Profitability Analysis - Key-Account-Management Queries (SAP Library

Profitability Analysis - Key-Account-Management Queries

Purpose

As a Key Account Manager you require information about your key customers. A single discount budget is available to you and you can assign discounts. Therefore, you require a detailed display of sales discounts and returns. Furthermore there are the following different decision making situations or problems:

Analyzing incoming orders
Determining and analyzing customer potential
Analyzing income contribution of individual key customers
Analyzing the target attainment level
Analyzing individual customer sales, to enable you to decide upon an increase in sales pressure (possibly through the allocation of additional discounts)
Studying former customers or customer groups

The following queries have been created for you for decision support. For all queries a filter for Sales Organization 1000 has been set. One of the following queries will be dealt with in detail as an example.

Order analysis:
Incoming orders, invoices and open orders are displayed for each sales employee. You can further expand the display of the query by drilling down on the characteristics Customer and Region.

Strategic Business Units:
The query contains a sales organization’s short-term profit for the period. The contribution margin scheme is drilled down according to strategic business units and divisions, which belong to it. You can expand the display of the query by drilling down on the characteristics Distribution Channel, Material and Customer.