About the author: Rubaneson Chandra Sekaran (Master of ERP Systems & Information Systems)
“Hi all. Welcome to my blog. I’m an ERP postgraduate student from Victoria University Melbourne. I designed this workshop as part of Assessment 1 for BCO6181 ERP Applications. Special thanks to my mentor Tony De Thomasis for inspiring me to write this blog. Thank you.”
SAP CLOUD FOR CUSTOMER PRESENTATION BCO6181 ERP APPLICATIONS
Introduction to SAP Cloud for Customer
Your sales force is screaming for fast, easy sales applications that actually help them close business. You need new sales solutions designed for the way your sales people sell today – and are a breeze to use, affordable, and quickly integrate with your whole back-office operation.SAP Cloud for Customer was designed from the ground up for salespeople to work smarter, sell better and win more. Built to maximize sales productivity, it’s an easy-to-use cloud sales tool that goes beyond the traditional approach to customer relationship management (CRM).
This workshop was designed to give you an overview of the basic functionalities of SAP Cloud for Customer. There are 2 business cases & 6 tasks for you to complete.
Before beginning this workshop, you are required to download SAP Cloud for Customer. Please visit the following link to proceed with the download: http://www.sap.com/pc/tech/cloud/software/cloud-for-sales/free-trial.html
Business Case 1: You work for a renowned IT Retailer as a Sales Executive. You recently met Amir who could be a potential customer of yours. Your company has recently implemented SAP Cloud for Customer. Your task is to create a customer account, assign a contact person, schedule an appointment, create an opportunity & assign relevant products to your customer account.
Task 1: Create ‘Customer Account’
(a) You will begin this tutorial by first creating a Customer Account. This can be done by accessing the CUSTOMERS tab on the main menu as shown below.Select CUSTOMERS>>ACCOUNTS.
(b) You will be able to see a list of your customer accounts (if you have already created them). Select New at the upper right hand corner of the screen to create a new Customer Account (e.g. Victoria University Queen Campus). Fill in the required details and click on Save.
Task 2: Create & Assign ‘Contact Person’ to ‘Customer Account’
(a) In this task, you will be creating a Contact Person (the person in the organization the sales representative deals with). A contact person can be created by accessing the CUSTOMERS tab. Select CUSTOMERS>>CONTACTS.
(b) To create a contact person, select New at the upper right hand corner of the screen. Fill in the required details. In the Account field, select the customer account you created in Task 1. Click on Save to confirm your entries.
Task 3: View ‘Customer Account’ & ‘Contact Person’
(a) In this task, you will search for the Customer Account & Contact Person created in Tasks 1 and 2. Select CUSTOMERS>>ACCOUNTS. The Customer Account & Contact Person created in Tasks 1 & 2 should appear in the list below. SAP Cloud for Customer also provides the option to drill-down. Select the Customer Account you created to display more information.
(b) On this page, information such as customer address, contact number, contact person, website, sales person in charge & the owner of the account are displayed. You are also allowed to directly edit the Customer Account & Contact Person on this page. Click on Save if you have made any changes.
Task 4: Schedule an ‘Appointment’
In this step you will schedule a meeting with your customer to introduce the line of sustainable products. On the same screen, select the ACTIVITIES tab. Next, click on New and fill in the appointment details. Click Save to confirm your appointment.
Task 5: Create ‘Opportunity’ & ‘Assign Products’
(a) Now that you’ve created a new contact and a new appointment to meet with your customer, you want to capture the opportunity details. You create a new opportunity and add the products your customer wishes to purchase. Click the icon at the upper right hand corner and select OPPORTUNITIES.
(b) Click on New and fill in the details of the new opportunity. Click Save to confirm your entries.
(c) Click on the Opportunity you have created.
(d) Click the PRODUCTS tab. Click on Add and fill in the product details. Click OK and SAVE to confirm your entries.
Business Case 2: Your customer tells you there is a competitor and that they are very close to making a final decision. You can add the competitor to the opportunity and research the competition.
Task 6: Add & Research the ‘Competitor’
(a) Click on the SALES tab and select OPPORTUNITIES.
(b) Select the Opportunity you created in Task 5.
(c) Click the COMPETITORS tab on the main menu. Click on Add and fill in the competitor details. Click OK and SAVE to confirm your entries.
(d) Click the competitor name to research the competitor.
(e) Details about the competitor are displayed. The embedded Sales Analytics feature provides information to you so you can quickly gain helpful selling insights (i.e., which sales representatives sell effectively against the competition & what your win/loss ratio is against this competitor).
Before meeting your customer, you would probably want to meet the sales representative who successfully secured a deal against your competitor. By doing so, you might gain insight into his/her unique selling skills and perhaps some tips in selling against your competitor.
(f) Click the EMPLOYEES tab and search for the name of the sales representative who secured a deal against your competitor.
(h) From the Feed page, you can send a message directly to the sales representative. Type the following: “Let’s meet for lunch @(sales representative’s name) regarding @(name of your customer)” . The @ character creates a reference and a link to the item allowing you and others to immediately access the item from the Feed. Post the message. Your message will now appear on the News Feed.
(i ) Log Off to exit the system.
You have reached the end of the workshop. Thank you for your time 🙂