 6. 31.. In the assignment block Survey Preview choose Import XML.12. Field Name Survey Detail Valid From Valid To <today> e.g.g. see list below) 2. choose Save. then choose Activate. 5. 3. In the Import XML web page dialog choose Upload..

the greater the weighting of the question in the evaluation. CRM Opportunity Management (C32): Configuration Guide Optional: Defining your individual questionnaire: 1. In the view Hierarchy select Answer Option: Maintain Answer and Attributes. Enter a survey ID. In the view Hierarchy select Question: Maintain Question and Attributes A question consists of the attributes question text. In the view Answer select an Answer Category. which you must maintain. In the view Hierarchy select Section: Maintain Text and Attributes 5. Save your entries. For radio buttons. as many answer options as required are possible. The higher the rating factor. Field Length may have to be determined in the view Format. For input fields and text areas. For input fields and text areas. With the rating factor. choose the Application ‘Opportunities’ and maintain a Description. 6. 10. In the view Answer Options maintain the given answer (e. radio buttons). Depending on the chosen Answer Category the Visible Field Length and the Max. checkboxes and list boxes. Optional: Insert further answers or answer options (in case of radio buttons possible) by selecting the hierarchy node. where they are to be inserted and choose Answer or © SAP AG Page 23 of 29 . In the evaluation. You can also determine whether the text is placed to the left or the right of the input element and whether the answer should be in display format only and therefore unchangeable. only one answer option per answer is allowed. the calculation is made by multiplying the rating factor of each question by the rating of the selected answer. In the assignment block Survey Preview select Edit. Optional: Determine a Rating Factor for the question.SAP Best Practices 9. 2.g. In the view Title enter a title for your individual survey. Optional: Determine a Rating for this answer option. A template is generated for a newly created survey. you can control the quantitative evaluation of the survey. 4. and a rating factor. An answer consists of answer attributes and answer options. It already contains a survey title and a section with a question/answer and pushbuttons to send or reset the filled out questionnaire. 3. According to the answer category. 8. 12. 9. 11. Optional: Insert a subsection by choosing Subsection. and of as many answers as required. In the view Section maintain the Layout and the text. you must also specify the size. In the view Hierarchy select Answer. the answer can contain one or more answer options. 13. In the view Question enter the question text. 7.

6.SAP Best Practices CRM Opportunity Management (C32): Configuration Guide Answer Option. 3. Here you can specify which questionnaires should be proposed in which time period for a specific transaction type and item category.3. . Open assignment block Survey Preview to check the display of the created survey. Y000000010 Description BP Opportunity Trans.2 Use Defining Determination for Questionnaires The purpose of this activity is to define the rules according to which questionnaires for opportunities should be found.Type Y002 Questionnaire ID <ID of questionnaire created in preceding section with relevant language> (e. . Choose Enter. In order to insert a new section or question analogous choose Question or Section. Choose Copy As…(F6) 4.. Choose Back and then choose Save. Choose Activate. Enter the following data: Determ.g. Access the activity using the following navigation options: Transaction Code SAP CRM IMG Menu SPRO Customer Relationship Management → Transactions → Settings for Opportunities → Sales Methodology → Questionnaire for Opportunities → Define Determination for Questionnaires 2. Please see section Questionnaire for Opportunities of this guide for a detailed description of questionnaire maintenance. Choose Save. 16. 14..3. BP_OPPORTUNITY_<your language>) Activ X 5.1.3 Procedure © SAP AG Assigning Questionnaire to Transaction Type Page 24 of 29 . = 0000000010). which is relevant in your CRM client (e. 6. Select the first entry (Determ. This activity only describes how to assign an existing questionnaire to the opportunity.6. Determination Y000000011 for a questionnaire in a second language BP_OPPORTUNITY_<your language2>) and so on. Repeat these steps in order to create a determination for each language. Procedure 1.g. 15. Prerequisites A questionnaire in the relevant language has been defined or uploaded. respectively. 7.1.

Save your entries.7.SAP Best Practices CRM Opportunity Management (C32): Configuration Guide 1. Access the activity using the following navigation options: Transaction Code SAP CRM IMG Menu SPRO Customer Relationship Management → Transactions → Settings for Opportunities → Sales Methodology → Questionnaire for Opportunities → Assign Questionnaire to Transaction Type 2. That’s the questionnaire’s language version you get.2 Defining Copying Control for Opportunities Use In this step. Double-click on dialog structure Assignment of Business Transaction Categories and select the entry BUS2000111 Opportunity.7. you define the control for copying CRM opportunities to ERP quotations.3. Procedure 1. 3. Skip this section if this integration is not relevant at all to your business scenario. BP_OPPORTUNITY_<your language>) . when processing the Opportunity Management scenario.1 Check Prerequisites for Integration This section describes the integration of the scenarios Opportunity Management and Integrated ERP Order and Quotation Management. Double-click on dialog structure Customizing header and maintain the following data in the view Sales Methodology: Field Assessment 5. (for example. Please note that it is only possible to assign ONE language version of a questionnaire to a transaction type at a time. that is. 3. Choose transaction type Y002. 4. Access the activity using the following navigation options: Transaction Code SPRO © SAP AG Page 25 of 29 . configuration activities that are required for creating an ERP quotation from an opportunity.7 Integration Opportunity Management <-> Integrated ERP Order and Quotation Management 3. Entry <ID of questionnaire created in preceding section>.

