Managing the Retail Channel

SAP Cloud for Customer

February, 2014
Agenda

1. Visit Administration
2. Visit Planning
3. Visit Execution

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VISIT ADMINISTRATION
1. Activity Planning & Routing
a. Survey definition
b. Task definition
2. Enhanced Account 360
3. Maintain Product Lists
4. Analytics
Activity Planning & Routing

ROLE: Sales Manager, Sales Operations

Create Activity Plan Assign Plans to Accounts

 Define Surveys  Define rules to assign plans to: Activity Worklists

 Checklists  All Accounts
 Product Questionnaires  Accounts in region – country, state,
 Competitor Product city, classification, etc.
Questionnaires  Specific Accounts
 Define Tasks  Accounts based on custom attributes
 Add Notes
 Add Attachments

Points of Sales

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VISIT PLANNING
1. Map based Visit Planning supported by calendar view
2. Enhanced Account 360
3. Add tasks and surveys
Visit Planning

ROLE: Sales Representative / Sales Manager / Sales Operations

Search Account & Select Activities from

Create Visit Relevant Plans

 Plans are suggested based Activity Worklists

 Search by
 Recommended Frequency on Accounts being visited
Stores overdue for visits  User chooses the tasks, and
 Days since last visit surveys that would be
 Supported by map view and completed during visit
calendar on both, browser
and iPad
 View Account 360 for more
information

Visits Points of Sales

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VISIT EXECUTION
1. Complete Visits – tasks and surveys
2. Create follow-up documents
Visit Execution

ROLE: Sales Representative

Complete Activities Follow-up Documents

 Check-In  Sales Quote Complete

 Complete Tasks  Opportunity Activities
 Complete Checklists  Service Ticket
 Complete Questionnaires
 Attach Pictures
 Access Account 360
 Check Out
 Available offline on iPad

Create Follow-up Visits

Documents

© 2011 SAP AG. All rights reserved. Confidential 19

Thank You!

Eduardo Mentzingen

eduardo.mentzingen@sap.com