Database Reference
In-Depth Information
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Capturing the touch points with the customer during contract negotiation
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Guiding the salesperson through the follow-up with the customer and recording the follow-
up in the system
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Preventing the salespeople from giving discounts or price reductions beyond a specified
threshold price
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Tracking whether the customer has been buying products as agreed in the contract
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Tracking the competitors' pricing for the same products and their sales strategies
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Analyzing customer satisfaction during the contract period
8.2.2.9 Incentive and Commission Management
SAP CRM incentive and commission management provides the sales force with easy and accurate
visibility into possible commissions if a sales deal is closed. Sales personnel can perform
what-if
analysis to see how much their commission would increase if they closed a particular deal; with the
expected incentives and commissions information, the sales force is in position to focus exclusively
in closing the deal; as employees can project commissions amounts at any time, they are able to
recognize the opportunities that will guarantee that not only their personal goals, but also those
of the enterprise, are achieved.
ICM supports many different commission scenarios, for instance, sales commission, channel-
specific incentives, and remuneration of internal employees. The scope of functionality covers the
complete management of commissions and incentives.
SAP CRM provides the following tools that are also available:
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A tool to automatically and precisely calculate remuneration
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Tools for flexible modeling, cost simulation, and plan individualization
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Administrative functions for processing routine tasks
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Accurate cost and activity reporting
8.2.2.10 Time and Travel Management
SAP CRM provides an integrated solution that helps companies to keep travel costs under control.
The time and travel solutions provide off-line access to the time and travel component to record
working times and expenses and later synchronize up with the enterprise system at a convenient
time. The solution helps in enforcing corporate travel policies and monitoring and controling the
costs associated with the activities of the sales force; consequently, it enables improving time track-
ing, expense reporting, and assignment of costs to sales activities.
8.2.2.11 Sales Analytics
SAP CRM Sales analytics provide standard out-of-the-box business content to enable reporting
on the complete sales process ranging from territory management to billing. It provides sets of
analytical data targeted for both sales managers and salespeople; easy slice-and-dice functional-
ity enables them to view sales statistics by region, area, territory, and key account level. Using
SAP NetWeaver BI and SEM-BPS, sales analytics also provide comparison of planned and actual
sales. Thus, this component enables sales to respond to the requirements in real time, forecast
accurately, maintain budget, optimize resource alignment, and enable the team to achieve the
revenue goals.
