Setting Up Cross-/ Up-/Down-Selling Rules 

Use

You use production association rules to describe the relationship between two or more products. You can create the rules manually or determine them from the SAP Business Information Warehouse (BW) using data mining techniques.

You use the product association rules to determine what product or products should be recommended in addition to (cross-selling) or instead of (up-/down-selling) a given product, and under what conditions. These conditions can include the relationship between the products in terms of price or profit margin for example. You can create association rules for particular target groups, marketing profiles, or global rules where no such restrictions apply.

There are two main types of rules:

·        Cross-Selling

These rules are specified in terms of leading and dependant products.

·        Up-/Down-Selling

These rules are specified in terms of relationships between products. The ranking value for the products determines whether they are proposed a up- or down-selling products.

 

Prerequisites

·        You have created a target group or profile in the segment builder, with the segment category product proposal. In the SAP Easy Access Menu choose Marketing ® Segmentation ® Marketing Segments.

·        You have created a method schema, which is the procedure by which the results of different product proposals are to be determined. In Customizing for Customer Relationship Management choose Marketing ® Product Proposals ® Create Method Schema.

·        You have created a procedure for ranking values. In Customizing for Customer Relationship Management choose Marketing ® Product Proposals ® Define Procedure for Creating a Ranking Value.

 

Procedure

...

       1.      Create a cross-selling rule, enter the leading and dependant products with sequence, and activate the rule.

       2.      Create a down-selling rule, enter the products, rank them, and activate the rule.

       3.      Assign the method schema to the Web shop. In Shop Management on the Marketing tab page  enter the method schema in the Method Schema field.

       4.      If you are using global rules:

¡        In Shop Management on the Marketing tab page enter the target group in the Target Group for Global Cross-/Up-Selling field.

If you are using personalized rules:

¡        In Shop Management on the Marketing  select the checkbox for the field Personalized Cross-Up-Selling

¡        Enter a target group in the Target Group for Global Cross-/Up-Selling field if you want to display global recommendations if personalized recommendations can not be found.