CRM 2007 Trade Promotion Management

Trade Promotion Management
You use trade promotion management (TPM) to do the following:

Perform planning and budgeting of your trade promotions from the top down at the headquarter level or
from the bottom up at the account level
Eecute your trade promotions
Manage funds management and claims management processes relating to trade promotions
Monitor the success of past and current trade promotions
Integration
You can integrate functions from the following applications with TPM:
!unds management
You can lin" funds to trade promotions and assign a budget during promotion planning# $uring the trade
promotion evaluation and analysis process% funds are planned% committed% and accrued with the purpose
of budget trac"ing# !or more information% see !unds &ntegration#
'laims management
You can validate and settle claims% in addition to using them to create invoice claims% deduction claims
and direct payments# !or more information% see 'laims in the TPM (cenario#
()P *et+eaver ,usiness &ntelligence (()P *et+eaver ,&)
You can use ()P *et+eaver ,& to provide a complete overview of past and current promotional
performance% which simplifies the planning process and allows quic" reaction to changes in the mar"et#
()P E-P
You can use ()P E-P to finali.e claims and to close promotional accounts upon final settlement# ()P
E-P trac"s all receipts relevant for rebate processing (generated from trade promotions) and
automatically posts accruals# !or more information% see -ebates in Trade Promotions#
()P )dvanced Planning and /ptimi.ation (()P )P/)
You can use demand planning with TPM to ensure adequate supply during promotional periods# !or
more information% see Purchasing Process in Mar"eting Pro0ects#
Prerequisites
You have completed all of the activities in 'ustomi.ing for Customer Relationship Management under
Trade Promotion Management#
&f you plan to use the mass copy function% you have configured the formatting mas" that all copied trade
promotions must use in 'ustomi.ing for Customer Relationship Management under Marketing
Marketing Planning and Campaign Management System Landscape Define Formatting
Mask for Marketing Projects.
Features
The following features are available to help you manage your trade promotions#
Features for Planning Trade Promotions
$eals
You can generate trade promotions from deals for a predefined set of accounts for specific products# !or
more information% see 1sing $eals to 'reate Trade Promotions#
Trade promotion agreements
You can use agreements to provide guidelines for trade promotions and you can lin" trade promotions to
agreements created for specific accounts to identify contractual obligations# !or more information% see
Trade Promotion )greements#
2olumes and trade spends planning
2olumes and trade spends planning allows you to carry out forecasting for deals% trade promotions% or
trade promotion elements# !or more information% see 2olumes3Trade (pends Planning#
Trade promotion guidelines
You can use this function to ensure that your trade promotions fall within guidelines based on
established rules and thresholds# !or more information% see Trade Promotion 4uidelines#
Features for Creating Trade Promotions
Trade promotion templates
You can create trade promotion templates as a basis for creating multiple trade promotions that have
similar attributes# !or more information% see Trade Promotion Templates#
Product assignment
You can assign products% product groups% product categories and product segments to a trade promotion#
!or more information% see Product )ssignments#
Partner assignment
You can assign partners with functions to a trade promotion# Partner determination can be used to
control which partners can be assigned to a trade promotion# !or more information% see Partner
)ssignment#
'onditions and rebates
You can use conditions and rebates to offer your accounts special discounts for a certain order item# !or
more information% see 'onditions and -ebates in Trade Promotions#
Mass copy and mass change
You can use these functions to quic"ly create and modify multiple trade promotions#
'ausals
You can identify incentives that will affect trade promotion performance# !or more information% see
'ausals#
/verlaps
You can perform an overlap chec" to identify potential overlaps to avoid similar or identical trade
promotions being released simultaneously# !or more information% see Trade Promotion /verlaps#
Features for Monitoring Trade Promotions
Mass approval
You can use this function to approve many trade promotions at once#
2ersions
You can view all changes that have been made to a trade promotion since it was created#
'ritical changes
You can set up alerts to notify you when a trade promotion needs to be reapproved following changes
identified as critical#
!or more information on these features% see Trade Promotion )pproval and -e5)pproval#
More Information
Trade Promotions
Mar"eting Pro0ects Management
6ey !igure Planning
!unds Management
'laims Management
Trade Promotions
Mar"eting activity used by industries that sell into the retail channel or through bro"ers or wholesalers#
) trade promotion ta"es place within a specific time period and aims to increase brand capital% brand
awareness% and mar"et share# &t is also used to increase sales volume or to launch new products or product lines#
Structure
Trade promotions are structurally similar to other mar"eting ob0ects% ecept that trade promotions are targeted
at a "ey account#
) trade promotion has a header that provides overview information about the trade promotion% such as the
intended "ey account% the product planning basis% the trade promotion ob0ective% funds plan details% and trade
promotion status#
)ssignment bloc"s contain specific information pertaining to% for eample% trade promotion dates% products%
and causals#
Integration
Trade promotions are integrated with other mar"eting ob0ects% including:
$eals
You can generate trade promotions from deals# !or more information% see 1sing $eals to 'reate Trade
Promotions#
Mar"eting calendar
You can plan your trade promotions using the mar"eting calendar# !or more information% see Mar"eting
'alendar and +or"ing +ith the Mar"eting 'alendar#
Trade promotion agreements
You can lin" trade promotions to the associated trade promotion agreement# !or more information% see
Trade Promotion )greements#
More Information
Mar"eting Plans and 'ampaigns
'laims in the TPM (cenario
!unds &ntegration
Deals
) deal is a means of communicating proposed promotional activities from upper management to those tas"ed
with eecuting it% such as "ey account managers (6)Ms)# The deal is used as a tool for planning trade
promotions and contains information such as:
)ccounts
Products
$ates
Trade spends
You can use individual deals or deal hierarchies# &f you use deal hierarchies% you can cascade changes made to
the higher5level deals to the lower5level deals#
You create deals in the same way as trade promotions# You must assign an account and products% product
categories or product groups to a deal# You set the dates and other relevant data% including the planning data at
the deal level#
Integration
You can wor" with deals from the mar"eting calendar#
$eal and trade promotion planning information is retrieved from ()P *et+eaver ,usiness &ntelligence
(()P *et+eaver ,&) #
$eal and trade promotion data is echanged between '-M Enterprise and '-M Mobile (ales#
/nly trade promotion data is sent to ()P E-P# The deals are not sent to ()P E-P#
More Information
1sing $eals to 'reate Trade Promotions
$eals in the Mar"eting 'alendar
$eal Planning
(pecifics of Mobile (ales (laptop): Mar"eting
Deal Planning
You start by assigning trade spends to deals# You can then specify a proposed quantity and amount for the
assigned trade spends#
You can plan for an individual deal or for the whole deal hierarchy#
*ote
7ierarchical planning is not possible in '-M Mobile 'lient#
End of the note#
Prerequisites
&f you want to carry out hierarchical planning for your deals% you need to perform the following 'ustomi.ing
activities:
You have defined a planning profile group in 'ustomi.ing for Customer Relationship Management
under Trade Promotion Management ey Figure Planning Define Planning Profile
!roups #
&n this activity% you have set the indicator "ith su#ordinate projects when you assign a planning profile
to a planning profile group#
&n ()P (trategic Enterprise Management (()P (EM) you have made the customi.ing settings for
hierarchical planning:
You must have a planning layout for deals that contains 0CRM_MKTELM#
*ote
7ierarchical planning is only possible if you have assigned a mar"eting pro0ect# &t does not wor" if the
planning layout contains a mar"eting element plus another attribute such as a product group or product
hierarchy#
End of the note#
You have created or downloaded an account hierarchy# &t is usually downloaded from ()P E-P# You
have assigned an account hierarchy in 'ustomi.ing for Customer Relationship Management under
Trade Promotion Management $asic Data %ssign Planning %ccount &ierarchies #
*ote
To send conditions to ()P E-P% you must use an account hierarchy from ()P E-P#
End of the note#
8imit the volume of data generated when you generate your deal hierarchy in 'ustomi.ing for
Customer Relationship Management under Trade Promotion Management Check Data
'olume for Deal !eneration #
You can set up additional chec"s for deals in 'ustomi.ing for Customer Relationship Management
under Marketing Marketing Planning and Campaign Management %dditional Fields
and $usiness %dd()ns *$%d)s+ for Marketing Planning :
o $%d), %dditional Marketing Checking and Controlling -ptions
o $%d), %dditional Marketing %ssignment Checking and Controlling -ptions
Features
You can use the following features to plan for deals:
!or deals% you maintain planning data at the deal level# !or trade promotions% you maintain planning
data at the product level#
+hen you generate a trade promotion% the deal planning data is only copied and distributed to the
desired level of detail of the planning profile group assigned to the trade promotion# To copy the deal
planning data% the source profile field (in the deal) must be assigned in the planning profile group for the
trade promotion in 'ustomi.ing for Customer Relationship Management under Trade Promotion
Management ey Figure Planning Define Planning Profile !roups #
()P provides the standard planning profile group 4DLM (standard3deal on product group) with the
planning profile 4TPM0010#
This% or your own deal planning profile% should be used as your source profile in your trade promotion
planning profile group definition if you are copying the deal planning layout to a trade promotion#
$eals contain less information than trade promotions because here no conditions are generated# )t deal
level% you are concerned with top5down planning so that the changes can be cascaded down to the rest
of the deals# Planning data is copied to the trade promotion when you enter a planning profile group for
the trade promotion#
Activities
Generating Deals
/nce you have created the top5level deal% you can generate the deal hierarchy# You can choose to generate a
complete or partial deal hierarchy depending on the number of levels in the assigned account hierarchy% with
the newly5created deal becoming the top node of the hierarchy#
/nce you have generated a deal hierarchy% you cannot generate another deal hierarchy at the same level# You
can generate a deal hierarchy from a subordinate deal if the account hierarchy has additional subnodes#
*ote
%ccount and Planning Profile !roup cannot be modified for the deal hierarchy#
End of the note#
More Information
$eals
Deals in the Marketing Calendar
You can wor" with deals from the mar"eting calendar# The mar"eting calendar offers the advantage that you
can display your trade promotions for a particular deal at the same time in a split5level view#
You can set up the view of your deals in such a way that the customer or business partner hierarchy is displayed
on the left5hand side# &f your query is based on the business partner or business partner node% you can also see
deals for a higher5level node in the business partner hierarchy if your deal hierarchy has not been completely
generated#
Prerequisites
You have defined a view for the business partner hierarchy in 'ustomi.ing for Customer Relationship
Management% by choosing Marketing Marketing Planning and Campaign Management
Marketing Calendar Define 'ie.s for Marketing Calendar.
You have assigned a planning account hierarchy in 'ustomi.ing for Customer Relationship
Management% by choosing %ccount Planning !eneral Settings %ssign Planning %ccount
&ierarchies.
You have defined how you want to display mar"eting elements in the mar"eting calendar in
'ustomi.ing for Customer Relationship Management% by choosing Marketing Marketing
Planning and Campaign Management Marketing Calendar Define Split Calendar -ptions
#
Activities
To display a deal with a customer or business partner hierarchy view in the mar"eting calendar% proceed as
follows:
9# 'reate a deal and ma"e sure that you assign &ierarchy /ode in %ccount Type#
:# &n the mar"eting calendar% do a search by account hierarchy node &$#
;# !ind the business partner hierarchy view#
Your deal is displayed#
To create a deal from the mar"eting calendar% with say a business partner hierarchy% proceed as follows:
9# (elect the business partner hierarchy view#
:# (elect the required business partner node and clic" /e. Deal #
;# $rag the cursor along to the points from where the deal should start and when it should end# You can
view the deal in its overview page by choosing $etails in the contet menu#
More Information
$eals
(pecifics for Mobile (ales (laptop): Mar"eting
Using Deals to Create Trade Promotions
You can use deals as a basis for creating trade promotions# You can use the outline planning data defined in the
deal and adapt this to fit the trade promotion<s requirements#
Prerequisites
To copy the "ey figure planning data from the deal% you need to define a planning profile group for the trade
promotions and enter a source profile field for the deal in 'ustomi.ing for Customer Relationship Management
under Trade Promotion Management ey Figure Planning Define Planning Profile !roups
#
Process
The following eample shows how a consumer goods company may use deals as the starting point for trade
promotions to promote new products#
'ompany ) regularly uses trade promotions to introduce new products or promote eisting ones# !or the
coming year% the company plans to promote their new pac"aged mil" drin"s#
9# )t headquarter level% the mar"eting manager creates a deal for the product and assigns an account
hierarchy node that has three account levels#
:# The mar"eting manager generates a deal hierarchy% and then chooses to generate a hierarchy of two
levels#
;# The mar"eting manager decides that from !ebruary 9 to March 9=% the products are to be sold to the
level one accounts with a special discount of 9>? and the level two accounts at a discount of ;?# 7e
enters these discounts in the Planning assignment bloc" for the appropriate deals#
=# &f the mar"eting manager changes a higher5level deal% he can cascade the changes to lower5level deals
when he saves the deal% or preview the changes before saving by using the Cascade Change button#
@# The mar"eting manager releases the top5level deal and then notifies the "ey account managers (6)Ms)#
A# The 6)Ms review the deals and negotiate trade promotions with the accounts# They generate trade
promotions from the deal% using deal planning data as a guideline# The account managers must enter a
planning profile group for the trade promotion% and can enter planning data at the product level#
*ote
&f the mar"eting manager changes the deal hierarchy after the 6)M has generated trade promotions% the
changes are not cascaded to the trade promotions#
End of the note#
B# )fter the account accepts a trade promotion% the "ey account manager sets the status to Released# This
triggers the generation of conditions and the data is sent to ()P E-P#
C# $uring the course of the trade promotion% the 6)M can monitor its status using predefined monitoring
alerts#
D# )fter the trade promotion has ended% the mar"eting manager can use various reports to determine
whether or not the promotion was successful#
Result
More Information
$eals
$eal Planning
Trade Promotions
Trade Promotion )pproval and -e5)pproval
Trade Promotion Monitoring
(ystem (tatus /verview
Trade Promotion Agreements

This function provides the contractual framewor" for all events and trade activities that a "ey account manager
(6)M) plans to generate for an account within a given time period% such as a fiscal year# Trade promotion
agreement documents are non5binding% but provide a guideline for planning trade promotions#
) trade promotion agreement is defined by the following:
)ccount
Product
Time period
Integration
+hen you create a trade promotion agreement% you can lin" eisting trade promotions to it# You can also lin" to
an eisting trade promotion agreement when creating a trade promotion#
) lin" between a trade promotion agreement and a trade promotion is valid if the trade promotion:
$ates fall between the agreement planned start and end dates
)ccount is the same as the agreement account% or part of the same account hierarchy
Prerequisites
&f you want to run overlap chec"s for trade promotion agreements% you have performed the following tas"s in
'ustomi.ing for Customer Relationship Management:
You have defined how a trade promotion agreement overlap chec" is triggered and the resulting system
response% by choosing Trade Promotion Management $asic Data Define Status(Dri0en
10ents #
You have defined the attributes to be chec"ed when a trade promotion agreement overlap chec" is
triggered% by choosing Trade Promotion Management %greements Define %ttri#utes for
%greement -0erlap Checks #
You have defined the status types to ignore for a trade promotion agreement overlap chec"% by choosing
Trade Promotion Management %greements Define Statuses to )gnore for -0erlap
Checks #
You have assigned planning transactions to be launched based on organi.ation details for a trade
promotion agreement% by choosing Trade Promotion Management %greements Define
Planning Transactions for %greements #
You have implemented functionality that triggers an overlap chec" every time the status of the trade
promotion agreement changes% by choosing Trade Promotion Management %greements
$usiness %dd()ns *$%d)s+ $%d), %greement -0erlap Check #
Features
Trade promotion agreement and trade promotion lin"ing
You can lin" trade promotions to an agreement from either the agreement or the trade promotion#
Trade promotion agreement copying
You can copy an eisting agreement by choosing Marketing %greements to first search
for agreements% and then choosing Copy to copy the selected agreement# You can perform the copy
online or as a scheduled 0ob# &f the copied agreement has trade promotions lin"ed to it% the trade
promotions are also copied# The attribute change that was applied to the copied agreement% such as a
date shift% is also applied to the copied trade promotions#
Trade promotion agreement mass change
You can mass change agreements by choosing Marketing %greements to first search for
agreements% and then choosing Mass Change to change selected agreements# You then specify the
attribute to change% such as the employee responsible% and enter the new value# You can perform the
mass change online or as a scheduled 0ob#
Trade promotion agreement deletion
You can delete agreements that have no lin"ed trade promotions#
Activities
You create a trade promotion agreement by choosing Marketing %greement #
You create trade promotion agreements in a similar way as you do trade promotions# You assign the
agreement a planning account% as well as products% product categories or product groups# You set the
dates and other relevant data# You use the free5tet area to add specific agreement details#
You can enhance using business add5ins (,)d&s)#
You can implement validation chec"s to ensure that trade promotion agreements and their related trade
promotions are consistent in 'ustomi.ing for CRM% by choosing Trade Promotion Management
%greements $usiness %dd()ns *$%d)s+ $%d), %greement 'alidation #
You can implement automatic chec"ing for trade promotion agreements that are eligible for association
with a trade promotion in 'ustomi.ing for CRM% by choosing Trade Promotion Management
%greements $usiness %dd()ns *$%d)s+ $%d), %utomatic %greement Determination #
More Information
Trade Promotions
(cheduling and Monitoring Eobs
Pertinent Master Data Changes
You can use the function for pertinent master data changes (PM$') to evaluate changes to certain types of
master data% and apply these changes to specified mar"eting pro0ects#
The system monitors changes to master data in ()P 'ustomer -elationship Management (()P '-M) and to
master data in ()P E-P 'entral 'omponent (()P E'') that is replicated to ()P '-M# &n PM$'% you specify
whether to apply the changes to the affected mar"eting pro0ects% or not# You can also eclude mar"eting
pro0ects from being updated in this manner by the system#
Features
You can use the PM$' function for the following mar"eting pro0ects:
Trade promotions and trade promotion elements (ob0ect types TPM% TPT)
You can use the PM$' function to reflect changes to the following:
Product statuses
8ist prices
Price lists
Partner3product ranges (PP-s)
8istings
The system generates a log of the changes made% as well as errors that occurred#
The PM$' function allows you to do a test run% so that you can see what changes would be made#
Activities
You access the function on the ()P Easy )ccess screen under Marketing PMDC, Marketing
Pertinent Master Data Changes #
Indirect Relationshis
This function helps you manage your indirect lines of business by enabling you to establish lin"s between
indirect accounts and the wholesaler(s) those indirect accounts buy from# You can use this information about
indirect consumption to build total trade spending and plan sales volumes for a wholesaler% carry out volume
planning for a wholesaler and plan trade promotions for indirect accounts
)n indirect account is a retailer who does not receive shipments directly from the manufacturer# &nstead% the
manufacturer sells the product to a direct account (wholesaler or distributor)% who then resells the product to the
indirect account% who finally sells it to the consumer# The retailer receives financial compensation for
promotional performance directly from the manufacturer#
Integration
This function is closely related to trade promotions planning% funds and claims#
Prerequisites
You have made the necessary settings for Trade Promotion Management in 'ustomi.ing for Customer
Relationship Management % by choosing Trade Promotion Management #
You have specified the product dimension that has to be used to maintain indirect account F wholesaler
relationships% in 'ustomi.ing for Customer Relationship Management% by choosing Trade
Promotion Management Trade Promotions )ndirect Relationships Define $usiness Line
Le0el.
Features
) single indirect account can source different products from different wholesalers and therefore be lin"ed to
one or more wholesalers# This is an indirect account F wholesaler relationship with details about indirect
consumption from different wholesalers for a particular product dimension and time period#
Establishing indirect relationships also allows you to specify the percentage split of the volume that the
manufacturer ships to a wholesaler down to the indirect accounts serviced by the corresponding wholesaler%
called +holesaler (plit# +hen a wholesaler ships to indirect accounts% the quantity is usually significant enough
for the manufacturer to "eep trac" of individually or as part of a target group% but the wholesaler also ships to a
large number of small stores% which the manufacturer does not "eep trac" of# Therefore wholesaler F indirect
account relationships are not 0ust the converse of the indirect account F wholesaler ones#
+ith a lin" set up both ways% that is an indirect account F wholesaler and wholesaler F indirect account% you
have information that helps you with planning% eecution and reporting functions in the following ways:
Trade Spends and Sales Volumes
,uild a total trade spending and sales volume plan for a wholesaler% including incremental sales volumes
originating from promotions with an indirect account as well as the related spending# ,y "eeping trac" of the
amount of trade spending that is allocated to a particular wholesaler during each time period G either directly or
through investments in indirect accounts and the resulting increase in sales volumes that this generates% you are
in a position to evaluate the profitability of your business with a given wholesaler#
Planning and Forecasting
You can plan trade promotions for indirect accounts serviced by one or more wholesalers# 7ere you use the
details of the indirect account F wholesaler relationship to determine the wholesaler for a particular promotion
involving an indirect account# &n case of small indirect accounts% you can plan trade promotions for wholesalers
and attach related indirect accounts as the target groups#
Trade Funds Management
$raw funding for indirect promotions either from the indirect account or the related wholesaler# &ndirect
promotions draw their funding from either a specific fund for the indirect account or from the fund of the
corresponding wholesaler
Trade Claims Management
Match trade claims raised by a wholesaler with the respective indirect promotion#
Integration with Marketing Calendar
1se the mar"eting calendar to view trade promotions of a wholesaler or indirect account# +hen viewing the
promotions of an indirect account% you can view the corresponding wholesaler5level promotions in the Split
Calendar.#
!"amle
The following are sample structures of the various "inds of indirect relationships:
8egend
Indirect Account holesaler !elationship
The following are possible indirect account F wholesaler relationships:
Eclusive &ndirect )ccount
7ere% the indirect account does not buy directly from the manufacturer% but orders all products through a single
wholesaler or distributor#
*on5Eclusive &ndirect )ccount
7ere the indirect account does not buy directly from the manufacturer# 7e or she orders products through
several wholesalers and3or distributors instead#
'ombination of $irect and &ndirect )ccount
(ince different products may call for different distribution methods% an account can be both a direct and an
indirect account# !or eample% a particular account could source only chilled products from a wholesaler% or it
may be that the relationship between the manufacturer and the account is time dependent#
holesaler Indirect Account !elationship or holesaler Split
!or top down planning as well as reporting purposes% the manufacturer needs to understand which indirect
account(s) the wholesaler supplies goods to# (o when goods are shipped to a wholesaler% the wholesaler F
indirect account relationship can give you information about the percentage that is distributed to the various
indirect accounts#
More Information
Trade Promotions
)ccount Planning
!und $etermination
'laims
Account Defaults for Trade Promotions

This function allows you to set defaults for account5specific information in trade promotions so that the
information is entered automatically for all relevant trade promotions or deals# You can create defaults for:
$efault dates
,uying patterns
Prerequisites
You have defined:
$ate ranges with which you want to wor" in 'ustomi.ing for Customer Relationship Management by
choosing Marketing Marketing Planning and Campaign Management $asic Data
Define %dditional Date Ranges #
o You can define up to five date ranges#
o &f you define a date range that has a specific meaning% for eample% pre5dip or post5dip% you need
to select the corresponding period type in this activity# These could be dates for the buying
period% the HdipI period before buying begins (pre5dip)% the HdipI period after buying ends (post5
dip)% or any other date# This is used to trigger validation of the dates in ()P '-M and in ()P
*et+eaver ,usiness &ntelligence (()P *et+eaver ,&)#
)t least one buying pattern type in 'ustomi.ing for Customer Relationship Management by choosing
Trade Promotion Management $asic Data Define Default $uying Pattern Types.
Activities
General Data
1nder %ccount Data% you can select the %ccount Type and %ccount for which you are going to set your defaults#
1nder -rgani2ational Data3 you can enter the relevant sales area data for this account#
&f you enter a target group as your account% defaults are not maintained for each individual combination of
target group% campaign type% and sales area# They are maintained for all target groups for a particular campaign
type and sales area#
De"ault Dates
1nder Default Dates% you can enter defaults for all of the relevant dates in a trade promotion#
You enter the mandatory data for the trade promotion and then specify the following information for the
additional date ranges that you have defined in 'ustomi.ing% under Periods in the following fields:
Start Date for the start of this additional date range% for eample% if it is before the start of the trade
promotion
Start Date -ffset% for eample% if it is two wee"s before the start of the trade promotion
1nd Date for the end of this additional date range
1nd Date -ffset
'aution
/nly the planned start and finish dates are supported as reference dates# You cannot maintain dependencies
between different date ranges from the additional date ranges#
End of the caution#
!"amle
You can define the buying period to start four wee"s before the trade promotion ta"es place% and finish two
wee"s before the end of the trade promotion# You define the buying period as a date range in 'ustomi.ing and
then you can enter the actual dates here# ) buying pattern can be defined for each combination of mar"eting
pro0ect type% buying pattern type and duration#
#u$ing Pattern
1nder $uying Pattern% you can define buying patterns% for eample% for various different buying pattern types
such as confectionery% drin"s% and so on# The buying pattern defined in %ccount Defaults is used to calculate
trade promotion planning# To enter a buying pattern:
9# Enter the mar"eting pro0ect type again#
:# (elect the particular buying pattern type you wish to ma"e settings for#
;# Enter a duration for the buying pattern#
The duration that you have defined for the buying pattern determines how many buying percentage fields are
available# !or eample% if you specify a buying pattern of two wee"s% there will be two fields available for the
buying percentages# !or eample% you can then plan that the retailer (planning account) purchases :>? of the
goods in the first wee" and C>? in the second# )ny other combination that adds up to 9>>? is permitted# The
aim of the buying pattern is to increase the accuracy of the planned increase in sales before sending the values
over to $emand Planning#
*ote
&f no other buying pattern is assigned in a trade promotion% the system defaults to an equal distribution# &n this
two wee" eample% that would be @>? and @>?# &f the trade promotion starts on any day other than a Monday%
the distribution may differ#
End of the note#
*ote
) ,usiness )dd5&n (,)d&) allows you to implement additional chec"s and actions on the %ccount Defaults
screen% by allowing you to implement additional rules for the dates that you set up under Default Dates#
!or eample% you can set up a rule so that there are no gaps between two dates or you could set up a rule so that
one date starts directly after another#
!or more information% see the documentation on the ,)d& interface#
End of the note#
More Information
Trade Promotion Temlates

