Configuration View of

Trade Promotion
Management
SAP CRM 5.0 - Marketing

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 Content

Target Group as Planning Customer

Multiple Promotions

CRM Rebates Functionality

Integration of the Net Price List Results

Promotion Validation / Data Copying

Trade Promotion in Mobile Sales

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This presentation will only cover the necessary customizing settings for the following topics:
Target Group as Planning Customer
Multiple Promotions
CRM Rebate Functionality
Integration of the Net Price List Results
Promotion Validation / Data Copying
Trade Promotion in Mobile Sales

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 Configuration: Planning Customer as Target Group (I)

The following customizing should be maintained for

generating Campaign Determination Records when the
Planning Customer is a Target Group
IMG: Customer Relationship Management -> Marketing ->Marketing
Planning and Campaign Management -> Condition Maintenance ->
Define Condition Generation
Campaign Determination records can be generated at 2 different levels:
- Sold-To
- Target Group

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After selecting a condition generation type, and clicking on the Condition Tables folder, the condition
table assigned to the Target Group/Product must contain the Sold-To party or the Target Group.

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 Configuration: Planning Customer as Target Group
(II)
Standard planning profile groups
IMG: Customer Relationship Management -> Marketing ->
Marketing Planning and Campaign Management -> Key Figure
Planning -> Define Planning Profile Groups
for target group as planning customer (use the new BW content
for their plan type Volumes/Trade Spends or Free Goods):
4TG1 Standard TPM / Target Group – BP
4TG2 Standard TPM / Target Group - BPHN
4TG3 Standard TPM Free Goods / TG - BP
4TG4 Standard TPM Free Goods / TG - BPHN

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Planning profile groups contain one or more planning profiles. By assigning them to a promotion, you are
then able to use the corresponding planning profile from SEM-BPS, in addition to your user-specific
settings.

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 Configuration: Planning Customer as Target Group (IV)

For Pricing Condition records:

In order to determine which condition table must be filled when the Planning
Customer is a Target Group, the customizing transaction must be interpreted in
the following way:
1. Read the Planning Profile assigned to the TPM
2. Through the Planning Profile, determine the level of planning:

4TPM0011/4TPM0013 - planning at BP level

4TPM0012/4TPM0014 - planning at BPHN level
4TPM0002/4TPM0003 - planning at Product Level (no customer dimension)

3. If planning at BP level, the table defined against the Customer Type = Business
Partner will be used
4. If planning at BPHN level, the table defined against the Customer Type =
Hierarchy Node will be used
5. If planning at Product level, the table defined against the Customer Type =
Target Group will be used

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 Configuration: Planning Customer as Target Group
(II)

Data Volume for Condition generation

IMG: Customer Relationship Management -> Marketing ->

Marketing Planning and Campaign Management -> Condition
Maintenance -> Data Volume for Generation of Records

Data Volume for Condition generation (proposed values for

batch and online processing are delivered in standard
customizing)

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If you have a large number of business partners and/or products in a marketing project, this can lead to a
large volume of data when you generate conditions.
In this activity, you can define the maximum number of conditions that can be generated. If you try to
generate more than this defined number, you will receive an error message and the conditions will not be
generated.
You can also define the point at which the system should sent out a warning. In this case, the system will
issue a message to warn the user that the volume of data is high but will still generate conditions.

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 Content

Target Group as Planning Customer

Multiple Promotions

CRM Rebates Functionality

Integration of the Net Price List Results

Promotion Validation / Data Copying

Trade Promotion in Mobile Sales

© SAP AG 2005

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 Configuration: CRM - Multiple Promotions (I)
Quotation and Order Management – Multiple Promotions

Assigned trade promotions are visible at the header

and item level
One or multiple trade promotions can be assigned to an order item, depending
on customizing settings. Pricing takes in account all conditions determined by
the multiple promotions

One is always the main promotion – for cost assignment and reporting
purposes

The Marketing tab is available only if the functionality is switched on

Available in CRM Portal and Mobile Sales

Integrated with SAP ECC for processes such as sales order, billing, controlling

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 Configuration: CRM - Multiple Promotions (II)

Assign Determination Procedure

IMG: Customer Relationship Management -> Basic
Functions -> Campaign Determination -> Assign
Determination Procedure

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The campaign determination procedure can be assigned for the Multible Promotion to therequired
organizational units, a document pricing procedure, and to a customer pricing procedure.
In this way, campaign determination is activated in the sales transaction.

