SAP Customer Relationship Management > Trade Promotion Management > Account Sell-in & Promotion Plan Execution

Account Sell-in & Promotion Plan Execution

Main Process

 

 

 

See also

 

The field sales representative receives the promotion plan from the account manager and plans presales store visits. During these visits, the field sales rep presents the promotions to the store manager or other decision maker and attempts to sell additional floor stock and sales collateral to support the promotion. The customer places product orders. The manufacturer's system applies pricing conditions to each order, shipment and invoice to ensure that funds are being transferred at the appropriate time. The customer receives promotion discounts in support of the display, feature and reduced-price activity. Many of the payments made to the customer are based on fixed-fund commitments. As shipments are made, the balance within these accounts remains whole until the account manager releases the payment upon receiving validation of the performance. Payments need to be made and accepted via check, credit memo, invoice deduction or other method.


The following business goals and objectives can be achieved through the implementation of these processes:


Business Processes

AgreementsSAP Component or Feature Available
Customer Agreements are a higher level planning object that provides the contractual framework for all of the trade events and activities.  They are created during the bottom-up planning process. Agreement documents are non-binding but provide a guideline for planning proposed promotional activities. An Agreement is unique in that they are created for a Customer for a given Product Category for a given time period.

This process is supported by the following SAP and/or partner offerings

  • SAP ERP
  • SAP Marketing (SAP CRM)
  • SAP NetWeaver
  • SAP Sales Management (SAP CRM)
  • SAP Service Management (SAP CRM)

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    Sell-inSAP Component or Feature Available
    When trade promotions are being negotiated and created, the field sales team must gain retailer sell-in, or their support.  Trade promotions are a mutual agreement between the manufacturer and the retailer.  Retailers are not obligated to conduct trade promotions, but do so when advantageous for them.  Therefore, manufacturers must obtain the retailer sell-in before executing trade promotions.

    This process is supported by the following SAP and/or partner offerings

  • SAP ERP
  • SAP Marketing (SAP CRM)
  • SAP NetWeaver
  • SAP Sales Management (SAP CRM)
  • SAP Service Management (SAP CRM)

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    Field Sales ManagementSAP Component or Feature Available
    Field Sales Management assigns overall sales objectives and manages trade promotions with retailers to achieve sales goals during the planning, execution, and validation phase.  Field sales personnel will handle the sell-in with the retailers, negotiate total sales with retailers, and validate that retailers are properly executing trade promotions.

    This process is supported by the following SAP and/or partner offerings

  • SAP ERP
  • SAP Marketing (SAP CRM)
  • SAP NetWeaver
  • SAP Sales Management (SAP CRM)
  • SAP Service Management (SAP CRM)

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    Order ManagementSAP Component or Feature Available
    Order management capabilities allow organizations to create and manage customer orders, generate quotes and proposals, check product availability, and track orders throughout the order management process – from manufacturing to distribution to service.  The solution provides up-selling and cross-selling capabilities, and simplifies the order process by proposing products based on customer order history and current marketing campaigns. Additionally, order management automatically calculates prices using customer-specific information like contracts, and it automatically handles credit checks. Organizations can generate invoices and process payments, and sales professionals can view all billing information for their customers. Billing and invoicing are seamlessly integrated with back-end systems.

    This process is supported by the following SAP and/or partner offerings

  • SAP ERP
  • SAP Marketing (SAP CRM)
  • SAP NetWeaver
  • SAP Sales Management (SAP CRM)
  • SAP Service Management (SAP CRM)

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    SAP Product Available Partner Product Available SAP Product Available with Future Releases Partner Product Available with Future Releases Future Focus
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