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SAP CRM 7.00
December 2010
English
CRM Marketing Master
Data (C11)
SAP AGDietmar-Hopp-Allee 1669190 WalldorfGermany
Building Block Configuration Guide
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SAP Best Practices CRM Marketing Master Data (C11): Configuration Guide
Copyright
2010 SAP AG. All rights reserved.
No part of this publication may be reproduced or transmitted in any form or for any purpose without theexpress permission of SAP AG. The information contained herein may be changed without prior notice.
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Contents
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Configuration Guide
1 Purpose
This configuration guide provides the information you need to set up the configuration of thisbuilding block manually.
2 Preparation
.2.1 Prerequisites
Before starting with the installation of this building block, please see the document QuickGuide to Installing SAP Best Practices for CRM.
.2.2 SAP Notes
Before you begin the installation and configuration, read the relevant SAP Notes. These SAPNotes contain important information for installation and configuration, and also correctionsconcerning this building block.
Make sure that you have the most up-to-date version of SAP Notes. You can find the SAPNotes on the SAP Service Marketplace (http://service.sap.com/notes ).
SAP Note Area Title
CRM System
(Currently there are no relevant Notes for this building block.)
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3 Configuration
.3.1 Attribute Sets for Customers
3.1.1 Creating Attribute Set with Attributes
Use
An attribute set is used to group attributes created specifically within CRM Marketing togetherfor a marketing-related purpose. Each attribute set therefore contains those attributesbelonging to a business partner that are relevant for the purpose/application at hand.
Attributes are the criteria you use to distinguish between business partners thus enablingmore personalized marketing activities. You combine attributes to create profile templates, thebasis on which marketing profiles are created, and on which target groups can be selected.The profile template is presented to a Web Shop customer through a customer profilequestionnaire where he enters his individual data that serves as basis for later target groupselections.
Prerequisites
Log on to the CRM WebClient with the user POWER_USER.
Procedure
1. Access the activity using the following navigation option:
SAP CRM WebClient menu MarketingCreate: Marketing Attribute
2. First maintain the following mandatory data for the attribute set:
Field name User action and valuesID BP_CUST_CLASS
Attribute Set (EN) Best Practices Customer Classification
Persons X
Organizations X
3. From the application toolbar choose Translate in order to add the attribute set descriptionfor every required language:
When creating new data manually, you need to maintain related translation-
sensitive data (descriptions, titles, texts etc.) for each required language (e.g., ENand DE) in addition.
Target Language Attribute Set in Target Language
German (DE) BP Kundenklassifikation
Spanish (ES) BP Clasificacin de Cliente
French (FR) BP Classification clients
Portuguese (PT) BP classificao de clientes
Russian (RU)
Chinese (ZH) BP
Turkish (TR) BP Mteri Snflandrmas
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Target Language Attribute Set in Target Language
Dutch (NL) BP Klanten Classificatie
Czech (CS) BP Klasifikace zkaznka
Italian (IT) BP Classificazione dei clienti
Polish (PL) BP Klasyfikacja klienta
Danish (DA) BP Kundeklassifikation
Finnish (FI) BP Asiakasluokittelu
Japanese (JA) BP
Norwegian (NO) BP Kundeklassifikasjon
Swedish (SV) BP Kundklassificering
Hebrew (HE) BPKorean (KO) BP
Hungarian (HU) BP gyflbesorolsRomanian (RO) BP Calificare client
4. Choose Back.
If you set these indicators, you can maintain the attribute set for both, businesspartners of type Person and Organization. If you just want to maintain it for a singlebusiness partner type, set the flag only in one of the check boxes.
5. In theAttributes assignment block choose Insert.
6. Maintain the following values:
Field name User action and values Comment
Attribute Attended events Or another description.
Format Character FormatOnly after entering the format here you willbe able to enter a description in the attributefield.
Multi Value X Enables multiple Selections of the Attribute
7. In the Values assignment block, choose Insertand specify the values for this attribute, tobe selectable and the according description one after another like shown in the followingtable:
ID Value Default
TRADE_FAIR Trade fair X
ROAD_SHOW Road show
IN_HOUSE_PRESENTATION In-house presentation
VIP_EVENT VIP customer event
8. Choose Save.
9. Optional:If you want to maintain the attributes and values in other languages than the log-onlanguage, too, choose Translate. Otherwise skip steps 8 - 10.
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10. Select the appropriate Target Language, for example German, and enter the translateddescription of the attributes and the attribute values.