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 Configuration: CRM - Multiple Promotions (III)

Determine a relationship between trade spends and conditions

CRM -> IMG -> Customer Relationship Management -> Marketing -> Marketing
Planning and Campaign Management -> Condition Maintenance -> Define
Condition Generation

Assign all Condition Generations for Multiple Promotions

NOTE! Leave the Resolution of Overlap Conflict under Campaign
Determination Condition Type open!

Assign the Campaign Type Multiple Promotions

CRM -> IMG -> Customer Relationship Management -> Marketing -> Marketing
Planning and Campaign Management -> Basic Data -> Define Campaign
Types/Objectives/Tactics

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Assign the relationship between trade spends and condition under:

CRM -> IMG -> Customer Relationship Management -> Marketing -> Marketing Planning and
Campaign Management -> Condition Maintenance -> Define Condition Generation
Assign all Condition Generations for Multiple Promotions:
After this assign the Campaign Type of the Multiple Promotions

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 Configuration: ERP - Multiple Promotions (IV)

Assign Campaign Determination in ERP

ERP -> IMG -> Integration with other mySAP.com Components ->
Customer Relationship Management -> Basic Functions -> Campaign
Determination -> Maintain Field Catalog

NOTE! To support the Multiple Promotions function, field CMPGN_ID_MULTI

has been added to the field catalog. If you enter this field in the condition
table, it means that the data records found in campaign determination can
overlap. This means that you can assign several campaigns/trade promotions
to an order item.

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 Configuration: ERP - Multiple Promotions (V)

Also Assign Multiple Promotion to:

ERP -> IMG -> Integration with other mySAP.com Components ->
Customer Relationship Management -> Basic Functions -> Campaign
Determination -> Maintain Access Sequences
ERP -> IMG -> Integration with other mySAP.com Components ->
Customer Relationship Management -> Basic Functions -> Campaign
Determination -> Maintain Determination Procedure

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 Configuration: ERP - Multiple Promotions (VI)

Activation of Campaign Determination for Multiple

Promotion
ERP -> IMG -> Integration with other mySAP.com Components -> Customer
Relationship Management -> Basic Functions -> Campaign Determination ->
Activate Campaign Determination

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 Configuration: ERP - Multiple Promotions (VII)

Activation of Campaign Determination for Multiple

Promotion

NOTE! Depending on the used system, the following values are available:

Blank character
Multiple promotions are not supported, that is, only one campaign/trade promotion can
be assigned to an order item.

A
Multiple promotions are supported. Using this value if the system landscape comprises
both CRM Enterprise and SAP ECC.
Manually assigned and automatically determined campaigns/trade promotions are sorted
according to the access sequence. This sorting method is only compatible with SAP
ECC.

B
Multiple promotions are supported. Manually assigned and automatically determined
campaigns/trade promotions are sorted using a simple sort method, which is compatible
with both CRM Enterprise and CRM Mobile. A simple sorting method is needed because
determination in CRM Mobile is not based on the condition technique.

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 Configuration: ERP - Multiple Promotions (VIII)

BAdI for Campaign Determination

ERP -> IMG -> Integration with other mySAP.com Components -> Customer
Relationship Management -> Basic Functions -> Campaign Determination

BAdI:
1. Business Add-In for Controlling Campaign Determination
2. Business Add-In for Merging Assigned Campaigns
3. Business Add-In for Validating the Campaign Assignment

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The Business Add-In for Controlling Campaign Determination is used to carry out your own
determinations and/or checks within campaign determination. The BAdI is called for each sales document
item when processing business data in the sales document.
The Business Add-In for Merging Assigned Campaigns merged the campaigns assigned to a document
item.
The Business Add-In for Validating the Campaign Assignment adjust the validation of campaigns to suit
your requirements.

