CRM Opportunity Management

8/10/2019 CRM Opportunity Management

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CRM Opportunity Management

Contents

CRM Opportunity Management: Configuration Guide......................................................................2

1 Purpose..................................................................................................................................2

2

Preparation ............................................................................................................................2

2.1 Prerequisites ...................................................................................................................2

2.2 SAP Notes.......................................................................................................................2

3 Configuration .........................................................................................................................3

3.1 Settings for Basic Functions............................................................................................3

3.1.1 Defining Access Sequence ....................................................................................... 3

3.1.2 Defining Partner Determination Procedure ...............................................................3

3.2 Sales Cycle and Phases .................................................................................................5

3.2.1 Defining Sales Cycle .................................................................................................5

3.2.2

Defining Phases ........................................................................................................6

3.2.3 Assigning Phases to Sales Cycles ............................................................................6

3.3 Sales Assistant................................................................................................................7

3.3.1

Defining Action Profile ...............................................................................................7

3.3.2 Defining Actions.........................................................................................................8

3.3.3 Defining Conditions ...................................................................................................9

3.3.4 Changing Action Details ..........................................................................................10

3.4 Settings for Transactions (Opportunity) ........................................................................11

3.4.1 Defining Transaction Type for Opportunity..............................................................11

3.4.2 Selecting Relevant Transaction Types for Opportunities........................................12

3.4.3

Defining Item Category Determination ....................................................................12

3.5 Maintaining Status Reason and Status Profile for Opportunities..................................13

3.5.1 Defining Code Group Profiles..................................................................................13

3.5.2 Assign Status Profile & Subject Profile to Business Transaction Type...................14

3.6 Sales Methodology........................................................................................................15

3.6.1 Questionnaire for Opportunity .................................................................................15

3.6.1.1 Defining Questionnaires................................................................................15

3.6.1.2

Defining Determination for Questionnaires ...................................................17

3.6.1.3 Assign Questionnaire to Transaction Type...................................................18

3.7

Integration Opportunity Management Quotation and Order Management............. 18

3.7.1 Check Prerequisites for Integration.........................................................................18

3.7.2 Defining Copying Control for Opportunities.............................................................19

3.7.3 Defining Copying Control for Item Categories (Opportunities)................................19

3.8 Integration Opportunity Management Activity Management ..................................20

3.8.1 Check Prerequisites for Integration.........................................................................20

3.8.2

Defining Copying Control for Activity Management.................................................20


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3.8.3 Defining Copying Control for Item Categories.........................................................21

3.8.4 Defining Item Category Determination when Copying ............................................ 22

3.9 Integration Opportunity SAP-ECC Quotation ..........................................................22

3.9.1 Defining Parameters for RFC Destination...............................................................22

3.9.2 Defining Cross-System Copying of Transaction Types...........................................23

3.9.3 Defining Cross-System Copying of Item Categories...............................................24

3.9.4

Assign Object Method to Role.................................................................................25

CRM Opportunity Management: ConfigurationGuide

1 PurposeThis 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 have a look at thedocument Quick Guide 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 the CRM Opportunity Managementbuilding 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) or in SAPNet.

SAP Note Number Description Release

875536DATA_LENGTH_TOO_LARGE dump duringtranslation of

5.0


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3 Configuration

3.1 Settings for Basic Functions

3.1.1 Defining Access Sequence

Use

The purpose of this activity is to define a new access sequence for the determination of thepartner function Sales Representative against the entered Activity Partner.

Procedure

1. Access the activity using the following navigation options:

Transaction code SPRO

SAP CRM IMG menu Customer Relationship Management Basic Functions

Partner Processing Define Access Sequences

2. Select sequence 0002, Preceding Document Business Partner Relationships: ActivityPartner and copy as Y005, BP Preceding Document Business Partner Relationships:

Activity Partner Userwith all entries.

3. Go to Individual Accesses and add new entry:

Attribute Value

Batch Seq: 0040

Dialog Seq: 0040

Source Business Partner Assigned to the User

As a prerequisite for the automatic determination of the partner function SalesRepresentative from the Activity Partner it is necessary to maintain a relationshipin the master data. Otherwise this function would be filled with the current User.

4. Choose Save.

3.1.2 Defining Partner Determination Procedure

Use

In this activity, you define partner determination procedures that the system uses toautomatically enter partners in business transactions. The partner functions and accesssequences you have defined are brought together here.