Source Language (EN) Target Language (DE)
Attributes
Attended events Besuchte Veranstaltungen
Values
Trade fair Handelsmesse
Road show Informationsveranstaltung
In-house presentation In-house Prsentation
VIP customer event VIP Veranstaltung
Target Language (ES) Target Language (FR)
Attributes
Eventos Atendidos Evnements suivis
Values
Feria Comercial Foire commercial
Gira de Negocios Tourne commerciale
Presentacin interna Prsentation interne
Evento para clientes VIP Evnement pour clients VIP
Target Language (PT) Target Language (RU)
Attributes
Eventos atendidos
Values
Feira de negcios
Road Show
Apresentao interna
Eventos para clientes VIP VIP-
Target Language (ZH) Target Language (NL)
Attributes
Bijbewoonde evenementen
Values
Handelsmarkt
Road show
In-huis presentatie
VIP VIP Klanten evenement
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Target Language (CS) Target Language (TR)
Attributes
Navtven akce Katld Etkinlikler
Values
Veletrh Ticari Fuar
Extern prezentace Ticari Gezi
Intern prezentace Dahili Sunum
Akce pro VIP zkaznky VIP Mteriler iin Etkinlik
Target Language (IT) Target Language (PL)
Attributes
Eventi visitati Uczszczane wydarzeniaValues
Fiera commerciale Targi handlowe
Road show Objazdy handlowe
Presentazione interna Prezentacje wewntrzne
Evento per clienti VIP Akcje dla klientw VIP
Target Language (DA) Target Language (FI)
Attributes
Besgte arrangementer Osallistuminen tilaisuuksiin
Values
Messe Messut
Road show Kiertue-esitys
Intern prsentation Yrityksen sisinen esittely
VIP kundearrangement VIP asiakastilaisuus
Target Language (NO) Target Language (SV)Attributes
Beskte arrangementer Beskta arrangemang
Values
Fagmesse Mssa
Road show Road show
Intern presentasjon Intern presentation
VIP kunde arrangement VIP kund arrangemang
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Source Language (HE) Target Language (KO)
Attributes
Values
Road show
VIP VIP
Target Language (JA)
Attributes
Values
VIP
Target Language (HU) Target Language (RO)
Attributes
Ltogatott esemny Participare la evenimente
Values
Vsr Expoziie comercial
Road show Road show
Bels bemutat Prezentare in-house
VIP gyflesemny VIP Eveniment client
11. Choose Back .
12. Choose Save.13. Repeat these steps for the following attributes with the following values:
Attribute: Shopping frequency
Field name User action and values
Attributes
Attribute Shopping frequency
Format Character Format
Values
ID ValueA less than 1x per month
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B less than 1x per week
C more than 1x per week
D more than 3x per week
Language (DE)
Attribute Einkaufshufigkeit
A weniger als 1x pro Monat
B weniger als 1x pro Woche
C mehr als 1x pro Woche
D mehr als 3x pro Woche
Language (IT)
Attribute Frequenza degli acquisti
A Meno di 1x al mese
B Meno di 1x alla settimanaC Pi di 1x alla settimana
D Pi di 3x alla settimana
Language (ES)
Attribute Frecuencia de Compra
A Menos de 1x por mes
B Menos de 1x por semana
C Ms de 1x por semana
D Ms de 3x por semanaLanguage (FR)
Attribute Frquence dachat
A Moins d1x par mois
B Moins d1x par semaine
C Plus d1x par semaine
D Plus de 3x par semaine
Language (PT)
Attribute Frequncia das compras
A menos de 1x por ms
B menos de 1x por semana
C mais de 1x por semana
D mais de 3x por semana
Language (RU)
Attribute
A
B
C
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D
Language (ZH)
Attribute
A
B
C
D
Language (TR)
Attribute Alveri Skl
A Ayda 1den az
B Haftada 1den az
C Haftada 1den fazla
D Haftada 3den fazlaLanguage (NL)
Attribuut Waarde
A Minder dan 1x per maand
B Minder dan 1x per week
C Meer dan 1x per week
D Meer dan 3x per week
Language (CS)
Attribute Frekvence nakupovnA Mn ne 1x za msc
B Mn ne 1x za tden
C Vce ne 1x za tden
D Vce ne 3x za tden
Language (PL)
Attribute Czstotliwo zakupu
A Mniej ni 1x / m-c
B Mniej ni 1x / tydzie
C Wicej ni 1x / tydzie
D Wicej ni 3x / tydzie
Language (DA)
Attribute Indkbsfrekvens
A Mindre end 1 gang per mned
B Mindre end 1 gang per uge
C Mere end 1 gang per uge
D Mere end 3 gange per uge
Language (FI)
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Attribute Ostotiheys
A Vhemmn kuin 1 krt/kk
B Vhemmn kuin 1 krt/vko
C Enemmn kuin 1 krt/vko
D Enemmn kuin 3 krt/vko
Language (JA)
Attribute
A 1
B 1
C 1
D 3
Language (NO)
Attribute HandlefrekvensA Mindre enn 1x per mned
B Mindre enn 1x per uke
C Mer enn 1x per uke
D Mer enn 3x per uke
Language (SV)
Attribute Inkpsfrekvens
A Mindre n 1x per mnad
B Mindre n 1x per veckaC Mer n 1x per vecka
D Mer n 3x per vecka
Language (HE)
Attribute A -1 x B -1 x C -1 x D -3 x Language (KO)
Attribute
A 1
B 1
C 1
D 3
Language (HU)
Attribute Vsrlsi frekvencia
