Sales Process:

Customers and Customer Groups

SAP Business One Version 9.3

PUBLIC

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Objectives

At the end of this topic, you will be able to:

 Define a customer group
 Create a new customer
 Create a lead
 Convert a lead into a customer

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Business Scenario

 You have a marketing campaign focused on attracting local schools

as new customers.
 You create a new customer group to handle the special pricing and
payment terms needed for schools.
 Using customer group helps simplify the process of creating
customers and facilitates better reporting.

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Business Partners

 Two types of business partners are used in the

sales process:
 Leads
 Customers
 After you make the first sale, you change the
business partner type to customer
 Sales orders can have either leads or customers.
Deliveries must have customers.

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Business Partner Master

 Common structure for all

business partners:
 Customer
 Lead
 Vendor
 Link to account balance
 Reporting available directly
from the master record

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Business Partner Addresses

Bill-to Address

Ship-to Address

 Multiple addresses possible for

each address type
 You can set defaults for each
address type
Contact Person Address
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Default Settings

BP Defaults:
 Payment terms
 Payment Methods
 Dunning terms

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Payment Terms

Administration > Setup >

Business Partners.

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Customer Groups

For pricing and reporting

 Customer assigned to only one group
 You can use customer groups in reporting to
see sales figures for different sectors.
 You can assign a price list to a customer group.
 The price list assigned to the group will
supersede the default from General Settings.

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Leads and Customers

Leads
 Use on pre-sales documents or sales
orders
 Not on deliveries or invoices

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Leads and Customers

Leads Customers
 Use on pre-sales documents or sales  Use on any sales document
orders  Convert leads to customers when they
 Not on deliveries or invoices buy

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Leads in the Sales Quotation

Sales A\R Invoice

Sales Order Delivery
Quotation

 A potential customer requests a quote for a PC with accessories

 We enter lead master data, items, and quantities in the quotation.
 The system determines the price automatically
 A manual discount for 1% is entered in the quotation

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Leads in the Sales Order

Sales A\R Invoice

Sales Order Delivery
Quotation

 If the prospective customer decides to order the items, we copy the quotation to a sales order
 All the information, including the manual discount, is copied into the sales order
 The lead can be converted to a customer now or at the delivery

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Connecting Customers and Vendors

Connection enables
Customer C1999 visibility of both BP’s Vendor V2999
open transactions in:
Accounting  Aging Reports Accounting
 Dunning
 Reconciliation

Connected Vendor V2999 Connected Customer C1999

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Summary

Here are some key points:

 There are three types of business partners: leads, customer and vendors.
 Leads and customers are used in the sales process.
 Leads are used mostly in pre-sales, but can be used on a sales order.
 A lead master data record can be converted to a customer master data record.
 Leads cannot be used in deliveries or invoices.
 Customers and leads can have multiple addresses for shipping, billing, and contact
persons. You can set a default for each type of address.

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© 2018 SAP SE or an SAP affiliate company. All rights reserved.

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