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.
Select marketing tab and Create Marketing attributes / attribute sets.
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.
Attributes assignment block choose Insert. In the Values assignment block, choose Insert and specify the values for this attribute.
The next step is to assign attributes with applicable values to the BP’s.
Enter the search criteria and select the account.
In Marketing Attributes assignment block choose Edit and assign attribute set which contains the attribute to be assigned. Also, chose the applicable values.
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
Enter the attribute list created in Web UI.
Now, Create new attribute list
Path:
Customer Relationship Management > Marketing > Segmentation > Maintain Data Sources and Attribute Lists
T Code: CRMD_MKTDS
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.
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.
Enter description of profile set and save it. Click on Graphical Modeler.
Select the attribute list
Select the attribute values which will be used to create the target group
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.
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
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
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)
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
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 “-“,
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
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.
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
Select / Execute simulation of product proposal
In the simulation window, select method schema, the target group for which product proposal is to be activated and the product ID.
Creation of Rules:
- Creating Cross Selling Rules
T-code: crmd_ar_maintain
Select Cross-selling rule
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.
You have to activate this rule and save it.
- Creating Up-Selling / Down-Selling Rules
Select the upselling/down selling tab
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.
- Create Top n List:
T-Code: crmm_ppm_topn
Create the top n product.
Enter the Top end product list description followed by topend item description. Enter the target group for which the top end item is applicable.
Enter the product details & validity period.
Create Sales Order
Select the role ‘ Salespro’
Create the sales order
Enter the Sold-to-party and the item ID for which rules are created.
Select the applicable upselling, cross selling and top end link.
Good document on the product proposal. Indeed! Helpful!
Thanks
I have followed the same steps as you mentioned, I have added 15 dependent products for one dependent product . And now when I am checking in sales order. It shows on only 10 items when I am clicking on cross selling link.
Please guide.
Regards,
Adi
good document with apt flow for product proposal settings in SAP CRM.
I think a very complete document which covers everything end to end. Thanks for sharing.
Regards,
Kavindra
Very informative. Thnx budy.
Very informative and handy.
Thanks a lot
Very nice document
Nice end to end documentation.
Excellent documentation. Covered it all. Thank you.
Thanks for sharing valuable information, document is really helpful.
Hi Prayank,
thanks good document.
thanks
Prem
Thanks for Sharing the End to End Documents.
Regards,
Mohsin.
Thanks for your post.
It was really useful to me.
However I have a doubt about product proposal based on campaigns.
Imagine that I have one campaign for one product in product proposal list. I transfer it to my sales order item. Campaign says that for 8UN of the material I have 2UN for the same as a bónus.
My question is, when I transfer product proposal, I will have only one item with the 8UN, or I have the result of the campaign: 8UN + 2 UN? This is possible? How can I do it?
Many thanks.
Best regards.