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 Content

Target Group as Planning Customer

Multiple Promotions

CRM Rebates Functionality

Integration of the Net Price List Results

Promotion Validation / Data Copying

Trade Promotion in Mobile Sales

© SAP AG 2005

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 Configuration: CRM Rebates Functionality (I)

New CRM Rebates Functionality

CRM -> IMG -> Customer Relationship Management -> Marketing ->
Marketing Planning and Campaign Management -> Condition
Maintenance -> CRM Rebate Processing

NEW: -> Define Rebate Type

-> Assign Rebate Profile

Assign a rebate profile to the rebate type for different object types.
CRM -> IMG -> Customer Relationship Management -> Marketing ->
Marketing Planning and Campaign Management -> Condition
Maintenance -> ERP Rebate Processing

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The Rebate Processing is split in to two sections, the CRM Rebate Processing got separated from the ERP
Rebate Processing.
Customers can now use rebates assigned in the CRM Systems.

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 Configuration: CRM Rebates Functionality (II)

Activate CRM Rebates Functionality

CRM -> IMG -> Customer Relationship Management -> Marketing ->
Marketing Planning and Campaign Management -> Condition
Maintenance -> Define Condition Generation

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Before the Rebate Processing can be assigned, customize first:

1. Customize all necessary settings for a rebate process under CRM -> IMG -> Customer Relationship
Management -> Rebate Processing
2. the campaign type under CRM -> IMG -> Customer Relationship Management -> Marketing ->
Marketing Planning and Campaign Management -> Basic Data -> Define Campaign
Type/Objectives/Tactics
3. the trade spends under CRM -> IMG -> Customer Relationship Management -> Marketing ->
Marketing Planning and Campaign Management -> Key Figure Planning -> Define Trade Spends for
Expected Values
4. the condition generation under CRM -> IMG -> Customer Relationship Management -> Marketing -
> Marketing Planning and Campaign Management -> Condition Maintenance -> Define Condition
Generation

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 Configuration: CRM Rebates Functionality (III)

Manual Rebate Settlement

PCUI-based application to trigger the creation of payment

for promotional rebates in ERP
Viewing accruals associated with the promotion

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 Content

Target Group as Planning Customer

Multiple Promotions

CRM Rebates Functionality

Integration of the Net Price List Results

Promotion Validation / Data Copying

Trade Promotion in Mobile Sales

© SAP AG 2005

© SAP AG 20
 Configuration: Integration of the Net Price List Results (I)

Integration of the Net Price List Results in

Volumes and Trade Spend Planning

• ROI Calculation in the VTS screen a pre-calculated customer net price

• Significant improvement of the accuracy of the calculated margin
• Importance to decision making (promotion profitability)

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 Configuration: Integration of the Net Price List Results (II)

Activate CRM Rebates Functionality

CRM -> IMG -> Customer Relationship Management -> Marketing ->
Marketing Planning and Campaign Management -> Condition
Maintenance -> Assign Condition Generation Type

1 Assign Condition Generation

Type for Net Price List

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 Configuration: Integration of the Net Price List Results (II)

Activate CRM Rebates Functionality

CRM -> IMG -> Customer Relationship Management -> Marketing ->
Marketing Planning and Campaign Management -> Condition
Maintenance -> Define Condition Generation

2 maintain Condition
Generation Type for Net
Price List

3
Assign Net Price List to Key
figures

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2.: Under Pricing, you determine the condition type and the condition table that the system uses when key
figures are displayed on the Volumes/Trade Spends tab page.
3.: Under Net Price List Subtotal, you determine the type of net price list, for example, Gross Price, Net
Price, Tax Price or one of the six subtotals available.
You can map several key figures to different totals/subtotals related to the Net List Price.
First you have to create the Price List (SAP menu -> Master Data -> Price List -> Create Price List)

