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Trade Promotion Planning 
This process shows you how to plan a trade promotion. Based on information from account planning, you plan the product, region, and period for which you want to carry out a trade promotion, and define the conditions of the promotion. Once this detailed planning is complete, you compare the set sales targets with the consolidated planning figures. If necessary, (for example, if it turns out that the desired targets will not be met with the current planning data) planning can be carried out again to align the planning data with the desired targets.

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1. Execute query in marketing calendar (SAP CRM)
The Marketing Calendar is the central, initial point for data entry and as such represents your main work area. The calendar provides you with the following functions:
¡ Clear display of all trade promotions and campaigns within a certain timeframe
¡ Separate definition of queries
¡ Definition and processing of trade promotions on various planning levels
2. Create deal in marketing calendar (SAP CRM)
3. Create trade promotion from deal (SAP CRM)
You generate a trade promotion from a deal in the marketing planner.
4. Plan uplift sales quantity and sales reduction (SAP CRM)
In the Marketing Planner, assign targets and key figures to the trade promotion.
5. Update uplift sales quantity (SAP BW)
6. System evaluates the trade promotion in advance (SAP CRM)
This enables you to obtain figures such as return on investment (ROI).
7. Transfer trade promotion attributes (SAP BW)
Examples of attributes are time period, product and rebate.
8. Create activities for the trade promotion (SAP CRM)
By generating activities, you can assign a questionnaire to the trade promotion for the validation. This questionnaire includes all the attributes of the planned trade promotion that you and your customer have agreed upon, such as length, price reduction, article presentation. Using this questionnaire you can check at a later date, whether the retailer has keep to the agreement, and if necessary not release the trade promotion for the rebate payment.
9. The system updates the trade promotion and the uplift sales quantity (SAP SCM)
10. Process Demand Planning and Supply Network Planning (SAP SCM)
Using the plan data from SAP CRM, carry out Demand Planning and Supply Network Planning for the specified products and periods.
11. Compare plans with target specifications (SAP BW)
You align your sales, revenue and budget targets with the planned uplift sales volumes and sales deductions for the trade promotions.
12. The system generates condition records and rebate agreements (SAP CRM)
In the Marketing Planner, generate condition records from the plan data for prices, rebate agreements and free goods.
13. Release the trade promotion (SAP CRM)
If necessary, (for example, if it turns out that the desired targets will not be met with the current planning data) planning can be carried out again to align the planning data with the desired targets. The release can be carried out automatically by the system or by your supervisors.
14. The system creates an accounting object (SAP R/3)
The system transfers the released trade promotions and condition records to SAP R/3, where corresponding accounting objects are created using work breakdown structure (WBS) elements.