Procedure




Partner Processing Define Partner Determination Procedure

2. Select the Procedure 00000004 Opportunities and choose Copy As (F6).


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3. As name for the Procedure enter Y0000001. Enter a unique description for yourProcedure (BP_Opp. incl. Project Org.).

4. Press Enter.

5. ChooseCopy all.

6. Select your newly created Procedure.

7. In the dialog structurechoose Partner Functions in Procedure.

8. Select the function Sales Representative.9. Press the button Details.

10. Select as Access sequence for Partner Determination: Y005 BP Preceding Document ->Business Partner Relationships: Activity Partner -> Use

11. Go on step back (F3)

12. Select the Function Employee Responsible.

13. Press the Detailsbutton.

14. Select as Access sequence for the Partner Determination 0008 Preceding DocumentUser

15. Go one step back (F3).

16. Select the Function Sales Prospect.17. Press the Detailsbutton.

18. Select as Access sequence for the Partner Determination 1000 Preceding Document.

19. Go one step back (F3).

20. Select the Function Contact Person.

21. Press the Details button.

22. Under Generalmaintain the following data:

No. of Occurrences (Lowest)

1No. of Occurrences (Highest) 10

Selection Limit (Select. Screen) 1

23. Under Address select Standard address only.

24. Select as Access sequence for Partner Determination: Preceding Document -> BusinessPartner Relationships: Prospect

25. Assign the following functions and the appropriate settings to procedure Y0000001:

Function Change-able

No. ofOccurrences (Highest)

Change-ableaddress

Determi-nation tm.

BlockDetermin.

Characte-ristics

00000045Decision-Maker

(CRM)

10 0 Recurring 0 GenerallyValid Group

00000046Approved by(CRM)


00000047Inspector(CRM)



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Function Change-able

No. ofOccurrences (Highest)

Change-ableaddress

Determi-nation tm.

BlockDetermin.

Characte-ristics

00000048 User(CRM)


00000049

Coach (CRM)

10 0 Recurring 0 Generally

Valid Group

Function Block EntryOn Interface

No. ofOccurrences(Highest)

Determination tm. Characteristics

00000050 BuyingCenter (CRM)


26. Save your entries.

Result

You have created a new Partner Determination Procedure.

3.2 Sales Cycle and Phases

3.2.1 Defining Sales Cycle

Use

A sales cycle is defined by time, by the start and estimated end date of an opportunity. Thesales cycle of a product or service begins with the recognition of an opportunity. The processends with a sales order or a rejection from the customer. The sales cycle for an opportunity issplit into different phases, for example, first contact, quotation phase and so on.

In this step, you define the possible sales cycles for your enterprise. You then assign thesales cycle in customizing to the business transaction type for opportunities. The sales cycleis set in the document, depending on the transaction type chosen.

Procedure



SAP CRM IMG menu Customer Relationship Management Transactions

Settings for Opportunities Define Sales Cycle and Phases

Define Sales Cycle

2. Choose the New Entry button.

3. Maintain the following data:

Sales Cycle Description Service Description

Y01 BP Cust Acquisition BP Customer Acquisition

4. Choose Save.


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3.2.2 Defining Phases

Use

In this step, you define the possible phases for your sales cycles.

Procedure1. Access the activity using the following navigation options:


SAP CRM IMG menu Customer Relationship ManagementTransactions

Settings for OpportunitiesDefine Sales Cycle and PhasesDefine Phases

2. Choose the New Entrybutton.


Phase Description Description

Y1 Identification Identify OpportunityY2 Qualification Qualification

Y3 Quotation Quotation

Y4 Decision Decision

Y5 Close Close

4. Choose Save.

3.2.3 Assigning Phases to Sales Cycles

UseA phase is a section of the sales cycle in which specific activities are carried out.

You define the following in this section:

The phases which can occur in a sales cycleDepending on the sales cycle, the phases which you have assigned here are displayed inthe document in the phase field in the input help.

The time sequence of the phases one after the other within the sales cycle

The probability in % with which the opportunity will be successful within a specific phase(for example, in the information exchange phase, there is a 30 % probability that theopportunity will be closed successfully)The percentage entries set here are transferred into the document as a default value for

the phase selected.

Procedure




Settings for Opportunities Define Sales Cycle and Phases Assign Phases to Sales Cycles


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2. Choose the New Entry button.


SalesCycle

Description Phase Description Seq. Anal.phase

Description Exptd.Dur.

Pro-babil.

