SAP Customer Relationship Management > Sales > Accounts & Contacts

Accounts & Contacts

Main Process

 

 

 

See also

 

A holistic view of the customer keeps everyone working from the same page. With SAP CRM, you can capture, monitor, store, and track all critical information about customers, prospects, and partners.  Your sales professionals have at-a-glance visibility into key contacts, critical relationships, detailed customer profiles, up-to-date status of all recent transactions, and a complete history of each account.

 

 


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


Business Processes

Visit PlanningSAP Component or Feature Available
Otimizes visit scheduling to maximize time with the right customers –  assists sales representatives, accounts managers, and sales managers in scheduling and planning for customer meetings, identifying key business partners where relationships need to be established or reinforced, and new activity scheduling capabilities that help sales professionals prioritize and manager their time.

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

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

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    Fact SheetSAP Component or Feature Available

    Provides a 360° view of an account, which includes sales, marketing, service, sales planning, logistics, and financial information such as account sales pipeline, the list of backorders, credit information, and the list of campaigns running for the account. Allows quick access to information from different systems such as SAP R/3, SAP CRM, and SAP BW.

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

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

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    Interaction HistorySAP Component or Feature Available

    Gives a 360 degree view on an account. Lists all interactions of an account such as activities, leads, opportunities, quotations, sales orders, sales and service contracts, service requests, or service orders. Helps employees understand the status within an account or the specific situation for a contact person.

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

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

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    Activity ManagementSAP Component or Feature Available
    Allows to schedule and manage business tasks and pointments. 

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

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

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    Email & Fax IntegrationSAP Component or Feature Available

    Lets users compose and send emails and faxes to a contact person. Documents them automatically in the interaction history.

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

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

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    Relationship ManagementSAP Component or Feature Available

    Maintains all types of relationships and partner functions for an account, e.g., contact person, partners, ship-to party, responsible key account manager, etc. Maps real-life individual social and business networks.

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

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

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    Marketing AttributesSAP Component or Feature Available

    Maintain marketing attributes for an account or a contact person.

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

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

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    Customer-specific PricingSAP Component or Feature Available

    Allows definition and evaluation of prices, taxes, and discounts for specific customers or customer groups.

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

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

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    Account PlanningSAP Component or Feature Available
    Provides a framework that allows account managers to collect all quantifiable targets such as planned revenue, associated costs and contribution margin and allows to track ongoing achievement against these targets.

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

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

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    Customer AnalysisSAP Component or Feature Available




    Allows monitoring of overall number of accounts, as well as accounts per channel partner. Channel Partners are able to monitor their companies' accounts. Supports display of accounts per region.

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

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

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    Account ClassificationSAP Component or Feature Available
    Allows maintaining flexible categories for an account.

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

  • SAP Marketing (SAP CRM)
  • 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
    Please note that the Solution Map, containing proprietary information of SAP AG, reflects SAP's current development intentions, which are subject to change. Future focus coverage may be provided by SAP or SAP partners. Check for local availability of all SAP and SAP partner solutions. ©SAP AG 2007