This function epedites the process of creating trade promotions# !or eample% if you create a large number of a
trade promotions per year with similar attributes% you can enter the attributes into a template and use it as the
basis for your trade promotions#
Integration
&n the mar"eting calendar% you can search for templates% as well as create a trade promotion from a template#
+hen searching for templates either in advanced search or the mar"eting calendar% the returned results are
filtered if a wor"ing contet is active#
Features
True template functionality
Templates are independent ob0ects as opposed to eisting trade promotions from which you generate
other trade promotions# The editable overview page of a trade promotion template is therefore similar to
that of a trade promotion# 7owever% certain features are not available in the template% such as "ey
performance indicators% conditions% discounts% and rebates#
Trade promotion planning restrictions and template validity
1se the Plan From and Plan To fields to define the planning date range available for trade promotions
that use the template# !or eample% you could specify that the template only be used to create trade
promotions for the coming year# 1se the 4sage From and 4sage To fields to define the validity of the
template itself# !or eample% the template epiry date could coincide with the discontinuation of a
product#
Activities
You can perform the following tas"s:
(earch for eisting templates by choosing Marketing Trade Promotion Templates #
'reate a template from scratch by accessing the trade promotion template search page% and then
choosing /e.#
'reate a trade promotion from a template by searching for the desired template% and then choosing
Create Trade Promotion either directly from the search results list% or from the template editable
overview page#
'reate a trade promotion from a template in the mar"eting calendar by choosing Search Templates% and
then dragging one of the results into the calendar#
'reate a new template from an eisting template by choosing Copy on the editable overview page#
'reate a template from an eisting trade promotion by choosing Create Trade Promotion Template#
More Information
Trade Promotions
+or"ing 'ontet
Disla# Pallets in Trade Promotions

You can include display pallets in trade promotion planning so that you can offer discounts at the pallet level
and also on the products and product categories included in the display unit#
Prerequisites
You have performed the following tas"s:
&dentified the item category group(s) that are display pallet5relevant in 'ustomi.ing for Customer
Relationship Management ('-M) by choosing Trade Promotion Management $asic Data
Products Select )tem Category !roups for Display Pallets #
$efined a structured product in Master Data Products that has items with an item
category group defined as display5pallet relevant# This identifies the product as a display pallet#
'reated a trade promotion type named H$isplay PalletI with the category Trade Promotion and Deal3
and set Pallet Scenario to True in 'ustomi.ing for '-M by choosing Marketing Marketing
Planning and Campaign Management $asic Data Define Types5-#jecti0es5Tactics
$efined the minimum level of the product hierarchy to eplode to for long and short term trade
promotions in 'ustomi.ing for '-M by choosing Trade Promotion Management $asic Data
Products %ssign Product &ierarchies
Features
The Product Planning $asis is restricted to Product and Product Category when a display pallet
promotion type is selected#
) new planning profile group and corresponding planning profiles have been created so that you can
plan for the display pallet or for the product categories that ma"e up the display pallet#
Trade promotions that include display pallets cannot be combined with non display pallet products#
+hen you add a display pallet product to a trade promotion% it is automatically bro"en down into it<s
product categories based on the minimum level defined in customi.ing#
Activities
You can only edit the Products assignment bloc"# Product categories are automatically populated from
the display pallet structured product# &f multiple pallets share the same product category% then the
6uantity is the sum of each one of them#
&n the Planning assignment bloc"% you can plan for the products and product categories that ma"e up the
display pallet#
More Information
Trade Promotions
2olumes3Trade (pends Planning
()P Planning 'ontent for $eals and Trade Promotions
Causals

You can use causals in trade promotions management (TPM) to capture information about how products are
promoted to customers# You can create one causal for each product that is assigned to a trade promotion#
You can maintain causals at the individual product% product category% product group% or product segment level#
This availability depends on the product planning basis of your trade promotion# &f% for eample% your product
planning basis is Product !roup and Product% you can maintain causals at the product level and the product
group level#
Prerequisites
You have defined causal profiles% types% and default values in 'ustomi.ing for Customer Relationship
Management% by choosing Trade Promotion Management Trade Promotions Causals
Define Causal Profiles3 Causal Types3 and Default 'alues #
You have assigned your causal profile to your mar"eting planning pro0ect in 'ustomi.ing for Customer
Relationship Management% by choosing Trade Promotion Management Trade Promotions
Causals %ssign Causal Profiles for Marketing Planning #
You have maintained attributes and "ey values for causal fields in 'ustomi.ing for Customer
Relationship Management% by choosing Trade Promotion Management Trade Promotions
Causals Maintain %ttri#utes and ey 'alues for Causal Fields #
&f you would li"e to map "ey figures from your trade promotion to "ey figures for causals% you have
done so in 'ustomi.ing for Customer Relationship Management% by choosing Trade Promotion
Management Trade Promotions Causals Map ey Figures for Causals #
Features
'ausal types
There are many types of causals% such as display% feature ad% or media# Each causal type captures a
different set of data# The causal type Display% for eample% captures data about the type of promotional
display used for the trade promotion and the location of the display in the store#
)ssigning trade spends
You can assign one or more trade spends to each causal type# +hen the first causal record is added to
the trade promotion% the system displays all the trade spends assigned to the trade promotion# /nly the
trade spends defined in planning for the trade promotion are available for assignment to a causal type#
'opying causal attributes
You can select the product% product category% product group% or product segment and copy the causal
attributes to a new causal#
(tore segments
&f the trade promotion includes different stores or segments of stores% you can assign store segments to
causals to facilitate planning#
You can create multiple causals for the same product if each causal you create is assigned to a different
store segment#
More Information
Trade (pends and $ate -anges
Trade Promotion Aroval and Re$Aroval

You can use the following functions to manage trade promotion approvals and re5approvals:
Mass approval
This function allows you to approve multiple trade promotions simultaneously#
2ersions
This function trac"s all changes made to a trade promotion over its life cycle# 2ersions can be used by
you to view the changes made to a trade promotion% and by the system to chec" for critical changes that
would force a trade promotion to be re5approved#
(ystem chec"s for critical changes
This function allows you to establish the types of changes that would force a previously approved trade
promotion to be submitted for re5approval# &f you do not configure any chec"s% trade promotions will
not be sub0ect to re5approval following changes#
Prerequisites
$epending on your scenario% you have performed the following:
!or mass approvals% you have configured the following settings in 'ustomi.ing for Customer
Relationship Management Trade Promotion Management ey Figure Planning Settings
for Display of $) ey Figures :
o Define ey Figure 6ueries
o Map $) ey Figures to List Fields
!or versions% you have configured the following settings in 'ustomi.ing for Customer
Relationship Management Trade Promotion Management $asic Data 'ersions :
o Define 'ersions $ased on Status
o Define 'ersions 4ser )nterface
!or system chec"s for critical changes% you have configured the following settings in 'ustomi.ing for
Customer Relationship Management Trade Promotion Management $asic Data
Rules Setup :
o Define Rule Conte7t
o Define Rule 10ents
Features
Mass Appro%al
You can search for trade promotions using the trade promotions mass approval search function# This facilitates
the approval decision5ma"ing process by allowing you to:
2iew trade promotion details% including "ey figures and values defined in 'ustomi.ing% directly in the
result list
*avigate to the editable list in order to quic"ly modify trade promotions prior to mass approval
$epending on 'ustomi.ing settings% mass approval may prompt a promotion guideline chec" to ensure that
trade promotions stay within established guidelines#
Versions
) trade promotion version creation is prompted by a status change# You can display the version history for a
trade promotion and eport it as a #csv file#
S$stem Checks "or Critical Changes
+hen a trade promotion is chec"ed for critical changes% it is compared against the last approved version of the
trade promotion#
(ample logical rule event ''J'7E'6JTPM assesses critical changes# The rule event acts as a container for
business rules framewor" (,-!) events# The ,-! events evaluate whether changes made to a trade promotion
since the last time it was approved are critical or not# The new trade promotion attribute values are compared to
the those in the last approved version of the trade promotion# &f a value has changed and is deemed critical
according to the business rules% the trade promotion can be sub0ect to reapproval#
''J'7E'6JTPM currently evaluates if you ma"e changes to any of the following trade promotion attributes:
(pend 2alue
,uy Period $uration
Plan Period $uration
Product
)ccount
'ausal
More Information
Trade Promotions
(tatus Management
Trade Promotion 4uidelines
Trade Promotion %uidelines

You can use this function to provide guidance to "ey account managers (6)M) for trade promotion
programming# The guidance is based on rules and thresholds that are determined at a sales organi.ation level
within the manufacturer#
Prerequisites
$epending on your scenario% you have made the settings in 'ustomi.ing for Customer Relationship
Management ('-M)% by choosing:
Trade Promotion Management $asic Data Rules Setup Define Rule Conte7ts
Trade Promotion Management $asic Data Rules Setup Define Rule 10ents
Trade Promotion Management Trade Promotions Promotion !uidelines Define
Parameters
Pricing Le0els
Rules Sets
Features
There are two rule sets in the business rules framewor" (,-!) that are lin"ed to rule scenarios in 'ustomi.ing:
&RF Rule Sets Rule Scenarios Descrition
9PP4JP-&'&*4
'7E'6JPP4
This rule scenario triggers rule processing when a trade promotion is
saved#
'7E'6JPP4-
This rule scenario triggers rule processing on request from within the
trade promotion#
'7E'6JPP4(
This rule scenario triggers rule processing when a trade promotion
changes status#
9PP4JP-/M/T&/* '7E'6JPP4, This rule scenario triggers rule processing for batch 0obs#
The ,-! rule sets contain rules that assess if there are trade promotion guideline violations# &f any of the
attributes violate a guideline% the trade promotion can be sub0ect to events# These events include:
'hange Promotion !uideline Status from - to 'iolation#
&ssue non compliance alert messages if a promotion guideline is violated during the trade promotion
creation process#
Trigger a status based approval wor"flow# !or eample% change the trade promotion status to %.aiting
%ppro0al#
Prevent further changes that could impact the status of the trade promotion#
Activities
You can run a trade promotion guideline chec" from:
The batch processing framewor" by scheduling a 0ob using the Promotions !uideline Check component
type
The Trade Promotions screen% by choosing More !uideline Check
) trade promotion mass approval# $uring the mass approval process% the system runs a promotion
guideline chec" to ensure that trade promotions stay within established guidelines#
More Information
Trade Promotions
Trade Promotion )pproval and -e5)pproval
Trade Promotion 'verlas

This function chec"s for trade promotions that overlap with a selected trade promotion# The purpose is to flag
potential overlaps early to avoid similar or identical trade promotions being released simultaneously#
Prerequisites
You have defined the following in 'ustomi.ing for Customer Relationship Management:
The event and ob0ect status combinations that both trigger an overlap chec" for the current trade
promotion and determine the trade promotions to be considered relevant for chec"ing% by choosing
Trade Promotion Management $asic Data Define Status(Dri0en 10ents
)ttributes to chec" for overlaps by choosing Trade Promotion Management Trade
Promotions -0erlap Checks Define %ttri#utes
)dditional date ranges to chec" for overlaps by choosing Trade Promotion Management
Trade Promotions -0erlap Checks Define %dditional Date Ranges
Pairs of trade promotion types to be interpreted by the system as overlapping by choosing Trade
Promotion Management Trade Promotions -0erlap Checks Define -0erlapping Trade
Promotion Types
)dditional attributes to chec" for overlaps by implementing Trade Promotion Management
Trade Promotions -0erlap Checks $usiness %dd()ns, $%d)s $%d), -0erlap Checks #
Features
There are two "inds of overlap chec"s:
$irect
This type of chec" loo"s for direct attribute matches% such as identical products# ) direct overlap chec"
is triggered when a specific event and status combination occurs# These combinations% which are
defined in 'ustomi.ing% also determine the trade promotions that are chec"ed against the current trade
promotion# -esults are listed in the trade promotion header# &f you have display access for the trade
promotions returned by the overlap chec"% the &$ displays as a lin" you can use to 0ump directly to the
trade promotion and resolve the overlap#
7ierarchical
This type of chec" loo"s for overlaps with hierarchical dependencies in addition to direct matches# !or
eample% if the trade promotion is based on an account hierarchy% then the overlap chec" searches each
account in the hierarchy when loo"ing for overlaps with other trade promotions# Event and status
combinations defined in 'ustomi.ing are used to determine the trade promotions that are chec"ed
against the selected trade promotion# 7ierarchical overlap chec"s are always run as scheduled 0obs% and
you can only view the results of your most recently eecuted chec"# +hen setting up a scheduled 0ob%
the list of trade promotions available for evaluation includes only those with appropriate event and
status combinations#
*ote
!or either direct or hierarchical overlap chec"s% only trade promotions with statuses mapped to the
,E!/-EJ()2E event in 'ustomi.ing are chec"ed#
End of the note#
Activities
To run a hierarchical overlap chec":
9# You schedule a 0ob using the Trade Promotion -0erlap Check component type#
:# You view the list of returned overlapping trade promotions by choosing Marketing Trade
Promotion -0erlap #
;# &f you have display access for the trade promotions returned by the overlap chec"% the &$ displays as a
lin" you can use to 0ump directly to the trade promotion and resolve the overlap#
More Information
Purchasing Process in Marketing Pro(ects

&n ()P E-P% you can directly create a purchase request for products and services% from the mar"eting pro0ects
campaign% trade promotion% and mar"eting plan#
The Purchase !oods5Ser0ices assignment bloc" is available to you for this purpose# This assignment bloc" is
displayed in the '-M +eb'lient 1& only when you ma"e appropriate personali.ation settings#
,y default% ()P E-P creates a purchase request when you set the status of the mar"eting pro0ect to Released#
You can choose a different status switch for the creation of the purchase request% by ma"ing corresponding
'ustomi.ing settings# The relevant data is then transferred directly to ()P E-P#
You can combine purchase orders within one mar"eting pro0ect onlyK it is not possible to combine purchase
orders from different mar"eting pro0ects#
Features
The following entry options are available when purchasing products and services:
You can for eample% enter the supplier and the delivery address#
You can enter both internal products and eternal products#
The system informs you of the current status of the purchase request#
The actual costs are displayed at header level of the assignment bloc"#
You can use the purchase request &$ in ()P '-M to go to the purchase request#
You can use the purchase order &$ in ()P '-M to go to the purchase order#
4pdating the Status
&n the Purchase !oods5Ser0ices assignment bloc"% you can see the current status of the purchase request in ()P
E-P% but you can update the status only by selecting the 4pdate Status pushbutton# !or eample% you are
informed whether a purchase order was previously created in ()P E-P#
&f required% the bac"end change indicator in the assignment bloc" also informs you of any changes made to the
purchase request in ()P E-P# This indicator is set if the status in ()P '-M differs from the status in ()P E-P%
or if the quantity in the purchase request in ()P E-P was changed% for eample# The indicator is deselected
only when you go to the purchase request% using the purchase request &$ lin"#
The following statuses are possible:
) G !ully $elivered
, G Purchase /rder 'reated
$ G $eleted in E-P
E G &ncorrect Entry in '-M
&f you enter a supplier that does not eist in ()P E-P for eample% ()P E-P cannot create a purchase
request or any other transactions#
6 G !ully ,illed
8 G !ully $elivered and ,illed
* G Purchase /rder *ot Yet 'reated
) purchase request was created% but there is no purchase order yet#
Displaying the %ctual Costs
You can see the actual costs of the ordered items% in the header of the assignment bloc"#
&f you use funds management in the trade promotion% and have manually assigned a funds plan &$% ()P '-M
determines the costs#
&f you do not use funds management% ()P E-P determines the amount for the actual costs#
*ote
&t is possible for the user to display the actual costs from ()P '-M !unds Management% only if you have
scheduled the bac"ground 0ob required for this# This bac"ground 0ob transfers the actual costs from ()P E-P to
funds management in ()P '-M# To do this% use bac"ground processing in the '-M +eb'lient 1& at
Funds Management Schedule 8o# #
The bac"ground 0ob has the report name Do.nload %ctual Costs from 1RP (report &$
-'-MJM6TP8JP1-'7J)'T1)8JE-PK 0ob type E-PJ)'T1)8()# You can adapt the determination of the
actual costs to your needs% by using your own implementation of the ,)d& '-MJM6TP8J)'T1)8J'/(T(#
!or more information% see the Rele0ant $%d)s section#
End of the note#
$udget Check
+hen you enter products and services% you can compare the costs in the mar"eting pro0ects campaign% coupon
campaign% and trade promotion% with the respective planning costs# You can thereby perform a budget chec"#
!or planning with mar"eting spend types% the system compares the sum of the item amounts for a mar"eting
spend type% with the planning amount for this mar"eting spend type# &f the sum of the amounts is greater than
the planned amount for the mar"eting spend type% the system outputs a warning#
!or planning with measures% the system compares the sum of the item amounts% with the planning amount for
the measure# &f the sum of the amounts is greater than the planned amount for the measure% the system outputs a
warning#
!or trade promotions% the system compares the sum of the item amounts for each trade spend% with the planning
amount for the amounts reserved in funds management# &f the sum of the amounts for each trade spend is
greater than the planned amount for the trade spend (reserved amount in the respective fund)% the system
outputs a warning#
You can use this function only if you have made appropriate 'ustomi.ing settings for the campaign% the coupon
campaign% and the trade promotion# ,y default% the system does not implement a budget chec" for the
mar"eting plan#
&f you carry out your planning in ()P *et+eaver ,& with mar"eting spend types% ma"e the settings in
()P '-M 'ustomi.ing at Customer Relationship Management Marketing Marketing
Planning and Campaign Management ey Figure Planning Define Marketing Spend Types
# The amounts for coupon campaigns are planned using mar"eting spend types# To do so% enter the
"ey figure that bears the amounts for the mar"eting spend type% and the usage Purchasing Marketing
Spend#
You must also have assigned plan type ' ('ost Planning with Mar"eting (pends) to the planning
profile% in ()P '-M 'ustomi.ing at Customer Relationship Management Marketing
Marketing Planning and Campaign Management ey Figure Planning Define Planning
Profile !roups #
&f you carry out your planning in ()P *et+eaver ,& with measures% as is normal for campaigns% ma"e
the settings in ()P '-M 'ustomi.ing at Customer Relationship Management Marketing
Marketing Planning and Campaign Management ey Figure Planning %ssign Measure
to Planning Profile !roup for $udget Check in the Purchasing Process # Enter the measure and the
"ey figure for a specific planning profile group#
&n trade promotions% you chec" against the selected spend type# You ma"e the settings for this in ()P
'-M 'ustomi.ing% at Customer Relationship Management Trade Promotion Management
Trade Promotions Trade Spends Define Trade Spends for 'alues #
&f you choose the value P *Purchase Trade Spend+ for the usage of the spend type% you can use the
spend type in the purchasing process as the budget# You do not create conditions for this spend type%
although you need to have made appropriate 'ustomi.ing settings for it#
You must also set up the integration of trade promotion management and funds management% in
'ustomi.ing# !or more information see ()P '-M 'ustomi.ing% at:
o Customer Relationship Management Trade Promotion Management Trade
Promotions Funds )ntegration Define Settings for Funds )ntegration #
Rele0ant $%d)s
!or the purchasing process in mar"eting pro0ects% corresponding ,)d& implementations were created in ()P
'-M and ()P E-P# You can develop your own implementations for these ,)d&s% and so adapt the purchasing
process to your requirements#
S%P CRM
!or the budget chec"% the following standard implementations of ,)d& '-MJM6TP8JP1-'7)(&*4 were
created:
&mplementation '-MJM6TP8JP1-'7)(&*4J'P4
Method '7E'6J,1$4ETJ,E!/-EJ'-E)TE: !or planning with mar"eting spend types% the system
compares the sum of the item amounts for a mar"eting spend type% with the planning amount for this
mar"eting spend type#
!or planning with measures% the system compares the sum of the item amounts% with the planning
amount for the measure#
&mplementation '-MJM6TP8JP1-'7)(&*4JTPM
Method '7E'6J,1$4ETJ,E!/-EJ'-E)TE: !or trade promotions% the system compares the sum
of the item amounts for each trade spend% with the planning amount for the amounts reserved in funds
management#
S%P 1RP
,)d& definition '-MJM6TP8J)'T1)8J'/(T( (implementation
'-MJM6TP8J)'T1)8J'/(T()
Method 4ETJ)'T1)8(: &n the standard implementation of method 4ETJ)'T1)8(% the system
determines the actual costs for the purchases in a mar"eting pro0ect# The costs are read from the +,(
element# You can read the costs from the system in another way% for eample from the incoming
invoices% although you require your own implementation for this#
,)d& definition '-MJM6TP8JP1-'7)(E (implementation '-MJM6TP8JP1-'7)(EJ&MP8)
Method 4ETJ(T)T1(: &n the standard implementation of method 4ETJ(T)T1(% the system reads the
status of the purchase request# You can implement a more etensive status determination for this
method#
Method '7)*4EJ$)T): /n the '-M side% not all data for the creation of a purchase request is
"nown% for eample purchasing group% plant% account type# This data is added here#
)orking Conte"t &ehavior in Trade Promotion Management

+hether or not a wor"ing contet attribute displays in a ()P 'ustomer -elationship Management (()P '-M)
application depends on the application# 4enerally spea"ing% when you perform an advanced search% the search
page receives the default attributes defined in the wor"ing contet# +hen creating a new ob0ect% attribute values
are defaulted whenever possible# !or eample% if the wor"ing contet has more than one account attribute set%
such as )ccount 7ierarchy *ode and Target 4roup% the Target 4roup attribute is only defaulted in the ob0ect
after you manually select 7ierarchy *ode as the account type#
Attri&ute and Application Matri'
The matri below summari.es whether or not attributes specified in the wor"ing contet default into trade
promotion management (TPM) applications# !or eample% if a product category is defined in the wor"ing
contet% the specified product category value appears by default when you create a trade promotion#
)ttribute and TPM )pplication Matri
Product* Product
Categor#* Product
%rou
Account* Account
+ierarch# ,ode* Target
%rou
Start Date*
!nd Date
Funds
Plan ID
Trade
Promotion
T#e
Trade Promotion
Creation
Yes Yes Yes Yes Yes
Trade Promotion
Search
Yes Yes Yes Yes Yes
Trade Promotion
Template Creation
Yes Yes *o *o Yes
Trade Promotion
Template Search
Yes Yes *o *o Yes
Marketing Calendar Yes Yes Yes Yes Yes
Marketing Calendar
Search
Yes Yes Yes Yes Yes
%greement Creation Yes Yes Yes *o *o
%greement Search Yes Yes Yes *o *o
%ccount Defaults
Creation
*o
Yes% ecept for Target
4roup
*o *o Yes
%ccount Defaults
Search
*o
4roup
*o *o Yes
)ttribute and TPM )pplication Matri
Product* Product
Categor#* Product
%rou
Account* Account
+ierarch# ,ode* Target
%rou
Start Date*
!nd Date
Funds
Plan ID
Trade
Promotion
T#e
%ccounts Search *o Yes *o *o *o
%ccount &ierarchy
Search
*o Yes *o *o *o
Products Search
Yes% ecept for Product
4roup
*o *o *o *o
Promotion !uidelines
Creation
Yes *o Yes *o *o
Promotion !uidelines
Search
*o *o Yes *o *o
Promotion !uideline
Parameters Search
Yes *o Yes *o *o
Promotion !uideline
'iolations Search
Yes Yes Yes *o Yes
Deals Creation Yes
4roup
Yes *o Yes
Deals Search Yes
4roup
Yes *o Yes
More Information
+or"ing 'ontet
+or"ing 'ontet ,ehavior in !unds Management
+or"ing 'ontet ,ehavior in 'laims Management
Trade Sends and Dates

