SAP CRM 销售管理功能培训V1.0.pptVIP

* SAP CRM 7.0 provides companies with insight into the entire sales lifecycle – from identifying a lead, to developing a sales plan that includes necessary tasks and activities, to providing a quote, to entering an order, to finalizing and managing the billing cycle. SAP CRM 7.0 Sales addresses the needs of 4 sales channels: Direct Sales (both online and offline solutions) TeleSales Channel Sales Web-channel enablement * * Screenshot of account management. * * It is important to note the tight integration that exists in Activity Management --- SAP‘s strength is the ability to tie an activity to any CRM process (marketing, sales, service, etc.)....this really speaks to the value of SAP CRM 7.0 Sales. * Screenshot of SAP CRM 7.0 Sales activity management capabilities. * Screenshot of SAP CRM 7.0 Calendar. * As every organization has it’s own unique challenges and business process needs --- here is an example of how an organization may choose to have SAP CRM 7.0 Sales support their sales cycle. * * * * You can decide if the billing is executed in the ERP system or via CRM Billing. * Screenshot of order mangement feature…. * * Screenshot of contract management capabilities… IBM | ? Copyright IBM Corporation 2011 IBM Global Business Services ? 2011 IBM Global Business Services IBM 全球咨询服务 CONFIDENTIAL SAP CRM 销售管理功能培训马厚禄 2012年7月 IBM | 课程目标 了解SAP CRM销售模块的基本概念 理解SAP CRM 销售模块标准功能 IBM | 课程内容 1. 销售功能总览 销售活动管理 2. 3. 销售商机管理 4. 销售报价单/销售订单/销售合同管理 5. 销售其他功能-定价/可用性检查/信用检查/复制控制等 IBM | 业务场景：销售总流程 产生高质量线索 客户维系 订单执行 开票 协议 销售周期 移动销售 电话销售 销售周期是指从确立一个商机开始，经过一系列的销售活动与任务，最终使商机发展成为订单的过程。 网络渠道 客户 客户服务 面对面渠道 机会 CRM覆盖整个销售周期，从识别一个有效线索开始，到发展成为商机，商机维护至客户订单下达，最后进行订单的处理与财务结算。 CRM中的销售周期---售前管理过程 判断一个线索为“热”---分发给一线销售人员---维护销售团队及意向产品等---计划销售活动---评估销售机会---完成客户购买价值分析（客户投资回报分析）---创建报价单---下达正式订单 CRM 开票 (可选) CRM和R/3之间的订单集成 发货单 送货 销售订单（未/已传输） 状态 成功发货 已处理 销售订单 捡货 备货 仓库管理 运输安排和执行 开票 SAP CRM SAP R/3 可以下达不完整订单只保存在CRM中----订单完整后传输至ERP并进行状态更新---ERP发货或开票后同时更新CRM订单状态 IBM | 账户和联系管理 借助CRM系统，你