Y01 BPCustomerAcquisition

Y1 IdentifyOpportunity

1 1 Qualification 10


Y2 Qualification 2 1 Qualification 20


Y3 Quotation 3 2 Quotation 50


Y4 Decision 4 3 Decision 80


Y5 Close 5 3 Decision 100

4. Choose Save.

3.3 Sales Assistant

3.3.1 Defining Action Profile

Use

The purpose of this activity is to create an action profile and templates for actions. You candefine the action templates more closely in the following step Change action profiles anddefine conditions.

For the action profile, the class which provides the attributes for your business object must beentered. These business objects can be used for planning actions.

When creating an action profile, note for which business transaction type you can use thisaction profile. You must assign the relevant business object type to the action profile. Theassignment of the business object type makes sure that the attributes for the relevantbusiness transaction type (for example, sales contract) can be used for defining andprocessing the conditions. Only one business object can be assigned for each action profile.You can find out the business object type for the transaction type or the item category inCustomizing for transactions under Define transaction typesor Define item categories.

Procedure

1. Access the activity using one of the following navigation options:

Transaction code CRMC_ACTION_DEF


Actions Actions in Transactions Change Actions and

ConditionsDefine Action Profiles and Actions

2. Select the Action Profile Opportunity_Sales_Assistant and choose the button Copy As(F6).

3. Enter the following values:


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Field name Value

Action Profile Y1_OPPORTUNITY_SALES_ASSISTANT

Description BP: Opportunity - Sales Assistant

4. Press Enter.

5. In the dialog box Specify object to be copied,select copy all.

6. Rename all Action Definitions and keep the Action Description, i.e. replace the Action

Definition SMP by Y_BP

7. Choose Save.

Result

You have created your own Action Profile.

3.3.2 Defining Actions

Use

The purpose of this activity is to create additional actions for the action profile created in theactivity Defining Action Profile.

Procedure


Transaction code CRMC_ACTION_DEF


Actions Actions in Transaction Change Actions and

ConditionsDefine Action Profiles and Actions

2. Select your newly created Action Profile, Y1_OPPORTUNITY_SALES_ASSISTANT.

3. In the dialog structure, select Action Definition.

4. To create a new entry, select one Action and choose Copy As (F6).

5. Maintain the following values:

Field name Value

Action Definition Y_BP2: Activity 0

Description Conduct Customer Visit

6. Press Enter.

7. In the dialog box Specify object to be copied,select copy all.

8. Set the sort order to a value less than the value for action Y_BP2: Activity 1.

9. Repeat steps 4 8 for

Field name Value


Description Create Quotation

with sort order higher than the value for action Y_BP4: Activity 5.

10. Repeat steps 4 8 for

Field name Value


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Description Negotiate Sales Order Conditions

with sort order higher than the value for action Y_BP5: Activity 3.

11. Choose Save.

Result

You have created your own Actions and assigned them to an Action Profile.

3.3.3 Defining Conditions

Use

The purpose of this activity is to define the planning and start condition for each actiondefinition.

Procedure

1. Access the activity using one of the following navigation options:Transaction code Crmc_Action_Conf



ConditionsDefine Conditions

2. Select your Action Profile BP: Opportunity - Sales Assistant.

3. Choose Create.

4. Select the Action Gather Information on Customerfrom the list.

5. Choose the ScheduleConditntab.In the field Name enter a new schedule condition Y 1. Phase: Identification.I.e. a new schedule condition has to be defined in order to activate this action within aspecific phase of your sales cycle BP Customer Acquisition.

6. Choose Edit Condition.

7. In the field Name enter a new schedule condition Y 1. Phase: Identification.I.e. a new schedule condition has to be defined in order to activate this action within aspecific phase of your sales cycle BP Customer Acquisition.

8. On the Conditions for Action screenchoose Clickhere to create a new condition.

9. Create the following condition:

Express. 1 Operator Express. 2 And/Or

CRM Opportunity.Phase = Y1 (Constant) OR

CRM Opportunity.Phase =

10. Choose Transfer Condition.

11. Choose Save.

12. Repeat steps 4 11 for the actions and schedule conditions listed in the following table.In step 9 choose the corresponding phase for field Express. 2., e.g. Y2for schedule Y 2.Phase: Qualification.If several actions have to be assigned to the same schedule condition then the conditionhas to be created only once. For all following actions of the same condition the already


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existing condition has to be selected in step 5 from the drop down list (F4). Steps 6 11can be omitted.