Trade promotion date ranges are used to trac" the dates of specific activities relating to the trade promotion#
You can perform the following tas"s:
)ssociate a date range to a trade spend combination so that the Date Range field is automatically filled
in a new trade promotion once the trade spend values are populated#
)utomatically pre5populate trade spends and set default values for the start and end date of the trade
spend in trade promotion planning
)dd a product% product category% product group% or product segment% and specify effective dates
Effective dates can be different from the trade promotion start and end buying dates# You can also define
default date ranges for the effective dates#
)dd a trade spend and a trade spend eception to a trade promotion and specify start and end dates
) trade spend eception is a trade spend that is specific only to a product% product category% or product
group# ,y default% the trade spend start date is the 1ffecti0e From date and the trade spend end date is
the 1ffecti0e To date#
Prerequisites
&n 'ustomi.ing for Customer Relationship Management ('-M) you have performed the following tas"s:
$efined additional date ranges by choosing Marketing Marketing Planning and Campaign
Management $asic Data Define %dditional Date Ranges
-elated a combination of spend type% spend category and spend method to a date range by choosing
Trade Promotion Management Trade Promotions Trade Spends Define Trade
Spends for 'alues by choosing Relate Date Range
$efined if you want the trade spend date information pre5populated in trade promotion planning by
choosing Trade Promotion Management Trade Promotions Trade Spends Define
Trade Spends for 'alues. by choosing Spend Method3 Take Rate3 -ff )n0oice Cap and selecting the
pre(populate indicator
$efined if you would li"e to integrate funds management functions by mapping the relevant epense
type to the trade spend by choosing Trade Promotion Management Trade Promotions
Funds )ntegration Define Settings for Funds )ntegration
$efined default date ranges for the effective dates by choosing Trade Promotion Management
$asic Data Products Define Product Default Date Ranges
Features
Trade Spends and Date !ange De"aults
Trade spend dates are defaulted automatically to new trade promotions when the dates maintained for
the trade promotion in the Dates assignment bloc" are within the date range related to the trade spends
in 'ustomi.ing#
The Date Range for the trade spends in the planning page is defaulted after the trade spend values have
been selected if the date range has been related to a trade spend in 'ustomi.ing#
&f no customi.ing has been done% the system searches for the $uy or Plan date range# /therwise% it is left
blan" and can always be modified#
*ote
$ata is only pre5populated when initially creating the trade promotion# &f you delete the default data% you must
manually maintain it#
End of the note#
(""ecti%e Dates
You can also use this function for deals#
You can add a product% trade spend% or a trade spend eception to a trade promotion even if it has the
status Released#
You can also add a product retroactively to a released trade promotion# 7owever% you cannot add an off5
invoice trade spend retroactively#
You withdraw a product or a trade spend from a trade promotion by specifying an end date that is earlier
than the trade promotion buying end date#
*ote
The product or trade spend becomes read5only and you cannot add it again#
End of the note#
You must regenerate conditions manually at the product level to reflect the new end date# The planning
grid in ()P *et+eaver ,usiness &ntelligence (()P *et+eaver ,&) is updated# &f the effective to date is
between a planning period% an average trade spend is shown based on prorating#
Activities
You can include additional date ranges to your trade promotion in the Dates assignment bloc"#
&f you change the dates in the Dates assignment bloc" for the trade promotion% and you have not
modified any of the dates in the Planning assignment bloc"% then the changes will be synchroni.ed to
the trade spends automatically#
More Information
)dditional $ate -anges for Trade Promotions
Eception5,ased Planning
Additional Date Ranges for Trade Promotions

You can enter planned and actual dates for a mar"eting pro0ect# You do this in the Dates assignment bloc" of
the mar"eting pro0ect# You can also define additional date ranges# These are customi.able date ranges that you
may maintain in addition to the planned and actual date ranges in the Dates assignment bloc"# These dates
could be% for eample% buying periods% promotion dates% pre5dip or post5dip date ranges% or whatever best suits
your business needs#
Prerequisites
You have made the following settings in 'ustomi.ing for Customer Relationship Management by choosing
Marketing Marketing Planning and Campaign Management $asic Data Define %dditional
Date Ranges :
$efined a name for the date range
(et the period type which indicates the purpose of the date
&ndicated whether the date ranges are part of the buying pattern date interval (for trade promotions and
deals only)
You do this by selecting the $uying pattern indicator beside each additional date range#
/ptionally selected a Search Date )D to associate with the Date )D that you will configure to include as
a search parameter#
/ptionally selected an 17tract Date )D to map the ()P '-M date range to the date range structure in
()P *et+eaver ,usiness &ntelligence (()P *et+eaver ,&)#
*ote
)ccount defaults have priority over the date ranges% therefore% date values may be overwritten when
default values are generated#
&n the Dates assignment bloc"% you cannot remove a maintained date range if there is one or more trade
spends lin"ed to this date range# You must delete the lin"ed trade spends first#
End of the note#
!esult
You can define account default rules that enter default values for these additional date ranges in
Marketing %ccount Defaults #
Activities
You can define up to DD additional date ranges for trade promotions and deals% and eight can be included as
search parameters in Marketing Trade Promotions #
More Information
)ccount $efaults for Trade Promotions
Trade (pends and $ates
Defining 'ff$Invoice Cas

You can define an upper limit for price reductions in a trade promotion% so that the price reductions can only be
used up to this off5invoice cap#
Integration
'aution
You can use this function only if you use integrated ()P E-P and have created the condition types in ()P
E''# You must also process your sales orders in ()P E''#
End of the caution#
Prerequisites
You have made the necessary settings in 'ustomi.ing:
(et the Cond4pdate (condition update) indicator for the condition type in ()P E-P#
The condition type is then mar"ed as relevant for the upper limit# !or more information% see ()P E-P
'ustomi.ing at Sales and Distri#ution $asic Functions Pricing Pricing Control
Define Condition Types #
You use a '-M5E-P integration scenario and have created the condition types in ()P E''# 7owever%
the condition records must be edited in ()P '-M# You must therefore move the maintenance
authori.ation for this condition type to ()P '-M# You transfer the condition record maintenance in
()P E-P 'ustomi.ing% by choosing )ntegration .ith -ther S%P Components Customer
Relationship Management $asic Functions Data 17change Conditions # You can also
find more information about the transfer of condition record maintenance in this activity#
You must download this 'ustomi.ing and the condition type to ()P '-M# To do so% use transaction
-;)( in ()P '-M#
You have defined the upper limit type# !or more information see ()P '-M 'ustomi.ing% at
Customer Relationship Management Trade Promotion Management Trade Promotions
Condition Maintenance Define Condition !eneration #
&n the Cross(-rder Cap Type column% select the required cap type# There are two cap types% currency5
based or quantity unit5based#
You can assign appropriate currency units to your sales organi.ations# This activity is optional# !or more
information% see ()P '-M 'ustomi.ing at Customer Relationship Management Trade
Promotion Management Trade Promotions Condition Maintenance Define Currency
4nits for Cross(-rder Caps #
Features
You can define either a currency5based cap or quantity unit5based cap#
You can then limit the price reductions defined in a trade promotion to a certain amount or a certain quantity%
and so prevent the price reductions from being used above these amounts or quantities#
)ll affected invoices are ta"en into account and cumulated when capping price reductions#
Activities
9# Process a trade promotion in the '-M +eb'lient 1&#
:# &n the Planning assignment bloc" in the trade promotion% enter a value for the off5invoice cap for the
corresponding trade spend in the Cap column# This trade spend is made up of the spend type% spend
category% spend method% and discount method#
!or currency5based caps% enter the value in the respective currency unit# !or quantity unit5based caps%
enter the required quantity#
Conditions and Re-ates in Trade Promotions

You can use conditions and rebates to offer your accounts special discounts for a certain order item# The system
uses these for pricing# The system determines eactly one related trade promotion when a sales order item is
entered# This trade promotion is then incorporated into pricing for the order item#
Integration
You can use conditions and rebates in both an ()P 'ustomer -elationship Management (()P '-M)
standalone scenario or an integrated ()P E-P 'entral 'omponent (()P E-P) scenario#
To use conditions and rebates within the framewor" of trade promotion management% you must maintain the
necessary 'ustomi.ing settings# &f your sales orders are done in ()P E-P% you maintain your conditions and
rebates settings in ()P E-P# You then transfer them to ()P '-M# &f your sales orders are done in ()P '-M%
you can maintain the 'ustomi.ing settings in ()P '-M#
Prerequisites
You have completed the settings in 'ustomi.ing for the following areas:
'ondition Maintenance in a ()P E-P &ntegrated (cenario
Maintenance of -ebate Processing
$ata Echange for -ebate )greements
!or more information% see ()P (olution Manager#
More Information
'onditions in Trade Promotions
-ebates in Trade Promotions
Price .ists

This function enables you to plan your pricing in an up5to5date and account5specific manner# The system
retrieves pre5calculated price lists#
Integration
You can use this function with the '-M (erver but not with '-M Mobile#
You can use a specific type of partner3product range (PP-) to calculate your price list but note that you cannot
use price lists with listings#
Prerequisites
'reated the price list in Master Data Prices
$efined the price list type in 'ustomi.ing for Customer Relationship Management by choosing
Master Data Price List Define Price List Types
$efined those price list types specifically for Mar"eting in 'ustomi.ing for Customer Relationship
Management by choosing Trade Promotion Management Trade Promotions Condition
Maintenance Define Condition !eneration
Each price list type is mapped directly to a "ey figure for planning purposes in /PL Su#totals for
Pricing#
Features
The net price list is calculated only for individual business partners and not for business partner
hierarchies or target groups#
o &f you use business partner hierarchies or target groups% you can use the condition technique
instead#
&f you have specified that you wish to use price lists% the system finds the business partner
associated with the hierarchy node# The system also stores the business partner hierarchy
information% which can be retrieved later#
The net price list is calculated for products but not for product hierarchies or product groups#
+hen the trade promotion is planned at the product category or group level% the system retrieves an
arbitrary product and uses it to retrieve the price list# ) ,)d& can be implemented to select a specific
product#
More Information
8isting
Condition Maintenance in a SAP !RP Integrated Scenario

You can use this function to maintain conditions when you are using a ()P E-P 'entral 'omponent (()P
E-P) integrated scenario#
Prerequisites
)s part of condition maintenance% you must first add the "ey field M'!R9 to the condition table in ()P E-P#
This enables you to maintain usages% pricing% rebates% free goods and campaign determination and move
condition maintenance to ()P 'ustomer -elationship Management (()P '-M)#
Condition Ta&les with Material Groups )MVG!*+ as ,e$ Field
The condition tables must contain the "ey field M'!R9# To do this% carry out the following steps:
&n the ),)P $ictionary (transaction SE11)% add the field M'!R9 to the structure KOMPAZ in ()P E-P# 1se
data element MVGR1#
)dd the field M'!R9 to the field catalog for ()P E-P# $o this for the following usages:
1sage ) (pricing): &n ()P E-P% in 'ustomi.ing for Sales and Distri#ution under $asic Functions
Pricing Pricing Control Define Condition Ta#les Conditions, %llo.ed Fields
1sage E (rebate): &n ()P E-P% in 'ustomi.ing for Sales and Distri#ution under $illing
Re#ate Processing Condition Techni:ue for Re#ate Processing Field Catalog for Re#ates
&n ()P '-M% maintain the mapping relationship for field M'!R9 using transaction Maintain Ta#le 'ie.s
(SM30) in the view V_CND_MAP_CNVFLD#
(et up PRC_GROUP1 as a table field in the local system and MVGR1 as the table field in the eternal system#
'reate an entry for each table field for conversion rule ) and , and always choose ) as the conversion type (no
conversion routine% copied directly)#
)fter creating the condition table in ()P E-P% you need to download the 'ustomi.ing to ()P '-M#
Condition Ta&les with Product Categor$ as ,e$ Field
To use product categories% additional 'ustomi.ing settings are necessary in ()P E-P and ()P '-M#
!or more information% see ()P *ote ;;@:>:#
&n addition to these settings% you must also maintain the following settings in the view V_CND_MAP_CNVFLD
using transaction Maintain Ta#le 'ie.s (SM30)# Maintain the mapping relationship for fields PR-D&9%
PR-D&; and PR-D&<% as specified in the ()P *ote above and create the additional entries for conversion
rule , (from local system to eternal system)#
Activities
Maintaining -sages. Price Determination/ !e&ate/ Free Goods/ and Campaign Determination
&n 'ustomi.ing for ()P E-P% maintain new condition tables% condition types and access sequences for each of
the four usages Pricing *%+3 Free !oods */+3 Re#ate *1+3 and Campaign Determination *<+. Ensure in doing so%
that the condition tables for usages )% *% and E contain the "ey field Campaign#
Pricing *4sage %+
Maintain the following in 'ustomi.ing for Sales and Distri#ution under $asic Functions Pricing
Pricing Control :
Define Condition Ta#les
Define %ccess Se:uences
Define Condition Types
Define and %ssign Pricing Procedures
Re#ate *4sage 1+
Maintain condition tables% condition types% and access sequences in 'ustomi.ing for Sales and Distri#ution
under $illing Re#ate Processing Condition Techni:ue for Re#ate Processing #
Free !oods *4sage /+
Maintain the following in 'ustomi.ing for Sales and Distri#ution under $asic Functions Free !oods
Condition Techni:ue for Free !oods :
Maintain Condition Ta#les
Maintain %ccess Se:uences
Maintain Condition Types
Maintain Pricing Procedures
Campaign Determination *4sage <+
Maintain the following in 'ustomi.ing for )ntegration .ith -ther myS%P.com Components under
Customer Relationship Management $asic Functions Campaign Determination :
Maintain Condition Ta#les
Maintain %ccess Se:uences
Maintain Condition Types
Maintain Determination Procedure
%cti0ate Campaign Determination
*ote
Ensure you maintain the number range interval 01 for the number range ob0ect KON3# You do this in ()P E-P
in /um#er Range -#ject Maintenance (transaction SNUM)#
End of the note#
Maintaining Conditions in S%P CRM
'ampaign determination can also ta"e place in ()P '-M after the 'ustomi.ing download# You do this in
'ustomi.ing for Customer Relationship Management under $asic Functions Campaign
Determination %ssign Determination Procedure #
!or more information on 'ustomi.ing for conditions in ()P '-M% see 'ustomi.ing for 'ondition 4eneration
in ()P (olution Manager#
Displaying Campaign )Ds
The eternal name for campaign &$s is not displayed within the condition maintenance in ()P E-P by default%
in other words% you can only identify a campaign by the campaign &$ and not with a short tet# 7owever% it is
possible to display the eternal name for campaign &$s in condition maintenance using the ,usiness
Transaction Event (,TE) 00503306# There are two different types:
The ,TE 00503306 is not yet implemented
&n this case you only need to activate the ,TE# &n ()P E-P% go to S%P $usiness Frame.ork, $usiness
Transaction 10ents (transaction FIBF) and then Settings P5S function modules of a customer
# You can implement function module CMPB_CMPGN_TEXT_DETERMINATION without ma"ing further
ad0ustments#
The ,TE 00503306 is already implemented for other customer5specific purposes
&n this case% the coding for function module CMPB_CMPGN_TEXT_DETERMINATION should be included in
the customer5specific function module# The eternal name for a campaign &$ is determined in this case
by function module CMPB_CMPGN_GUID_TEXT_GET#
Mo%ing Condition Maintenance to SAP C!M
'ondition records for condition types and tables that have been created in ()P E-P are maintained by default
in ()P E-P# )s part of Trade Promotion Management business scenario% you must move condition
maintenance to ()P '-M#
&n ()P E-P% maintain the appropriate entries in 'ustomi.ing for )ntegration .ith -ther myS%P.com
Components under Customer Relationship Management $asic Functions Data 17change
Conditions # 'hoose the '-M (erver as the logical system#
&n ()P '-M% replicate the contents of the ()P E-P table MNTCNT to ()P '-M# !or more information on
replicating the content of table MNTCNT% see the section Transfer 'ondition 'ustomi.ing from ()P E-P to ()P
'-M in Transferring 'onditions from ()P '-M to ()P E-P in ()P (olution Manager#
*ote
You need to modify the filter for the ob0ect DNL_CUST_CNDALL to include table MNTCNT#
End of the note#
More Information
Eample: Maintenance of the Price $etermination 1sage
Eample: Maintenance of the -ebate 1sage
Eample: Maintenance of the 'ampaign $etermination 1sage
Eample: Maintenance of the !ree 4oods 1sage
Eample: Moving 'ondition Maintenance
Condition %eneration in Trade Promotions

+ith this function% you can create condition records within a trade promotion# 'ondition records control the
operational eecution of your trade promotion# 'onditions are% for the most part% generated automatically#
+ithin the scope of this function there are two types of conditions:
Price5determination5relevant conditions
These conditions control price determination when the trade promotion is eecuted or a sales order is
opened#
These are conditions with usage price determination (PR)% rebate (BO) or free goods (FG)#
'onditions for campaign determination
These conditions control campaign determination when the trade promotion is eecuted# 'ampaign
determination is required so that price determination ta"es campaign5specific condition records into
account#
These are conditions with usage campaign determination (CD)#
You can create:
(hort5term trade promotions
You create short5term trade promotions for a period of several wee"s# These trade promotions increase
sales volume and include both price5determination5relevant conditions and conditions for campaign
determination# The system creates the price5determination5relevant condition records when you start the
condition generation in the Planning assignment bloc"# The system creates the condition records for
campaign determination automatically when you release the trade promotion#
8ong5term trade promotions
You create long5term trade promotions for a period of several months to one year# These trade
promotions do not increase sales volume and include only price5determination5relevant conditions# The
system creates the price5determination5relevant conditions automatically when you release the trade
promotion#
The system displays the results of the condition generation in the Discounts assignment bloc"# The results are
also displayed in the Trade Spends assignment bloc": the rebate status is Created or -pened# You can still
manually change the condition records#
You can generate condition records for variable and fied trade spends as well as campaign determination
condition records at product level% product category level% or product group level#
&f you generate condition records with the usage ,/ (rebate)% the system creates rebate agreements as well%
based on a rebate product# &n case the condition records were generated at product category or product group
level% the system selects the rebate product arbitrarily from the list of products that belong to the product
category or group#
Integration
Integrating Condition Maintenance in ,e$ Figure Planning
This function creates an interface between "ey figure planning and condition generation% and contains a tool for
the mass generation of condition records#
Prerequisites
!or more information% see Customi2ing for Condition !eneration in ()P (olution Manager#
Constraints
)fter the conditions are generated% you can manually change the condition records in the Discounts
assignment bloc"#
These changes do not influence the "ey figure planning data for the Planning assignment bloc"#
&f you regenerate conditions after ma"ing changes manually% your changes are lost#
Features
+hen generating conditions% the system automatically creates condition records using data from the trade
spends and the corresponding planning% as well as data from the basic data for the trade promotion# The
following data is included in the condition records:
)pplication% usage% condition type% and condition table% according to the trade spends settings made in
Customi2ing for Condition !eneration
2alidity periods of the trade spends for the trade promotion
Products of the trade promotion% product categories or product groups
(ales area of the trade promotion
$ata from the planning customer of the trade promotion
$ata from the planning grid in 'olumes and Trade Spends% if in 'ustomi.ing you have set the condition
rate origin to (()P *et+eaver ,usiness &ntelligence (()P *et+eaver ,&)
+hen generating conditions% the system enters values in the fields for the condition records# You can enhance
the system logic by modifying the field catalog for the condition technique with the addition of user5specific
fields# You do this by implementing the $%d), Condition !eneration in 'ustomi.ing for Customer Relationship
Management under Trade Promotion Management Trade Promotions Condition Maintenance
$usiness %dd()ns *$%d)s+ $%d), Condition !eneration # This ,)d& allows you to define the
logic of how values are entered into user5specific conditions fields during condition generation# !or more
information% see the ,)d& documentation#
Activities
&n the '-M +eb'lient 1&% do the following:
9# )ssign a planning account and a sales area to the trade promotion#
:# 'hoose a campaign type#
) condition generation type must be assigned to the campaign type and the sales area# The condition
generation type determines the condition generation#
;# $etermine a planning profile group#
The planning profile group and the corresponding planning profiles define the "ey figure planning in the
Planning assignment bloc"#
=# &nclude the participating products% product categories% product groups% or product segments for the trade
promotion in the corresponding assignment bloc"s#
The product dimension of the trade promotion is determined by the selected Product Planning $asis# &f
you choose Products% only the Products assignment bloc" is available# &f you choose Product !roup
and Product% for eample% both the Products assignment bloc" and the Product !roups assignment
bloc" are available#
@# )ssign trade spends to the trade promotion in the Planning assignment bloc"#
Your entries determine the "ey figure planning and control the condition types and condition tables%
which the system uses when generating conditions#
Price0Determination0!ele%ant Conditions
9# &n Planning3 enter trade spends that lead to the desired condition types and condition tables# $epending
on the settings in 'ustomi.ing% enter spend value either in ()P '-M or in ()P *et+eaver ,usiness
&ntelligence (()P *et+eaver ,&)#
:# 'hoose Transfer ey Figures to add the required columns for your trade spends in the planning grid#
;# (tart the condition generation by choosing !enerate Conditions#
The system creates condition records relevant for price determination# !or each trade spend line% an
indicator shows that condition records were created#
=# You can change the trade spends in the Planning assignment bloc"% if in 'ustomi.ing you have set the
condition rate origin to ,&#
&f you restart the condition generation% the system creates further condition records or changes eisting
ones#
@# &n the Discounts assignment bloc"% you can view the condition records created by the system and if
necessary% change or enhance them% for eample in scales#
A# +hen you save your trade promotion% the condition records are saved in the database and potentially
transferred to ()P E-P% depending on the 'ustomi.ing on which they are based#
Conditions "or Campaign Determination
'hange the status of the trade promotion to Released#
The system creates condition records for the campaign determination# &n the Discounts assignment
bloc"% you can view the condition records generated by the system#
+hen you save the trade promotion% the condition records are saved in the database and% under certain
conditions% transferred to ()P E-P#
&f you bloc"% cancel% or complete the trade promotion% the system physically deletes the condition
records for the campaign determination from ()P '-M# &f the records had been transferred to ()P
E-P% the system would also delete them from there#
&f you reverse the bloc"% cancellation% or completion of the trade promotion% the system creates new
condition records for the campaign determination#
!eports
You can also generate conditions outside of trade promotion processing# There are two reports available for
this:
CRM_MKTPL_COND_IF_R001
This report eecutes status changes of trade promotions and creates condition records for the campaign
determination#
CRM_MKTPL_COND_IF_R002
This report creates price5determination5relevant condition records#
,oth reports allow you to process several trade promotions and are designed for bac"ground processing#
More Information
-ebates in a Trade Promotion
Tiered 4rowth -ebates
!ree 4oods in a Trade Promotion
Price 8ists
Pricing (imulation in Trade Promotions
6ey !igure Planning in Mar"eting
Pricing Simulation in Trade Promotions

&n a trade promotion% you can simulate prices for products# &t is then possible to get an overview of the prices
included in the trade promotion% before you release the trade promotions for use#
This helps you with wor" scheduling and enables you to calculate the effects of the price discounts on the final
prices of the products quic"ly% and in a step5by5step manner#
*ote
You can only use this function if you use integrated ()P E-P and have created the condition types in ()P
E''#
End of the note#
Prerequisites
You use a '-M5E-P integration scenario and have created the condition types in ()P E''# 7owever%
the condition records must be edited in ()P '-M# You must therefore move the maintenance
authori.ation for this condition type to ()P '-M# You transfer the condition record maintenance in the
()P E-P &mplementation 4uide (&M4)% by choosing )ntegration .ith -ther S%P Components
Customer Relationship Management $asic Functions Data 17change Conditions #
You can also find more information about the transfer of condition record maintenance in this &M4
activity#
You must download this 'ustomi.ing and the condition type to ()P '-M# To do so% use transaction
-;)( in ()P '-M#
You have included the conditions created in ()P E'' in the maintenance group# You ma"e the settings
by choosing Customer Relationship Management Trade Promotion Management Trade
Promotions Condition Maintenance %ssign Condition Maintenance !roups #
You have made the necessary settings in ()P '-M 'ustomi.ing by choosing Customer
Relationship Management Trade Promotion Management Trade Promotions Condition
Maintenance Define Condition !eneration #
!irst% select the appropriate condition generation type# Then navigate to Pricing Simulation and open the
'ustomi.ing view for editing#
You can find more information about condition generation under 'ustomi.ing for 'ondition
4eneration#
Features
You can perform the simulation for products% product categories% product groups% and product segments#
&n the Product Planning $asis field% you can find information about the basis on which the simulation was
carried out#
&f you want to simulate prices in a trade promotion% you must set the status )n Simulation in the header details%
in the Current Status field#
+hen you change the status to )n Simulation% corresponding condition records are automatically generated for
the trade spends defined in the 'olumes and Trade Spends Planning assignment bloc"# You find the conditions
automatically created for the simulation in the Discounts assignment bloc"# The condition records generated for
the simulation are mar"ed with a specific status icon#
*ote
The status )n Simulation is always available in a trade promotion and leads to an error message if you select
'-M conditions#
&f you add another product to an eisting trade promotion% you need to trigger the generation of condition
records again% in the 'olumes and Trade Spends Planning assignment bloc"# To do so% open the planning for
editing% select the spend type and choose !enerate Conditions#
End of the note#
Activities
9# &n the relevant assignment bloc" (depending on the product planning basis% for eample% the Products
assignment bloc")% choose 1dit List# /nly then do the pushbuttons for simulation become visible on the
user interface#
:# To simulate pricing% clic" More Simulate or Simulate %ll# &f you select the value
Simulate %ll% pricing simulation is performed for all items listed in the respective assignment bloc"#
;# (elect a date for the simulation of pricing# 'lic" Continue#
Ensure that you have also selected a date that is valid for the trade promotion#
) dialog bo then appears in which the list price and the net value for the relevant product are displayed
for comparison#
Price reductions that are awarded for this product in other trade promotions% or that were additionally
created for the customer% are also ta"en into account in the net value# -eleased price reductions for the
trade promotion are also included in the calculation of the simulated price (net value)#
Re-ates in Trade Promotions

