SAP Trade Management Business Process

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