Schedule Condition Assigned Action

Y 1. Phase: Identification Obtain and Prepare Visit

Conduct Customer Visit

Clarify Feasibility

Understand Decision-Making Process

Define Selling Team

Y 2. Phase: Qualification

Make go/no-go decision

Develop Solution Proposal

Present Solution to Entire Buying Center

Y 3. Phase: Quotation

Create Quotation

Get Feedback and Handle ObjectionsY 4. Phase: Decision

Secure Verbal Agreement

Negotiate Sales Order conditionsY 5. Phase: Closure

Analyze Reasons for Success or Failure

13. Choose Save.

Result

You have defined start conditions for each action. Each action is now assigned to a phasefrom the sales cycle.

3.3.4 Changing Action Details

Use

The purpose of this activity is to change the transaction type of the activities.

Prerequisites

You need to have created your own transaction types for activities (see the ActivityManagementGuide).

In case you are not using Activity Management skip this step!

Procedure


Transaction code CRMC_ACTION_CONF



ConditionsDefine Conditions

2. Select your Action ProfileBP: Opportunity Sales Assistant.

3. Choose Change.


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4. Select the first of your assigned actions from the list (for example, Gather Information onCustomer)

5. Choose the ActionDetailstab.

6. Uncheck: Default Settings from Action Definition

7. For the Settings Method Call,select ChangeValues

8. Select the Process Type and change the value to your own transaction types you definedfor Action.

Choose the following transaction type replacement if the SAP Best Practices scenarioActivity Management has been installed:0001 = Y025, 1003 = Y030, 1001 = Y030)

9. Repeat steps 4 to 7 until all required Actions are maintained.

10. Choose Save.

Result

You have assigned your own Transaction Types for Actions to the Actions within your profile.

3.4 Settings for Transactions (Opportunity)

3.4.1 Defining Transaction Type for Opportunity

Use

In this process, you define transaction types.

The business transaction type defines the characteristics for the opportunity, and defines thecontrol attributes (for example, text schema, partner schema, status schema, organizationaldata profile).

Procedure



SAP CRM IMG menu CRM Transactions Basic Settings Define TransactionTypes

2. Select Trans. Type OPSM and choose the button Copy As (F6).

3. Enter a new name for the Trans. Type (Y002). Enter a unique description for yourTransaction Type (BP Cust Acquisition, BP Customer Acquisition)

4. Under Profiles maintain:

a. Partner Determ.Proc. (Y000001)

b. Org. Data Prof. (Y00000000001) BP Sales Org. Data Profile - Country/Reg

c. Action Profile (Y1_Opportunity_Sales_Assistant).

5. Press Enter.

6. Select your newly created Transaction Type Y002.

7. In the Dialog Structure select Assignment of Business Transaction Categories.

8. Select BUS2000111 Opportunity


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9. In the Dialog Structure select Customizing header.

10. As Sales Cycle select your Sales Cycle (Y01 BP Customer Acquisition).

11. As Pricing Data select Document Schema B Plants Abroad.

12. Choose Save.

This is just an example. If you have defined your own Partner Determ. Proc., Org.Data Prof or Action Profile, please assign these profiles to transaction type BPCust Acquisition (Y002).

Result

You have created a new Transaction Type and assigned your Action Profile, your SalesCycle, and your Partner Determination Procedure.

3.4.2 Selecting Relevant Transaction Types for Opportunities

UseIn this process, you select the Transaction Types you want to use.

Procedure



SAP CRM IMG menu CRM Transactions Basic Settings Define TransactionTypes

2. Set the following Transaction Types to Inactive:

Trans.Type

Description Serv.Proc

Description Inactive

OISU ISU Sales Methodology ISU Opportunity Incl. Sales Methodology X

OPCP Opp. Channel Partner Opportunity Channel Partner X

OPFS FS: Opportunity Financial Services: Opportunity X

OPPO Opp. Channel Manager Opportunity Channel Manager X

OPPT Opportunity Opportunity X

OPSM Sales Methodology Opportunity Including Sales Methodology X

ORGN Des. Registration Opp Design Registration Opportunity X

3. Choose Save.

3.4.3 Defining Item Category Determination

Use

In this process, you can define, per business transaction category and item category group,which item categories the system defaults for processing business transactions. At the same


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time, you can define which item categories can alternatively be entered manually for systemdefault. There is a maximum of three alternative item categories possible.