) rebate is a special discount granted to an account as a trade promotion incentive# You pay the rebate amount
out to the account after the trade promotion has been eecuted rather than off5invoice# ) rebate depends on the
account<s sales volume within a specified time period# 4enerally the account has to provide you with some
proof of performance such as promotional pricing% displays used% product visibility in the store% and so on#
You normally define a rebate in a particular sales area with an account% which functions as the rebate recipient#
) rebate usually consists of several individual rebate agreements in the form of condition records# Each rebate
has a unique number and a globally unique identifier (41&$)# -ebates and rebate conditions both refer to a
trade promotion#
Integration
&n ()P '-M% you can use two different forms of rebate:
()P E-P rebates
!or the ()P E-P rebate% you perform 'ustomi.ing in ()P E-P and download the 'ustomi.ing to ()P
'-M# The trade promotion generates a rebate agreement with rebate condition records that are
transferred to ()P E-P automatically when you save the trade promotion#
()P 'ustomer -elationship Management (()P '-M) rebates
The ()P '-M rebate functions the same way as the ()P E-P rebate# You use these rebates if you are
using a ()P '-M standalone scenario without any ()P E-P integration# &n this scenario% you do all the
'ustomi.ing in ()P '-M# The conditions and rebate agreements that are generated are not transferred
to ()P E-P# You also create sales orders and complete billing in ()P '-M#
*ote
!or simplicity<s sa"e% we use the term HrebatesI to refer to both forms of rebate in Mar"eting# !rom a technical
point of view% the ()P '-M rebates% generated in Mar"eting% are entries in the rebate due list% which is the
central ob0ect in the ()P '-M rebate application for managing all the data that is relevant for rebate
settlements# The ()P E-P rebates generated here are rebate agreements#
End of the note#
-ebates are a specific type of trade spend# !or more information on trade spends in general% see Trade (pends
and $ates#
Prerequisites
The type of rebate processing you use depends on the sales area and the campaign type# You can
maintain these settings in 'ustomi.ing for Customer Relationship Management under Trade
Promotion Management Trade Promotions Condition Maintenance #
You have maintained trade spends for rebates in 'ustomi.ing for Customer Relationship Management
under Trade Promotion Management Trade Promotions Trade Spends Define Trade
Spends for 'alues #
You have completed the settings depending on your scenario (integration with ()P E-P or ()P '-M
standalone) in 'ustomi.ing for Customer Relationship Management under Trade Promotion
Management Trade Promotions Condition Maintenance :
o 1RP Re#ate Processing
o CRM Re#ate Processing
You have completed the relevant settings in 'ustomi.ing for Customer Relationship Management under
Re#ate Processing#
Features
!e&ate !ecipient
The standard rebate recipient is determined during the condition generation# The planning account is used in the
determination:
)ccount
The planning account is selected#
)ccount hierarchy node
+hen only one account is assigned to the hierarchy node% this account is selected and the rebate
recipient is determined as described above#
+hen more than one account is assigned a random selection is made and the rebate recipient is
determined using account rules#
Target group
*ote
Target groups should be used for ()P '-M standalone scenarios only% as target groups are transferred
to ()P E-P but not fully supported in the ()P E-P sales order#
End of the note#
+ith the target group% the rebate recipient is determined using account rules# &f the account has not been
maintained% then the owner of the target group is selected# &f the target group is empty% no rebate is
generated since there is no rebate recipient# This can be avoided by determining a default rebate
recipient#
*ote
You can customi.e the standard determination for rebate recipients using the ,usiness )dd5&n (,)d&)
/BON/RECIP_DETERMINE (for the generation of ()P E-P rebates) and CRM_MKTPL_CRMR_IF (for the
generation of ()P '-M rebates)#
End of the note#
!e&ate Status in Trade Spends
The rebate status is displayed together with the associated trade spend# The following rebate statuses are
possible for trade spends:
-pen
For Settlement
Settled
The assignment of the ()P E-P rebate status For Settlement depends on the minimum status you defined in
'ustomi.ing#
!e&ate Status in Trade Promotions
()P E-P and ()P '-M -ebates
Action Required Status
$elete trade promotion
Trade promotion date range must be in the future
*o rebates are generated
&f rebates are generated% they must have the status
-pen
$elete ()P E-P rebates
-ebates have status -pen% not status For Settlement or Settled
*ote
You can delete rebates by deleting the associated trade spends
End of the note#
$elete trade spends associated with ()P E-P
rebates
Trade promotion date range must be in the future
-ebates have status -pen% not status For Settlement or
Settled
)rchive trade promotions -ebates have status Settled
*ote
+hen you lock a trade promotion% this has no effect on rebates and rebate conditions# /nly the campaign
determination conditions are affected# +ith long5term trade promotions% the rebates are deleted if permitted#
+hen you finish or reject a trade promotion% the status of the associated rebates is automatically set to For
Settlement#
End of the note#
Split Criteria
7aving split criteria for rebate agreements in trade promotions means that a new rebate agreement is created for
each trade spend#
The trade spends are separated from each other because the payment time can differ for each trade spend#
Payment is also often lin"ed to a certain requirement that has to be chec"ed% for eample% reserving a certain
shelf space for a product# The variable rebate agreements are normally settled separately for all accounts at the
end of a trade promotion#
1ierarch$ 2odes
+hen account hierarchy nodes are used% the system can epand the hierarchies# &f you have defined:
)n account hierarchy for the rebate in the variable "ey of the condition table% the system uses the
account hierarchy node that is assigned to the trade promotion
) condition table containing an account &$ or payer in the variable "ey for the rebate condition type%
then the account hierarchy node is epanded into individual accounts
You can ma"e the required settings in 'ustomi.ing for Customer Relationship Management under Trade
Promotion Management Trade Promotions Condition Maintenance Define Condition
!eneration and then select Condition Ta#les#
Target Groups
&f you use target groups as a planning account% the planning level determines how many rebates are generated
with the planning profile layout#
+hen planning with individual accounts% one rebate per account view is displayed on the planning area
for Planning#
+hen planning with account hierarchies% there is one rebate (and thus one rebate recipient) for each
hierarchy node#
+hen planning on product level (without an account field)% the standard behavior is as follows:
9# The system generates a rebate and determines an account from the target group owner field#
:# &f the target group is empty% no rebate is generated and thus there is no rebate recipient#
;# The rebate recipient is determined using the relevant ,)d& (see note section above)#
*ote
To override the standard behavior and enable generation of multiple rebates for a target group% you can
implement the ,)d& CRM_KFP_BADI# !or more information% see the documentation for 'ustomi.ing for
Customer Relationship Management under Marketing Marketing Planning and Campaign
Management ey Figure Planning $usiness %dd()ns $%d), System 1nhancements for ey
Figure Planning #
End of the note#
More Information
!or more information on 'ustomi.ing settings for rebates in the Trade Promotion Management business
scenario% see 'ustomi.ing for -ebate Processing and Maintenance of -ebate Processing in ()P (olution
Manager#
-ebate Processing
'ondition 4eneration in Trade Promotions
&nteraction of -ebate )greements with ()P E-P
!ree Products in Trade Promotions
Re-ate Pa#ments in Trade Promotions

You often pay out rebates to accounts when the validity period of the rebate epires# ) common eception is
when you pay out fied rebates#
Process
9# The validity period of the rebate epires#
:# !or sales5dependent rebate conditions% the system trac"s all receipts (invoices% credit memos% and debit
memos) that are relevant for rebate processing in ()P E-P or ()P '-M% depending on the rebate
processing application you use#
;# The system automatically posts accruals (the amount specified in the condition record) so that !inancial
)ccounting (!&5'/) has an overview of the rebate<s accumulated value or the approimate sum of the
rebate payments#
=# 1pon final settlement of the rebate% the system sends the account a credit memo for the entire value of
the rebate#
More Information
(ettling -ebate )greements
Re-ate %eneration in Trade Promotions

The system generates rebates for a trade promotion to enable your accounts to receive rebate payments in
accordance with performance measurements such as correct promotional pricing% displays in the store% or
strategic product placements in the store% for eample#
Prerequisites
!or the system to be able to generate rebates% you have maintained the following fields in the '-M +eb'lient
1&:
%ccount Type5%ccount
Planning accounts can be individual accounts% hierarchy nodes% or target groups# !or more information%
see -ebates in Trade Promotions#
Campaign Type
+ith this field% the system determines the condition generation type% which influences the automatic
determination of condition types and tables#
Product Planning $asis
You define the product dimension that the promotion applies to% for eample% product% product category%
or product group#
Planning Profile !roup and the corresponding planning profiles#
Planning Period *$uying dates+
Sales %rea
Products3 Product Categories3 or Product !roups
You define which products you want to sell in a trade promotion#
'olumes and Trade Spends Planning
You determine the fields in Planning as well as the automatic determination of condition types%
condition tables% and the values of the "ey figure planning#
*ote
+hen ()P '-M generates conditions for ()P E-P rebates% it assigns the correct sequential number to the
rebate agreement# This ensures that no gaps occur during the number assignment#
End of the note#
'aution
&f ()P '-M cannot generate the condition% the rebate is not created either# Ensure you have made the required
settings in 'ustomi.ing for Customer Relationship Management under Trade Promotion Management
Trade Promotions Condition Maintenance Define Condition !eneration #
End of the caution#
Activities
Generate the !e&ates
'onditions and% therefore% rebates are generated when you do one of the following:
(ave the trade promotion
'lic" !enerate Conditions in the trade promotion overview page
More Information
'ondition 4eneration in Trade Promotions
Interaction of Re-ate Agreements /ith SAP !RP

+hen you use rebate agreements in trade promotions% all relevant data from the Mar"eting "ey capability of
()P 'ustomer -elationship Management (()P '-M) is transferred to ()P E-P 'entral 'omponent (()P
E-P) for subsequent processing# ()P E-P trac"s all receipts (invoices% credit memos% and debit memos)
relevant for rebate processing and automatically posts accruals so that accounting in FICO has an overview of
the cumulative value of the rebate agreements#
Prerequisites
!or rebate agreements to interact between ()P '-M and ()P E-P% you must ma"e the appropriate
'ustomi.ing settings to enable communication between the two systems# !or more information% see ()P
(olution Manager#
Features
First Trans"er "rom SAP C!M to SAP (!P
&f you save the trade promotion after generating the conditions% the system transfers the conditions and rebate
agreements from ()P '-M to ()P E-P# )t this point% you can only post manual accruals and manual
payments for the rebate agreement in ()P E-P#
Settlement o" !e&ate Agreements in SAP (!P
You cannot settle rebate agreements directly in ()P '-M# There are two ways of carrying out rebate
settlements:
(et the status of the trade promotion to Completed#
+hen saving the trade promotion% the system automatically sets the status of the rebate agreement to To
$e Settled in S%P 1CC#
!or more information% see (tatus Management#
&n Planning in ()P '-M% clic" Release for Settlement#
&n doing so% you can trigger the settlement of individual rebate agreements in ()P E-P manually#
)s soon as rebate agreements are released for settlement in ()P E-P% you can no longer change rebate
agreements and rebate conditions in ()P '-M# You can however partly or fully settle the rebate agreement in
()P E-P# &f you change the status of the rebate agreement in ()P E-P% the system transfers the rebate
agreement bac" to ()P '-M#
*ote
&f you want to change a rebate agreement or a rebate condition at this point% you must first reset the status of all
rebate agreements for the trade promotion# The rebate agreement can therefore no longer be settled in ()P
E-P# You can however ma"e changes again in ()P '-M#
End of the note#
Anal$3ing Data Integrit$ with the Data Integrit$ Manager )DIMa+
The $ata &ntegrity Manager (transaction SDIMA) can be used to detect inconsistencies between rebate
agreements in ()P '-M and ()P E-P# &t chec"s for the following points:
$ata that differs
$ata that is only available in ()P '-M
$ata that is only available in ()P E-P
&f inconsistencies are found% an error message indicates the required steps#
!or mass data% use the following procedure:
9# -un a detailed comparison#
:# Trigger a request to upload of all inconsistent agreements#
;# -un the detailed comparison again#
=# Trigger a request to download for all inconsistent agreements#
!or more information on the $&Ma% see the documentation on the $&Ma and on '-M Middleware in ()P
8ibrary for ()P '-M on ()P 7elp Portal at http:33help#sap#com3crm#
!e&ate Agreement Status
You can process or settle the rebate agreement depending on the status of the rebate agreement in ()P '-M
and in ()P E-P#
You can control the status using the %greement Type and the field Minimum 'alue of the Re#ate %greement for
Final Settlement (ECC! T6B1BOSTA_MIN# SAP CRM! /BON/AG_STATUS_MIN_SETTLE)# You do this in ()P
E-P in 'ustomi.ing for Sales and Distri#ution under $illing Re#ate Processing Re#ate
%greements Define %greement Types #
The following options are available to you:
&f the agreement does not have the minimum required status ofLLL% you can process the rebate
agreement in ()P '-M but not in ()P E-P#
*ote
Eceptions to this processing in ()P '-M only include when you ma"e a manual payment or process a
manual accrual#
End of the note#
The system transfers all changes to rebate agreements and conditions after the trade promotion has been
saved from ()P '-M to ()P E-P# The following fields can no longer be changed after conditions and
rebate agreements have been generated:
o Type% if this entails a change to the condition generation type
o (ales area
o Products% as long as the trade promotion is set to Released
&f the agreement has the minimum required status% you cannot process the rebate agreement in ()P
'-M#
&n ()P E-P manual payments% manual accruals and final settlements are possible# (ince the rebate
agreement can no longer be processed in ()P '-M% you cannot delete the trade promotion and you can
no longer change the following:
o !ields under Planning
o 'ampaign type
o -ebate agreement periods
o The rebate agreement<s products
o Trade spends (here you are allowed to ma"e additions)
o -ebate conditions
!etroacti%e Processing o" !e&ate Agreements and Conditions
&f the system updates billings in rebate processing% a new price determination is run but not a new campaign
determination# This has the following effects:
&t is possible to create or change rebate conditions within eisting trade promotions (for eample% a
period or an amount)#
The changes are then incorporated during a subsequent update run#
7owever% it is not possible to reverse a retroactively created or bac"dated trade promotion#
'onsequently% you cannot apply a sales5dependent rebate at a later point#
*ote
This function does not apply to account planning because account planning does not use campaign
determination conditions#
End of the note#
Deleting a !e&ate Agreement
&f you delete eisting rebate agreements% it may be that manual payments have already been made in ()P E-P#
!or these cases% define how the system should proceed with these payments:
&f you do not want to cancel manual payments for the final settlement in ()P E-P% mar" the condition
records as deleted in ()P E-P#
&f you want to cancel manual payments for the final settlement in ()P E-P% set the condition amount to
0 in ()P E-P#
&n doing so% note that in ()P E-P% there is no way of showing whether this rebate agreement is a
deleted agreement% or an agreement that has been manually set to 0#
Archi%ing a Trade Promotion
You can only archive a trade promotion if all rebate agreements have the status Finally Settled in 1CC#
More Information
!or more information on the 'ustomi.ing settings for rebate processing% see 'ustomi.ing for -ebate Processing
in ()P (olution Manager#
Data !"change for Re-ate Agreements

*ote
'omplete the following steps in ()P 41&#
End of the note#
Acti%ation o" Delta Download
You have to activate the ()P E-P delta download in ()P '-M for the ob0ect classes AGREEMENTS and
CONDITIONS# You activate them either in an initial upload or by going to Customi2ing 10ents in R5< $ackend
(transaction R3AC4) in ()P '-M#
Customi3ing Download
The following eample ob0ects are delivered for the 'ustomi.ing download% which you can display by going to
%dapter -#ject -0er0ie. (transaction R3AC5) in ()P '-M:
DNL_CUST_CND_BO
DNL_CUST_CND_CD
DNL_CUST_CND_FG
DNL_CUST_CND_PR
DNL_CUST_FGD
DNL_CUST_PRC
DNL_CUST_CAD
DNL_CUST_BON
The ob0ects are bro"en down according to usage% condition technique part (for eample% table T6$1 in
DNL_CUST_CND_PR) and usage5dependent part (for eample% calculation schema in table T6$3K ob0ect
DNL_CUST_PRC)#
!egeneration o" Access !eports
&mport ()P *ote @=D99> for the condition echange ((P=; for ()P E'' =#A'K (P>D for ()P E'' =#B>)# &f
you have already created relevant condition tables before importing the program enhancements from ()P *ote
@=D99>% you must regenerate the access reports# To do this% start report RV12A001 with the option Reports =
Screens for all relevant condition tables#
#usiness and Condition 4&5ects
!or the initial upload of rebate agreements% business ob0ect REBATE_AGRMNTS is delivered which you can
display by going to %dapter -#ject -0er0ie. (transaction R3AC5)#
!or the initial upload of condition master data the following condition ob0ects are delivered% which you can
display in %dapter -#ject -0er0ie.(transaction R3AC5):
UPL_CRMBOSAP01%
UPL_CRMFGSAP01%
UPL_CRMPRSAP1%2
1se these ob0ects as a template if you create additional condition ob0ects for condition master data#
Trans"erring !e&ate Agreements to SAP (!P
(tart the initial upload in ()P '-M by going to Start )nitial Load (transaction R3AS) with the following
selection entries:
/b0ect: REBATE_AGRMNTS
)ppropriate source and target system
The system transfers the data to ()P E-P and saves it there#
*ote
You can maintain the ob0ect REBATE_AGRMNTS in transaction R3AC1# 7ere you can also define filters for the
upload#
End of the note#
&n %pplication Log, Display Logs (transaction SLG1) (ob0ect: AGREEMENT_EXC&ANGE% subob0ect: REBATES)
provides you with a log of the data transfer#
Delta -pload
&f you create or change a rebate agreement in ()P '-M% the information is automatically transferred to ()P
E-P# $uring a delta upload% the system applies the business ob0ect<s filter settings#
&f the rebate status changes for a rebate agreement in ()P E-P% these changes are transferred bac" to ()P
'-M# /therwise a download for rebate agreements is not supported#
More Information
Transferring 'ustomi.ing $ata
Eample: 'reation of 'ondition /b0ects in ()P '-M
!nhanced Re-ate Agreements

You can use this function to enhance rebate agreements in a trade promotion# &ndirect sales are identified as
revenue relevant for rebate agreements that are not directly available between the rebate granter and rebate
recipient# This means that revenue cannot be set up using customer billing documents#
&n ()P E-P% there can only be one rebate recipient for each agreement# &n enhanced rebates% you can have
more than one rebate recipient for each rebate agreement based on the sales5initiating payer# This is true for
customer hierarchies# You can trigger periodic settlements of rebate agreements# &n this case% individual periods
are settled li"e individual agreements#
There are two types of rebate agreement:
$irect rebate agreement
$irect sales that ta"e place between you and a customer#
&ndirect rebate agreement
&ndirect sales that ta"e place between third partiesK the system does not save indirect sales as billing
documents#
Integration
&n enhanced rebate processing% it is important to integrate Profitability )nalysis (COPA) so you can post
account rebates by product% for eample# )s a result% you have online information at your disposal immediately
after settlement#
!or more information on Profitability )nalysis 'COPA(% see ()P 8ibrary for S%P 1RP Central Component on
()P 7elp Portal at http:33help#sap#com and choose Financials Controlling *C-+ Profita#ility
%nalysis *C-(P%+.
Prerequisites
&n addition to the 'ustomi.ing settings for rebates% you have met the following prerequisites for enhanced
rebate processing:
You have created the rebate agreements with the relevant bonus conditions in your trade promotion
using condition generation#
&n 'ustomi.ing% you have activated the sales information structures S46) and S136#
&n the sales area data in the customer master record% you have determined the bonus relevancy of the
customer#
You have selected the Re#ate indicator for the rebate recipient#
You have activated rebate processing for the billing type#
You have activated rebate processing in billing#
&n 'ustomi.ing% you have selected the desired billing documents and sales organi.ations for rebate
processing#
&f you want the system to create agreements and enhanced rebate agreements automatically% you have
maintained the fields for conditions in the relevant trade promotion#
Features
&nclude a variable "ey in the rebate info structure to ma"e the rebate settlement fleible#
+hen you update the rebate info structure% you can include selected data from billing documents in the variable
"ey# The system then transfers this data to the billing document when the credit memo is issued# &n this way% for
eample% the materials that triggered the rebate% and not the settlement material% can be transferred to the credit
memo# The partners can be transferred from the billing documents as well% ma"ing it possible to have more
than one rebate recipient for the eact same condition#
Processing Indirect !e&ate Agreements
The use of pro forma billing documents ma"es indirect data available for rebate processing# 1sing special
calculation schemas and condition rules% you can use planning data to create accruals and actual data for rebate
processing#
ai%ing Credit Memo !e6uirements
The system creates direct billing documents (credit memos) during settlement#
-sing Indirect Sales
&ndirect sales are identified as revenue relevant for rebate agreements which are not directly available between
rebate provider and rebate recipient# Technically% this means that revenue cannot be set up using customer
billing documents#
Activities
+hen creating rebate5relevant billing documents% the system determines all valid rebate conditions
pursuant to the assigned calculation schemata and initiates the update of the rebate information structure
S46)#
The rebate settlement creates credit memos based on the information structure S46)#
The system updates the payments and epansion of the accruals in S46) by ta"ing into account the
variable "ey#
!"amle
The rebate agreement should be settled by material# &n the variable "ey VAKE*% the material number is updated
in the billing document and% therefore% the revenue cumulates in the statistics directly under the correct material
number# There is only one condition in the agreement that is set for all invoices with a payer#
You create an invoice with this payer and Material )% then the system updates a record with the condition
number and VAKE* Material ) in S46)# ) second invoice with the payer and Material , will create a further
entry in S46) with condition number and VAKE* ,#
You create a further invoice with the payer and Material ,% this invoice will cumulate on the S46) record with
the same VAKE*#
$uring settlement% you can determine directly from the statistics how much revenue was earned with Material
) and how much revenue was earned with Material ,# Two items for condition record >>>9 will appear in the
settlement document% one with ) as material% the other with ,#
0aria-le Re-ates in Trade Promotions

&n trade promotion management (TPM)% there are two types of rebates:
!ied rebates% in particular for funds
!ied means that you decide on the eact amount to be paid to the account when the rebate is made#
2ariable rebates that you pay out to the account normally at the end of a trade promotion
2ariable means that the rebate amount depends on the quantity% weight% volume% or sales volume#
You can plan and eecute trade promotions whose rebates 0ary o0er the duration of the trade promotion# The
advantage of this is that you do not need to stop the trade promotion and create a new one with the new rebates#
*ote
You can also plan and eecute trade promotions whose off5invoice caps vary over the duration of the trade
promotion# !or more information% see $efining /ff5&nvoice 'aps#
End of the note#
&n the section below are eamples of when you may want to use variable rebates in trade promotions#
*ote
&n business terms% variable rebates are also "nown as billbac"s% everyday low prices (E$8P)% and scan rates#
End of the note#
Activities
9# 'all up the trade promotion for which you want to create variable rebates#
:# &n the Planning assignment bloc" in the trade promotion overview page% select or enter the following:
9# The appropriate spend type (variable or fied) for variable rebates#
:# The relevant spend category for the variable rebate such as a billbac" rate or a scan rate#
;# The spend method% which could be deferred payment% for eample#
=# The appropriate discount method% which could be by sales unit or by percentage% for eample#
@# ) value for the rebate in the column for spend values#
!or more information% see the 'ustomi.ing documentation for Customer Relationship Management under
Trade Promotion Management Trade Promotions Define Trade Spends for 'alues #
!"amle
('ample *
!or a long5term trade promotion that lasts one year% you first set a target% for eample% an E$8P of :? less than
the normal price# This target is based on the product<s previous year<s sales volume# $uring the year% you may
need to ad0ust the rebate as the product changes to a different product category# &t is now eligible for an E$8P
of ;?#
('ample 7
You may need to increase the rebate for a certain period of time to match or beat the competition# There might
be an important trade promotion being run by a competitor#
('ample 8
There is a new product for which you want to give an etra push during the year# &nstead of stopping your trade
promotion and creating a new one% you 0ust add a rebate with a different value for this product#
Maintenance of Re-ate Processing

You can use this function to maintain rebate agreements for trade promotions#
Prerequisites
+e recommend creating new agreement types and condition type groups#
You do this in 'ustomi.ing for S%P 1RP Central Component *S%P 1CC+ by choosing:
Sales and Distri#ution $illing Re#ate Processing Re#ate %greements Define
%greement Types
Sales and Distri#ution $illing Re#ate Processing Re#ate %greements
Condition Type !roups Define Condition Type !roups
Condition Type !roups %ssign Condition Types5Ta#les to Condition Type !roups
Condition Type !roups %ssign Condition Type !roups to Re#ate %greement Types
You need to implement new rebate procedures for trade promotions# You do this in 'ustomi.ing for S%P 1RP
Central Component *S%P 1CC+ by choosing Sales and Distri#ution $illing Re#ate Processing
%cti0ation of the /e. Re#ate Procedure From Release >.?% #
Activities
/um#er %ssignment Re#ate %greements
You create rebate agreements for trade promotions in ()P '-M and these are replicated in ()P E''#
)lthough the agreements created in ()P E'' are copies of the agreements created in ()P '-M% their numbers
are not identical# &f you want the agreements that are replicated in ()P E'' to have the same number:
Ensure that the number range interval used for the internal number assignment for rebate agreements in
()P '-M is identical to the number range interval used for e7ternal number assignments for rebate
agreements in ()P E''# You do this:
o &n 'ustomi.ing for ()P E'' by choosing Sales and Distri#ution $illing Re#ate
Processing Re#ate %greements Define /um#er Ranges for Sales Deals
o &n 'ustomi.ing for ()P '-M by choosing Customer Relationship Management
Trade Promotion Management Trade Promotions Condition Maintenance 1RP
Re#ate Processing Define /um#er Ranges for %greements
&n addition% ensure that:
o -ebate agreements cannot be created directly in the number range interval used in ()P E'' for
the eternal number assignment for rebate agreements# To do this% create a new number range
group in ()P E'' with a new number range interval% both of which have not yet been used#
o Table CRMPAROLTP contains the following table entry in ()P E''# The system% therefore% uses
the (eternal) number that originated in ()P '-M% if data for rebate agreements is to be
transferred from ()P '-M to ()P E''#
Managing Re-ate Settlements for Trade Promotions