A kevesebb, mint 1x havonta
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B kevesebb, mint 1x hetente
C tbb, mint 1x hetente
D tbb, mint 3x hetente
Language (RO)
Attribute Frecvena de cumprare
A mai puin 1x pe lun
B mai puin 1x pe sptmn
C mai mult 1x pe sptmn
D mai mult 3x pe sptmn
Attribute: Club member
Field name User action and values
Attributes
Attribute Club member
Format Character Format
Values
ID Value
Y Yes
N No
Language (DE)
Attribute Club MitgliedY Ja
N Nein
Language (IT)
Attribute Membro del Club
Y Si
N No
Language (ES)
Attribute Miembro del Club
Y Si
N No
Language (FR)
Attribute Membre du club
Y Oui
N Non
Language (PT)
Attribute Membro de clube
Y Sim
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N No
Language (RU)
Attribute
Y
N
Language (ZH)
Attribute
Y
N
Language (TR)
Attribute Kulp yesi
Y Evet
N Hayr Language (NL)
Attribute Club Lid
Y Ja
N Nee
Language (CS)
Attribute lenstv v klubu
Y Ano
N NeLanguage (PL)
Attribute Czonkostwo w Klubie
Y Tak
N Nie
Language (DA)
Attribute Klubmedlem
Y Ja
N Nej
Language (FI)
Attribute Klubin jsen
Y Kyll
N Ei
Language (JA)
Attribute
Y
N
Language (NO)
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Attribute Klubbmedlem
Y Ja
N Nei
Language (SV)
Attribute Klubbmedlem
Y Ja
N Nej
Language (HE)
Attribute Y N Language (KO)
Attribute Y
N
Language (HU)
Attribute Klubtag
Y Igen
N Nem
Language (RO)
Attribute Membru ClubY Da
N Nu
Result
A new attribute set with three different new attributes has been created.
3.1.2 Assigning Attribute Values to Business Partners
Use
In the following activity, you can manually assign marketing attributes directly to therespective business partners. Then you will be able to find business partners for your targetgroups in the next section.
Procedure
1. Access the activity using the following navigation option:
SAP CRM WebClient menu Master Data Search: Accounts
2. Select, for example, the following search criteria:
Account ID is 1*
3. Select the respective business partner, for example 100000.
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4. In the Marketing Attributes assignment block choose Edit List.
5. Select the Attribute Set Best Practices Customer Classification that contains the attributesthat should be assigned according to the business process.
6. Select the following attributes and values for 50% of your business partners (example A):
Attribute Attribute Value
Club member Yes
Attended events Trade fair
Shopping frequency More than 1x per week
7. Select the following attributes and values for the other 50% of your business partners(example B):
Attribute Attribute Value
Club member No
Attended events Road show
Shopping frequency more than 3x per week
8. Choose Save.
9. Choose Back.
10. Repeat steps 3 - 9 to maintain attributes for at least six business partners.
Example:
Assign the attribute values to the following SAP Best Practices customers:Attributes example A for: 100000, 100001, 100002Attributes example B for: 100003, 100004, 100009
Result
Marketing attributes have been assigned directly to the respective business partners.
.3.2 Target Groups
3.2.1 Creating Data Source and Attribute List for MarketingAttributes
UseAttribute lists are lists of selection criteria used in the Segment Builder for modeling marketingprofiles. Data sources are the origin of attributes used to create attribute lists. There are threepossible data sources:
CRM Marketing (attribute sets)
Master data and transaction data related to the business partner (obtained by means ofInfoSet queries)
Key figures (obtained from BW reports)
In this activity a data source and attribute list for marketing attributes will be created.
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Procedure
1. Access the activity using one of the following navigation options:
Transaction code CRMD_MKTDS
SAP CRM IMG menu Customer Relationship Management Marketing
Segmentation Maintain Data Sources and Attribute Lists
2. Choose Create Data Source (F5).
3. Complete the following data to create a data source:
Field name User action and values
Origin Type SelectAttribute Set
Name BP_CUST_CLASS
Description Best Practices Customer Classification
4. Choose Save.
5. Go back and choose Create Attribute List (F6).
6. Complete the following data to create an attribute list:
Field name User action and values
Description BP_CUST_CLASS
Category Product Proposals
Usage ID (Segment Type) Product Proposal
Segmentation Object Business Partner
7. Choose Save.
8. In the screen areaAttribute List, chooseAssign Data Source. Select the just created datasource Best Practices Customer Classification and press button Continue.