Procedure



SAP CRM IMG menu CRM Transactions Basic Settings Define ItemCategory Determination

2. Choose New Entriesand enter the following new item category determinations:

Trans.Type

ItmCtyGrp Item Usage MainItmCty Item Cat.

Y002 OPPT

Y002 COMP OPPT OPCP

Y002 0002 OPPC

Y002 0002 OPPC OPPE

Y002 NORM OPPT

Y002 NORM OPPC OPPE

Y002 NORM COMP OPPT OPCP

Y002 SRVM OPPT

Y002 SRVP OPPT OPPT


Result

You have added your own Transaction Type to the Item Category Determination.

3.5 Maintaining Status Reason and Status Profile forOpportunities

3.5.1 Defining Code Group Profiles

Use

In this activity, you define code group profiles. You create procedures that should onlycontain a selection of the code groupsof a catalog.

You access each catalog individually, define profiles with short texts, and can then assigncode groups using the application help in the second level under Code groups for profile.

The key for the code group profile contains the catalog type so that it is unique.

You use the profile for filtering purposes, that is, the catalog record key consists of the catalogtype, code group, and code.


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Procedure




Settings for Opportunities Maintain Status Reasons and

Status Profiles for Opportunities Define Code Group Profiles

2. Select catalog O1.

3. Within the dialog structure choose Definition of Code Group Profile.

4. For the Code Group Profiles OPT000003 and OPT000004 no Code Groups are assigned.

5. Select Code Group Profile OPT000003.

6. Within the dialog structure choose Code Groups for Profile.

7. Choose New Entries.

8. As Code Group select OPT00007.

9. Press Enter.

10. Repeat steps 5 to 9 for the Code Group Profile OPT000004 with the Code GroupOPT00008.

11. Choose Save.

Result

You have assigned Code Groups, containing Codes, to the Code Groups. The Code Groupsare assigned to the Subject Profiles, which are assigned to the Transaction Types and Status.

3.5.2 Assign Status Profile & Subject Profile to BusinessTransaction Type

UseIn this step, you assign subject profiles to the business transaction opportunity for each statusthat you have defined in the user status profile. In this way, the system provides you withpossible reasons in the document in the input help, depending on the status you havechosen.

Procedure




Settings for Opportunities Maintain Status Reasons and

Status Profiles for Opportunities Assign Status Profile andSubject Profile to Business Transaction Type

2. Select all entries for Transaction Type OPSM.

3. Choose Copy As(F6)

4. Change the Transaction Type from OPSMto Y002.

5. Press Enter.

6. Choose Save.


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Result

You have assigned subject profiles to the business transaction opportunity for each status.

3.6 Sales Methodology

3.6.1 Questionnaire for Opportunity

Use

You can use a questionnaire within the framework of sales methodology for opportunityassessment. This kind of assessment can be used for project qualification. Projectqualification is used primarily to assess the costs and values of a project; before considerableresources are invested in a sales project, it is necessary to assess whether the expectedsales revenue and chance of success balances against the necessary investment.

The opportunity contains a tab page entitled Assessments, if the required Customizingsettings have been made. You have to pre-define the questions, their possible answers andthe weighting of the questions. You also have to assign the questionnaire to the transactiontype.

Note that with the requisite HTML kit, you can also design your ownquestionnaires and then import these into CRM. For more information, please seethe Survey Suite documentation under Importing Stylesheets and Parameters.

3.6.1.1 Defining Questionnaires

Use

The questionnaire in the opportunity is based on the survey. A survey is created in the SurveySuite. This is a tool for managing surveys, opinion polls and questionnaires. The surveys canbe found in the left area of the Suite. The surveys for each application are found in the

corresponding folders in the tree.

For an overview of the available surveys for the relevant application, open the folder for thatapplication.

To display the content of a survey, double-click the survey you wish to see. The content isdisplayed on the right hand side of the screen.

If a translation has been created for a survey, and is available, the symbol next to the surveyin the tree is the symbol for the "Translate" function.

It is possible to copy an existing survey. In this way, you make savings by reusingquestionnaires in the same or similar survey projects.

Procedure

Access the activity using one of the following navigation options:

Transaction code CRM_SURVEY_SUITE


Settings for Opportunities Sales Methodology

Questionnaire for Opportunities Define Questionnaire

Using the predefined Best Practices questionnaires:

1. In the list of applications choose the component OPPORTUNITIES.


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2. ChooseImport.