&f payments have been made to an account during the course of a trade promotion% it is sometimes necessary to
create correction documents for the rebates honored within the trade promotion# This is particularly useful
when accruals have also been made# These can be ad0usted before the trade promotion is completed% so that you
have a more accurate view of the outstanding payments#
The function can also be used to ad0ust scheduled accruals#
*ote
This function is only available for rebate agreements created in ()P E''#
End of the note#
Process
9# (earch for the required trade promotion in the Re#ate Settlement application#
The rebate agreements and trade promotion conditions are displayed and the appropriate information is
read from ()P E''#
:# Enter the amount of the payment you made to the account and select the payment currency and payment
date# &f required% the payment currency is converted to the rebate agreement currency on the payment
date#
;# &t is possible to distribute the payment amount over more than one rebate agreement# To do this% select
the rebate agreement and choose Distri#ute %mount# The weighting given to the individual condition
records in the distribution depends on the amount of the partial settlement and on the open amount in
the individual rebate agreements#
Eample
The amount to be settled is to be distributed over three rebate agreements# The amount is @> Euros and
the three rebate agreements are as follows:
-ebate )greement 'orrection )mount
-) 9 E1- :>
-) : E1- ;>
-) ; E1- @>
) weighted distribution of the settlement amount would be as follows:
-ebate )greement $istributed )mount
-) 9 E1- 9>
-) : E1- 9@
-) ; E1- :@
End of the eample#
*ote
&f you are using the enhanced rebate functionality in ()P E''% a rebate agreement may contain more
than one rebate recipient# &n this case% the payment cannot be distributed amongst all recipients but can
only be distributed to the entries of the corresponding payment recipient#
End of the note#
You can ad0ust the payment by choosing Create Correction Document# This creates a correction document in
()P E''% which you can then use to ad0ust the accruals#
Result
You have reduced the final payment amount for the rebate agreement by the amount already paid and have
made the corresponding ad0ustments to the accruals for your trade promotion#
!"amle
) certain trade promotion has a rebate agreement stating that the customer receives E1- 9>%>>> if the new
product MY is placed in a central position on the sales floor#
The manufacturer creates an accrual for E1- 9>%>>> in accordance with this agreement#
To avoid unnecessary transactions during the trade promotion% the customer subtracts each inbound invoice
from the manufacturer from the rebate amount until E1- 9>%>>> has been reached# The manufacturer therefore
needs a chec" mechanism that ensures that the sum of subtracted amounts does not eceed the total sum# The
manufacturer also needs to be able to correct the accruals and reduce them by the subtracted amounts# &f the
manufacturer accepts the deductions made by the customer% the manufacturer can enter the corrections in the
rebate agreement as described above#
)t the conclusion of the trade promotion% the final settlement ta"es place and the customer receives any
outstanding rebate payments#
Free %oods in a Trade Promotion

&t is common practice in many industries that when you sell certain goods% you deliver other goods free of
charge to the customer% or you do not charge the customer for a portion of the goods sold# These free goods can
also be used for trade promotions#
Prerequisites
You have maintained the necessary 'ondition Maintenance 'ustomi.ing in ()P E'' and downloaded
it to ()P '-M% or have maintained it directly in ()P '-M#
You have maintained the necessary customi.ing for condition generation#
Ta"e particular care to ensure that the selected planning profile group you chose for the planning of free goods
is suitable% such as the planning profile group 4TPF#
More Information
!ree 4oods in 2olumes3Trade (pends Planning
!ree Products in Trade Promotions
Free Products in Trade Promotions

You use this function to offer rebates in the form of free products within a trade promotion# &f a customer
reaches a certain amount of revenue or sells a certain quantity of products within a predefined period of time%
the customer receives an agreed amount of free products# The corresponding billing documents form the basis
for cumulating the quantities or amounts#
) free sales order containing the free products as order items is generated for the delivery of the free products#
1nli"e free goods% the free products are not delivered or invoiced together with the products ordered#
,y assigning an individual account% account hierarchy% or target group% you can control which customers
receive these special conditions#
You can define free products as being either valid for individual products or valid for all products in a trade
promotion#
Integration
This function is integrated with '-M rebate processing#
Prerequisites
$efined a planning profile group that allows the creation of free products (plan type Free !oods and
Product()ndependent Free !oods)#
Ma"e sure that the planning profile of the planning profile group is suitable for the planning of free
goods across multiple sales orders# To do so% in 'ustomi.ing for 'ustomer -elationship Management
('-M)% choose Customer Relationship Management Trade Promotion Management ey
Figure Planning Define Planning Profile !roups #
Maintained the 'ustomi.ing settings for condition generation#
To do so% in 'ustomi.ing for 'ustomer -elationship Management ('-M)% choose Customer
Relationship Management Trade Promotion Management Trade Promotions Condition
Maintenance #
)ctivated the Free(!oods Re#ates function#
To do this% go to 'ustomi.ing for 'ustomer -elationship Management ('-M) and choose
Customer Relationship Management Re#ate Processing Configure %pplication #
$efined a condition type for which the indicator Cond. Type Fr!ds has been selected#
Customer Relationship Management Re#ate Processing Set 4p Re#ate Determination
Create Condition Types #
$efined a rebate profile and assigned it to the ob0ect type Marketing Project, Trade Promotion
Management *TPM+#
Customer Relationship Management Re#ate Processing Re#ate Profiles %ssign Re#ate
Profile #
Activities
9# Plan your trade promotion# To do this% enter the general data (type% planning profile group% planning
account% and dates) and assign the required products% free products% accounts or target groups#
:# 1nder 'olumes and Trade Spends Planning% you define the volumes and amounts that need to be
reached as well as the quantity of free products# You also trigger the condition generation#
;# You release the trade promotion% thus generating campaign determination records#
=# &f a sales order containing one of the trade promotion products is generated by one of the accounts
participating in the trade promotion within the promotion time period% the system assigns the trade
promotion automatically#
@# )fter the billing document has been generated for the sales order% the billing request amounts are
cumulated in the rebate due list#
A# You trigger the rebate settlement from the rebate due list# The system generates a settlement document
and forwards it to )ccounting# /nce the document has been confirmed by )ccounting% the system
automatically creates a free sales order containing the free products as items#
More Information
!ree 4oods in a Trade Promotion
Tiered %ro/th Re-ates

&n long5term trade promotions based on products or product categories% you can use tiered growth rebates to
provide incentives to retailers where the incentive can vary with the level of performance over a period of time#
The better the performance% the higher the rebate#
Eample
&f sales revenue increases by between @? and B? over last year% the retailer receives a rebate of 9%>>> 1($# &f
sales revenue increases by between C? and 9>?% the retailer receives a rebate of 1($ :%>>>#
End of the eample#
Eample
&f a retailer increases the number of shelves in a product display by one or two% the retailer receives a rebate of
1($ @>># &f the retailer increases the number of shelves by three or four% the retailer receives a rebate of 1($
9%>>># &f the retailer increases the number by five or si% the rebate is 1($ :%>>>#
End of the eample#
Each tiered growth rebate (T4-) consists of a set of tiers# Each tier associates a range of performance values
with a specific spend value# You can define the range and spend value for each tier# )ctual performance is
evaluated to a single figure that is referred to as the evaluation criterion# The final rebate is determined using a
formula referred to as the calculation method# Each T4- type has one evaluation criterion and one calculation
method#
Prerequisites
You have defined the set of T4- types you want to use in 'ustomi.ing for Customer Relationship
Management% by choosing Trade Promotion Management Trade Promotions Trade
Spends Tiered !ro.th Re#ates Define Tiered !ro.th Re#ate Types #
You have associated a unique trade spend combination (spend type% spend category% spend method) with
each T4- type in 'ustomi.ing for Customer Relationship Management% by choosing Trade
Promotion Management Trade Promotions Trade Spends Tiered !ro.th Re#ates
Define Trade Spend Com#inations for Tiered !ro.th Re#ates #
You have associated the names of the "ey figures and profiles that are retrieved from ()P *et+eaver
,usiness &ntelligence (()P *et+eaver ,&) for the T4-% with the corresponding names of those "ey
figures in 'ustomer -elationship Management ('-M)% in 'ustomi.ing for Customer Relationship
Management% by choosing Trade Promotion Management Trade Promotions Trade
Spends Tiered !ro.th Re#ates Define $) Content #
You have defined condition records in 'ustomi.ing for Customer Relationship Management% by
choosing %ccount Planning Condition Maintenance Define Condition !eneration #
You have created planning profiles for tiered growth rebates in 'ustomi.ing by choosing
Customer Relationship Management %ccount Planning ey Figure Planning Define
Planning Profile !roups #
You must integrate tiered growth rebates with claims and funds# +hen you release a trade promotion%
the system generates condition records# !or more information about conditions% see 'ondition
4eneration in Trade Promotion Management#
Features
) T4- type is a unique identifier for a specific combination of base dimension% comparison dimension% tier
type% spend value type% and calculation method# The trade spend combination (spend type% spend category%
spend method) you select in a trade promotion determines the T4- type#
The following are the default T4- types that ship with ()P '-M :>>B (the technical name of the T4- type in
'ustomi.ing appears in square brac"ets):
2ariable growth vs last year% total sales +TGR0000,
) variable T4- based on growth of total sales over the previous year<s total sales where sales are a
monetary value measured in the currency of the trade promotion
Eample
1sing the tiers defined below% if last year sales is 1($ 9>>%>>> and actual sales is 1($ 99:%>>> (a sales
growth of 9:?)% the rebate is (99:%>>> 1($ N 9#>?)% which yields 1($ 9%9:>#
Tier Percentage of Sales %ro/th Send 0alue
9 >#>?G9>#>? >#>?
: 9>#>?G9@#>? 9#>?
; 9@#>?G 9#@?
End of the eample#
2ariable growth vs last year% volume+TGR0001,
) variable T4- based on growth in sales volume over the previous year<s sales volume where volume is
measured in cases
2ariable growth vs last year% sales +TGR0002,
) variable T4- based on growth in sales over the previous year<s sales where sales are a monetary
value measured in the currency of the trade promotion
!ied growth vs last year% total sales+TGR0003,
) fied T4- based on growth in total sales over the previous year<s total sales where sales are a
monetary value measured in the currency of the trade promotion
&ncremental growth vs last year% total sales+TGR0004,
) T4- based on a percentage growth in total sales over the previous year<s sales
Eample
1sing the tiers defined below% if last year sales volume is 9>>%>>> cases and actual sales volume is
99:%>>> cases (a sales growth of 9:?)% the rebate is ((99:%>>> O 9>>%>>>) N :#@?)% which yields 1($
;>>#
Tier Percentage of Sales %ro/th Send 0alue
9 >#>?G9>#>? >#>?
: 9>#>?G9@#>? :#@?
; 9@?G @#>?
End of the eample#
/ff5invoice +TGR0005,
)n off5invoice discount (a scale type discount) based on total sales during the year
Eample
1sing the tiers defined below% consider a retailer who places three orders during the year% each for
B@%>>> cases#
/n the first invoice% the retailer receives a discount of (B@%>>> N 1($ 9#>>)% which yields 1($ B@%>>>#
/n the second invoice% the total number of cases purchased to date is 9@>%>>># Thus :@%>>> of the cases
in the current order are mapped to tier 9% and @>%>>> to tier :# The retailer receives a discount of (:@%>>>
N 1($ 9#>>) P (@>%>>> N 1($ 9#@>)% which yields 1($ 9>>%>>>#
/n the third invoice% the total number of cases purchased to date is ::@%>>># Thus all B@%>>> of the cases
in the current order are mapped to tier ;# The retailer receives a discount of (B@%>>> N 1($ :#>>)% which
yields 1($ 9@>%>>>#
Tier ,um-er of Cases Sold Send 0alue
9 >G9>>%>>> 1($ 9#>>
: 9>>%>>>G9@>%>>> 1($ 9#@>
; 9@>%>>>G 1($ :#>>
End of the eample#
(helves +TGR0006,
) T4- based on the number of shelves per product the retailer has in a store
4rowth over each tier +TGR000%,
) variable rebate based on the number of cases sold
Eample
1sing the tiers defined below% if a retailer sells ::@ cases% the rebate is ((::@ O >) N 1($ >#>>) P ((::@
O 9>>) N 1($ >#C>) P ((::@G:>>) N 1($ 9#:@)% which yields 1($ 9;9#:@#
9 >G9>> 1($ >#>>
: 9>>G:>> 1($ >#C>
; :>>G 1($ 9#:@
End of the eample#
'lassic tiers +TGR000$,
) variable rebate based on actual volume (measured in cases) where the spend value is multiplied by the
volume in each tier
Eample
1sing the tiers defined below% if :@%>>> cases are sold% the rebate is (9>%>>> N 1($ 9#>>) P (9>%>>> N
1($ :#>>) P (@%>>> N 1($ ;#>>)% which yields 1($ =@%>>>#>>#
9 >G9>%>>> 1($ 9#>>
: 9>%>>>G:>%>>> 1($ :#>>
; :>%>>>G 1($ ;#>>
End of the eample#
)ll tiers +TGR000),
) variable rebate based on actual volume (measured in cases) where the spend value is multiplied by the
total volume for the period
Eample
1sing the tiers defined in the eample for classic tiers% if :@%>>> cases are sold% the rebate is (:@%>>> N
1($ 9#>>) P (:@%>>> N 1($ :#>>) P (:@%>>> N 1($ ;#>>)% which yields 1($ 9@>%>>>#>>#
End of the eample#
You can define a performance evaluation criterion or create a calculation method for determining the T4- in a
trade promotion in 'ustomi.ing by choosing Customer Relationship Management Trade Promotion
Management Trade Promotions Trade Spends Tiered !ro.th Re#ates $usiness %dd()ns
$%d), Performance 10aluation Criteria and Calculation Method #
!"amle
) classic tiers T4- uses the tiers defined below# ) retailer has sold ;@> cases#
The evaluation criterion is ;@># (ince this is a classic tiers T4-% the first 9>> cases sold are mapped to tier one%
the net :>> cases to tier two% and the last @> cases to tier three#
The calculation method for this T4- type is the sum of ((number of cases sold for that tier) N (spend value for
that tier)) for all tiers#
The rebate for a sale of ;@> cases is (9>> N 1($ >#>>) P (9>> N 1($ >#C>) P (9@> N 1($ 9#:@)% which yields
1($ :AB#@>#
9 >G9>> 1($ >#>>
: 9>>G:>> 1($ >#C>
; :>>G 1($ 9#:@
1e# Figure Planning
6ey figure planning is a planning functionality that allows you to measure the performance of an organi.ation%
a department% a pro0ect% or other by setting plan values for important business "ey figures# You can later use
these plan values in reporting for comparing plan data with actual data# The reporting results can then serve as a
basis for future decisions#
Integration
6ey figure planning is carried out in a planning tool called ,usiness Planning and (imulation (,P()# ,P( is a
part of ()P *et+eaver ,usiness &ntelligence (()P *et+eaver ,&) but is fully integrated into ()P 'ustomer
-elationship Management (()P '-M)# &t is called up automatically when you start "ey figure planning in ()P
'-M although it runs on a different system#
*ote
,P( used to be part of ()P (trategic Enterprise Management (()P (EM) and could either run on a separate
()P (EM system or be integrated with ()P ,usiness &nformation +arehouse (()P ,+) using an add5on# )s
of ()P *et+eaver :>>=3()P ,+ ;#@9% ,P( is part of ()P ,+ and therefore part of ()P *et+eaver#
End of the note#
6ey figure planning is integrated into various planning applications in ()P '-M% such as:
Mar"eting Planning (planning for mar"eting plans% campaigns% deals% and trade promotions)
)ccount planning
/pportunity management
Prerequisites
You have made the settings for the integration between ()P '-M and the ()P '-M planning
applications in ()P *et+eaver ,& in 'ustomi.ing for )ntegration .ith -ther myS%P Components
under Strategic 1nterprise Management Change Mapping $et.een CRM Fields and
)nfo-#jects # You can overwrite the standard entries by assigning different &nfo/b0ects to a field#
To view and enter "ey figure totals for a trade promotion% such as total volume and trade spend data% on
the Trade Promotion -0er0ie. page in the Totals assignment bloc" as well as on the Trade Promotion
1dita#le List -0er0ie. page% you have made the settings in 'ustomi.ing for Customer Relationship
Management under Trade Promotion Management ey Figure Planning Settings for
Display of $) ey Figures # !or more information% see the 'ustomi.ing documentation# 1sing the
1& 'onfiguration Tool% you have defined the field labels and the position of these fields on the Trade
Promotion -0er0ie. page# !or more information% see 1& 'onfiguration#
*ote
&n the Totals assignment bloc"% you can view and edit totals for ()P *et+eaver ,& "ey figures% you can
view totals for calculated "ey figuresK whereas you cannot view and enter totals for virtual "ey figures#
End of the note#
Features
&f you have )dobe !lash Player version D%>%=B%> or higher installed% the system displays )dobe !le5based "ey
figure planning layouts# This function is available for closely integrated planning applications% such as trade
promotions% account plans% deals% campaigns% opportunities% as well as for multiplanning# )dobe !le5based "ey
figure planning layouts offer better performance% usability% and response times than the 7TM85based "ey figure
planning layouts#
-ecommendation
+e recommend that you do not switch bac" to the 7TM85based "ey figure planning layout# 7owever% if the
)dobe !le5based "ey figure planning layout does not display correctly% you can switch bac" to the 7TM85
based one# To do this% on the S%P 1asy %ccess screen% choose System System Data -.n Data
% add the CRM_KFP_IC-C_UI parameter to your user profile% and set its value to IC-C# To switch bac" to
)dobe !le5based "ey figure planning layout% leave the value of the parameter blan"#
More Information
!or more information% see ,usiness Planning and (imulation (,+5,P() in the ()P (trategic Enterprise
Management (()P (EM) component of ()P E-P 'entral 'omponent#
Promotion Planning

) special mapping function from ,&5,P( creates a lin" between ()P '-M and )P/ and allows planned
figures to be echanged between the two systems#
Integration
+ithin the framewor" of sales planning% planned quantities (&nfo'ube 0CSAL_C02) are sent from ()P
*et+eaver ,usiness &ntelligence (()P *etweaver ,&) to )P/# &n )P/ supply networ" planning and demand
planning are used to determine whether these planned quantities can reasonably be supplied from a logistical
viewpoint# The results of this planning in )P/ are sent bac" to ()P *et+eaver ,& where sales planning can be
adapted accordingly#
Prerequisites
To allow for value integration% the following ob0ects must be ta"en from the ,usiness 'ontent and must be
active in the relevant ()P *et+eaver ,& (ystem#
'-(ect
,ame
Technical
Descrition
'-(ect
,ame
Technical Descrition
'-(ect
,ame
Technical
Descrition
&nfo'ube
(ales
Planning
>'()8J'>: '-M &nput D)'-M&*
)P/
/utput
D))P//1T
&nfo/b0ect
'haracteristics
)P/
8ocation
>)P/J8/'*/
)P/
8ocation
D)8/'*/
)P/
8ocation
D)8/'*/
)P/
Product
>)P/JP-/$
)P/
Product
D)M)T*-
)P/
Product
D)M)T*-
,P >,P)-T*E-
)P/ Plan
version
D)2E-(&/*
)P/ Plan
version
D)2E-(&/*
'-M
Product
>'-MJP-/$
'ustomer >'1(T/ME-
Material >M)TE-&)8
'-(ect
,ame
Technical
Descrition
'-(ect
,ame
Technical Descrition
'-(ect
,ame
Technical
Descrition
2ersion >2E-(&/*
2alue type
for
reporting
>2TYPE
6ey !igures
,aseline >,)(EJQTY
Plan
(,asis)
D)P8)*,
(upply
Plan
(,asis)
D)(P8)*,
1plift >1P8&JQTY
Plan
(Promo)
D)P8)*P
(upply
Plan
(Promo)
D)(P8)*P
Total
Plan
(Total)
D)P8)*T
(upply
Plan
(Total)
D)(P8)*T
$ata(ourceN
)P/
8ocation
Mapping
>)P/J8/'M)PJ)TT-
)P/
Product
Mapping
>)P/JM)TM)PJ)TT-
)P/
Product
)ttribute
>)P/JP-/$J)TT-
)P/
8ocation
)ttribute
>)P/J8/'*/J)TT-
Nhere you only see the $ata(ources that are not used or required as standard defaults for providing master data
for the specified &nfo/b0ects
)ll of these &nfo /b0ects are part of the standard &nfo'ubes that are delivered#
You should note that &nfo'ubes 0CSAL_C02 and )ACRMIN are transactional ,asis cubes whereas )AAPOOUT is a
normal ,asis cube#
The following characteristics are also used as attri#utes for other &nfo/b0ects (also delivered in the standard)% to
ensure correct assignment in Mapping:
Info'-(ect Attri-ute
>)P/J8/'*/ >'1(T/ME-
>)P/JP-/$ >M)TE-&)8
>,P)-T*E- >'1(T/ME-
>'-MJP-/$ >M)TE-&)8
>'1(T/ME- >)P/J8/'*/
>'1(T/ME- >,P)-T*E-
>M)TE-&)8 >)P/JP-/$
>M)TE-&)8 >'-MJP-/$
The &nfo/b0ects and their related attributes should be provided with the necessary data from the &nfo(ources of
the same name with the help of the corresponding $ata(ourcesN#
InfoSource DataSource2 Source S#stem
>)P/J8/'*/ >)P/J8/'*/J)TT- )P/ completes attr# >'1(T/ME-
>)P/JP-/$ >)P/JP-/$J)TT- )P/ completes attr# >M)TE-&)8
>,P)-T*E- >'-MJ,P'1(TJ)TT- '-M completes attr# >'1(T/ME-
>'-MJP-/$ >'-MJP-JM)TJ)TT- '-M completes attr# >M)TE-&)8
>'1(T/ME- >)P/J8/'M)PJ)TT- )P/ completes attr# )P/J8/'*/
>'1(T/ME- >'-MJ'1(TJ)TT- '-M completes attr# >,P)-T*E-
>M)TE-&)8 >)P/JM)TM)PJ)TT- )P/ completes attr# >)P/JP-/$
>M)TE-&)8 >'-MJM)TJP-J)TT- '-M completes attr# >'-MJP-/$
*ote
+hen loading data using $ata(ource 0APO_LOCMAP_ATTR% the location type (LOCT*PE) should be restricted to
9>9> (location type 'ustomer) for the corresponding &nfoPac"age on the tab page Select Data# You then see in
the field 1@TAL-C/- the ()P E'' customer that you need for 0CUSTOMER and in the field L-C/- you see
the corresponding )P/ location#
End of the note#
You must also ma"e sure that the master data from )P/ and from and ()P *et+eaver ,& and ()P '-M side
contain data records that are in agreement with each other so that unique assignment is possible#
To ensure communication between both systems (()P *et+eaver ,& and )P/)% you need to maintain the -!'
destination to the )P/ (ystem from the ()P *et+eaver ,& (ystem#
&n ,&5,P( you should create three basis planning areas#
You also need a multi5planning area# This is where the echange of planned figures G Mapping G will ta"e
place#
The required planning elements such as levels% pac"ages and functions with parameter groups must be included
in this multi5planning area#
!or more information on ma"ing these settings% see the documentation for ,&5,P( under S%P Strategic
1nterprise Mgmt. (B $usiness Planning and Simulation *S1M($PS+ (B Planning 1n0ironment#
Features
) special mapping function from ,&5,P( creates a connection between the )P/ and '-M systems% enabling
an echange of planning figures between the two systems#
). Mapping planned figures from S%P CRM5S%P /et"ea0er $) into %P-
You select the level at which planning is to ta"e place ((election criteria: business partner% product% time% unit of
measure) and enter the planning figures in the corresponding planning layout#
The following planning functions are delivered:
Planning area ='-M(P>; (ales planning: data transfer
Planning level: =(P>:>>> $ata transfer: (EM 5R )P/
Planning function: (PP!99>> Planned quantities are transferred to )P/ (with relevant parameter group)
(PP!9:>> 'opy delta version (with relevant parameter group)
Planning sequence: (PP(99> $ata transfer
Planning level: =(P>;>>> $ata transfer )P/ 5R (EM
Planning function: (PP!:9>> Planned quantities are transferred to )P/ (with relevant parameter group)
Planning areas ='-M(P>= and ='-M(P>@
,y eecuting the planning function for mapping% the following selections can be made:
$etermination of:
Product
9# Each product selected in ()P '-M is assigned to a help variable and then using the !/M
instruction .//ATRV '0M12345160#P4o7892(////: the attribute HMaterialI is determined in
'-M#
:# This material is also assigned a variable and using a corresonding !/M instruction .//ATRV
'0APOP4o78920# M1234516(////: the attribute H)P/5ProductI is read in '-M#
;# The ()P '-M )P/5product is also assigned to a help variable#
=# The contents of the variable are copied to a help variable for the )P/ product in )P/#
,usiness partner
9# Each selected business partner in '-M is assigned to a help variable and then using the !/M
instruction .//ATRV '.C8;2o<34:# B8;5=3;; P142=34(///: the attribute H'ustomerI is
determined in '-M#
:# This customer from '-M is assigned a variable and then using a !/M instruction .//ATRV
'.APOLo9125o=:# C8;2o<34(///: the attribute H)P/58ocationI is read in '-M#
;# The ()P '-M )P/ location is also assigned to a help variable#
=# The contents of the variable are copied to a help variable for the )P/ location in )P/#
Time and unit of measure
9# Each time and unit entry is assigned to the help variable for the relevant ()P '-M ob0ects and
sent directly to the corresponding variables for the )P/ ob0ects#
)ctual mapping only ta"es place when the operands are assigned >//#//?# Each individual "ey figure value
along with the relevant characteristics from ()P '-M are copied into the corresponding )P/ "ey figure#
+hen running the procedure a predefined value is copied with each data record% so that you can see the
processing status of the data record#
P-&2)TE): Processing and mapping "ey figures
'-M 2ersion 9
)P/ 2ersion TPM>:
,: -elease and mapping "ey figures
'-M 2ersion :
)P/ 2ersion >
)). Mapping planned figures from %P- into CRM or $"
You select the level at which planning is to ta"e place ((election criteria: business partner% product% time% unit of
measure) and copy the planned figures from )P/ to ,+#
,y eecuting the planning function for mapping% the following selections can be made:
$etermination of:
Product
9# Each selected product in )P/ is assigned to a help variable#
:# The contents of the variable are copied to a help variable for the )P/ product#
;# !or this )P/ product in '-M the !/M instruction .//ATRV '0M12345160#APO
P4o7892(////: is used to determine the attribute HMaterialI in '-M#
=# This material in ()P '-M is also assigned a variable and using the corresponding !/M
instruction .//ATRV '.CRMP4o7892:# M1234516(////: the attribute H'-M5ProductI is
determined in '-M#
@# The ()P '-M product is copied to a help variable#
,usiness partner
9# Each selected location in )P/ is assigned to a help variable#
:# The contents of these variables are copied to a help variable for the )P/ location from '-M#
;# !or this )P/ location from '-M the !/M instruction .//ATRV '0C8;2o<340# APO
Lo9125o=(///: is used to determine the attribute H'ustomerI in ()P '-M#
=# This customer is then assigned to a variable and then using another !/M instruction .//ATRV
'.@8;5=3;; A142=34:# 98;2o<34(///: the attribute Hbusiness partnerI is determined in
'-M#
@# The business partner is copied to a help variable#
Time and unit of measure
9# Each time and unit entry is assigned to the help variables for the relevant )P/ ob0ects and sent
to the corresponding variables for the ()P '-M ob0ects#
)ctual mapping only ta"es place when the operands are assigned >//#//?# Each individual "ey figure value
along with the relevant characteristics from )P/ are copied into the corresponding ()P '-M "ey figure#
) predefined value is copied with each data record% so that you can see the processing status of the data record#
P-&2)TEProcessing and mapping "ey figures
)P/52ersion TPM>:
'-M52ersion 9
!"amle
Maintain the -!' destination to )P/ in ()P *et+eaver ,&#
'reate three basis planning areas in ,&5,P( and assign an &nfo'ube to each one# Ma"e sure that when
you define planning areas for cubes that are not in the local system (for eample% )P/ cubes) the
correct -!' destination is defined#
$efine a multi5planning area and assign one of the three planning areas as a basis# &nclude one of the
planning elements that is required for mapping in the multi5planning area and adapt the selections and
settings to your requirements#
Mapping the S(M S$stem into the AP4 S$stem
'orresponding characteristics in ()P *et+eaver ,& and )P/ have different technical definitions and are
provided with different conversion rules so that the values of these characteristics can be mapped onto each
other# Master data attributes are assigned to the corresponding characteristics in (EM whose definition and
conversion behavior corresponds to that of the )P/ characteristics#
,y accessing the attribute values in Mapping (in the !/M!/-ME85Editor) the characteristics are determined
and copied into )P/#
Simple e7ample
S1M #usiness partner should #e mapped to the %P- location
The attribute 0APO_LOCNO is assigned to the (EM characteristic 0BPARTNER% which has the same data type% data
length and conversion behavior as the characteristic )ALOCNO in )P/#
&n the !/M!/-ME8 editor% the value of the attribute is read using the instruction
////ATRV 'BA2245@823B# 9C14192345;259 D1451@63( ////
and is copied to the relevant characteristic in )P/#
Planning for Target %rous