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 Content

Target Group as Planning Customer

Multiple Promotions

CRM Rebates Functionality

Integration of the Net Price List Results

Promotion Validation / Data Copying

Trade Promotion in Mobile Sales

© SAP AG 2005

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 Configuration: Promotion Validation / Data Copying (I)

Promotion Validation/Data Copying

Promotions can be further verified during order entry (For example,

only valid if goods are from a certain stock source)

• Manually added promotions

• Promotions resulting from the campaign determination

Data from promotion can automatically be copied into the order

• executed after the promotion validation

• copy certain data from the trade promotion into the sales order

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 Configuration: Promotion Validation / Data Copying
(II)
Customizing of Marketing Planning BAdI

CRM -> IMG -> Customer Relationship Management -> Marketing -

> Marketing Planning and Campaign Management -> Additional
Fields and Business Add-Ins (BAdIs) for Marketing Planning

Additionally, you can implement method PARAM_COPY of BAdI definition

CRM_MKTPL_VALI to copy information such as the vendor from a marketing
project to a sales order.

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You can use this filter-dependent BAdI to define additional checks for marketing elements and to copy
details of marketing elements. The BAdI uses the filter type CRM_MKTPL_CAMPTYPE to filter by the
campaign type that was defined in the implementation. If you implement this BAdI for a particular
campaign type, the system uses the methods you defined for that campaign type when creating customer
orders.
This BAdI contains the method VALIDATE - Validation of marketing element parameters.
You use this method to set up additional checks for the validation of marketing elements. You can use this
method, for example, for the validation of stock source trade promotions that are determined using the
campaign determination. The system uses this method to compare the vendor in the sales order with the
vendor in the marketing element during the trade promotion validation.

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 Content

Target Group as Planning Customer

Multiple Promotions

CRM Rebates Functionality

Integration of the Net Price List Results

Promotion Validation / Data Copying

Trade Promotions in Mobile Sales

© SAP AG 2005

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 Configuration: Trade Promotions in Mobile Sales (I)

Creation of Trade Promotion

Templates in MSA
Creation of single deals will be provided on
Mobile Sales
Deals created on Mobile Sales are integrated with
CRM Server

Enhancements to Standard
Selection
New selection criteria for standard selection
Business Partner Hierarchy Node
Sales Area
Territory
During creation of a standard selection the new
criteria are defaulted based on master data of the
Campaign, Trade Promotion or Deal

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 Configuration: Trade Promotions in Mobile Sales (II)

Default / Validate Sales Area and Territory

During creation of a Campaign, Trade

Promotion or Deal the person responsible, his
main sales area and the default territory will be
defaulted
A Planning Customer can only be assigned if
the territory and sales area are as well valid for
him.
It’s possible to change the sales area and
territory to all values valid for the person
responsible and Planning Customer

Adjustments for changed BP Hierarchy

Concept

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 Configuration: Trade Promotions in Mobile Sales (III)

CRM Enterprise

Defaulting
Defaulting of person responsible from
logon user
Defaulting of sales area from person
responsible (org model)
Defaulting of sales area from planning
customer (BP / hier. node)

Validation
Validating the sales area against the
person responsible
Validating the sales area against
planning customer

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 Configuration: Trade Promotions in Mobile Sales (IV)

CRM Enterprise

Planning customer Person resposible

Valid for Valid for
Sales area 1 Sales area 2
Sales area 2 Sales area 3
Sales area 3 Sales area 4

Trade promotion
Sales area defaulted
Sales area 2
Results list of F4 help for
sales area:
Sales area 2
Sales area 3

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 Configuration: Trade Promotions in Mobile Sales (V)

CRM Enterprise

Enhancements to TP: planning customer

Copy planning customer & sales area & territory

of promotion to profile on creating a target group
from a trade promotion

Support technical redesign of customer hierarchy

Technical redesign of the BP hierarchy mainly

affects the APIs to be used in the Marketing
Planner

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