3. Select the predefined Best Practices questionnaire from the directory MISCof the SAPBest Practices documentation CD:

BP_OPPORTUNITY_EN: English version of the questionnaire

BP_OPPORTUNITY_DE: German version of the questionnaire

4. Select the uploaded questionnaire and choose Activate.

Defining your individual questionnaire:

1. In the list of applications choose the component OPPORTUNITIES.

a. Press button Create(F5) to create a new questionnaire.

b. If you have already assigned a survey to the component, you can choosebutton Change (F6) to maintain it.

c. If you are copying an existing survey from another application, select thesurvey, choose the buttonCopy(F7), assign your newly created survey toapplication OPPORTUNITIESand rename the survey.

You can edit your questionnaire in the Survey Builder that is opened for case a. and b.

A template is generated for a newly created survey. It already contains a surveytitle and a section with a question/answer and pushbuttons to send or reset thefilled out questionnaire.

2. You can maintain survey attributes (CTRL + F12) to make central settings for yourquestionnaire.

The system opens a dialog box in which you can decide, for example, whether thesurvey can still be changed after sending or for which scenarios is it valid.

Create Survey Elements:

1. In the upper left screen area, select the hierarchy node in the structure view of thequestionnaire.

2. Choose Insert Section to create a group of individual questions that belong together asregards subject.

The system displays detailed information for the section in the lower left screen area.

3. Enter a name into fieldTextthat is to appear as the title of the question group in thesurvey.

4. Select the new section and choose Insert Question to define your questions. The systemdisplays entry fields in which you can enter the question text, ID (is visible in expertmode) and the rating factor.

A question consists of the attributes question text, Id, and rating factor, which youmust maintain and also of as many answers as required.

A unique Id must be assigned to each question. This Id is necessary for the laterevaluation of the completed survey. The system gives you a suggestion for aunique Id, but you can overwrite this.

With the rating factor, you can control the quantitative evaluation of the survey.The higher the rating factor, the greater the weighting of the question in theevaluation. In the evaluation, the calculation is made by multiplying the ratingfactor of each question by the rating of the selected answer.


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5. Select your question and choose Insert Answer to pre-define your answers. The systemdisplays entry fields.

An answer consists of answer attributes and answer options. According tothe answer category, the answer can contain one or more answer options. Forinput fields and text areas, only one answer option per answer is allowed, forradio buttons, check- boxes and list boxes, as many answer options as requiredare possible.

A unique Id (is visible in expert mode) must be assigned to every answer. This Idis necessary for the later evaluation of the completed survey. The system will giveyou a suggestion for a unique Id, but you can overwrite this.

You can also determine whether the text is placed to the left or the right of theinput element and whether the answer should be in display format only andtherefore unchangeable.

For input fields and text areas, you must also specify the size.

If necessary, select one of the answer options as a default value that is alreadyselected when you open the questionnaire.

6. Add other questions/answers that you want to ask in this section or create new sectionswith questions/answers.

The system updates the status of the questionnaire in the structure view and inthe preview every time as soon as you confirm your entries.

7. To change the attributes of a survey element you created, you have to double-click on itin the structure view.

8. Choose Save.

You can run a test for the created survey (CTRL + F8).

9. Go back (F3) and activate your survey (CTRL + F1).

3.6.1.2 Defining Determination for Questionnaires

Use

The purpose of this activity is to define the rules according to which questionnaires foropportunities should be found. Here, it is possible for you to specify which questionnairesshould be proposed in which time period for a specific transaction type and item category.

This activity only describes how to assign an existing questionnaire to theopportunity. Please see section Questionnaire for Opportunity Management ofthis guidefor a detailed description of the questionnaire maintenance.





Questionnaire for Opportunities Define Determination forQuestionnaires

2. Select the first entry (Determ. = 0000000010).


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3. Choose Copy As(F6)

4. Enter the following data:

Determ. Description Serv.Proc Trans.Type Questionnaire ID Activ

Y000000010 BP Opportunity Y002

X

5. Press Enter.

6. Choose Save.

7. Check the status of opportunity survey and go to Transaction CodeCRM_SURVEY_SUITE.

8. Select the entry Opportunities.

9. Select the entry Standard.

10. Activateentry Standard.

11. Chose Save.

3.6.1.3 Assign Questionnaire to Transaction Type

Procedure

1. To carry out the activity, choose one of the following navigation options:

Transaction Code SPRO

SAP CRM IMG Menu Customer Relationship Management Transactions


Questionnaire for Opportunities Assign Questionnaire toTransaction Type

2. Choose transaction typeYORG.

3. On the customizing headerlevel enter the following data:

Field EntryAssessment BP_OPPORTUNITY_EN

orBP_OPPORTUNITY_DE


3.7 Integration Opportunity Management Quotation andOrder Management

3.7.1 Check Prerequisites for Integration

Use

This section describes the integration of the scenarios Quotation and OrderManagementand Opportunity Management, i.e. configuration activities that arerequired for creating quotations or orders from an opportunity.

