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41V S4hana2022 BPD en Us
41V S4hana2022 BPD en Us
41V S4hana2022 BPD en Us
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Table of Contents
1 Purpose
1.1 System Access
1.2 Roles
1.3 Master Data, Organizational Data, and Other Data
1.4 Preliminary Steps
1.4.1 Maintain Responsible Employee for Account
2 Overview Table
3 Test Procedures
3.1 Create a Task for an Account
3.2 Create Lead Manually
3.3 Rule-Based Lead Distribution
3.4 Qualify Lead
3.5 Create Opportunity
3.5.1 Automatic Opportunity Creation from the Lead
3.5.2 Manually Create Follow-up Opportunity from an Activity
3.5.3 Manually Create Follow-up Opportunity from the Leads
3.6 Qualifiy Opportunity
3.7 Create Sales Quotation From Opportunity
3.8 Close Opportunity
3.9 Create Sales Order Against Sales Quotation
3.10 Appendix
3.10.1 Process Integration
3.10.2 Succeeding Processes
Presales Management (41V_US)
Purpose PUBLIC 2
1 Purpose
This scope item describes how a sales employee can capture and manage tasks, leads and opportunities to help successfully close a sales cycle.
Task management helps to organize and record all of a sales employees' activities. You can maintain types, categories and goals for your activities. Lead management enables sales employees to cre-
ate and process leads, that is, initial signs of interest in your business. An opportunity describes the sales prospect, their requested products or services, budget, potential sales volume, and the esti-
mated sales probability. The sales cycle of a product or service begins when an opportunity for sales is recognized and the process ends with a sales quote or sales order, or a rejection from the cus-
tomer.
The tight integration between tasks, leads, opportunities and sales transactions ensures that you can track all sales activities from beginning to end and efficiently lead the sales employees through the
sales cycle.
System Details
SAP S/4HANA Accessible via SAP Fiori launchpad. Your system administrator provides you with the relevant URL.
1.2 Roles
Assign the following business roles to your individual test users. Alternatively, if available, you can create business roles and predefined apps for the SAP Fiori launchpad and assign the business
roles to your individual test users.
Note These roles are examples provided by SAP. You can use them as templates to create your own roles.
For more information about business roles, refer to the Assigning business roles to a user in the Administration Guide to Implementation of SAP S/4HANA with SAP Best Practices.
The business roles in the following table contain authorization and navigation objects specific to the SAP S/4HANA Service application for Presales. Your system administrator can use them as tem-
plates to create customer-specific business roles with the appropriate authorizations.
In addition to these Presales-specific authorizations, generic SAP application access must be granted by your system administrator. The system administrator assigns all required application business
roles to your system user.
Note For detailed information about roles and authorizations, refer to the SAP S/4HANA security guide at https://help.sap.com/viewer/product/SAP_S4HANA_ON-PREMISE > Implement.
You can find general information on how to create master data objects in the following Master Data Scripts (MDS) :
Table 1: Master Data Script Reference
MDS Description
Purpose
In order to automatically determine a sales representative in the presales transaction, it is necessary to maintain the test employee as responsbile employee for the account.
1 Log on Open the SAP Fiori launchpad as a Sales Manager (Customer Management). The SAP Fiori launchpad is displayed.
2 Access the App Open Search Accounts (Corporate or Individual Accounts). Search: Accounts is displayed.
3 Search Account Enter account 17100001 in the filed: Account ID, choose Search Corporate Account screen opens.
This scope item consists of several process steps that are listed in the following table:
Create a Task for an Account [page ] 8 Sales Manager (Customer Manage- Create Task Task is created.
ment)
Create Lead Manually [page ] 9 Sales Manager (Customer Manage- Create Lead Lead is created.
ment)
Rule-Based Lead Distribution [page ] 10 Sales Manager (Customer Manage- Search Leads Employee Responsible and Status can be changed according to the defined Rule Pol-
ment) icy.
Qualify Lead [page ] 12 Sales Manager (Customer Manage- Search Leads Qualification is changed according to the answered survey.
ment)
Automatic Opportunity Creation from the Lead [page ] 13 Sales Manager (Customer Manage- My Inbox A decision is made based on the workflow to create an opportunity automatically.
ment)
Manually Create Follow-up Opportunity from an Activity [page Sales Manager (Customer Manage- Search Activities Opportunity is created out of the activity via a Follow-Up.
] 14 ment)
Manually Create Follow-up Opportunity from the Leads [page ] Sales Manager (Customer Manage- Search Leads Opportunity is created out of the Lead via a Follow-Up.
