Opportunity Management

Opportunity Management provides the framework for presenting sales projects from the very start, and tracking their progress. Opportunity management helps to make more complex or long term sales projects a success.

Q1) Why you have configured opportunity management? Ans: We configured opportunity management for three reason: a) When you are doing for very long duration. b) When you have big sales team. c) When your company is expecting big orders.

Q2) What all you configured in opportunity? Ans: Three scenario are there a) From Lead >>>> To opportunity using workflow WS10001011 b) From Activity >>>> c) From Manually >>>> Create manually

Path >>>>>>>> SPRO>>> IMG>>>CRM>>>Basic Settings>>>Settings for opportunity Pipeline performance management Define sales cycle and sales stages Define Opportunity Group, Priority and origin Maintain Status reason and status profile for Opportunities Sales Methodology Defining copy control for opportunity item to opportunity Cross system copy control and SAP-ECC Quotation Define object relationship profile

1) Pipeline performance management : It is use to analysis the opportunity. It is done by Senior management threw BI report or Threw Interactive reporting. @- Have you ever do win or loss analysis? @- Settings need to be done in Webui.

2) Define Sales Cycle and Sales Stages : Define sales Cycle Define sales stages Define Analysis Stages Assign Sales stages to sales cycle

a) Sales Cycle : A sales cycle is defined by time, by the start and estimated end date of an opportunity. The sales cycle begins with the recognition of an opportunity & ends with a sales order or a rejection from the customer. b) Sales Stages : A sales stage is a section of the sales cycle in which specific activities are carried out. It includes outgoing phone call/ outgoing e-mail , Appointment, Visit, Feedback. ******* Activity Journal : It is a document to record or gather some information about the customer like in which product he is interested and so on. ******* c) Define Analysis Stages : Each stage of a sales cycle is assigned to an analysis stage( Qualification, Proposal and secure agreement) and it will also show in webui pipeline performance. d) Assign Sales Stages to sales cycle : We assign sales stages to sales cycle along with the probability and Analysis and expected duration.

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Sales Cycle is assigned in customized header of opportunity

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3) Define Opportunity Group, Priority and Origin Opportunity Group >>>> New customer, existing customer

Opportunity group is assigned in customized header of opportunity Opportunity Priority>>> > High, Low, Medium. Opportunity Origin >>>> Telephone , Campaign etc Opportunity Priority and origin is assigned manually when creating a sales order

4) Maintain Status Reason and Status profile for Opportunities Status Reason >>>> Win due to this reason or loss due to this reason **********It defines in Subject Profile************* Settings Required for Status Reason Define Catalog Define Code groups and codes for catalog Define code group profile Define subject profile>>>> Assign code group profile and code group Status Profile >>>> Won, loss, In-process **********Assign status profile in profile tab of opportunity********* Assign Status profile and Subject profile to Business Transaction type or/and Item category

5) Sales Methodology

Transaction type ****OPSM*****

Questionnaire for Opportunity Sales Assistant Buying Centre Define Text for Goal, Competitor Analysis and Buying centre Opportunity Plan

Questionnaire for Opportunity Define questionnaire Define determination for questionnaire >>>> Transaction type +Item category + Questionnaire id ----------Mandatory tab and Activate tab also there Assign questionnaire in to transaction type **Assign Assessment /Questionnaire into customizing header of opportunity transaction** Sales Assistant Sales assistant guides us to tell what to do in next phase or what would be our next activity . It is customized threw action profile. *****Please read documentation notes*******

Buying Centre Buying centre help us to identify each person's degree of influence on the decision making and displaying the relationship network. It is a partner function and then it would be reflecting in partner determination procedure CRM>>>Basic function>>>Partner Processing>>>Partner team

Define Text for Goal and competitor analysis and Buying Centre All setting Required in Text management CRM>>>>Basic Function>>>> Text management GOAL TEXT OBJECT ACTION SEQUENC CRMD_ORDERH OPSM0001 COMPETETIOR CRM_ORDPDH OPSM0001 BUYING CENTRE CRM_ORDPDH OPSM0001

******We define these text in customizing header of opportunity transaction type****** 6) Defining copy control for opportunity item to opportunity 7) Cross-System copy control for Opportunity and ECC Quotation Cross- system copying for transaction type >>>>>> If you want to create a quotation in SAP ECC from an opportunity in SAP CRM. To do this, you need to maintain the table for cross-system copy control of transaction types. *Transaction type of CRM (OPPT OR OPSM) + ECC sale document type (QT)* Cross -system copying for item category>>>>>>>>

*Source item category(OPPT) +Target item category(AGN) +ECC sales document type(QT)*

8) Define object relationship profile In this activity we define master opportunity, sub opportunity *******Assign it into profile tab of Opportunity Transaction Type********