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Sanjjeev K. Singh, Karan Sood
(Beteiligte)
SAP Sales Cloud
Sales Force Automation with SAP C/4HANA
2018. 512 S. 9 in
Verlag/Jahr: RHEINWERK VERLAG 2018
ISBN: 1-493-21528-0 (1493215280)
Neue ISBN: 978-1-493-21528-7 (9781493215287)
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Looking for the tools to boost your sales sky high? With this comprehensive guide to sales force automation with SAP C/4HANA, you´ll learn to implement, configure, and use SAP Sales Cloud. Create leads, process opportunities, and explore partner channel management. Then integrate the solution with your ERP system to handle quotations and orders. Finally, migrate and replicate your existing sales data and personalize and extend SAP Sales Cloud!
... Foreword ... 17
... Preface ... 19
... Who Is This Book For? ... 19
... How This Book Is Organized ... 19
... Conclusion ... 22
1 ... Getting Started with SAP Sales Cloud ... 23
1.1 ... Customer Relationship Management: Past, Present, and Future ... 23
1.2 ... Introducing SAP C/4HANA and SAP Sales Cloud ... 26
1.3 ... Technical Considerations ... 28
1.4 ... Project Considerations ... 33
1.5 ... Summary ... 38
2 ... Scoping SAP Sales Cloud ... 39
2.1 ... SAP Sales Cloud Solution Overview ... 39
2.2 ... Scoping a Sales Solution ... 41
2.3 ... Account and Activity Management ... 44
2.4 ... Products and Service Portfolio for Sales ... 50
2.5 ... New Business ... 50
2.6 ... Lead Management ... 55
2.7 ... Summary ... 57
3 ... Organization Management ... 59
3.1 ... Organization Management Process ... 59
3.2 ... Creating and Processing Organizations ... 61
3.3 ... Configuring Organizations ... 69
3.4 ... Summary ... 73
4 ... Account and Contact Management ... 75
4.1 ... Creating Accounts and Contacts ... 75
4.2 ... Account and Contact Details ... 83
4.3 ... Configuring Accounts and Contacts ... 93
4.4 ... Summary ... 100
5 ... Territory Management ... 101
5.1 ... Territory Management Process ... 101
5.2 ... Creating and Processing Territories ... 104
5.3 ... Configuring Territory Management ... 120
5.4 ... Summary ... 124
6 ... Lead Management ... 125
6.1 ... Lead Management Process ... 126
6.2 ... Creating and Processing Leads ... 130
6.3 ... Configuring Lead Management ... 147
6.4 ... Summary ... 167
7 ... Opportunity Management ... 169
7.1 ... Opportunity Management Process ... 170
7.2 ... Creating and Processing Opportunities ... 176
7.3 ... Configuring Opportunities ... 192
7.4 ... Summary ... 213
8 ... Activity Management ... 215
8.1 ... Activity Management Process ... 216
8.2 ... Creating and Processing Activities ... 221
8.3 ... Configuring Activities ... 247
8.4 ... Summary ... 256
9 ... Partner Channel Management ... 257
9.1 ... Partner Registration Process ... 257
9.2 ... Partner Portal ... 261
9.3 ... Deal Registration ... 263
9.4 ... SAP Jam as a Collaboration Platform ... 266
9.5 ... Partner Contact Direct Access ... 267
9.6 ... Configuring Partner Channel Management ... 268
9.7 ... Summary ... 270
10 ... Quotation Management ... 271
10.1 ... Quote Management Process ... 272
10.2 ... Creating and Processing Quotes ... 274
10.3 ... Configuring Quotes ... 288
10.4 ... Integration with SAP ERP ... 299
10.5 ... Pricing in Quotes ... 301
10.6 ... Summary ... 302
11 ... Order Management ... 303
11.1 ... Order Management Process ... 303
11.2 ... Creating and Processing Orders ... 305
11.3 ... Configuring Orders ... 314
11.4 ... Integration with SAP ERP ... 322
11.5 ... Pricing in Orders ... 327
11.6 ... Summary ... 330
12 ... Visit Planning and Execution ... 331
12.1 ... The Visit Process ... 331
12.2 ... Planning and Executing Visits ... 333
12.3 ... Retail Execution ... 344
12.4 ... Configuring Visits ... 350
12.5 ... Summary ... 352
13 ... Sales Planning and Forecasting ... 353
13.1 ... Sales Planning and Forecasting Process ... 353
13.2 ... Planning and Forecasting Sales ... 356
13.3 ... Configuring Sales Planning and Forecasting ... 369
13.4 ... Summary ... 370
14 ... Account 360 and Sales Intelligence ... 371
14.1 ... Account 360 ... 371
14.2 ... ERP Cockpit ... 381
14.3 ... ERP Customer Factsheet ... 384
14.4 ... Summary ... 386
15 ... Sales Reports and Dashboards ... 387
15.1 ... Standard Reports ... 387
15.2 ... Custom Reports ... 394
15.3 ... Dashboards ... 398
15.4 ... Summary ... 405
16 ... Integration ... 407
16.1 ... Introduction to SAP Cloud for Customer Integration ... 407
16.2 ... Integrating with SAP ERP ... 411
16.3 ... Integ