Project Goals and Notes 

Use

In the opportunity, you can create, change or display texts for your own use, or for your correspondence with business partners.

The Notes/Goals tab page/screen contains the possible text types and also an area in which you can enter your texts. You can create the text type “Internal note” in the standard. This text can be assigned to a specific language. Texts can be transferred automatically from master data records or reference documents, or from a text processing system, into the CRM System (only in ascii format).

 

You can also store project goals here within the framework of sales methodology. In order to clearly establish how the customer could benefit from your solution, and to position your product strategically, it is important that you really understand the customer’s requirements and expected results. Only by doing so can you really sell from the customer’s view point.

You also need to clearly define the short and long-term objectives you hope to achieve.

Both your customer’s goals and your own goals can be recorded in predefined templates under Notes/Goals, and are accessible to all employees involved in the sales process.

Prerequisites

You can make the settings for text processing in the implementation guide (IMG) for CRM under Customer Relationship Management -> Basic Functions -> Text Management.

In order that the Notes/Goals tab page can be displayed and processed in the opportunity, you need to assign the corresponding text profile to the transaction type. Make this assignment in the implementation guide under Customer Relationship Management -> Transaction -> Basic Settings -> Define Transaction Types (Customizing header, Partner determination procedure field).

Further information on Customizing is available under Customer Relationship Management ® Transactions ® Settings for Opportunities ® Sales Methodology ® Define Texts for Goals, Competitor Analysis and Buying Center.

Example

You can define the following texts, for example, when entering project goals:

·        Our own goals

·        Sales prospect’s goals

·        Comments

In the “sales prospect’s goals” text, you can, for example, specify questions that the sales employee is to answer in the opportunity. For example:

·        Why is the sales prospect searching for a new solution?

·        Which solution is the sales prospect currently using?

·        What are his exact requirements?

·         What milestones has the sales prospect defined for his decision-making process?