16 ment)
Qualifiy Opportunity [page ] 17 Sales Manager (Customer Manage- Search Opportunities Information gained in stage 2 is maintained successfully in the opportunity.
ment)
Create Sales Quotation From Opportunity [page ] 19 Sales Manager (Customer Manage- Search Opportunities A sales quotation is created for the opportunity.
ment)
Close Opportunity [page ] 20 Sales Manager (Customer Manage- Search Opportunities The opportunity is closed.
ment)
Create Sales Order Against Sales Quotation [page ] 21 Sales Manager (Customer Manage- Search Sales Quotations A sales order is created as follow-up of a sales quotation.
ment)
Test Administration
Business Role(s): Responsibility: <State the Service Provider, Customer or Joint Service Provider and Customer>
Purpose
Procedure
1 Log on Open the SAP Fiori launchpad as a Sales Manager (Customer Management).
3 Create Activity On the Task Details assignment block, make the following entries:
Description: Customer Visit for Product Presentation
Start Date: Today's date
Due Date : A date in the future
Importance: High
Account: 17100001
Contact: Susan Miller
Choose Enter.
4 Maintain Org On the Sales area in the Organization Data assignment block, make sure that Dom. Sales Org 1710 is maintained.
Data
Note If Organization Data assignment block is invisible, choose Personalization, on the following pop-up window, set the Organizational Data as
Display and Display Expanded by checking the box, and then choose Save.
Test Administration
Business Role(s): Responsibility: <State the Service Provider, Customer or Joint Service Provider and Customer>
Purpose
With the following steps you create a lead. Optionally you can also create a lead as follow-up of a task.
2 Access APP Open Create Lead. The Lead: New page is displayed.
3 Enter Details On the Lead: New screen, make the following en- The Prospect Address is automatically determined.
tries: Main Contact is derived from the main contact person from the prospect.
Description: <any description> Employee Responsible is determined by the current user.
Prospect: 17100001 Sales Organization: Dom. Sales Org US is determined. If based on your organizational model set-up no sales organi-
Start Date: <today> zation could be determined automatically, maintain the Dom. Sales Org US manually.
End Date: <today + 1 month>
Qualification Level:Cold
Priority: High
Origin: Trade fair
Group: Critical Customers
4 Assign Products In the Products assignment block, make the fol- The lead is saved
(Optional) lowing entries:
Product: TG11
Quantity: <Maintain a quantity>
Choose Save.
Test Administration
Business Role(s): Responsibility: <State the Service Provider, Customer or Joint Service Provider and Customer>
Purpose
The rule-based lead distribution serves to assign business partners to leads that match the conditions of predefined lead distribution rules.The lead distribution can be started on a regular basis when a
corresponding background job has been set up.
Procedure
1 Log on Open the SAP Fiori launchpad as a Sales Manager (Customer Management).
2 Access Search View Open Search Leads. Search : Leads page is displayed.
3 Search Leads On the Search: Leads view, search for the relevant lead(s), for example, by Prospect ID: 17100001.
4 Open Lead Distri- In the Result List area, select the relevant leads or choose the Description to navigate to the detailed view of a specific The Lead- Distribution page opens.
bution lead, then choose Distribute. Under “Leads To Be Distributed” the respective
leads you want to distribute are displayed.
Note If the Description column is not visible in the Result List, choose Person-alize. On the Personalization dialog
box, for Description, set the Width as, for example 150PX and select the Display option. Then choose Save.
5 Rule-Based Lead To start a Rule-Based distribution as Distribution Methodselect Rule-Based Distribution. Then choose Update. Recipient (Employee Responsible) and Status
Distribution should be changed.
Test Administration
Business Role(s): Responsibility: <State the Service Provider, Customer or Joint Service Provider and Customer>
Purpose
Lead qualification is needed to collect further information about a customer, so that it can be decided whether the lead can be converted into an opportunity.
According to the selected transaction type the assigned questionnaire will be available in the lead transaction document for further qualification by an employee.
The employee responsible can also gather information about the customer and set a qualification status manually.
Procedure
1 Log on Open the SAP Fiori launchpad as a Sales Manager (Customer Management).
2 Access Search View Open Search Leads. Search: Leads page is displayed.
3 Search Leads On the Search Leads view, search for the relevant lead, for example, by Prospect ID: The lead is displayed
17100001.
In the Result List area, choose the Description to navigate to the lead details.
4 Open Lead Ques- In the Assessments assignment block, select the attached questionnaire LEAD QUES- The questionnaire opens.
tionnaire TIONNAIRE by choosing the Edit button.
5 Answer Question- Answer the questions as follows: Based on the values you entered in the questionnaire, the system automatically
naire Products: Notebooks determines the Questionnaire Level.
Test Administration
Business Role(s): Responsibility: <State the Service Provider, Customer or Joint Service Provider and Customer>
Purpose
If you have enabled Workflow Management as described in the set-up instruction guide for Presales (41V), the implemented workflow can automatically create opportunities from leads. The follow-
ing rules apply:
Lead is free of errors & lead qualification level = Hot & lead Priority = 1 (Very High) or Lead is free of errors & lead qualification level = Hot & Lead Group = 0001 (Top 100 Customers), Opportu-
nity is created automatically via workflow without further information of the sales employee.
