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Process documentation Lead and Opportunity Management  Locate the document in its SAP Library structure

Purpose

You can use this business scenario to control your marketing and sales processes transparently. With this business scenario, you can process and analyze leads and opportunities, and process activities. It describes the individual processes and also demonstrates the entire cycle, from first interest when a lead is created, through to pre-sales, when an opportunity is created, and finally to activity processing.

Prerequisites

You can implement this business scenario with different releases of the relevant application components. However, only certain combinations are valid. For more information, see:

• SAP CRM Master Guide on SAP Service Marketplace at service.sap.com/crm-inst

• Scenario & Process Component List on SAP Service Marketplace at service.sap.com/scl

 

Process Flow

The business processes run as follows:

  1. Lead Processing in CRM
  2. Lead Analysis
  3. Opportunity Processing in CRM
  4. Activity Processing in CRM
  5. Sales Planning and Forecasting
  6. Opportunity Analysis in CRM
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