Function documentationAssign Sales Area Attributes

 

A position can be responsible for one or more sales areas. With the sales area attribute, you can restrict the responsibility of a territory and of a position to a particular sales area.

Integration

A sales area consists of three values:

  • Sales organization

  • Distribution channel

  • Division

This information is used to represent the sales structure of a company. You maintain these values in the organizational model. For more information, see Organizational Management in SAP CRM.

For information on Customizing, see the Implementation Guide (IMG) for Customer Relationship Management under Start of the navigation path Master Data Next navigation step Organizational Model End of the navigation path.

Prerequisites

You must first specify the sales areas in the organizational model. When you enter sales area attribute values in the territory, you choose input help to display the sales areas that are maintained in Organizational Management.

Features

You can use the sales area along with other criteria (territory attributes) such as country, region, and so on. For example, you can specify that a territory is responsible for all business partners in California, in the United States, and for a sales area with a specific division or distribution channel.

You can limit the responsibility of sales representatives, key account managers, marketing specialists, and so on, to specific sales areas. For example, employees are responsible only for specific divisions such as “Food” or “Non-Food”, or only for a specific distribution chain such as “Retail” in sales organization 50001000 France.

A key account manager or a sales representative can be responsible for a specific division, for example, “Fresh Food”, or “Frozen Food”. If a key account customer purchases products from both divisions, then this customer could be looked after by two key account managers. However, if the customer is a small supermarket, and it is not economical to have two key account managers looking after this account, then one key account manager could be responsible for this account for both divisions.

Note Note

There is no synchronization between the organizational model and the territory hierarchy.

A sales representative could be assigned to the division “Food” in the organizational model, and assigned to “Food” as well as “Non-Food” in the territory hierarchy. This could make sense, for example, if

  • Only one sales representative should be in charge of a key account customer, that is, for “Food” and “Non-Food”.

  • A sales representative who is assigned to “Food” needs to take over “Non-Food” temporarily.

In both cases, the sales representative reports to the Manager of the “Food” division, so it would not be correct to make changes to the organizational model; instead, these changes are reflected in the territory hierarchy.

End of the note.

Example

For a detailed example, see Assigning Sales Area Attributes.