Postpone this section if scenario Quotation and Order Managementis notinstalled.


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You can skip this section if this integration is not relevant at all to your businessscenario.

3.7.2 Defining Copying Control for Opportunities

Use

In this step, you define the control for copying activities to opportunities.

Procedure



SAP CRM IMG menu CRM Transactions Basic Settings Copying Control for

Business Transactions Define Copying Control forTransaction Types

2. Choose New Entriesand enter the following new copying controls:

Sourcetrans. Trans.type Copy itemnumber Completereference CopyingRoutine Copy PriceAgreements

Y002 YAG

Y002 YTA


3.7.3 Defining Copying Control for Item Categories(Opportunities)

UseIn this step, you define the control for copying item categories.

To do so, you enter a source item category and a target item category, and define thecorresponding conditions.

Procedure




Business Transactions Define Copying Control for Item

Categories



SourceItem Cat

Target ItemCat

Copy conditions Generate prod.master data again

OPPT YAGN Do not copy conditions selected

4. Choose Save.


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5. Repeat steps 2 to 4 for the following data:

SourceItem Cat

Target ItemCat

Copy conditions Generate prod.master data again

OPPT YTAN Do not copy conditions selected


ResultYou have assigned the Item Categories from the Activity to the Item Categories of theOpportunity. Now it is possible to transfer products from Activities to the Opportunities.

3.8 Integration Opportunity Management ActivityManagement

3.8.1 Check Prerequisites for Integration

Use

This section describes the integration of the scenarios Activity Management andOpportunity Management, i.e. configuration activities that are required forcreating an opportunity from an activity.

Postpone this section if scenario Activity Managementis not installed.

You can skip this section if this integration is not relevant at all to your businessscenario.

3.8.2 Defining Copying Control for Activity Management

Use

In this step, you define the control for copying activities to opportunities.

Prerequisites

The configuration of the Best Practices scenario Activity Management is a prerequisite for thisintegration.

Procedure


Transaction code SPROSAP CRM IMG menu CRM Transactions Basic Settings Copying Control for

Business TransactionsDefine Copying Control forTransaction Types

2. Choose New Entriesand enter the following values :

Field name Value

Source Trans. Y020


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Field name Value

Trans. Type Y002

3. Choose Save.

3.8.3 Defining Copying Control for Item Categories

Use

In this step, you define the control for copying item categories.

To do so, you enter a source item category and a target item category, and define thecorresponding conditions.

Procedure




Business Transactions Define Copying Control for ItemCategories



Field name Value

SourceCat ACT

TargItmCat OPPT

Description Opportunity Item

Copying routine

Copy conditions Do not copy conditions

4. Choose Save.

5. Repeat steps 2 to 4 for the following data:

Field name Value

SourceCat ACT1

TargItmCat OPPT

Description Opportunity Item

Copying routine

Copy conditions Do not copy conditions


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Result

You have assigned the Item Categories from the Activity to the Item Categories of theOpportunity. Now it is possible to transfer products from Activities to the Opportunities.

3.8.4 Defining Item Category Determination when Copying

Use

In this step, you define a specific item category determination which should be run duringcopying. The item category is used to find the target item category in the source transactionfor the transaction type in the target transaction. This means that the transaction type for thesource transaction is not relevant for the item category determination.

Procedure



SAP CRM IMG menu Customer Relationship Management Transactions Basic

Settings Copying Control for Business Transactions Define Item Category Determination when Copying

2. Create the following new entries and leave the other fields empty:

Source Item Category Trans. Type Target Item Category

ACT Y002 OPPT

ACT1 Y002 OPPT

3. Choose Save.

3.9 Integration Opportunity SAP-ECC Quotation

Use

As of release 5.0 you can, in SAP CRM, create a quotation directly in SAP ECC from anopportunity, provided you process your sales transactions with the People-Centric UI. Youcan also, in SAP CRM, create a sales order immediately as a sales document in SAP ECC.This means that you carry out your presales activities in SAP CRM, and process the follow-uptransactions such as quotation creation and sales order processing in SAP ECC withoutexiting SAP CRM. You can, therefore, execute your quotation and order processing in SAPECC, and also integrate SAP CRM into the process. This function is of particular use to salesemployees who work mainly in SAP CRM and only occasionally in SAP ECC, and do notrequire the full range of functions offered by SAP ECC Quotation and Order Management. Forexample, sales assistants can use this function to create simple orders.