You can add as many data sources to an attribute list as you require.
9. Open the data source in screen areaAttribute Listand select those attributes that youwant to include in the list. To select all attributes for a given data source, place yourcursor on the data source and choose the button Select all attributes.
10. In order to translate the attribute description into other languages you have to- Logon with your target language- Right-click on the attribute name- Choose Properties- Overwrite the description with you target language translation
You can use the translation suggestions provided for the attributes in the firstchapterCreating Attribute Set with Attributes.
11. Now you have to create filters for the attributes. Double-Click on the first attribute andpress Select alltoselect all characteristic values of the filter. Alternatively you could alsoselect the filters manually in the context menu.
12. Continue with Enter. Repeat this step for all attributes of the attribute list.
13. Choose Save.
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3.2.2 Creating Data Source and Attribute List for BusinessPartner Address Data
Use
In this activity a data source and attribute list for business partner address data will becreated.
Procedure
1. Access the activity using one of the following navigation options:
Transaction code CRMD_MKTDS
SAP CRM IMG menu Customer Relationship Management Marketing
Segmentation Maintain Data Sources and Attribute Lists
2. Choose Create Data Source (F5).
3. Complete the following data to create a data source:
Field name User action and values
Source
Origin Type Infoset
Name CRM_MKTTG_BP_ADDR
Description Best Practices Customer Address Data
Details
Source BUT000-PARTNER_GUID
4. Choose Save.
5. Choose Back.
6. Go back and choose Create Attribute List (F6).
7. Complete the following data to create an attribute list:
Field name User action and values
Description BP_CUST_ADDRESS
Category Campaign Execution
Segment Type Campaign
8. Choose Save.
Optional:When creating new data manually, you need to maintain related translation-sensitive data (descriptions, titles, texts etc.) for each required language (e.g., ENand DE) in addition. Log on to the system with your target language and maintainthe description of the attribute list for the relevant target language.
Target Language Attribute List Description in Target Language
German (DE) BP Kundenadresse
Spanish (ES) BP direccin del cliente
French (FR) BP l'adresse du client
Portuguese (PT) BP endereo do cliente
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Target Language Attribute List Description in Target Language
Russian (RU) BP
Chinese (ZH) BP
Turkish (TR) BP Mteri adres
Dutch (NL) BP Adres van de klant
Czech (CS) BP Adresy zkaznka
Italian (IT) BP Indirizzo del cliente
Polish (PL) BP Adres klienta
Danish (DA) BP Kunde adresse
Finnish (FI) BP Asiakkaan osoite
Japanese (JA) BP
Norwegian (NO) BP Kundens adresse
Swedish (SV) BP KundadressHebrew (HE) BPKorean (KO) BP Hungarian (HU) BP gyfl cme
Romanian (RO) BP Adresa clientului
9. In the screen areaAttribute List, chooseAssign Data Source. Select the just created datasource Best Practices Customer Address Data and choose Continue.
10. Open the data source Best Practices Customer Address Data in screen areaAttributeListand select those attributes that you want to include in the list. To select all attributesfor a given data source, place your cursor on the data source and choose the buttonSelect all attributes.Select at least the attribute City Postal Code and Country Key.
11. In order to translate the attribute description into other languages you have to- Logon with your target language- Right-click on the attribute name- Choose Properties- Overwrite the description with you target language translation
Attribute: City postal code
Field name User action and values
Attributes
Attribute City postal code
Format Character Format
Language (DE)
Attribute Postleitzahl
Language (IT)
Attribute Codice di avviamento postale
Language (ES)
Attribute Cdigo postal
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Language (FR)
Attribute Code postal
Language (PT)
Attribute Cdigo postal
Language (RU)
Attribute
Language (ZH)
Attribute
Language (TR)
Attribute Posta kodu
Language (NL)
Attribute Postcode
Language (CS)
Attribute Potovn smrovac slo
Language (PL)
Attribute Kod pocztowy
Language (DA)
Attribute Postnummer
Language (FI)
Attribute Postinumero
Language (JA)Attribute
Language (NO)
Attribute Postnummer
Language (SV)
Attribute Postnummer
Language (HE)
Attribute Language(KO)
Attribute
Language (HU
Attribute Postai irnytszm
Language (RO
Attribute Cod potal
Attribute: Country Key
Field name User action and values
AttributesAttribute Country Key
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Format Character Format
Language (DE)
Attribute Lnderschlssel
Language (IT)
Attribute Chiave paese
Language (ES)
Attribute Clave de pas
Language (FR)
Attribute Cl de pays
Language (PT)
Attribute Chave do pas
Language (RU)
Attribute Language (ZH)
Attribute
Language (TR)
Attribute lke anahtar
Language (NL)
Attribute Landcode
Language (CS)
Attribute Kl sttuLanguage (PL)
Attribute Klucz kraju
Language (DA)
Attribute Landengle
Language (FI)
Attribute Maa-avain
Language (JA)
Attribute
Language (NO)
Attribute Landkode
Language (SV)
Attribute Landskod
Language (HE)
Attribute Language (KO)
Attribute
Language (HU)
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Attribute Orszgkulcs
Language (RO)
Attribute Cheie de ar
12. Now you have to create filters for the attributes. Double-click on the first attribute andchoose Select alltoselect all characteristic values of the filter. Alternatively you couldalso select the filters manually in the context menu.For the attribute Country Keyenter at least the following filters (examples have to beadapted to your country-specific settings).