&f you select a target group as a planning account% you need to ma"e specific changes to be able to use this
information for planning purposes# This is because the system plans at account hierarchy level# The target group
information is% therefore% converted to the account hierarchy level format with the additional fields in
segmentation#
*ote
The level of aggregation is specified by the leading column field for the account hierarchy node in the planning
layout (for eample% the field C$PA!RPA%C; is for level :)#
!or more information% see (pecifying 7ierarchies#
End of the note#
&f the planning account is a target group% there are no partner3product range chec"s or listing chec"s#
+hen you assign the target group to a trade promotion% its associated account hierarchy node is also assigned
and this account hierarchy node is used in fund determination% for eample#
Prerequisites
The target group must have the status Modeling Completed to be assigned to a trade promotion#
Process
The target group is converted into a list of accounts in ()P '-M and derived to a list of account hierarchy
nodes from the required level of the account hierarchy# &f an account in the target group is at a higher level in
the hierarchy than the required level% this higher level node would be derived#
*ote
$epending on the planning layout in 'ustomi.ing% the system can plan for a target group using the account
hierarchy node% the account% or no account dimension# &f no account hierarchy node or account is defined in
'ustomi.ing% the system uses an arbitrary account (that is the first one in the hierarchy) by default#
End of the note#
!or more information on planning% see 6ey !igure Planning in Mar"eting#
*ote
&n indirect relationships% planning uses the wholesaler#
End of the note#
0olumes3Trade Sends Planning

2olumes3trade spends planning allows you to ma"e forecasts for trade promotions or trade promotion elements
and deals# You can also use it in account planning# You can use it% for eample% to perform the following tas"s:
Plan several trade spends for a trade promotion and for a particular planning account or target group
-etrieve the listed price% reference product list price% or price list of promoted products
o The listed price is always displayed in the sales unit of measure# &t is retrieved from the product
master using the condition technique# The system reads the condition table or type for the
promoted product in the product master#
o )lternatively% the listed price can also be retrieved from the price list# The price list for the
planning account and promoted product must be computed and saved in advance# The promotion
then retrieves the price list for the promoted product for a planning account of type account or
account hierarchy# The promotion cannot retrieve the price list if your planning account is a
target group#
o The reference product list price can be used if there is no pricing established for the product# &n
the product master the product points to a reference product &$ that has pricing information set
up that can be used in trade promotion planning#
)pply the buying pattern defined for the planning account to the trade spend "ey figures
Plan "ey figures based on the baseline volume calculated from ()P )dvanced Planning and
/ptimi.ation (()P )P/)
'alculate promotion revenue based on baseline sales
Plan the cost of free goods (see !ree 4oods in 2olumes3Trade (pends Planning)
Prerequisites
You have created a trade promotion and assigned it to a planning profile group that contains at least one
planning profile of type 'olumes5Trade Spends or Free !oods# &f you are using deals% you must enter a
source planning profile (see $eals)# The deal planning data will be copied when you enter the planning
profile group in the trade promotion you generate from a deal#
You have made the settings in 'ustomi.ing for Customer Relationship Management under:
o Marketing Marketing Planning and Campaign Management $asic Data
Define Types5-#jecti0es5Tactics
o Marketing Marketing Planning and Campaign Management $asic Data
Define %dditional Date Ranges
To plan volumes3trade spends% you must define a date range of period type $uying# *ote that you
cannot have gaps or overlaps between pre5dip% buying% and post5dip date ranges#
o Trade Promotion Management Trade Promotions Trade Spends Define
Trade Spends for 'alues
o Trade Promotion Management Trade Promotions Condition Maintenance
Define Condition !eneration
You have made the 'ustomi.ing settings to use the reference product list price in trade promotion
planning# !or more information% see ()P (olution Manager#
&n the trade promotion details% you have entered the following information:
o Trade promotion type and sales organi.ation
You need this information to generate conditions automatically and to retrieve the listed price or
price list#
o Product planning basis
The product planning basis indicates which product dimension will be planned# You define the
product planning basis in 'ustomi.ing for Customer Relationship Management under
Trade Promotion Management $asic Data Products Define Product Planning
$asis # You can plan promotions using the following product dimensions:
Product
Product category
Product group
Product segment
Product category and product
Product group and product
Product segment and product
o ,uying pattern type
!or more information about the buying pattern% see ,uying Patterns in 2olumes3Trade (pends
Planning#
o (tart and end dates for the trade promotion and additional dates
To plan trade spends% you need to enter a value for the date with the period type $uying# /nly
additional dates defined with a period type are transferred to ()P *et+eaver ,usiness
&ntelligence (()P *et+eaver ,&)#
&n the Products assignment bloc"% you have assigned products to your trade promotion# You can also
assign product categories or product groups# +hen you assign a product category or product group% the
promotion is planned at this level# There is no disaggregation from the product category to the
individual products contained in the product category#
Features
The trade spend data is validated against the 'ustomi.ing made for condition generation# There is a
defaulting mechanism in the trade spends table#
o You must enter a spend type# &f only one spend type category has been defined in 'ustomi.ing
for this spend type% it is used by default#
o ) similar logic applies for the spend method# &t is defined in 'ustomi.ing depending on the
spend type and spend category#
o The discount method depends on the spend type and spend category#
o The related volume depends on the spend type% spend category% and spend method#
*ote
You must define an ()P *et+eaver ,& "ey figure that contains the direct scan based accrual
rate (ta"e rate) to accrue and plan variable billbac" trade spends based on an epected volume
rather than a shipped volume#
End of the note#
(ee the 'ustomi.ing activity Define Trade Spends for 'alues# The condition information corresponding
to this trade spend is displayed in the table#
&f no pricing eists for the product and the reference product list price is being used% then this price is
displayed in the S45List Price column of the planning layout#
'onditions can be generated automatically directly from the planning data you enter in planning by
clic"ing !enerate Conditions# )fterwards% you can maintain the pricing conditions in the Discounts
assignment bloc"# !or more information about using volumes and trade spends with conditions% see
'ondition 4eneration in Trade Promotions#
You can enhance the functions available for your trade spends using the ,usiness )dd5&n (,)d&) for
enhanced "ey performance indicator (6P&) functionality# You can find this ,)d& in 'ustomi.ing for
Customer Relationship Management under Trade Promotion Management Trade Promotions
Trade Spends $%d), Trade Spends in Marketing Planning # The delivered ,)d& allows
you to display the "ey figures related to a trade spend assignment automatically# &t also allows you to
free.e the pre5dip and post5dip periods% so that no data can be entered since the planned value for a trade
spend is only applicable for the buying period#
You can manually trigger the settlement of individual rebate agreements in ()P E-P by choosing
Release for Settlement# !or more information% see &nteraction of -ebate )greements with ()P E-P#
Activities
9# /n the overview page of the respective trade promotion% go to the Planning assignment bloc" and
choose Planning#
:# Enter your trade spend data and choose Transfer Trade Spends#
The system retrieves the planning layout from ,usiness Planning and (imulation (,P() and displays it#
;# Enter the plan values in the planning layout% choose $ack% and then choose Sa0e#
More Information
!"cetion$&ased Planning

You can assign product categories or product groups to a trade promotion# You can also assign one or more
products from these product categories or product groups to the trade promotion# You can use this function to
perform the following tas"s:
$efine one or more products as eceptions
The trade spend is the same for all the products in the product categories or product groups ecept for
the eception products for which you can define different trade spends
Eclude one or more products from the product categories or product groups
The trade spend is applied to all the products in the product categories or product groups ecept to the
ecluded products
Prerequisites
You have made the settings in 'ustomi.ing for Customer Relationship Management under Trade
Promotion Management $asic Data Products Define Product Planning $asis #
You have made the settings in 'ustomi.ing for Customer Relationship Management under Master
Data Conditions and Condition Techni:ue Condition Techni:ue, $asics Create %ccess
Se:uences # !or more information about the 'ustomi.ing settings for condition generation
optimi.ation and product eceptions% see ()P (olution Manager#
&f your product planning basis includes product categories% to transfer uplift volumes to ()P )dvanced
Planning and /ptimi.ation (()P )P/)% you have implemented the ,usiness )dd5&n (,)d&) in
'ustomi.ing for Customer Relationship Management under Marketing Marketing Planning
and Campaign Management System Landscape $usiness %dd()ns $%d), SCM
)ntegration # The eample implementation of the ,)d& ta"es into account eception products and
ecluded products for a promoted product category# &f your product planning basis includes product
groups% you have changed and implemented the ,)d&#
Features
('ception Products
&ncluded and additional products
2olumes and trade spends planning handles products that are included in product categories or product
groups assigned to a trade promotion differently from products that are not included in the product
categories or product groups# The system determines whether a product is included in a product
category or product group when you perform one of the following tas"s:
o )ssign or delete a product category or product group
o )ssign a product
The system sets the %dditional chec"bo to indicate that a product is not included in the product
categories or product groups that are assigned to the trade promotion#
)ggregated "ey figures
)ggregated "ey figures% such as volumes% add up in a hierarchy# !or eample% when you plan sales
volumes for two products in a product category% the total volume for the product category is the sum of
the volumes of the two products#
The aggregated "ey figures that you plan for included products are included in the total at product
category or product group level# The aggregated "ey figures that you plan for additional products have
their own product category or product group total and are included in the total at trade promotion level#
The Planning grid displays a line for the following items:
o The total at product category or product group level
o The products in the product category or product group% ecept for those that are assigned
individually as included products
o Each included product
&f you enter a total% for eample% total volume% at product category level% the system distributes it to all
the products in the product category# The system distributes the total using a reference "ey figure% such
as historical sales at the product category or product level# &t then subtracts the aggregated values of any
included products from the reference "ey figure at product category level# &f a reference "ey figure or
data is not available% the system distributes the total equally to the assigned product category and
products#
&f you manually overwrite values at the lower level% the system ta"es the new values as the basis for any
redistribution from product category to product level#
&f you enter a value at the lower level% the system aggregates the values at the lower levels and the
values in the line for all the products in the product category into a new total#
*on5aggregated "ey figures
*on5aggregated "ey figures% such as discount rates% do not add up in a hierarchy# !or eample% when
you plan a discount rate of 1($ : for two products in a product category% the discount rate for the
product category is equal to the discount rate of the two products#
The non5aggregated "ey figures that you enter at the total level are copied to the lower level# &f you
change a value at the lower level% so that the values at the lower level are different% the system displays
an asteris" (N) at the total level#
'ondition generation
&n order not to apply both the condition records at product level and the condition records at product
category or product group level% you have to ensure that the access sequences are set properly# The
condition records for campaign determination are generated for the product categories or product groups
that have included products assigned to the trade promotionK thus automatically including the included
products#
!und usages
&f the fund that is used for an eception product is different from the fund used for the product category
or product group% the system generates one fund usage per trade spend in the trade promotion# &t
generates one line item for the product category or product group and one line item per included
product# The value of the trade spend at product category or product group level is ta"en from the line
for all the products in the product category or product group% ecept for those that are assigned
individually as included products# The value of the trade spend at product category or product group
level is not ta"en from the total line at product category or product group level% in order not to include
twice the trade spend of the included products#
&f the same fund applies to the product category or product group and to the eception product% the
system creates only one fund usage# &f the fund for the product category or product group is different
from the fund for the eception product% the system calculates the fund usage amount separately# &t
calculates the fund usage amount for the line for all the products of the product category or product
group% ecept for those that are assigned individually as included products# Then it calculates the fund
usage amount for the eception products# The total of these amounts is assigned to the product category
or product group as one fund usage#
('cluded Products
)ggregated "ey figures
+hen you enter a total at a product category or product group level% you have to subtract the values for
the ecluded products#
,aseline
You have to reduce the baseline at a product category or product group level by ta"ing into account the
baseline of the ecluded products#
'ondition generation
!or campaign determination% pricing or rebate condition records are created with a value of .ero for
each of the ecluded products# +hen a sales order is created% campaign determination finds the trade
promotion and finds the .ero discount for the ecluded products#
&u#ing Patterns in 0olumes3Trade Sends Planning

You can use volumes3trade spends planning to include an account<s buying pattern# ) buying pattern describes
how much an account typically buys over a particular period of time (see )ccount $efaults for Trade
Promotions)#
*ote
&f you do not ma"e any settings for account defaults% the buying pattern is distributed equally#
End of the note#
Prerequisites
You have entered a period type and set the buying pattern indicator in 'ustomi.ing for Customer Relationship
Management under Marketing Marketing Planning and Campaign Management $asic Data
Define %dditional Date Ranges # The additional dates that you define are then included in the buying
pattern and transferred to ,usiness Planning and (imulation (,P() together with the plan dates#
!"amle
,y default% a buying pattern starts on a Monday# &n the following eample% however% the buying pattern starts
on a +ednesday# The table below shows how this affects planning#
The eample is based on a wor"ing wee" of seven days and a buying pattern of two wee"s# &n the first wee"%
the customer wants to buy =>?% in the second wee" A>?% the total number of items being 9>># &f the buying
pattern started on a Monday% this will be => items in the first wee" and A> in the second#
&f the buying pattern starts on a +ednesday% the planning is as follows for the same amounts:
Calendar
)eek
Formula for Calculating
&u#ing Pattern
Comments
'+9 =3B =>? 9>>
)s the buying pattern starts on a +ednesday% this is not a full wee"%
and the system only calculates =3B of the total#
'+:
;3B =>? 9>>
=3B A>? 9>>
The system ta"es the remainder of the calendar wee" that already
started followed by the first part of the following calendar wee"#
'+; ;3B A>? 9>> The system calculates the remainder#
Free %oods in 0olumes3Trade Sends Planning

You can use volumes3trade spends planning to plan free goods to be given away with a trade promotion# !or
eample% if an account buys 9>> pieces of a particular product% the account gets one free# !ree goods can be
product5dependent or product5independent#
Prerequisites
You have created a trade promotion and assigned to it a planning profile group that contains at least one
planning profile of type Free !oods or Product )ndependent Free !oods#
&n the Products assignment bloc"% you have assigned one or more free goods products# &f your planning
profile is of type Product )ndependent Free !oods% you have entered eactly one free goods product
that is applicable to all promoted products#
&n the Products assignment bloc"% you have specified how the free goods are accounted for# !or
eample% if you are giving away one free product for every 9>>% this product can be included in the 9>>
or it can be etra# This is used later in condition generation since this information is needed for billing
and invoicing purposes#
Features
/nce you have made these settings% the following new planning columns appear in volumes3trade spends
planning:
!ree goods ratio
!ree goods value
8ist price
The free goods and unit of measure are displayed# They are ta"en by default from the settings made in the
Products assignment bloc" but you can change them#
The free goods ratio is then used to calculate the number of free goods that can be given away in a trade
promotion# !or eample% you might want to give a free gift away for every 9> products that are sold# This "ey
figure then calculates how many free goods are required for the amount of stoc" that you are planning to sell in
your trade promotion#
The free goods value wor"s the other way round% depending on the quantity available# &n this case% you may
only have a limited amount of free goods to give away# Therefore% you want to calculate how many can be
given away for the amount of stoc" that you have and what the best ratio will be#
Integration &et/een SAP CRM and SAP SCM

The integration between ()P 'ustomer -elationship Management (()P '-M) and ()P (upply 'hain
Management (()P ('M) allows you to perform the following tas"s:
Transfer the baseline sales quantity from ()P ('M to ()P '-M
The baseline sales quantity is the basis for planning trade promotions (see Transferring the ,aseline
(ales Quantity)#
Transfer the uplift quantity from ()P '-M to ()P ('M
The planning of trade promotions or campaigns can be included in $emand Planning ($P) and (upply
*etwor" Planning ((*P) in ()P ('M (see &ntegration with $emand Planning and (upply *etwor"
Planning)#
The following figure shows the interaction between the various components:
&ntegration ,etween ()P '-M and ()P ('M
More Information
!or more information about $emand Planning and baseline sales quantity% see Demand Planning in the
()P )dvanced Planning and /ptimi.ation (()P )P/) component of ()P ('M#
!or more information about (upply *etwor" Planning% see Supply /et.ork Planning in the ()P )P/
component of ()P ('M#
Transferring the &aseline Sales 4uantit#

You can calculate the baseline sales quantity in ()P (upply 'hain Management (()P ('M)% transfer it to
,usiness Planning and (imulation (,P()% and then display it in an enhanced ,P( planning layout in volumes
and trade spends planning in ()P 'ustomer -elationship Management (()P '-M) #
*ote
&f you do not calculate the baseline sales quantity in ()P ('M% you can also load this data as eternal data into
,P( or manually fill the appropriate column in the enhanced planning layout#
End of the note#
Prerequisites
You have created the following "ey figures in the ()P *et+eaver ,usiness &ntelligence (()P *et+eaver ,&)
system used for ()P ('M:
1e# Figure ,ame Disaggregation Time Disaggregation Data T#e Unit
S)(P8)*, (upply Plan (,asis) ( P Q1)* >1*&T
S)(P8)*P (upply Plan (Promo) ( P Q1)* >1*&T
S)(P8)*T (upply Plan (Total) ( P Q1)* >1*&T
S)7&(T, 7istory (,asis) ( P Q1)* >1*&T
S)7&(TP 7istory (Promo) ( P Q1)* >1*&T
S)7&(TT 7istory (Total) ( P Q1)* >1*&T
S))$E1(T )d0ustments ( P Q1)* >1*&T
Procedure
9# &n the ()P *et+eaver ,& system used for ()P ('M% create master &nfo'ube %P- -utput
(TPM)P//1T) with the following info ob0ects:
o 'haracteristics: %P- Planning 'ersion (D)2E-(&/*)% %P- Product (D)M)T*-)% %P-
Location (D)8/'*/)
o Time characteristics: Calendar5"eek (>')8+EE6) (optional: Calendar Dear5Month
(>')8M/*T7))
o 6ey figures: Supply Plan *$asis+ (S)(P8)*,) (optional: Supply Plan *Promo+ (S)(P8)*P)%
Supply Plan *Total+ (S)(P8)*T))
o 1nits: 4nit of Measure (>1*&T)
:# Ma"e the baseline sales quantity available in the %P- -utput &nfo'ube (TPM)P//1T)#
!or more information% see ()P *ote =;C;>B#
;# &n ,P(% maintain the attributes for the planning areas as follows:
o Planning area CP, %P- $aseline (=TPMA>>>)
&n the RFC Connection field% enter the ()P *et+eaver ,& system used for ()P ('M that
contains &nfo'ube %P- -utput (TPM)P//1T)#
&n the )nfoCu#e field% enter &nfo'ube %P- -utput (TPM)P//1T)#
o Planning area CP, TPM $aseline (=TPMB>>>)
&n the RFC Connection field% enter the ()P *et+eaver ,& system that contains &nfo'ube
$aseline Sales 6uantity (>'PJ(8('D)#
&n the )nfoCu#e field% enter &nfo'ube $aseline Sales 6uantity (>'PJ(8('D)#
=# &n ,P(% in the planning function Return Plan Data (=TPM@999)% maintain the version and value type to
suit your needs#
@# &n ,P(% in the planning area %P-(S1M )ntegration (=TPM@>>>)% eecute planning function Return
Plan Data (=TPM@999)#
This planning function is in planning profile CP, Sales Planning .ith Promotions (=TPM>>>9)#
The system transfers the baseline sales quantity from &nfo'ube %P- -utput (TPM)P//1T) to
&nfo'ube $aseline Sales 6uantity (>'PJ(8('D)#
Result
&f you choose a suitable planning profile group (for eample% =TPM or =TP!) when creating the trade
promotion% you can display the baseline sales quantity in the enhanced planning layout in volumes and trade
spends planning# This allows you to plan% for eample% the uplift quantity#
Significant Ulift for AP'

There may be a mismatch between demand planners and sales teams regarding the uplift that is generated for a
specific trade event# $emand planners typically incorporate standard or regular trade events into their demand
plans and sales teams plan these events by creating uplifts# This function enforces a business process that
allows both "ey account managers (6)M) and sales teams to identify only trade events that cause a significant
uplift# The volume impact of the other trade events is assumed to be already incorporated into the plan of the
demand planner# This function includes transferring significant uplifts from ()P 'ustomer -elationship
Management (()P '-M)3()P *et+eaver ,usiness &ntelligence (()P *et+eaver ,&) to ()P )dvanced
Planning and /ptimi.ation (()P )P/)#
Prerequisites
You have made the settings in 'ustomi.ing for Customer Relationship Management ('-M)% by choosing
Trade Promotion Management $asic Data Define 4plifts #
Features
*ewly created trade promotions
$epending on the settings in 'ustomi.ing% the Significant 4plift indicator can be either selected and
disabled or deselected and enabled# +hen you release the trade promotion% if the Significant 4plift
indicator is:
o (elected% the significant uplift is transferred from ()P '-M3()P *et+eaver ,& to ()P )P/
/nce the transfer to ()P )P/ has been completed% you cannot deselect the Significant 4plift
indicator#
o $eselected% no significant uplift is transferred from ()P '-M3()P *et+eaver ,& to ()P )P/
Previously created trade promotions
!or bac"ward compatibility reasons% all previously created trade promotions have a blan" Significant
4plift indicator# )ll uplifts are automatically transferred from ()P '-M3()P *et+eaver ,& to ()P
)P/#
SAP Planning Content for Deals and Trade Promotions

