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Process documentation Customer Visit / Order Entry Locate the document in its SAP Library structure

Purpose

This business scenario involves direct personal contact with the customer. Its purpose is to enable the vendor to place customer visits strategically after carrying out customer analysis, in order to have a greater likelihood of successfully closing deals. The vendor can carry out quotation and order entry directly at the customer’s site with SAP CRM Mobile Sales. According to the length of the sales negotiations, the vendor can run through several phases of quotation submission before reaching the actual order entry. Because the dataset is replicated, group selling is supported.

Prerequisites

You can find additional information about the integration of SAP BW and SAP CRM Mobile Sales in SAPNet under Link to external website mySAP CRM Analytics. Choose the link to Documentation: Integration of SAP BW and SAP Mobile Sales.

See the above-mentioned document on integration and the Structure linkCRM Field Sales: Business Scenario Configuration Guide. See also Link to external website Managing BW Requests.

Process Flow

This graphic is explained in the accompanying text

 

  1. In the SAP BW system, the vendor defines a customer analysis, the results of which serve as a basis for planning customer visits and sales efforts in SAP CRM Mobile Sales. For example, the vendor can evaluate the customers with the highest turnover figures for a particular product group within the last quarter and schedule visits accordingly.
  2. The vendor calls up the customer analysis in the Reports business component of SAP CRM Mobile Sales. Depending on its previous definition in SAP BW, the results table obtained can contain data from various objects and systems, and is not tied to the local dataset of the SAP Mobile Sales system. For example, the customer analysis can contain data from SAP CRM, the central database (CDB), and from SAP Controlling (CO) / Financial Accounting (FI).
  3. The vendor checks the result list of the customer analysis. When scheduling visits the vendor can refer back to the list. Other business partners can also be included in the visit scheduling, even if they are not part of the result list. See Link to external website Creating Appointments using the Daily Calendar.
  4. The vendor prepares for each customer visit by reviewing the customer data available. In this way, the vendor can check such items as current sales documents, including orders and complaints, or can view the most recent customer visits, reports, and telephone calls.
  5. During meetings with the customer, the vendor creates a quotation on site in the SAP CRM Mobile Sales system and gives it to the customer. See Link to external website Creating a Sales Document.
  6. Until the quotation is accepted, the vendor maintains the quotation status in SAP CRM Mobile Sales. As soon as the customer accepts the quotation, the vendor converts the quotation into an order. When converting a quotation into an order, the vendor can include the outcome of additional negotiation before the order is further processed. For more information about converting a quotation into an order, see Link to external website Processing Sales Documents.
  7. After completing the order, Link to external website Sales Order Processing in the SAP CRM Server is started.

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