Lead is free of errors & lead qualification level = Hot & lead Priority is not 1 (Very High) & Lead Group is not 0001 (Top 100 Customers) A sales employee (the main Sale Representative in the
lead) is informed by workflow and has to decide whether an opportunity needs to be created.
Test Administration
Business Role(s): Responsibility: <State the Service Provider, Customer or Joint Service Provider and Customer>
Prerequsite
The test user must have access to the My Inbox app. This app is, for example, included in the Manager - Inbox (SAP_BR_MANAGER) business role.
Procedure
1 Log on Open the SAP Fiori launchpad as a Sales Manager (Customer Management).
3 Make Decision for Work item Choose Create Opportunity for one of the tasks, then choose Submit. An opportunity has been created.
Test Administration
Business Role(s): Responsibility: <State the Service Provider, Customer or Joint Service Provider and Customer>
Purpose
In this step you create an opportunity as follow-up of an activity, for example, as follow-up of the task you created in the Create a Task for an Account chapter.
Procedure
1 Log on Open the SAP Fiori launchpad as a Sales Manager (Customer Management).
2 Access Search View Open Search Activities. The Search: Activities page is displayed.
3 Search Activities Search for the task you previously created. The activity details are displayed..
In the Result List, choose the Description of the task.
4 Complete Activity Choose Set to Completed, then choose Save. The task is completed.
5 Create Follow up Opportunity Choose Follow-Up. The Sales Methodology: New page opens.
On the Follow-Up dialog box, choose transaction type Opportunity: Sales Methodology.
6 Add Opportunity Details In the Opportunity Details, maintain the following data: The Chance of Success changes to 10%.
Description: <Your description>
Closing Date: <10 days in the future>
Sales Stage: Identify Opportunity
Status: In process
Opportunity Group: Strategic Project
Test Administration
Business Role(s): Responsibility: <State the Service Provider, Customer or Joint Service Provider and Customer>
Purpose
In this step you create an opportunity as follow-up of a Leads, for example, as follow-up of the Leads you created in the Create Leads Manually chapter..
Procedure
1 Log on Open the SAP Fiori launchpad as a Sales Manager (Customer Management).
2 Access Search View Open Search Leads. The Search: Leads page is displayed.
3 Search Leads On the Search: Leads view, search for the relevant Leads, for example, by Prospect ID: 17100001. The Lead is displayed.
In the Result List area, choose the Description to navigate to the Leads details.
4 Create Follow up Opportunity Choose Follow-Up. The Sales Methodology: New page opens.
On the Follow-Up dialog box, choose transaction type Opportunity: Sales Methodology.
5 Select Items On the Follow-Up –Select Items dialog box, select the TG11 item, then choose Choose. The item is copied into the opportunity.
6 Maintain Opportunity Details In the Opportunity Details, maintain the following data: The Chance of Success changes to 10%.
Description: <Your description>
Closing Date: <10 days in the future>
Sales Stage: Identify Opportunity
Status: In process
Opportunity Group: Strategic Project
Test Administration
Business Role(s): Responsibility: <State the Service Provider, Customer or Joint Service Provider and Customer>
Purpose
Use this procedure to process the opportunity with data gained in sales stage 2. The data, such as requirements analysis, the prospect’s decision-making process, and so on can be entered in the sys-
tem.
Procedure
1 Log on Open the SAP Fiori launchpad as a Sales Manager (Customer Management).
2 Access Search Open Search Opportunities. The Search: Opportunities page is displayed.
View
3 Search Opportunity On the Search: Opportunities view, search for the relevant opportunity, for example, by The opportunity is displayed.
Prospect ID: 17100001.
In the Result List area, choose the Description to navigate to the opportunity details.
4 Change the Sales In the Opportunity Details view, choose Edit, and set the Sales Stage to Qualification. The Chance of Success changes to 20%.
Stage
5 Open Sales Assis- Choose Sales Assistant. The Sales Assistant page opens and suggests activities that should be con-
tant sidered during the current phase.
6 Create Recom- In the Sales Assistant, you can create pre-defined activities.To automatically create an activity, The system automatically creates an activity for each activated recom-
mended Activity you must activate the corresponding Recommended Activity. Select the activity and choose mended activity.You can find them in the Planned Activities assignment
Activate. block.
7 Add Products In the Items list, choose Edit List, and maintain the following data:
Product ID: TG11
Quantity: 20
Then choose Enter.
8 Enter Expected In the Opportunity Details, maintain an Expected Sales Volume. Weighted Expected Sales Volume is equal to Expected Sales Vol-
Sales Volumes Save your entries. ume*Chance of Success.
