Sales area and sales unit determination in opportunity

Sales area & Sales Unit Determination in opportunity
This blog explains the sales area and sales unit determination functionality in opportunity.

Firstly, sales area is mainly determined automatically based on the account and employee sales data. This functionality can be scoped in after selecting the respective scoping question available in opportunity.Below screenshot shows the scoping question as available under opportunity section.

If user wants to maintain sales area manually in opportunity then below scoping question needs to be selected.

Above option allows user to add through the selection of sales organisation and its corresponding distribution channel and division. If multiple options exists , then user can select one.

In account under sales data, during the creation of opportunity from Quick create , when user enter customer the sales area will be defaulted.

If there are more than one sales areas maintained or downloaded from ECC/CRM then user has to select one.

In cases of sales unit to be determined in opportunity, SAP provides standard involved partied and its determinations. Sales unit is one the key parties that needs to be determined for the opportunity to process further, if user want to equate this with on-premise CRM, we can say it as “ Org determination”.

Sales unit can be determined in opportunities with the following options under maintain determination in fine tuning . 1) Accounts sales area 2) Responsibility sales unit sales 3)Functional orgnisational unit of employee responsible 4) Orgnisational unit from org model if only one suitable function. Based on the slection in the opportunity fine tuning, sales unit would be determined .

If the user selects only one option from the above, system will only use the option for determination of sales unit. If all the options are selected, select use the priority from top to bottom in the order.

Option 1: Based on maintained sales area data in account, sales unit will be picked in opportunity

Option2: Responsibility sales unit sales : If the sales area is not maintained in customer master, system check the rule next in the order. This comes from organisational work distribution rule. Based on the rule maintained , system will pick sales unit.

Option 3: Functional orgnisational unit of employee responsible ,Employee sales area. Third option is employee sales area, based on the sales area maintained in employee master, sales unit is determined. This would be third in the hierarchy.

Option 4: Organisation unit from org model if only one suitable function, This is a last option which is taken from org model to determine sales unit.