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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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Icons

Icon Meaning

Caution

Example

Note

Recommendation

Syntax

Typographic Conventions

Type Style Description

Example text Words or characters that appear on the screen. These include fieldnames, screen titles, pushbuttons as well as menu names, paths andoptions.

Cross-references to other documentation.

Example text Emphasized words or phrases in body text, titles of graphics and tables.

EXAMPLE TEXT Names of elements in the system. These include report names,program names, transaction codes, table names, and individual keywords of a programming language, when surrounded by body text, forexample, SELECT and INCLUDE.

Example text Screen output. This includes file and directory names and their paths,messages, source code, names of variables and parameters as well asnames of installation, upgrade and database tools.

EXAMPLE TEXT Keys on the keyboard, for example, function keys (such as F2) or theENTER key.

Example text Exact user entry. These are words or characters that you enter in thesystem exactly as they appear in the documentation.

Variable user entry. Pointed brackets indicate that you replace thesewords and characters with appropriate entries.

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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


Attributes

Attribute Club member


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


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:


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:


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








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.


7. Complete the following data to create an attribute list:


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


Attributes

Attribute City postal code


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)


Language (SV)


Language (HE)

Attribute Language(KO)

Attribute

Language (HU

Attribute Postai irnytszm

Language (RO

Attribute Cod potal

Attribute: Country Key


AttributesAttribute Country Key



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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









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.


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.


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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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


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:


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




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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:


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


Transaction code SPRO


Settings for Sales Transactions Product Proposals inQuotations and Orders Define Treatment of Original Items

for Up-/Down-Selling



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



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:


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.


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




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:


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




Settings for Sales Transactions Product Proposals inQuotations and Orders Past Orders Define Transaction

Filter



Filter Y1

Description Past Orders

3. Select the new transaction filter and choose ERP Filter Attributes in the Dialog Structure.



SATY Select the ERP sales order type(s) to be used for the



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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


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



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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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



SAP CRM WebClient menu MarketingCreate: Cross-Selling Rule


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



SAP CRM WebClient menu MarketingCreate: Up-/Down-Selling Rule



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



SAP CRM WebClient menu MarketingCreate: Top N List



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:


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.