9 Update Milestones In the Milestones assignment block, choose Edit List and maintain the relevant milestones. For
example:
Demonstration: <today’s date + 2: date + 2 weeks>
Initial Requirement Analysis: <today’s date + 3:date + 2 weeks>
If the Milestones assignment block is not displayed, set it to visible via Personalization.
Test Administration
Business Role(s): Responsibility: <State the Service Provider, Customer or Joint Service Provider and Customer>
Purpose
Procedure
Test Step Test Step Name Instruction Expected Result Pass / Fail / Com-
# ment
1 Log on Open the SAP Fiori launchpad as a Sales Manager (Customer Management).
2 Access Search View Open Search Opportunities. The Search: Opportunities page is displayed.
3 Search Opportunity On the Search: Opportunities view, search for the relevant opportunity, for example, by The opportunity is displayed.
Prospect ID: 17100001.
In the Result List area, choose the Description to navigate to the opportunity details.
4 Change the Sales Stage In the Opportunity Details assignment block, choose Edit and enter the Sales The Chance of Success changes to 50%.
Stage:Quotation.
Then choose Save.
5 Create Follow-Up Quo- On the Follow-Up dialog box, choose transaction type Sales Quotation. A Follow-Up dialog box is displayed.
tation
6 Select Item On the Follow-Up dialog box, select the TG11 item, then choose Choose. The Quotation: New page is displayed, and the se-lected item is
7 Enter Valid To Date On the Quotation: New page, maintain the following data:
Valid To : Today + 1 month
8 Check Incompletion Log Navigate to the Incompletion Log. The incompletion log must be empty.
If any log entries exist, maintain the missing data.
9 Save your Data Choose Save.Make a note of the sales quotation ID. The sales quotation has been created.
Test Administration
Business Role(s): Responsibility: <State the Service Provider, Customer or Joint Service Provider and Customer>
Purpose
In this activity you maintain a win-loss analysis and close the opportunity.
1 Log on Open the SAP Fiori launchpad as a Sales Manager (Customer Management).
2 Access Search View Open Search Opportunities. The Search: Opportunities page is dis-
played.
3 Search Opportunity On the Search: Opportunities view, search for the relevant opportunity, for example, by Prospect ID: The Opportunity is displayed.
17100001.
In the Result List area, choose the Description to navigate to the opportunity details.
4 Change the Status and Sales Cycle In the Opportunity Details , choose Edit. Enter the Sales Stage: Close, and Status: Won. The Closing Date is reset to today's date.
5 Maintain Win or Loss Analysis In the Assessments area, choose Edit for the Win_Loss Analysis questionnaire. The questionnaire is displayed.
6 Save your Answer Answer at least one question in the questionnaire. The questionnaire has been maintained.
Then choose Save and Back .
7 Save your Data Choose Save. The opportunity has been closed.
Test Administration
Business Role(s): Responsibility: <State the Service Provider, Customer or Joint Service Provider and Customer>
You can use this procedure to create a sales order as follow-up of a sales quotation. Usually this activity will rather be processed via a native Sales application, though. As an example, refer to the
Sell from Stock (BD9) scope item.
Procedure
Test Step Test Step Name Instruction Expected Result Pass / Fail / Com-
# ment
1 Log on Open the SAP Fiori launchpad as a Sales Manager (Customer Management).
2 Access Search View Open Search Sales Quotations. The Search : Sales Quotation page is displayed..
3 Search Quotation Search for and display the relevant sales quotation, for example, by entering the Quotation ID The quotation view is displayed.
from before, and then choosing Search.
5 Select Items On the Follow-Up dialog box, select the TG11 item, then choose Choose. The Standard Order: New page is displayed, and the selected item
is copied into the quotation.
6 Enter External Ref- Enter any value in the field External Reference.
erence
7 Check Incompletion Navigate to the Incompletion Log. The incompletion log must be empty.
Log If any log entries exist, maintain the missing data.
8 Save Choose Save. A sales order has been created based on the sales quotation.
Example Words or characters quoted from the screen. These include field names, screen titles, pushbuttons labels, menu names,
menu paths, and menu options.
Textual cross-references to other documents.
EXAMPLE Technical names of system objects. These include report names, program names, transaction codes, table names, and
key concepts of a programming language when they are surrounded by body text, for example, SELECT and IN-
CLUDE.
Example Output on the screen. This includes file and directory names and their paths, messages, names of variables and parame-
ters, source text, and names of installation, upgrade and database tools.
Example Exact user entry. These are words or characters that you enter in the system exactly as they appear in the documenta-
tion.
<Example> Variable user entry. Angle brackets indicate that you replace these words and characters with appropriate entries to
make entries in the system.