This table shows the standard ,usiness Planning and (imulation (,P() planning ob0ects currently delivered for
deals and trade promotions:
Planning %rea >TPMECCC CP, Sales Planning .ith Promotions *'M1+
Planning 8evel =TPMD@>> )ccount Mgr 5 Promotions ((imulation)
Planning Profile =TPM>>>: 'P: Promotion Planning on +ee"ly ,asis
Planning Profile =TPM>>>C 'P: Promotion Planning 7ierarchy
Planning 8evel =TPMD@@> )ccount Manager 5 Promotions
Planning 8evel =TPMD@=> $eal Master 5 Trade Promotions
Planning Profile =TPM>>9> 'P: $eal Master for Trade Promotions
Planning 8evel =TPMD@B> )ccount Manager G Promotions ,P
Planning Profile =TPM>>99 'P: Promotion Planning +ee"ly ,asis ,P
Planning 8evel =TPMD@C> )ccount Manager G Promotions ,P4
Planning Profile =TPM>>9: 'P: Promotion Planning +ee"ly ,asis ,P4
Planning 8evel =TPMDA9> )cc# Mgr# 5 Promotions ()P/ (election)
Planning Profile =TPM>>>A 'P: Promotion Planning ()P/ (election)
Planning 8evel =TPMDC@> )ccount Manager 5 !ree54oods $iscount
Planning Profile =TPM>>>; 'P: Promotion Plng !ree54oods $iscount
Planning 8evel =TPMDCB> )ccount Manager G !ree 4oods $iscount ,P
Planning Profile =TPM>>9; 'P: Promotion Plng !ree 4oods $isct ,P
Planning 8evel =TPMDCC> )ccount Manager G !ree 4oods $iscount ,P4
Planning Profile =TPM>>9= 'P: Promotion Plng !ree 4oods $isct ,P4
Planning %rea >TPMFCCC CP, Sales and Promotions Plan5%ctual
Planning 8evel =TPMC@@> )ccount Mgr 5 Promotions (Print Preview)
Planning Profile =TPM>>>= 'P: Promotion Planning (Print Preview)
Planning 8evel =TPMCC@> )cc# Mgr# 5 !ree 4oods (Print Preview)
Planning Profile =TPM>>>@ 'P: Promo !ree54oods $isc(Print Preview)
Planning Profile !roup >T!9 Standard TPM 5 Target !roup G $P
(uitable for planning trade promotions with target group as planning customer (based on business partners)
Planning Profile =TPM>>99 'P: Promotion Planning +ee"ly ,P
Planning Profile !roup >T!; Standard TPM 5 Target !roup G $P&/
(uitable for planning trade promotions with target group as planning customer (based on business partner
hierarchy nodes)
Planning Profile =TPM>>9: 'P: Promotion Planning +ee"ly ,P7
Planning Profile !roup >T!< Standard TPM Free !oods 5 T! G $P
(uitable for planning trade promotions with free goods (based on business partners)
Planning Profile =TPM>>>B 'P: Promo !ree54oods $isc ()P/ (election)
Planning Profile =TPM>>9; 'P: Promotion Plng !ree 4oods $isct ,P
Planning Profile !roup >T!> Standard TPM Free !oods 5 T! G $P&/
(uitable for planning trade promotions with free goods (based on business partner hierarchy nodes)
Planning Profile =TPM>>>@ 'P: Promo !ree54oods $isc (Print Preview)
Planning Profile =TPM>>9= 'P: Promotion Plng !ree 4oods $isct ,P4
Planning Profile !roup >TPF Standard Trade Promotion *Free !oods+
(uitable for planning trade promotions with free goods (based on product groups)
Planning Profile =TPM>>>; 'P: Promotion Plng !ree54oods $iscount
Planning Profile !roup >TPM Standard Trade Promotion Management
(uitable for planning trade promotions (based on product groups)
Planning Profile !roup >DLM Standard Deal 5 Product !roup
(uitable for planning deals
Planning Profile =TPM>>9> 'P: $eal Master for Trade Promotions
Planning Profile !roup >TP9 TPM 5 &ierarchy .ith Funds
(uitable for planning trade promotions (based on product categories) with funds integration
Planning Profile =TPMDB>9: )P/ &ntegration
Planning Profile =TPMDB9>: TPM 5 Planning by 'ategory (Master)
Planning Profile =TPMDB99: TPM 5 (tandard Planning by 'ategories
Planning Profile =TPMDB9:: TPM 5 Planning by 'ategory ('ausals)
Planning Profile =TPMDB9;: TPM 5 Planning by 'ategory (/& 'ap)
Planning Profile =TPMDB9=: TPM 5 Planning by 'ategory (Ta"e -ates)
Planning Profile !roup >TP; TPM 5 &ierarchy .ith Funds *)ndirect+
(uitable for planning trade promotions for indirect accounts (based on product categories) with funds integration
Planning Profile =TPMDB;>: TPM 5 &ndirect Planning by P')T (Master)
Planning Profile =TPMDB;9: TPM 5 &ndirect (tandard Planning (P')T)
Planning Profile =TPMDB;:: TPM 5 &ndirect 'ausals Planning (P')T)
Planning Profile !roup >TP< TPM 5 &ierarchy .ith Funds *Tier !ro.th+
(uitable for planning tiered growth rebates for trade promotions (based on product categories) with funds
integration
Planning Profile =TPM>>>C 'P: Promotion Planning 7ierarchy
Planning Profile =TPMDB@>: T4- 5 2ar# 4rowth vs 8Y% Total (ales
Planning Profile =TPMDB@9: T4- 5 2ar# 4rowth vs 8Y% 2olume
Planning Profile =TPMDB@:: T4- 5 2ar# 4rowth vs 8Y% (ales
Planning Profile =TPMDB@;: T4- 5 !i# 4rowth vs 8Y% 2olume
Planning Profile =TPMDB@=: T4- 5 &ncr# 4rowth vs 8Y% Total (ales
Planning Profile =TPMDB@@: T4- 5 /ff5&nvoice
Planning Profile =TPMDB@A: T4- 5 (helves
Planning Profile =TPMDB@B: T4- 5 4rowth /ver Each Tier
Planning Profile =TPMDB@C: T4- 5 'lassic Tiers
Planning Profile =TPMDB@D: T4- 5 )ll Tiers
Planning Profile =TPMDBB>: T4- 5 Master $ata Profile
Planning Profile !roup >TP> TPM 5 &ierarchy *Display Pallet+
(uitable for planning trade promotions of type display pallet (based on product categories)
Planning Profile =TPMBB>>: $istribution 6ey
Planning Profile =TPMDB>9: )P/ &ntegration
Planning Profile =TPMDB:>: $isplay Pallet 5 Master
Planning Profile =TPMDB:9: $isplay Pallet 5 ,asic
Planning Profile =TPMDB::: $isplay Pallet 5 'ausals
Trade Promotion Monitoring

You can monitor trade promotions and view their statuses from red% yellow% or green traffic lights# !or this%
there are alerts that are predefined in ,usiness Planning and (imulation (,P()# You can also modify eisting
alerts or define your own ones#
*ote
!or more information% see 6P& 2aluation for an )lert in the ()P (trategic Enterprise Management (()P (EM)
component of ()P E-P 'entral 'omponent#
End of the note#
Features
You can use the following four predefined alerts that are contained in the CP, Sales Planning .ith Promotions
planning profile (=TPMD>>>) in ,P(:
)ncremental Costs (=TPMD@DA)
This alert shows the ratio of promotion budget to uplift quantity# This ratio gives you an idea of how
high the costs for the epected uplift can be#
'alculation: $udget (>,1$4ET) 3 4plift 6uantity (>1P8&JQTY)
The higher the value of this ratio% the better# The following traffic lights are displayed:
o -ed traffic light% if incremental costs are lower than >#@
o Yellow traffic light% if incremental costs are higher than >#@ and lower than :
o 4reen traffic light% if incremental costs are higher than :
)ncremental margin (=TPMD@DC)
This alert shows the ratio of net revenue to billed quantity# This ratio gives you an idea of how the
margin can develop as a result of the planned trade promotion#
'alculation: /et Re0enue (>'/P)*ET-2) 3 $illed 6uantity (>,&88JQTY)
o -ed traffic light% if incremental margin is lower than 9
o Yellow traffic light% if incremental margin is higher than 9 and lower than 9>
o 4reen traffic light% if incremental margin is higher than 9>
Return on )n0estment (=TPMD@D=)
This alert shows the return on investment (-/&) that a trade promotion can generate#
'alculation: *4plift 6uantity (>1P8&JQTY) 3 $illing 6uantity (>,&88JQTY)) (/et Re0enue
(>'/P)*ET-2) 3 $udget (>,1$4ET))
o -ed traffic light% if -/& is lower than 9
o Yellow traffic light% if -/& is higher than 9 and lower than @
o 4reen traffic light% if -/& is higher than @
4plift Ratio (=TPMD@D:)
This alert shows the ratio of uplift quantity to base quantity# This ratio gives you an idea of the effect the
planned trade promotion can have on sales#
'alculation: 4plift Ratio H 4plift 6uantity (>1P8&JQTY) 3 ($illing 6uantity (>,&88JQTY) G 4plift
6uantity (>1P8&JQTY))
o -ed traffic light% if uplift ratio is lower than >#>9
o Yellow traffic light% if uplift ratio is higher than >#>9 and lower than >#9>
o 4reen traffic light% if uplift ratio is higher than >#9>
Activities
You assign these predefined alerts in 'ustomi.ing for Customer Relationship Management under Trade
Promotion Management ey Figure Planning Define Planning Profile !roups %ssignment of
Traffic Lights #
SAP ,et)eaver &I Reorts for Marketing Pro(ects

This function allows you to display analyses from ()P *et+eaver ,usiness &ntelligence (()P *et+eaver ,&)#
You can call up ()P *et+eaver ,& reports from the %nalysis assignment bloc" of your mar"eting pro0ect#
Prerequisites
You have defined how to display ()P *et+eaver ,& reports in ()P 'ustomer -elationship
Management (()P '-M) in 'ustomi.ing for Customer Relationship Management under 4)
Frame.ork 4) Frame.ork Definition Display S%P /et"ea0er $) Reports in CRM # !or
more information% see the 'ustomi.ing documentation#
You have defined the +eb template you want to display in 'ustomi.ing for Customer Relationship
Management under Trade Promotion Management ey Figure Planning Define
Parameters for S%P /et"ea0er $) %nalysis #
You have assigned the +eb template to a planning profile group in 'ustomi.ing for Customer
Relationship Management under Trade Promotion Management ey Figure Planning
Define Planning Profile !roups %ssign $" %nalyses #
You have a user for ()P *et+eaver ,& and display authori.ation for the required reports#
Features
The analyses are fully integrated into Mar"eting# You can analy.e your mar"eting pro0ects conveniently
and directly in your mar"eting pro0ect without having to start ()P *et+eaver ,&#
You can enter tet in the reports% for eample% the ob0ectives of the analysis based on the findings of the
report#
You can also call up the reports in an eternal +eb browser#
Activities
9# &n your mar"eting pro0ect% go to the %nalysis assignment bloc" and select the report you wish to display#
:# $epending on the remote function call (-!') definition% you may need to enter your user in ()P
*et+eaver ,&#
Funds Integration

!unds integration enhances the functionality of the trade promotion management (TPM) solution by
incorporating claims and funds management functions# You can use the funds management functions to
determine which funds are used for your trade promotion activities# !or planning purposes% you can associate a
funds plan to the trade promotion% and associate particular funds to the trade promotion at various levels# &n so
doing% you can determine the epenses epected for the trade promotion and reserve budget accordingly#
Prerequisites
You have made settings for funds integration in 'ustomi.ing for Customer Relationship Management%
by choosing Trade Promotion Management Trade Promotions Funds )ntegration
Define Settings for Funds )ntegration #
&f you want to change the standard delivery 'ustomi.ing for automated funds association or automated
budget reservation% you have made the appropriate settings in 'ustomi.ing for Customer Relationship
Management% by choosing Trade Promotion Management $asic Data Define Status(
Dri0en 10ents #
You have made settings for availability control in 'ustomi.ing for Customer Relationship Management%
by choosing Funds Management %0aila#ility Control *%'C+ #
Features
!unds plan association
To use funds with your trade promotion% you must first associate a funds plan with your trade
promotion#
The administrator who manages budgets for trade promotions creates a funds plan that groups various
funds# Each funds plan has a planning period% currency% organi.ational data% and various attributes
assigned to it#
The "ey account manager (6)M) plans a trade promotion for a specific period of time# The system
ensures that the currencies of the trade promotion and the funds plan match% and that the date range for
the trade promotion falls within the planning period of the funds plan#
!unds association
) funds plan contains a set of funds# /nce a funds plan has been associated with your trade promotion%
you must determine which funds from the funds plan to use for your trade promotion#
You can set up funds for any of the "ey attributes% such as product% account% or trade spends# The 6)M
is given access to a specific set of funds% depending on which accounts and brands they manage# +hen
planning a specific trade promotion% the 6)M uses the funds to budget for the planning epenses#
There are two ways to associate funds to trade promotions:
o )utomated association
The system uses rules set up in the fund determination and availability chec" profiles to pic" the
relevant funds for the trade promotion# )utomated fund association is triggered during the status
transition of the trade promotion# You can set this up in 'ustomi.ing for Customer Relationship
Management% by choosing Trade Promotion Management $asic Data Define
Status(Dri0en 10ents #
o Manual association
&f you are familiar with how the funds are set up in the system% you can manually assign funds to
a trade promotion# The system uses the same rules as for automated association to restrict the set
of funds that can be associated to the trade promotion#
*ote
&f you manually assign funds to the trade promotion and then later trigger automated fund
association (with a change in the trade promotion status)% the system does not overwrite previous
funds that were assigned manually# &nstead% automated fund association only adds any relevant
funds that were not added during manual fund association#
End of the note#
+ith both automated and manual association% funds can be associated at the following levels:
o -oot
&f you associate the fund at the root level% the system uses only the data in the trade promotion
header to determine the relevant funds for the trade promotion# You should only use this option
if the funds in your system do not have product attributes defined# You can also use this option
for general purpose funds that are not for specific trade epenses#
o Product
You can associate a suitable fund for each product used in the trade promotion# The system
retrieves the funds applicable to the product (also including product category% product group and
product segment) based on the fund determination rules# 7owever% this assumes that the fund
you choose at the product level is applicable for all the trade spends you set up for the trade
promotion#
o Trade spend
The trade spend captures how you promote a product in your trade promotion# You can search
for a suitable fund for each trade spend used in your trade promotion# The system uses the
epense type that is mapped to your trade spend and the fund determination rules to determine a
suitable fund from the funds plan# This option should only be used if the funds in your system do
not have product attributes defined#
o Trade spend3product
You can also search for a suitable fund for each combination of product and trade spend# This is
the most precise way to associate a fund to your trade promotion if the funds in your system
have both product and account attributes defined# The fund details assignment bloc" is used to
associate the funds at this level#
)vailability control
You can manually chec" the availability of the associated fund(s) on the trade promotion detail page by
choosing More Check %0aila#ility #
!und budget reservation
+hen the trade promotion reaches a certain predefined status% the system begins to reserve budget for
the promotion from the funds# The system uses the trade promotion planning information to determine
mar"eting epenses# Then% based on the fund association% it determines which fund to use for these
epenses and reserves budget by creating a fund usage# !or each trade spend% the system creates a fund
usage that is displayed in the fund usages assignment bloc"#
There are two types of reservation: reserved and pre5reserved# The type of reservation depends on
certain statuses that can be maintained in 'ustomi.ing#
More Information
!unds Management
Trade (pends and $ates
)vailability 'ontrol in 'laims and !unds
)orking Conte"t &ehavior in Funds Management

*ote
The following is available for the trade promotion management business scenario#
End of the note#
+hether or not a wor"ing contet attribute displays in a ()P 'ustomer -elationship Management ('-M)
are defaulted whenever possible# !or eample% the wor"ing contet attributes are defaulted to a fund only after
the fund type is selected#
The matri below summari.es whether or not attributes specified in the wor"ing contet default into funds
management applications# !or eample% if a product category is defined in the wor"ing contet% the specified
product category value appears by default when you create a fund#
)ttribute and !unds Management )pplication Matri
Product* Product Categor#*
Product %rou
Account* Account +ierarch#
,ode* Target %rou
Start Date*
!nd Date
Funds Plan
ID
Fund Creation Yes Yes% ecept for Target 4roup *o Yes
Fund Search Yes Yes% ecept for Target 4roup *o Yes
Fund 4sage
Search
Yes Yes% ecept for Target 4roup *o Yes
$udget Posting
Search
*o )ccount only *o Yes
More Information
+or"ing 'ontet
+or"ing 'ontet ,ehavior in 'laims Management
+or"ing 'ontet ,ehavior in Trade Promotion Management
Claims in the TPM &usiness Scenario

Trade claims are claims created in the trade promotion management (TPM) business scenario# There are three
different claim types:
9# &nvoice claims
:# $eduction claims
;# $irect payments

*ote
1sers in this scenario are claim analysts who are typically assigned to one of the following business roles:
Trade Promotion Professional
Trade 'laims Professional
Trade !inance Professional
End of the note#
In%oice Claims
The claim analyst can create an invoice claim when they receive an invoice document from an account#
The account claims an agreed amount from the brand owner regarding a trade promotion# The level of detail
can vary# (ome invoices might simply include the amount% and an eplanatory note# /ther invoices might
include detailed information about the activities underta"en by the account% as well as proof of performance
information# The claim analyst wor"s with the invoices in different ways% depending on the level of detail
provided by the account#
&nvoice claims are integrated with !unds Management# )n invoice claim ma"es use of the funds determination
and availability chec" features of !unds Management#
&nvoice claims must reference a mar"eting pro0ect# +hen the claim is validated% approved amounts can be paid
to a single payee% or to multiple payees#
The claim analyst can also schedule invoice claims for periodic processing and payout# !or more information%
see (cheduling of &nvoice 'laims#
Deduction Claims
$eduction claims allow an account to claim the amount spent implementing a trade promotion# The account
does this by not paying the whole amount of an invoice# The deducted amount is detected in ()P E-P and the
system creates a dispute case for the amount of the open items# The deduction is represented as a claim
submission in ()P '-M# The claim analyst can create one or more deduction claims from the claim
submission#
Direct Pa$ments
!or more information% see $irect Payments in TPM#
Validation and Target Group Changes
'laim analysts can validate claims for individual accounts in the target group (rather than the entire target
group) if the following prerequisites are fulfilled when you assign a trade promotion to a claim:
The trade promotion has a target group as its planning account
The trade promotion has a validation profile that supports the multiple5account scenario
+hen the claim analyst assigns a trade promotion to a claim% the system chec"s which members of the target
group were in the target group at the time of the promotion# This feature chec"s the customi.ed date range to
limit the target group members that you can add to the claim to the ones that were actually active when the
trade promotion was running# !or more information on the customi.ed date range% see the 'ustomi.ing
documentation for Customer Relationship Management under Claims Management 'alidation
Define 'alidation Profile #
Validation and Claims Corrections
&f you call up the relevant validation sheet and the Correction chec"bo (read5only) under 'alidation Sheet
Details is chec"ed% this means that a claim correction was created#
)ll the information from the original claim and all the corrected data is included in the validation sheet# &f you
call the validation sheet of a corrected claim% you can view the information from the original claim# &f you
correct the data and save it% you can view only the new (corrected) information from this time on#
!or more information% see 'laim 2alidation 1sing the 2alidation (heet#
Integration
Trade claims are integrated with funds management# !or more information% see !unds Management#
More Information
'laim (ettlements
2alidation (heet
Integration of the 0alidation Sheet /ith SAP ,et)eaver &usiness Intelligence

6ey figures from ()P *et+eaver ,usiness &ntelligence (()P *et+eaver ,&) are displayed for claims in the
trade promotion management (TPM) scenario in the validation sheet#
&n the validation sheet% you can display two planning layouts for the "ey figures# &n the single5account scenario%
in the assignment bloc" 'olumes and Spends% you see the following two views:
'olumes (upper section)
Spends (lower section)
Prerequisites
You have:
Made the required settings in 'ustomi.ing for Customer Relationship Management under
Marketing Marketing Planning and Campaign Management ey Figure Planning Define
Planning Profile !roups
Edited the planning profile groups in 'ustomi.ing for Customer Relationship Management under
Claims Management 'alidation Define Planning Profile !roups
Features
The validation sheet uses the following planning services features:
9# Two or more planning layouts on one page
&f you want to display two or more planning layouts for "ey figure planning in the validation sheet at the
same time% for eample% as in the single(account scenario% the relevant planning profiles must fulfill the
following prerequisites:
9# )t least one characteristic must appear in both planning profiles% and it must have different
values# !or eample% the characteristic H'ountryI is contained in both planning profiles% but in
the first planning profile% it has the value H4ermanyI and in the second planning profile% it has
the value H1nited (tatesI#
&f this rule does not apply% the system chec"s the second rule#
:# Each planning layout must have a different set of "ey figures and none of the "ey figures may be
present in both planning layouts#
&f neither rule is valid% two planning profiles cannot be displayed at the same time#
:# Paginated "ey figure planning results
&n the multiple(account scenario% the validation sheet is paginated#
!or more information about setting up the multiple5account scenario% see ()P *ote 99:@A@A#
Paginating the "ey figure planning results is useful for any planning scenario% but it is especially useful
for displaying large amounts of data# !or more information% see ()P *ote 999@:A;#
More Information
6ey !igure Planning
Planning Profile 4roup and Planning Profile
Planning /b0ect in 6ey !igure Planning
Disute Management

*ote
$ispute Management is part of ()P E-P and is only valid for the TPM scenario#
End of the note#
You use ()P $ispute Management to manage open account receivables ()-) items# To trac" and resolve
disputed )- items% you can create dispute cases that collect the data you need to process the case# 7owever%
there are cases where the processing of the dispute case is not carried out in ()P $ispute Management% but in
an eternal application# !or eample% trade claims are processed in the '-M application by users wor"ing with
Trade Promotion Management (TPM)#
$ispute cases are created or changed in ()P $ispute Management# ()P $ispute Management passes the
control of the dispute case to the eternal application#
The eternal application can return control of the dispute case to ()P $ispute Management# ()P $ispute
Management can notify the eternal application if the dispute amount changes#
Prerequisites
Customi3ing in SAP C!M
Select FSCM Dispute Management System
You can select the E-P system that runs the dispute management application that you want to connect to the
()P '-M system#
Customer Relationship Management Claims Management Select FSCM Dispute Management
System
*ote
You also need to ensure that 'laims Management is integrated with E-P% in accordance with ()P *ote
9>AD=9>
End of the note#
Map Dispute Case Types to Transaction Types
You can you map the dispute case type from the E-P system to the claim type in the '-M system#
Customer Relationship Management Claims Management Map Dispute Case Types to
Transaction Types
Define /ote Types for Claim Su#mission
You can define which note type for a claim submission is used to display the notes from a dispute case#
Customer Relationship Management Claims Management Define /ote Types for Claim
Su#mission
Dispute Management Customi3ing in SAP (!P
*avigate to:
Financial Supply Chain Management Dispute Management Dispute Case Processing
Transfer to 17ternal %pplications
-un the following program periodically to transfer dispute cases to '-M:
1$MJP1,8&(7J$&(P1TEJ')(E(
More Information
!or more information on creating dispute cases% see ()P 8ibrary for ()P $ispute Management for !&5)-
(!&*5!('M5$M) on ()P 7elp Portal at http:33help#sap#com#
Claim Su-missions

This is the dispute case that represents the deductions that the account made with regard to a particular bill# The
deducted amount is detected in ()P E-P and the system creates a dispute case for the amount# The claim is
represented as a claim submission in ()P 'ustomer -elationship Management (()P '-M)# 'laim
submissions are only applicable for the trade promotion management (TPM) business scenario#

The claim analyst can create deduction claims and chargebac"s from a claim submission#
*ote
!or detailed information about the amounts shown on claim submissions as of '-M :>>B (P>:% see ()P *ote
99;:9;A#
End of the note#
More Information
$eduction 'laims
$ispute Management
'hargebac"s
Direct Pa#ments in TPM

$irect payments are a special form of claim5li"e documents in 'laims and !unds Management# They are
typically used to pay out smaller amounts to a number of third5party dealers without a direct business
relationship# These third5party dealers procure their products from related wholesalers# Typically% these third5
party dealers are smaller shops% such as "ios"s#
$irect payments are initiated by the claim analyst and3or related "ey account manager# They are related to
funds% not to a specific trade promotional event or account plan activity#
$irect payments are targeted for multiple payees where no detailed and system documented planning has been
considered# The validated and therefore payable amount% based on the assigned funds% is distributed and settled
to the payees assigned#
$irect payments are handled in the same way as invoice claims#
Features
(ettlement occurs immediately after the claim is approved and saved#
&n the TPM scenario% direct payment can be made to multiple payees#
Activities
!or direct payment to multiple payees% you select the payees% the funds to be paid from% and one of the
following distribution methods:
Manual $istribution
You select the Payee &$s of the people or organi.ations that you want to pay directly#
Equal $istribution
)fter selecting 1:ual Distri#ution in the dropdown list% you clic" 4pdate to set equal distribution of the
available amount to each payee#
Percentage $istribution
You specify the percentage of the available amount from the selected funds for payment to be paid to
each payee
Processing Deduction Claims