Field Filter 1 Filter 2
Description DE USA
Short Description DE US
Criterion Equal To Equal To
Value DE USFor the attribute City Postal Code enter at least the following filters:
Field Filter 1 Filter 9
Description 10000 - 19999 90000 - 99999
Short Description Region 1 Region 9
Criterion Interval Interval
From 10000 90000
To 19999 99999
13. Choose Save.
3.2.3 Optional: Creating DataSource and Attribute List UsingBI Key Figures
Use
DataSources for target groups can be created using queries from SAP NetWeaver BI.
You can skip this section in case of a CRM standalone implementation.
PrerequisitesYou have installed the BW Analytics scenario.
In order to use BI queries as a data source, the background user (RFC user) hasto be set to Dialogin the BW system. Carry out the following steps to change theuser type to Dialog.
1. In the BW system choose transaction SU01.
2. In the Userfield enter RFCUSER and choose Change.
3. Choose the Logon Data tab. In the User Type field choose Dialog.
4. Save your changes.
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.3.2.3.1 Creating BI Query
Use
This section describes how to create a simple BI query, which will then be used as aDataSource. As an example, a query will be created, which contains key figures on leads lostand won per prospect. This will later allow you to plan campaigns based on former customerbehavior. Of course, you can also use other queries as DataSource. You can build a query onany active InfoCube of your interest.
Procedure
1. Access the activity using of the following navigation option:
Windows Start menu Start All Programs Business ExplorerBusinessExplorer (SAP BW 3.x) Query Designer (SAP BW 3.x)
2. In the SAP Logon at System dialog box make sure that the correct system is chosenand enter your user name and password.
3. In the Query Designer choose New Query.
4. Choose InfoAreasCustomer Relationship ManagementMarketing AnalysisLeadAnalysis.
5. Mark the Cube CRM Lead Management 0MKTG_C01 and choose OK.
6. In the left frame expand Dimensions Business Partner. Drag and drop the entryProspect(0CRM_PROSPE) into the frame Rows.
7. In the left frame expand Key Figure, Calculated Key Figure, and Restricted Key Figures.Drag and drop the following key figures into the frame Columns.
No of Leads No. of leads in process
Lost Leads
Number of Leads Won
8. Choose Query Properties .
9. In the Query Properties dialog box choose the tab Extendedand mark the checkboxAllow External Access to this Query. Choose OK.
10. Choose Save Query.
11. In the Save Query dialog box enter a description and a technical name. For example BPLeads per Prospect / BP_LEADS_PER_PROSPECT.
ExampleTo create a query on Incoming Orders Value, proceed as described above, butchoose the Info Cube Sales Overview0SD_C03. (Follow the path CustomerRelationship Management ERP Analytics Sales and Distribution Analyses SAP R/3 SD.) Build the query according to the following table:
Rows (choose from Dimensions)
Sold-to Party 0SOLD_TO
Columns (choose from Key FigureRestricted Key Figures)
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Incoming Orders Value0ORDER_VALQ
Save the query as BP Incoming Orders / BP_INCOMING_ORDERS.
.3.2.3.2 Creating DataSource and Attribute List (CRM)
Procedure
1. Access the activity using one of the following navigation options:
Transaction code CRMD_MKTDS
SAP CRM IMG menu Customer Relationship Management Marketing
Segmentation Maintain Data Sources and Attribute Lists
2. Choose Create Data Source (F5).
3. Complete the following data to create a data source:
Field name User action and values
Segmentation Object Business Partner
Origin Type Business Intelligence Cube
RFC Destination
BW Report
Choose the relevant report using the input help (In thisexample follow the path Customer Relationship Management CRM Analytics Marketing Analysis Lead Analysis
CRM Lead Management BP Leads per ProspectBPLeads per Prospect) Choose a double click on the secondquery entry.
Business Partner 0CRM_PROSPE
4. Choose Save.
5. Go back and choose Create Attribute List (F6).
6. Complete the following data to create an attribute list:Optional:In order to maintain descriptions in other languages you have to logon with your targetlanguage.
