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Product Proposal in SAP CRM

Product Proposal:

 

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), cheaper products (down-selling), or products
    related in some way to the product requested by the customer (cross-selling).
  • Product proposals can be tailored to the requirements of a particular business partner by being matched to their
    marketing profile or target group.
  • Top n product lists can be used to provide specific lists of products to be proposed (for example, best-sellers).
  • Products can be proposed based on past orders.

 

Attribute Sets for Customer

 

Log on to the CRM WebClient with your user.

 

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Select marketing tab and Create Marketing attributes / attribute sets.

 

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Make it valid for Persons / Organization. these indicators, you can maintain the attribute set for both, business partners of type Person and Organization. If you just want to maintain it for a single business partner type, set the flag only in one of the check boxes.

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Attributes assignment block choose Insert. In the Values assignment block, choose Insert and specify the values for this attribute.
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The next step is to assign attributes with applicable values to the BP’s.

 

Enter the search criteria and select the account.

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In Marketing Attributes assignment block choose Edit and assign attribute set which contains the attribute to be assigned. Also, chose the applicable values.

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Create Target Group:

 

Once we assign the attributes and
their values we need to create a Target Group. Product proposal will be then
assigned to the selected target group.

 

Creating data source and attribute list for marketing attributes

 

  • Attribute List: It is a list of selection criteria used in segmentation builder for modeling marketing profiles.

 

  • Data Source: It specifies the origin of attributes used to create attribute lists.

 

          Four possible data source are:

 

    • Attribute sets
    • Info sets
    • BW
    • External list management

 

Note:
We have used the attribute sets as data source

 

In this activity a data source and attribute list for marketing attributes will be created

 

Path:

Customer Relationship Management > Marketing > Segmentation > Maintain Data Sources and Attribute Lists

 

T Code:
CRMD_MKTDS

 

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Enter the attribute list created in Web UI.

 

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Now, Create new attribute list

 

Path:
Customer Relationship Management > Marketing > Segmentation > Maintain Data Sources and Attribute Lists

 

T Code: CRMD_MKTDS

 

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In the screen area Attribute List, choose Assign Data Source. Select the just created data source

 

You can add as many data sources to an attribute list as you require

 

Open the data source in screen area Attribute List and select those attributes that you want to include in the list.
Click on check box for all the attribute values to appear.

 

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Once we create data source and assigned the same to the attribute list, next step is to create a Target Group.
Product proposal will be then assigned to the selected target group. Get in the power_user role and select the create segment link

 

Path:
Log on to the CRM WebClient with the your user.

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Enter description of profile set and save it. Click on Graphical Modeler.

 

Select the attribute list

 

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Select the attribute values which will be used to create the target group

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Drag and drop the selected attribute value to create TG. We will get three options when we select two or more attribute values while creating TG (Keep, Remove & Split). These options will help us create TG clubbing, splitting or removing the attribute values.
Right click on icon and select build target group in background to create the TG.

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Setting for Product Proposal

 

Activate additional functions, that is, carry out pricing and an availability check for the product proposals

 

Path: Customer Relationship Management > Transactions > Settings for Sales Transactions > Product Proposals in Quotations and Orders > General Settings for Product Proposals

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In this field, you define the corresponding settings for the execution of an availability check. The result of the availability check is displayed with the product proposal. This is a simple availability check because, for example, no product reservation takes place. You can execute a comprehensive availability check only when the products are entered in the sales order.

 

For pricing, the calculated product price is displayed with the product proposal. The following options are available to you for pricing:

 

  • No pricing
  • Pricing is not activated.
  • Automatic pricing with net price list

 

The prices are transferred from price lists and displayed directly with the product proposal.

 

You can set up how the product proposals that are based on marketing projects (campaigns or trade promotions) are displayed in a sales transaction.  You can choose the following types for the display:

 

  • Refine product selection using  a popup
  • Display products immediately

 

Next step in general setting is how to define what happens to the item originally requested by the customer when the system determines an up-/down-/cross-selling product proposal.

 

Path: Customer Relationship Management > Transactions > Settings for Sales Transactions > Product Proposals in Quotations and Orders > Define Treatment of Original Items for Up-/Down-Selling

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Define method Schema:

 

In this section describes how to definewhat happens to the item originally requested by the customer when the systemdetermines an up-/down-/cross-selling product proposal.

 

Path: Customer Relationship Management > Transactions > Settings for Sales Transactions > Product Proposals in Quotations and Orders > Method Schema for Product Proposals > Define Method Schema (Basic)

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Define Transaction Filter for Past Orders:

 

In this activity, you define transaction filters for item proposals that use the items from previous sales orders (or quotations).

 

Path:
Customer Relationship Management > Transactions > Settings for Sales Transactions > Product Proposals in Quotations and Orders > Past Orders > Define Transaction Filter

 

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When the system puts together item proposals from previous sales orders, it takes into account only those transactions types and item object types that were specified in the transaction filter.

 

To transfer the quantities from previous orders to the item proposals, you must specify how the quantities should be calculated, in the column +/- Sign. All order quantities normally receive the sign "+". Returns items should receive the sign "-",

 

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Define Past Orders Display

 

In this activity you define how the item proposals based on past orders from a certain customer are displayed in sales transactions.

 

Path: Customer Relationship Management > Transactions > Settings for Sales Transactions > Product Proposals in Quotations and Orders >Past Orders > Define Past Order Display

 

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In this activity you define how the item proposals based on past orders from a certain customer are displayed in sales transactions.

 

In the group box Past Order Selection, you can restrict the selection of previous sales transactions, so that only recent orders (for example, from the last six weeks) and specific transaction types (for example, standard orders) are used for the proposals.

 

In the field Proposed Quantity, you can set whether the system also proposes order quantities for the proposed items, and how it calculates these proposed quantities.

 

In the group box Display Proposals you can determine how the item proposals are displayed in the sales order.

 

For Product proposal to be called, it should be linked to the transactions type.

 

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AssignMethod Schema to Transaction Type

 

 

In this activity, you assign a method schema to a sales organization and a transaction type. This controls which item proposal or product proposal types are determined for a particular sales transaction in a particular sales organization.

 

You can set the indicator Proposal on Request also for item proposals based on past orders and for item proposals based on listings.

 

If you want to use item proposals based on listings you need to enter the relevant listing procedure here. If necessary, you can also assign an exclusion
procedure.

 

Simulation of Product Proposal

 

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Select / Execute simulation of product proposal

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In the simulation window, select method schema, the target group for which product proposal is to be activated and the product ID.

 

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Creation of Rules:

 

  • Creating Cross Selling Rules

 

             T-code: crmd_ar_maintain

 

              Select Cross-selling rule

 

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Enter the target group Id, it’s description. The next step is to enter the leading product, the product for which rules are made. Enter the dependent product details.

 

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You have to activate this rule and save it.

 

  • Creating Up-Selling / Down-Selling Rules

 

Select the upselling/down selling tab

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Enter the target group and the description of it. Enter the Ranks for the products selected for this rule, the rule determines the relationship between products within the association rule, i.e. for any given product, which are proposed as down-selling, which as
up-selling.

 

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  • Create Top n List:

 

T-Code: crmm_ppm_topn

 

Create the top n product.

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Enter the Top end product list description followed by topend item description. Enter the target group for which the top end item is applicable.

 

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Enter the product details & validity period.

 

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Create Sales Order

 

Select the role ‘ Salespro’

 

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Create the sales order

 

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Enter the Sold-to-party and the item ID for which rules are created.

 

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Select the applicable upselling, cross selling and top end link.

 

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