1.  SAP AG 2003 CRM Functions Contents: Sales Opportunities

2.  SAP AG 2003 Use opportunities to document your sales potentials Analyze the success of your sales opportunities At the conclusion of this unit, you will be able to: Sales Opportunities: Unit Objectives

3.  SAP AG 2003 Sales Opportunities: Course Overview Diagramm Cross-Functionality Master Data Sales Opportunities Fundamentals of SAP Business One Purchasing – A/P Sales – A/R Production Inventory Transactions

4.  SAP AG 2003 At a sports article trade fair a customer expresses interest in our products and requests a product catalog. To document and systematically follow up this sales opportunity, we enter the contact (including the sales expectations) as an opportunity in SAP Business One. A meeting is held with the customer to compare the customer's requirements with our product offering. We clarify further details, including prices, payment terms and so on, in a second meeting. In the fourth stage of the sales opportunity, we compile a quotation for the prospect. The value of the quotation is included in the sales forecast. Finally, specific sales negotiations take place. Once the customer sends a purchase order, the sales opportunity is regarded as closed. We can use various reports to track and analyze open and closed opportunities. Since a sales employee is usually responsible for these opportunities, you can measure this employee's success and perhaps optimize your sales process. Sales Opportunities: Business Scenario

5.  SAP AG 2003 Use opportunities to document your sales potentials Analyze the success of your sales opportunities At the conclusion of this topic, you will be able to: CRM Functions: Topic Objectives

6.  SAP AG 2003 Sales Opportunities Won 1st Stage (6%*)2nd Stage (20%)3rd Stage (40%)4th Stage (60%)5th Stage (80%) Lost ? Contact at trade fair Contact expresses general interest You enter the prospect in the system as a lead You analyze the prospect's requirements and identify suitable products You record the business partner's master data Negotiations regarding prices, payment terms, and so on Quotation is created for the customer Sales negotiations Prospect buys products on basis of quotation You now classify the prospect (lead) as a customer in the system because you expect further sales *Success probability **Estimated sales (Basis USD 10,000) 600 USD**USD 2000USD 4000USD 6000USD 8000 Lead Second Meeting First Meeting NegotiationsQuotation You can use sales opportunities to record, track and analyze every step in your business potentials with a customer or prospect.

7.  SAP AG 2003 No. of Open Opportunities Total Sales (Weighted & Unweighted) Current Stage  Opportunities Pipeline No. of Won Opportunities Total Sales Days Until Closing  Won only Opportunities Won No. of Closed Opportunities % Success Stage Sales Employee  Won and Lost Stage Analysis No. of Open Opportunities No. of Closed Opportunities % Success Customer Item Sales Employee  Won and Lost  Opportunity Analysis Result Closed Opportunities Open Opportunities Reports CharacteristicExtent of Analysis SAP Business One features analyses that you can use to examine your sales opportunities and optimize your sales process. Analyzing Sales Opportunities

8.  SAP AG 2003 The pipeline analysis provides you with an overview of all the opportunities that are currently open. It also indicates the sales potential, sales stage, sales employee responsible, and so on. Opportunities Pipeline

9.  SAP AG 2003 Use opportunities to document your sales potentials Analyze the success of your sales opportunities You are now able to: Sales Opportunities: Unit Summary