Field name User action and values
Description (EN) BP Leads per Prospect
Description (DE) BP Leads pro Interessent
Description (ES) BP Leads por Interesado
Description (FR) BP Int. pot. par prospect
Description (PT) BP Leads por cliente potencial
Description (IT) BP Leads per cliente potenziale
Description (RU)BP
Description (ZH) BP
Description (TR) BP Mteri adayna gre belgelerDescription (NL) BP Leads per Prospect
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Field name User action and values
Description (CS) BP Tipy potencilnho zkaznka
Description (PL) BP Ilo Leadw do potencjalnych klientw
Description (DA) BP Leads per kundeemne
Description (FI) BP Vihjeet potentiaalisin asiakkaittain
Description (JA) BP
Description (NO) BP Leads per prospekt
Description (SV) BP Leads per intressent
Description (HE) Leads BPDescription (KO) BP
Description (HU) BP Lead-ek / rdekld
Description (RO) BP Interes potenial pe client potenial
Category Campaign ExecutionUsage ID Campaign
Segmentation Object Business Partner
7. Choose Save.
8. In the screen areaAttribute List, chooseAssign Data Source. Select the newly createddata source BP Leads per Prospectand choose Continue.
You can add as many data sources to an attribute list as you require. Dependingon the type of target group you want to build, you can select any of the
DataSources you have created before or a combination of several DataSources.9. Open the data source in screen areaAttribute Listand select those attributes that you
want to include in the list. In our example select all key figures.
10. Choose Save.
ExampleTo create a DataSource and an attribute list specifically for segmentation basedon incoming orders value, proceed as described above, but use the followingvalues and descriptions:
DataSource:
Field name User action and valuesSegmentation Object Business Partner
Origin Type Business Intelligence Cube
RFC Destination
BW Report
Choose the relevant report using the input help (In thisexample follow the path Customer RelationshipManagement ERP Analytics Sales and
Distribution Analyses SAP R/3 SD Sales: Overview
BP Incoming Orders BP Incoming Orders.)Choose a double click on the second query entry.
Business Partner 0SOLD_TO
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Attribute List:
Field name User action and values
Description (EN) BP Incoming Orders Value
Description (DE) BP Wert der eingehenden Auftrge
Description (ES) BP Valor de las rdenes entrantesDescription (IT) BP Valore degli ordini in arrivo
Description (FR) BP Valeur des commandes entrantes
Description (PT) BP Valor de ordens de entrada
Description (RU) BP
Description (ZH) BP
Description (TR) BP Gelen Siparilerin Deeri
Description (NL) BP Waarde van inkomende orders
Description (CS) BP Hodnota pijatch zakzekDescription (PL) BP Warto zlece przychodzcych
Description (DA) BP Vrdi af ordreindgang
Description (FI) BP Saapuvien tilausten arvo
Description (JA) BP
Description (NO) BP Innkommende ordreverdi
Description (SV) BP Orderingngsvrde
Description (HE) BPDescription (KO) BP
Description (HU) BP Bejv rendelsi rtk
Description (RO) BP Valoare intrare comenzi
Category Campaign Execution
Usage ID Campaign
Segmentation Object Business Partner
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.3.3 Product Proposals
Use
This activity describes how to increase sales to your business partners by recommending
products in addition to or in place of the one(s) already selected.
The recommended products may be more expensive products (up-selling), cheaperproducts (down-selling), or products related in some way to the product requested by thecustomer (cross-selling).
Product proposals can be tailored to the requirements of a particular business partner bybeing matched to their marketing profile or target group.
Top n product lists can be used to provide specific lists of products to be proposed (forexample, best-sellers).
Products can be proposed based on past orders.
3.3.1 General Settings for Product Proposals
Use
This section describes how to activate additional functions, that is, carry out pricing and anavailability check for the product proposals.
Procedure
1. Access the activity using one of the following navigation options:Transaction code SPRO
SAP CRM IMG menu Customer Relationship Management Transactions
Settings for Sales Transactions Product Proposals inQuotations and Orders General Settings for Product
Proposals
2. Enter the following data:
Field name User action and values
Start Availability Check Automatic
Start Pricing No PricingBased on Marketing Projects Refine Product Selection Using Pop-up
3. Choose Save.
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3.3.2 Define Treatment of Original Items for Up-/Down-Selling
Use
This section describes how to define what happens to the item originally requested by thecustomer when the system determines an up-/down-/cross-selling product proposal.
Procedure
1. Access the activity using one of the following navigation options:
Transaction code SPRO
SAP CRM IMG menu Customer Relationship Management Transactions
Settings for Sales Transactions Product Proposals inQuotations and Orders Define Treatment of Original Items
for Up-/Down-Selling
2. Enter the following data:
Field name User action and values
Orig. Requested Item Keep original ordered item, but cancel it
Cancel. Reason Code Substituted due to Product Proposal
3. Choose Save.
3.3.3 Check Reasons for Rejection
Use
A specific reason for a sales item rejection has to be available in SAP ERP for productproposals.
