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SAP Trade Management Business Process

Skills Gained This course will prepare you to: -speak at a high level of the challenges with the trade management process and the value proposition of SAP Trade Management. Who Can Benefit...

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$2,168 USD GSA  $1,965.49
Course Code ICP600-v017
Duration 3 days
Available Formats Classroom

Skills Gained

  • This course will prepare you to:
       -speak at a high level of the challenges with the trade management process and the value proposition of SAP Trade Management.

Who Can Benefit

  • Application Consultant
  • Business Analyst
  • Business Process Architect
  • Business Process Owner / Team Lead / Power User
  • Data Consultant
  • Data Manager
  • Developer
  • Development Consultant
  • Enterprise Architect
  • Industry Specialist
  • Program/Project Manager
  • Solution Architect


  • Essential:
       -CR100 CRM Customizing Fundamentals
       -General experience with SAP BW
       -General experience with SAP CRM and SAP ERP
  • Recommended:
       -Knowledge of Consumer Products Industry
       -General experience with SAP BW
       -SCM620 Pricing in Sales and Distribution

Course Details

Course Content

  • Business Context
       -Describe the industry challenges
       -Explain the end-to-end business process
       -Explain the different business roles
       -Explain the importance of the end state analytic needs when implementing SAP Trade Management
       -Explain the importance of change management in the organization
       -Explain the importance of various testing cycles during the implementation
  • Sales Planning and Budgeting
       -Get an overview about Sales and Budgeting
       -Explain the planning structure used in the business process
       -Explain the main activities in the planning preparation
       -Explain the main activities of target distribution
       -Define channels and categories
       -Explain the commercial conditions
       -Explain the top-down distribution of targets
       -Explain the funding structure
       -Explain dynamic funds and business advantages
       -Explain fixed funds and its usage
       -Explain the main activities in Customer HQ negotiation
       -Explain the main activities in initiating the customer business planning
       -Explain the bottom-up planning activities
       -Explain the approval process and version management
       -Explain how the forecast is calculated
       -Explain the corrective actions for adjusting the sales plan
  • Customer Planning
       -Explain the Customer Planning Process
       -Explain buyer concept
       -Explain the maintenance of buyer targets
       -Explain the benefits of creating a planning product hierarchy
       -Explain the main activities in building the account strategy
       -Explain the customer mission, strategy and development plan
       -Explain usage and maintenance of assortments
       -Explain the elements, usage and the maintenance of a baseline plan
       -Explain the concept of TU and CU
       -Explain options to populate the customer promotion plan
       -Explain how to evaluate customer plan against sales target, funds, KPIs
       -Explain how to create and maintain alternative scenarios
       -Explain the different types of approval
       -Explain the activities generated when approving a plan
       -Explain how the forecast is calculated, adjusted and handled in versions
  • Promotion Planning
       -Gain an overview about promotion planning
       -Explain the methods used by the account manager to build up their promotional plan
       -Explain the essential elements of a promotion
       -Explain the planning of the overall promotional volume
       -Explain the different trade investments and how to assign it to a promotion
       -Explain the overall impact of the promotion on the plan
       -Evaluate alternative approaches to run the promotion in order to find the best option
       -Explain the promotional approval process
       -Explain the impacted and the generated activities, when approving a promotion
       -Explain the promotional monitoring processes, tools and metrics
       -Explain the typical promotion course correcting activities and their impacts
  • Execution and Settlement
       -Give and overview of Execution and Settlement
       -Explain the generation of discount, contract settlement conditions or rebate conditions from a promotion
       -Explain the integration of actual discounts with funds checkbook
       -Explain the necessary In-Store Preparation activities to ensure proper in-store promotion execution
       -Explain the In-Store Tracking activities that provide the account manager with visibility into the customer execution of the agreed promotion
       -Explain the accruals management process for building the accruals for all conditional investments that are based on the performance of the customer in order to prepare for deferred payments
       -Explain the different accruals calculation methods and their required information
       -Explain the different proof of performance for validating a customer claim
       -Explain the settlement process

Course based on software release

  • SAP CRM 7.0 EhP3 or higher
  • SAP ECC 6.0 EhP5
  • SAP BW 7.4 or higher