As a Sales Manager you hold full responsibility within an organization for the sales and distribution area. For the decisions you have to make, you require information about the entire sales and distribution structure that you manage. The information should be aggregated from a higher level.

Typical decision making situations or problems, which can be answered with the help of data from the profitability analysis, are:

• Analyzing existing and new products, to decide upon placements/new additions in the product range
• Analyzing the competitive situation
• Analyzing income contributions of individual market segments
• Analyzing the target attainment level of single market segments
• Analyzing profit for the period of individual market segments
• Analyzing incoming orders

The following queries have been created for you as 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.

• Planned/Actual Revenue Comparison:
  Planned revenue, actual revenue and variances are displayed according to division and material group. You can extend the query display by drilling down on the characteristics Plant and Material.

• Strategic Business Units
  The query contains short-term income data for the period of a sales organization, on which you can base strategic decisions. The contribution margin scheme is displayed according to strategic business units and their divisions. You can expand the view of the query by drilling down on the characteristics Distribution Channel, Material and Customer.

• Contribution Margin Scheme - Divisions:
  Short-term income data is displayed on the basis of the contribution margin scheme per division. You can extend the query display be drilling down on the characteristics Country, Region and Customer.