Procedure
1. Access the activity using one of the following navigation options:
Transaction code SPRO
SAP ERP IMG menu Sales and Distribution Sales Sales Documents SalesDocument Item Define Reasons for Rejection
2. Choose New Entries and enter the following data in case this entry does not exist:
Field name User action and values
Rj 20
NRP Not selected
OLI Not selected
BIC Not selected
Status Empty
Description Substituted due to Product Proposal
3. Choose Save.
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4. Optional:In order to maintain descriptions in other languages you have to logon with your targetlanguage.
Field name User action and values
Description (EN) Substituted due to Product Proposal
Description (DE) Ersetzt durch Produktvorschlag
Description (ES)
Description (FR)
Description (PT)
Description (IT)
Description (RU)
Description (ZH)
Description (TR)
Description (NL)Description (CS)
Description (PL) Zastpowany wedug propozycji produktu
Description (DA)
Description (FI)
Description (JA)
Description (NO)
Description (SV)
Description (HE)Description (KO)
Description (HU)
Description (RO)
3.3.4 Define Method Schema
UseThis section describes how to define what happens to the item originally requested by thecustomer when the system determines an up-/down-/cross-selling product proposal.
Procedure
1. Access the activity using one of the following navigation options:
Transaction code SPRO
SAP CRM IMG menu Customer Relationship Management Transactions
Settings for Sales Transactions Product Proposals inQuotations and Orders Method Schema for Product
Proposals Define Method Schema (Basic)
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2. Choose New Entries and enter the following data:
Field name User action and values
Method Schema Y00001
Description BP Cross-/Up-/Down/Top n
3. Select the new method schema and choose Structure Overviewin the Dialog Structure.Enter the following data for the method schema:
Field name Global Target Grp Profile Sol Config
Past Orders X
Product Listings
Marketing Projects
Top n List X
Cross-Selling X X X
Up-Selling X X X
Down-Selling X X X
Accessories
Remove Duplicates X
4. Choose Save.
3.3.5 Define Transaction Filter for Past Orders
Use
In this activity, you define transaction filters for item proposals that use the items fromprevious sales orders.
Procedure
1. Access the activity using one of the following navigation options:
Transaction code SPRO
SAP CRM IMG menu Customer Relationship Management Transactions
Settings for Sales Transactions Product Proposals inQuotations and Orders Past Orders Define Transaction
Filter
2. Choose New Entries and enter the following data:
Field name User action and values
Filter Y1
Description Past Orders
3. Select the new transaction filter and choose ERP Filter Attributes in the Dialog Structure.
4. Choose New Entries and enter the following data:
Field name User action and values
SATY Select the ERP sales order type(s) to be used for the
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Field name User action and values
past order evaluation, e.g. TA
5. Choose Save.
3.3.6 Define Past Orders Display
Use
In this activity you define how the item proposals based on past orders from a certaincustomer are displayed in ERP sales transactions.
Procedure
1. Access the activity using one of the following navigation options:
Transaction code SPROSAP CRM IMG menu Customer Relationship Management Transactions
Settings for Sales Transactions Product Proposals inQuotations and Orders Past Orders Define Past Order
Display
2. Enter the following data:
Field name User action and values
Filter Y1
Time period Enter the time period for past documents to beconsidered for evaluation, e.g. 10 weeks
No. of Transactions 10
Proposed Quantity Average Value of Past Order Quantities
No. of Transactions 10
Based on Past Orders Display Product Immediately
3. Choose Save.
3.3.7 Creating a Target Group for Product Proposals
UseThis activity describes how to create a cross-selling rule.
Procedure
1. Log on to the CRM WebClient as marketing manager (MKT_MAN / welcome).
2. Access the following activity from the navigation bar:
SAP CRM WebClient menu MarketingCreate: Segment
3. On the Profile Set: Newscreen, enter the following data, and choose Save:
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Field name User action and values
General Data
Profile Set Customers for Product Proposal
Usage Product Proposal
Deduplication Method No Deduplication/Undo Deduplication
You need to save the profile set before you can open the Graphical Modeler.
4. From the toolbar, choose Graphical Modelerto open the Segment Builder Tool.Click on the empty screen to activate the segment builder if necessary.
5. On theAttribute Lists tab page use the input help to select the attribute listBP_CUST_CLASS.
6. First of all, select the attribute value Yes (from the attribute Club member) and transfer itto the staging area using drag and drop (see area description of the Segment Builder
above).7. A second attribute value Trade fair(from the attributeAttended Events) can be placed on
top of the first one, also using drag and drop.The moment the attributes overlap, select option Keep (from the displayed options Keep,Remove and Split).