Result You have assigned the item category of the opportunity to the item category of the ERP quotation. Press Enter and save your entries.g. QT. Type Y002 SalesDocType Enter your quotation type in the ERP system using input help (e.7. e. QT. 3.g. Press Enter and save your entries. Choose New Entries and enter the following new copying controls: Trans. Procedure 1. Enter the following data and keep all other entries: Field Name SourceCat.3 Defining Copying Control for Item Categories (Opportunities) Use In this step.g.SAP Best Practices SAP CRM IMG Menu CRM Opportunity Management (C32): Configuration Guide Customer Relationship Management → Transactions → Settings for Opportunities  Cross-system Copy Control for Opportunity and SAP-ECC Quotation  Cross-System Copying of Transaction Types 2. which is displayed as AG in the CRM system) 3. AGN 4. you define the control for copying item categories from the CRM opportunity to the ERP quotation. © SAP AG Page 26 of 29 . 3. SalesDocType Item category Value OPPT Enter your quotation type in the ERP system (e. Choose New Entries. which is displayed as AG in the CRM system) Enter the main item category of your quotation type in the ERP system. Access the activity using the following navigation options: Transaction Code SAP CRM IMG Menu SPRO Customer Relationship Management → Transactions → Settings for Opportunities → Cross-system Copy Control for Opportunity and SAP-ECC Quotation → Cross-system Copying of Item Categories 2.

Value Y020 Y002 3.1 Check Prerequisites for Integration Use This section describes the integration of the scenarios Activity Management and Opportunity Management. Type Tgt Trans. Procedure 1. Postpone this section if scenario Activity Management is not installed. that is. Choose New Entries and enter the following values : Field Name Srce Trans. you define the control for copying activities to opportunities. Choose Save. configuration activities that are required for creating an opportunity from an activity.SAP Best Practices CRM Opportunity Management (C32): Configuration Guide . Type 3. 3. © SAP AG Page 27 of 29 .8.3 Defining Copying Control for Item Categories Use In this step. you define the control for copying item categories.2 Defining Copying Control for Activity Management Use In this step.8.8 Integration Opportunity Management <-> Activity Management 3. Access the activity using the following navigation options: Transaction Code SAP CRM IMG Menu SPRO Customer Relationship Management → Transactions → Basic Settings → Copying Control for Business Transactions → Define Copying Control for Transaction Types 2.3. Skip this section if this integration is not relevant at all to your business scenario. Prerequisites The configuration of the Best Practices scenario Activity Management is a prerequisite for this integration.8.

Procedure 1. In case you receive the warning message Choose the key from the allowed namespace press Enter until the message states Data was saved. 3.SAP Best Practices CRM Opportunity Management (C32): Configuration Guide To do so. and define the corresponding conditions.8. Repeat steps 2 to 5 for the following data: Field Name SourceCat. Enter the following data: Field Name SourceCat. you enter a source item category and a target item category. Now it is possible to transfer products from activities to opportunities. Choose New Entries. TargItmCat Description Copying routine Copy conditions Do not copy conditions Value ACT1 OPPT Opportunity Item Do not copy conditions Value ACT OPPT Opportunity Item (will be maintained automatically after saving) Result You have assigned the item categories from the activity to the item categories of the opportunity. 6.4 Defining Item Category Determination when Copying Use © SAP AG Page 28 of 29 . 3. Access the activity using the following navigation options: Transaction Code SAP CRM IMG Menu SPRO Customer Relationship Management → Transactions → Basic Settings → Copying Control for Business Transactions → Define Copying Control for Item Categories 2. 5. Choose Save. TargItmCat Description Copying routine Copy conditions 4.

Tgt T. you define a specific item category determination which should be run during copying.SAP Best Practices CRM Opportunity Management (C32): Configuration Guide In this step. The item category is used to find the target item category in the source transaction for the transaction type in the target transaction. ACT ACT1 3. This means that the transaction type for the source transaction is not relevant for the item category determination. Procedure 1. Access the activity using the following navigation options: Transaction Code SAP CRM IMG Menu SPRO Customer Relationship Management → Transactions → Basic Settings → Copying Control for Business Transactions → Define Item Category Determination when Copying 2.Type Y002 Y002 ItmCat. Choose Save. Create the following new entries and leave the other fields empty: SourceCat. by OPPT OPPT © SAP AG Page 29 of 29 .

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