See SAP Note 873433 for more details and restrictions of this functionality.

3.9.1 Defining Parameters for RFC Destination

Use


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With SAP CRM (People-Centric UI), you can create and edit sales transactions (such asquotations, sales orders, and contracts) in SAP ECC directly. In this Customizing activity, youspecify the SAP ECC system where the sales documents are to be created.

We recommend that you enable the current user to log onto the RFC destinationso that the user is logged onto the system with the appropriate authorizations.




Settings for Sales Transactions Define Parameters for RFCDestination


Field name Value

Parameter Name ERP_SALES_DOCUMENTS_IN_PCUI

Backend Release All

No

RFC Destination

Logical System

3. Choose Save.

3.9.2 Defining Cross-System Copying of Transaction Types

UseIn this IMG activity, you define controlling for cross-system copying of transaction types, if youwant to create a quotation in SAP ECC from an opportunity in SAP CRM. To do this, youneed to maintain the table for cross-system copy control of transaction types.

In cross-system copy control for opportunities, you define which opportunities (SAP CRM) canbe converted to a quotation (SAP ECC). To do this, you specify the transaction type and thedocument type.

Remember that the system does not cross-check the field specifications andyou should therefore only make settings that make sense. Otherwise, you will notbe able to create a quotation from an opportunity. Use the input help provided toenter the quotation. In order to get the correct input help, the logon languages

need to be the same in SAP CRM and SAP ECC. You should therefore ensurethat the Languagefield on tab page Logon & Saveis not maintained in thedescription for the RFC destination (transaction SM59).

Procedure





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Settings for Opportunities Cross-System Copy Control for

Opportunity and SAP-ECC Quotation Cross-SystemCopying of Transaction Types


Trans.Type SalesDocType

Y002 QT

OPPT QT

3. Choose Save.

3.9.3 Defining Cross-System Copying of Item Categories

Use

In this IMG activity, you define controlling for cross-system copying of item categories. To dothis, you enter a source item category for the opportunity (SAP CRM) and a target itemcategory for the quotation (SAP ECC). When entering the sales document type, you can callinput help for possible target item categories.

Maintaining the table for cross-system copy control of the item category is optional forcreation of a quotation in SAP ECC from an opportunity in SAP CRM. If you have maintainedthis table, then the corresponding item category is automatically adopted in the Item categoryfield during quotation creation, and the settings in Customizing are checked by SAP ECC. Ifthe settings do not agree, the system proposes another item category.

Remember that the system does not crosscheck the field specifications and youshould therefore only make settings that make sense. Otherwise, you will not beable to create a quotation from an opportunity. Use the input help provided toenter the quotation. In order to get the correct input help, the logon languagesneed to be the same in SAP CRM and SAP ECC. You should therefore ensurethat the Languagefield on tab page Logon & Saveis not maintained in thedescription for the RFC destination (transaction SM59).

Procedure




Settings for Opportunities Cross-System Copy Control for

Opportunity and SAP-ECC Quotation Cross-SystemCopying of Item Categories


SourceCat. SalesDocType SalesDocType

OPPT QT AGN


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3. Choose Save.

3.9.4 Assign Object Method to Role

Use

The relevant user role must be adjusted in order that the link between two applications CRM

Opportunity and ERP Order and the button Create SAP ECC Quotationin the EnterprisePortal works.

Procedure


Transaction code CRMC_BLUEPRINT

SAP CRM IMG menu User Interface Layout Navigation (URL Generation) Assign Object Method to Role

2. Choose New Entriesand enter the following values:

Field name Value

Role SAP_PCC_SALES_REP

Object Type QUOTATIONR3

Method APPLICATION

Priority 27

Implementation Type C

Application ERPD_SALESDOC

View NAV_MAN

ID/Page Service

Portal Content

3. Create a second entry with the same values except for field Method. Enter valueDEFAULTfor field Method.

4. Choose Save.

CRM Opportunity Management

Documents

Transcript of CRM Opportunity Management