8. Right mouse-click on the new profile icon in the staging area and choose Properties fromthe dropdown list.In the Description field you can change the description of the profile (for exampleCustomers for Product Proposal). Make sure that the profile usage is Product Proposal.
9. Choose OKto confirm.
10. Save the new profile.
11. Now you are able to create the target group for your profile.
Right mouse-click on the icon in the staging area. From the dropdown menu chooseBuild Target Group In Dialog.
12. Your target group is now created and the number of business partners contained in thetarget group will be displayed automatically in the staging area.Choose Save.
13. Optional:In order to assign new business partners who fulfill the selection criteria to your targetgroup automatically, you need to define a background job:
Right mouse-click in the staging area and choose Build Target Group InBackgroundfrom the dropdown menu.
Enter values for the field StartTime and if you choose to start at a later time forStartDate.
Choose Execute Job Periodically.
In the field Perioddefine how often the target group selection has to be executed.
Choose OK.
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14. If you want to display the details and all business partners listed as members of the targetgroup, choose Back.
15. In the Target Groups assignment block, choose your new target group and select Edit.All target group details and a list of all business partners that fulfill your selection criteria isdisplayed.
Via Insertand Delete you can adapt the target group member list manually.16. Save your entries.
Result
Now you have successfully created target group Customers for Product Proposalcontainingall business partners that will be addressed when using product proposals in salesdocuments.
3.3.8 Creating a Cross-Selling Rule
Use
This activity describes how to create a cross-selling rule.
Procedure
1. Log on to the CRM WebClient as marketing manager (MKT_MAN / welcome).
2. Access the activity using the following navigation option:
SAP CRM WebClient menu MarketingCreate: Cross-Selling Rule
2. Enter the following data:
Field Name User Action and Values
Description Enter a description for the rule
Status Active
Usage
Global: Rule is for all customers of a sales document
Target Group: Rule is only valid for customers belongingto a specific target group
Profile: Rule is ony valid for customers fulfilling theprofile
Segment
Enter a segment, i.e.Target Group or a Profile
No entries possible for Usage Global
Leading Products Enter one product or a combination of products as triggeringcondition for the cross-selling rule
Dependent ProductsEnter one product or a combination of products which will beproposed in case the condition is fulfilled
3. Choose Save.
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3.3.9 Creating an Up-Selling Rule
Use
This activity describes how to create an up-selling rule.
Procedure
1. Log on to the CRM WebClient as marketing manager (MKT_MAN / welcome).
2. Access the activity using the following navigation option:
SAP CRM WebClient menu MarketingCreate: Up-/Down-Selling Rule
3. Enter the following data:
Field Name User Action and Values
Description Enter a description for the rule
Status Active
Usage
Global: Rule is for all customers of a sales document
Target Group: Rule is only valid for customers belongingto a specific target group
Profile: Rule is ony valid for customers fulfilling theprofile
SegmentEnter a segment, i.e.Target Group or a Profile
No entries possible for Usage Global
IDEnter a list of product for which an Up-Selling rule has to bedefined
Rank
Enter a ranking value for all products.The higher the ranking value, the greater the value of theproduct.For a product entered in a sales document all products with ahigher ranking value are proposed for up-selling
4. Choose Save.
3.3.10 Creating a Top n List
UseThis activity describes how to create a top n list.
Procedure
1. Log on to the CRM WebClient as marketing manager (MKT_MAN / welcome).
2. Access the activity using the following navigation option:
SAP CRM WebClient menu MarketingCreate: Top N List
3. Enter the following data:
Field Name User Action and Values
ID Enter an ID for the top n list, e.g. BP Top N LIST
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Top N ListEnter a description for the top n list,e.g. Best Practices Top N List
Language Select your language, e.g. English
Status In Process
4. Choose Back.5. Enter the following data:
Field Name User Action and Values
General Data
IDEnter an ID for the item,e.g. TOP N LIST SEGMENT PRODUCT PROPOSAL
ItemEnter a description for the item,e.g. Top N List for Segment Product Proposal
Language Select your language, e.g. English
Status In ProcessManually Assigned Products (New row for each product of the top n list)
ID Enter a product ID
Ranking
The ranking value defines the position of the product in thetop n list. The value is automatically determined according tothe sequence of entering the products in the top n list but thevalue can be overwritten manually.
Validity Periods
Valid From Enter a starting date for the validity period of the top n list
Valid To Enter an end date for the validity period of the top n listManually Assigned Products (New row for each product of the top n list)
SegmentsEnter an existing segment for which the top n list should bevalid, e.g. target group Customers for Product Proposal
6. Choose Back.
7. Choose Editon the Top N List Details.
8. Set value of field Status toActive.
9. Choose Back.
10. Choose Save.