Deduction Claim Su&missions
) customer does not pay the whole amount of an invoice# This is detected in ()P E-P# ) dispute case is created
in ()P E-P# The dispute case is transferred to '-M for processing# ) claim submission represents the dispute
case in the '-M system#
The claims analyst can search for claim submissions that have a status /e. to find automatically created claim
submissions#
Creating Deduction Claims
The claim analyst can create one or more deduction claims from a claim submission# There could be deduction
claims already created for the claim submission# &f the claim submission has an unresolved amount% the claim
analyst can create deduction claims#
The claim analyst can attach information to the claim% for eample proof of performance documents% or add a
note# The claim analyst can validate the claim in the resolution bloc"# This is a lean validation#
*ote
!or configuration information about the resolution bloc"% refer to the following document:
Entry and $etermination of )mounts in Mar"eting Pro0ects
End of the note#
The claim analyst can perform a detailed validation by using the validation sheet#
The claim analyst must also verify the predetermined fund% or choose another#
Cop$ing Deduction Claims
The claim analyst can copy deduction claims#
Assigning a Trade Promotion to a Claim
The claim analyst can assign one or multiple trade promotions to a claim by using the %dd Promotion feature#
The claim analyst edits the mandatory attributes and saves the deduction claim# The system chec"s whether all
mandatory attributes are entered#
Splitting a 9ine Item in the !esolution Assignment #lock
The claim analyst can use this feature to maintain additional funds in the resolution table# The claim analyst can
select a line item in the resolution assignment bloc"# &f the claim analyst decides to split the line item% the
system creates two new line items directly under the selected line item# The first line contains the original data#
!esol%ing Target Groups
This resolution feature is available when a trade promotion that you assign to the claim has a target group as its
planning account and has a type with a validation profile that supports the multi5customer scenario# +ith such a
trade promotion% you validate the claim for individual members of the target group instead of the target group
as a whole# 1se the More %dd Target !roup Mem#er feature to select those members of the
target group for which you want to validate part of the overall claimed amount#
!esol%ing Product Segments
This resolution feature is available when a trade promotion that you assign to the claim has a product segment
assigned to it# +ith such a trade promotion% you validate the claim for individual product categories or products
in the product segment instead of the product segment as a whole# You are automatically shown each product
category in the product segment as an etra line# &f the product segments contains products for which no
product category can be determined% you are shown each of these products as an etra line#
Appro%ing Claims
The approval process depends on your customi.ing settings# The claim analyst can manually approve claims% or
the system can automatically approve them# The system chec"s whether the claim can be approved
automatically or if the claim must be approved manually#
The claim analyst approves the entire claim document# &t is not possible to approve% re0ect individual items or to
submit them into the approval process# The approval releases the document for the creation of settlements for
all claim items#
Escalating 'laims for )pproval
The system automatically determines the person responsible to approve the claim# &f the determined person
responsible is unable to approve the claim they can escalate the claim to the colleague responsible#
1eader Status
) deduction claim is header5oriented# )ll line items are processed together% and aggregated to the header value#
) header5oriented claim has the following features:
The claim analyst sets the status at the header level of the claim#
The status is inherited to item level#
The system sets the status at item level% for eample Settled#
The claim analyst cannot edit the status at item level#
Closing Deduction Claims and Claim Su&missions
To close deduction claims and claim submissions% you need to use transaction CRMD_CLA_CLOSE% which
includes a number of chec"s# !or more information% see the online help of the transaction#
To obtain information about the results of the chec"s during an attempt to close claim submissions% use the
17tended Log option of the transaction#
More Information
!unds Management
'laim (ettlements
Processing Invoice Claims

Creating In%oice Claims
The claim analyst can create invoice claims# The claim analyst must assign a trade promotion to the claim# The
claim analyst can:
)ttach information to the claim% for eample proof of performance information
)dd a note
2alidate the claim in the resolution bloc" (lean validation)
Perform a detailed validation by using the validation sheet
*ote
!or configuration information about the resolution bloc"% refer to the following document:
Entry and $etermination of )mounts in Mar"eting Pro0ects
End of the note#
The claim analyst must also verify the predetermined fund% or choose another# The claim analyst can assign
prepayments for claim settlements#
Cop$ing In%oice Claims
The claim analyst can copy invoice claims#
Assigning a Trade Promotion to a Claim
The claim analyst can assign one or multiple trade promotions to a claim by using the %dd Promotion feature#
Splitting a 9ine Item in the !esolution #lock
The claim analyst can use this feature to maintain additional funds% payees or prepayments in the resolution
table# The claim analyst can select a line item in the resolution assignment bloc"# &f the claim analyst decides to
split the line item% the system creates two new line items directly under the selected line item# The first line
contains the original data#
!esol%ing Target Groups
This resolution feature is available when a trade promotion that you assign to the claim has a target group as its
planning account and has a type with a validation profile that supports the multi5customer scenario# +ith such a
trade promotion% you validate the claim for individual members of the target group instead of the target group
as a whole# 1se the More %dd Target !roup Mem#er feature to select those members of the
target group for which you want to validate part of the overall claimed amount#
!esol%ing Product Segments
This resolution feature is available when a trade promotion that you assign to the claim has a product segment
assigned to it# +ith such a trade promotion% you validate the claim for individual product categories or products
in the product segment instead of the product segment as a whole# You are automatically shown each product
category in the product segment as an etra line# &f the product segments contains products for which no
product category can be determined% you are shown each of these products as an etra line#
Appro%ing Claims
The approval process depends on your 'ustomi.ing settings# The claim analyst can manually approve claims%
or the system can automatically approve them# The system chec"s whether the claim can be approved
automatically or if the claim must be approved manually#
The approval cannot be done for the entire claim document# The claim analyst can approve or re0ect individual
items# The approval of one item releases the item for the settlement process% independent of the status of the
other items#
Escalating 'laims for )pproval
The system automatically determines the person responsible to approve the claim# &f the determined person
responsible is unable to approve the claim they can escalate the claim to the colleague responsible#
1eader Status
)n invoice claim is item5oriented# This means that the header status is simply summary information about the
claim# The claim analyst can set the status of all items in the header#
)n item5oriented claim has the following features:
The claim analyst sets the status of an item for the claim by selecting a new status#
The system aggregates item statuses to header level#
The claim analyst cannot edit the header status#
&n 'ustomi.ing% you can implement a header5oriented approach instead of the item5oriented approach#
More Information
(cheduling of &nvoice 'laims
!unds Management
'laim (ettlements
Scheduling of Invoice Claims

You can schedule the generation of claims to:
)utomate the claims process in cases where the manufacturer epects to perform regular payments
Potentially control when claims balances appear in financial accounting figures
) scheduled claim is always an invoice claim type as a scheduled claim involves a payment to a retailer#
Eample
)n account has negotiated that as part of a growth rebate it gets paid quarterly throughout the year# -ather than
requiring the account to submit a quarterly claim% you schedule a regular quarterly claim for that account#
End of the eample#
Prerequisites
You have defined the following:
)n invoice claim transaction type for scheduled claims in 'ustomi.ing for Customer Relationship
Management% by choosing Trade Promotion Management Trade Promotions Claims
)ntegration Maintain Transaction Types for )n0oice Claims #
) validation profile% organi.ational data% products% and trade spends for the trade promotion#
Features
You can do the following with scheduled claims:
$efine the payment schedule
(et the time period and the interval (in units of days% wee"s% or months) for scheduled claim processing#
'reate the scheduled claim either immediately or in the bac"ground as part of a batch process
) batch process is useful when there are a number of scheduled claims to create for the specified period#
$elete or cancel scheduled claims
*ote
&f a scheduled claim has been paid% you can only cancel it% you cannot delete itK it remains in the system
as a claim that was paid# You cannot delete a scheduled claim if it% or any of the line items it contains%
has the status To $e %ppro0ed#
End of the note#
Each scheduled claim is validated by the system prior to payment#
)ll scheduled claims for a trade promotion are listed in the Scheduled Claims assignment bloc"# Each line in
the assignment bloc" represents one scheduled claim% which itself is composed of one or more trade spends#
*ote
You cannot convert a deduction or invoice claim into a scheduled claim# $eduction and invoice claims appear
in the Claims assignment bloc"% not the Scheduled Claims assignment bloc"#
End of the note#
) template claim is a scheduled claim that does not yet appear in actual accounting figures# ) template claim
cannot go through the settlement process# You can implement template claims in 'ustomi.ing for
Customer Relationship Management Trade Promotion Management Trade Promotions Claims
)ntegration $usiness %dd()ns $%d), Data Modifications for Scheduled Claims #
Prea#ments

This is money paid to accounts for future trade promotions# The customer uses the funds for future trade
promotions% as agreed with the consumer products company#
*ote
To wor" with prepayments% you need to implement the customi.ing described in $ispute Management#
End of the note#

The consumer products company can decide to prepay customers for future trade promotions#
)fter a trade promotion% the customer submits an invoice to the brand owner for the costs incurred# &f
applicable% the customer can also submit proof of performance documentation to the consumer products
company#
The consumer products company validates the claim and creates a settlement# The validated amount% or part of
it% is then offset against the balance of the prepayment# The customer does not receive payment for the invoiceK
the balance of the prepayment amount is reduced#
) fund must be assigned to the prepayment# You must select the fund% or funds% when creating a prepayment#
+hen you create an invoice claim% you can assign prepayments to the claim items# The validated amounts for
these items are not paid out% they are offset against the prepayment#
Structure
) prepayment consists of a header that provides overview information about the prepayment# You can view the
items associated with the prepayment% including fund and pro0ect assignments# !und assignments are displayed
at item level#
*ote
Pro0ect assignments are optional# ) prepayment can only be used for validating a certain trade promotion if the
trade promotion is entered in the Project %ssignment assignment bloc"
End of the note#
More Information
!unds Management
&nvoice 'laims
Processing Prea#ments

Creating Prepa$ments
You can create prepayments in the system to prepay customers for future trade promotions#
+hen the prepayment is in status To $e %ppro0ed% a fund usage item is created in funds#
+hen the prepayment is approved% the system transfers the prepayment to the settlement due list# The
prepayment amount for the fund item(s) is communicated to the !unds Management component#
+hen all items at item level have a status Settled% the system sets the header status to Fully Settled#
'anceling a prepayment invalidates it# ) canceled prepayment still eists in the system but it cannot be used in
the claim resolution process#
Appro%ing and Settling Prepa$ments
Prepayments must be approved before they can be settled#
1nless you have the necessary authori.ations to approve prepayments% the system triggers a wor"flow process#
Your approval manager receives the prepayment in their waiting list# The approval manager can then set the
status to %ppro0ed#
&f the approval manager decides not to approve the prepayment% for eample% if the amount is too high% then
they can set the status to Returned# The system returns the prepayment to the user who created it# You% as that
user% can change the status to )n Process% and edit the prepayment#
+hen all items at item level have a status Settled% the system sets the header status to Fully Settled#
*ote
) prepayment can only be used in the claim resolution process when it is completely settled#
End of the note#
*ote
The statuses "ritten -ff and Closed cannot be set in prepayments#
End of the note#
Trans"erring Prepa$ments
You can reassign prepaid amounts between funds% and transfer prepaid amounts to different funds entirely#
-eassigning prepaid amounts involves changing the funds involved% not the prepaid amount#
Eample
You distribute E1- :>%>>> between two funds evenly:
!und 9: 9>%>>> dollars
!und :: 9>%>>> dollars
You then decide to transfer the prepaid amount to two different funds entirely:
!und ;: D%>>> dollars
!und =: 99%>>> dollars
The prepaid amount remains :>%>>> dollars
End of the eample#
You can also transfer prepaid amounts to different funds# !or eample% if funds need to be closed at the end of
the fiscal year% you can transfer the remaining prepaid amounts to a different fund so that their original fund can
be closed#
The system represents the transfer as a carried5over prepayment#
Creating Collecti%e Prepa$ments
You can also combine multiple prepayments into a single collective prepayment and assign the collective
prepayment to a different fund from the original individual prepayments#
Eample
You want to close a fund at the end of the fiscal year% but there are still several open prepayments assigned to it%
so that you cannot close the fund# /ne solution would be to transfer each prepayment individually to a new
fund as a carried5over prepayment# 7owever% this means a lot of etra wor" when each prepayment has only a
small remaining amount so that the prepayments are li"ely to be closed themselves soon after the transfer# To
minimi.e the wor"% you can create a collective prepayment from the original prepayments and assign it to a
new fund# This enables you to close the original funds#
End of the eample#
'ollective prepayments behave similarly to carried5over prepayments#
(!P Integration
+hen the prepayment is settled% a settlement is created# This settlement creates an accounting document in
E-P# The accounting document creates a dispute case# &n the dispute case% the original disputed amount is equal
to the original prepaid amount# +hen the prepayment is used in the claims process% the disputed amount in the
dispute case is reduced#
Carried$'ver Prea#ments

'arried5over prepayments are prepayments for a future date that consumer products companies do not pay to
the customer# ) carried5over prepayment is always created from an eisting ob0ect in the system# ) carried over
prepayment creates a dispute case in !('M% and has similar characteristics to the prepayment ob0ect#

&f the consumer products company considers a claim submission invalid% they can create a carried5over
prepayment for the whole amount% or a part of it# This means that the owed amount is not paid out to the
customer for the net promotion if the carried5over prepayment is used in a subsequent claim#
*ote
The consumer products company can also demand the money bac" by creating a chargebac"#
End of the note#
There are different reasons why you might consider the claim submission invalid% the customer might not have
fulfilled their contractual obligations% for eample#
You can create carried5over prepayments from:
'laim (ubmissions
You can create a carried5over prepayment from a claim submissions document# You can create the
carried5over prepayment for any amount up to the unresolved amount#
'hargebac" $ocument
You can create a carried5over prepayment from a chargebac" document#
Prepayments
+hen you transfer a prepayment to another fund% the system represents this process as a carried5over
prepayment#
+hen you want to transfer multiple prepayments with small remaining amounts to a single new fund%
you can combine them into a collective prepayment that you assign to the new fund#
!"amle
) deduction eists in E-P !('M for E1- 9%>>># This deduction is transferred to '-M for further clearing#
This deduction is represented as a claim submission for E1- 9%>>>% in the '-M system# The consumer
products company creates a carried5over prepayment for a maimum of E1- 9%>>># The carried5over
prepayment is not paid out since the money has already been deducted#
The carried5over prepayment can be used in the claim process as a normal prepayment#
More Information
'hargebac"s
Prepayments
Charge-acks

) chargebac" operation is performed by a consumer products company in order to recover money from a
customer in the event the customer deducted too much from a claim#
The over deducted amount could be for costs related to:
non5performed services
insufficient proof of services
a trade promotion that was not eecuted
There are two types of chargebac"s:
funds(#ased O used to recover the validated portion of a deduction
project(#ased O used to recover the validated portion of deduction by means of a carried5over
prepayment that will be applied to a future trade promotion
&n either case% a chargebac" produces one of three possible results:
payment: the chargebac" amount is recovered from the customer
carried5over pre5prepayment: the amount is applied to the customer<s account for use in future trade
promotions# &n this case the chargebac" amount is considered recovered#
write5off
Eample
Funds(#ased charge#ack
) customer receives an invoice from the consumer products company for T9>%>>> for shipped goods but pays
only TD%>>> because T9%>>> was deducted for a trade promotion#
1pon receipt of the deduction the consumer products company<s E-P system creates a dispute case for T9%>>>
which is transferred to '-M where an associated claim submission is created# The '-M claims analyst
eamines the claim and determines that the deduction is invalid because there was no trade promotion
agreement# )s a result a chargebac" is created to recover T9%>>> from the customer#
Project(#ased charge#ack
) customer receives an invoice from the consumer products company for T9>%>>> for shipped goods but pays
only TC>>> because T:%>>> was deducted for promotion epenses according to the terms of an eisting
agreement between the two parties#
1pon receipt of the deduction the consumer products company<s E-P system creates a dispute case which is
transferred to '-M where an associated claim submission is created# The '-M claims analyst eamines the
claim and determines that only T9%>>> of the claimed T:%>>> is valid# )s a result a claim settlement is created
for the valid portion and a chargebac" requesting T9%>>> is sent to the customer#
End of the eample#

+hen a customer sends an invoice payment to E-P that is less than the epected amount% the system
automatically creates a dispute case which is then transferred to '-M where it becomes a claim submission#
The claims analyst determines which portion of the disputed amount is valid and creates a chargebac" to
recover the invalid portion of the claimed deduction#
&f it is determined that the amount cannot be recovered the chargebac" status is set to Proposed uncollecti#le#
1pon approval% the status is reset to 4ncollecti#le and the settlement process is triggered# +hen the settlement
process is completed the chargebac" status is automatically set to "ritten(off#
Integration
'hargebac" operations impact claim submission and dispute case documents# The chargebac" also impacts
funds management as the chargebac" balance is updated in the funds chec"boo"#
+andling Charge-ack Documents

The chargebac" process is used to recover funds when the claims analyst determines that all or a portion of a
claimed deduction is invalid#
There are two types of chargebac"s:
funds(#ased O used to recover the validated portion of a deduction that has no relationship to trade
promotions
project(#ased O based on a dispute case and deduction claim associated with a trade promotion#
Integration
The following predecessor documents precede the creation of a chargebac":
dispute case and claim su#mission O can be associated with one or more chargebac"s documents# )
funds5based chargebac" can be created directly from a claim submission#
deduction claim O only applies to pro0ect5based chargebac"s related to trade promotions
The following items can be created as a result of a chargebac":
carried(o0er prepayment O used to credit a chargebac" amount to a customer for use in a future trade
promotion activity
.rite(off O a mechanism used to eliminate (Uwrite5offU) amounts that are considered unrecoverable
Prerequisites
&n order to create a funds5based chargebac" there must be a claim submission that has not already been written
off or closed#
&n order to create a pro0ect5based chargebac" there must be a deduction claim with a re0ected amount that is
greater than .ero (R>)#
!"amle
Creating a funds(#ased charge#ack that is not related to a trade promotion
The following sequence describes how a chargebac" is created from a claims submission with associated
dispute case:
9# +ith the claims document containing an unresolved amount open in '-M% the user clic"s the Follo. up
button and selects charge#ack from the dropGdown listing# The chargebac" document opens with basic
fields pre5filled from the preceding claim document#
:# The chargebac" amount is entered in the Funds %ssignment bloc" and the concerned fund is selected#
The chargebac" amount is copied to the Collecti#le column in the Funds %ssignment bloc" and to the
document header# The chargebac" amount is also recorded in the related claims submission document#
;# +hen the chargebac" is approved (status V %ppro0ed) the amount is deducted from the available
amount in the selected fund and no further modifications can be made to the chargebac" amount# The
Charge#ack Reco0eries assignment bloc" becomes active#
=# ) request must be sent to the customer requesting the amount#
@# 1pon receipt of payment% the amount is ta"en into account in E-P !inancials and applied to the related
dispute case#
A# The '-M analyst performs a manual search for the matching dispute case and updates it according the
recovered amount#
B# The associated chargebac" document is opened in '-M and the recovered amount is entered in the
Charge#ack Reco0eries assignment bloc"#
C# +hen the chargebac" amount has been recovered the chargebac" status is automatically set to
Reco0ered#
*ote
+hen a chargebac" amount is recovered in '-M an equivalent amount must be applied to E-P !inancials to
ensure consistency between the claim submission and the dispute case#
End of the note#
Creating a project(#ased charge#ack from a deduction claim
The following describes how to create a chargebac" from a deduction claim:
9# 'reate a claim and enter a re0ected amount#
:# 'lic" on the Follo. up button and select Charge#ack from the list of follow5up documents# The system
automatically copies the details to the chargebac" document#
) pro0ect5based chargebac" is created#
;# !ollow steps ; through C in the previous procedure#
)rite$'ffs

You use the write5off process to Uwrite5offU amounts that are either unresolved or uncollectible# ) write5off for
an unresolved amount applies to an amount that was deducted from a claim submission while a write5off for an
uncollectible amount applies to an amount specified in a chargebac" document#
There are two types of write5offs:
claim su#mission .rite(off O applies to a claim submission with an unresolved amount that is too small
to 0ustify collection# This type of write5off is processed as a batch operation that is run offline on a large
number of claim submissions#
charge#ack .rite(off O used in situations such as when the amount of a chargebac" is considered
uncollectible because there is no possibility of recovery# This type of write5off is performed directly
from a chargebac" document and is processed as part of a claim settlement process#

Claim Su#mission "rite(-ff
This batch operation is used when you have a large number of claim submissions to process# You can use the
batch write5off to write5off all claims with an unresolved amount that is less than a specified minimum amount#
The batch operation automatically updates all processed claim submissions by setting their status to "ritten(off
and informs E-P of the status change so that related dispute cases can be updated# ) separate write5off process
is performed in E-P to write off amounts in corresponding dispute cases#
You can only run a batch write5off operation for claims submissions that meet the following preconditions:
must not have "ritten(off% Return Control to 1RP or Completed status
all related claims settlement requests are settled
all related carried over prepayments are settled
the unresolved amount is less than the predefined minimum threshold amount
all related chargebac"s have a collectible amount of .ero
Charge#ack "rite(-ff
You can write5off a chargebac" as part of the claim settlement process# This operation can only be performed
on chargebac"s that have a status of 4ncollecti#le# The result is that the uncollectible amount of the chargebac"
is written5off# *o partial settlements are allowed#
You write5off the uncollectible portion of a chargebac" as a result of the following sequence of events:
9# )fter recovering collectible amounts the claims analyst determines that the remaining portion of the
chargebac" is uncollectible and sets the chargebac" status to proposed uncollecti#le#
:# +ith manager approval the status is reset to uncollecti#le and the chargebac" appears in the claim
settlements due list#
;# +hen items in the settlements due list are processed:
o the uncollectible amount is automatically written off and the status in the chargebac" document
is set to .ritten(off
o both write5off and chargebac" balances are updated in funds management
=# The system creates a credit memo for accounting and clears the dispute case related to the originating
claim submission#
@# The chargebac" amount is shown as "ritten -ff in the associated claim submission and the amount
appears as a credit in the corresponding dispute case#
*ote
/nce the uncollectible amount is written5off there can be no further recoveries#
The claim analyst can recall a the write5off an a chargebac" using the Recall "rite(-ff feature in the
chargebac" document# &n this event the associated settlement document is cancelled and the analyst can then
recover additional amounts#
End of the note#
)orking Conte"t &ehavior in Claims Management

*ote
The following is available for the trade promotion management business scenario#
End of the note#
+hether or not a wor"ing contet attribute displays in a ()P 'ustomer -elationship Management ('-M)
are defaulted whenever possible# !or eample% if the wor"ing contet has the )ccount attribute set% the value is
defaulted for the claiming account and payee in an invoice claim only if the claiming account qualifies as a
payee#
The matri below summari.es whether or not attributes specified in the wor"ing contet default into claims
management applications# !or eample% if a product category is defined in the wor"ing contet% the specified
product category value appears by default when you create a claim#
)ttribute and 'laims Management )pplication Matri
Product* Product Categor#*
Product %rou
Account* Account +ierarch#
,ode* Target %rou
Start Date*
!nd Date
Funds
Plan ID
Claim Creation *o Yes% ecept for Target 4roup *o Yes
Claim Search Yes% ecept for Product 4roup)ccount only Yes *o
Prepayment
Creation
*o )ccount only *o Yes
Prepayment Search *o )ccount only *o Yes
Claim Su#mission
Search
*o )ccount only *o *o
Settlement Search *o )ccount only Yes *o
Charge#ack
Creation
*o )ccount only *o *o
Charge#ack Search *o )ccount only Yes *o
More Information
+or"ing 'ontet
+or"ing 'ontet ,ehavior in !unds Management
+or"ing 'ontet ,ehavior in Trade Promotion Management
Reorts for TPM

The following table contains reports that are available in the trade promotion management (TPM) business
scenario for you to schedule as batch 0obs# This list is% however% not ehaustive# &f you wish to view information
on more generic reports that can also be used for TPM% go to the %$%P 1ditor (transaction ;33$) and using the
input help for the Program field% select S%P %pplications in the dialog bo that appears% and call up the relevant
reports# You can view the documentation by choosing !oto Documentation #
*ote
These reports are all located in ()P 'ustomer -elationship Management (()P '-M) unless otherwise
indicated# !or more information on individual reports% see the report documentation in the %$%P 1ditor
(transaction ;33$)# (ome reports are available in the '-M +eb'lient 1&# /ther reports are still available in the
()P 41&# &n the case of the latter% we provide you with the technical name of the report to assist you#
End of the note#
-eports for TPM
)here Found Reort ,ame Descrition
8o# Scheduler
(transaction ;<36)
in ()P 41&
(tatus 'hange Mar"eting Pro0ects
(CRM_MKTPL_COND_IF_R001)
)llows you to change the status of selected
mar"eting pro0ects
!or eample% you can change the status to
Release which generates conditions or you can
close the mar"eting pro0ects once they reach
their end date# The following are the statuses that
are available:
-elease
8oc"
1nloc"
'lose
1ndo H'losedI status
-e0ect
-eset -e0ected
)pprove
(elect the mar"eting pro0ects and choose the
status that you wish to set# &f you chec" )ssue
log% the system displays all of the messages in
-eports for TPM
the form of a log# &n bac"ground processing% the
system creates a spool order for the log# &f you
chec" Test run only% the system does not ma"e
any changes to the database#
'-M +eb'lient
1& under
Marketing
Create 8o#
Trade Promotion /verlap 'hec"
'hec"s for and analy.es trade promotion
overlaps
'-M +eb'lient
1& under
Marketing
Create 8o#
TPMs (tatuses 'hange
)llows you to change the status of selected trade
promotions
8o# Scheduler
(transaction ;<36)
in ()P 41&
'ondition 4eneration Mar"eting Pro0ects
(CRM_MKTPL_COND_IF_R002)
)llows you to generate conditions on the basis
of "ey figures for selected mar"eting pro0ects
(elect your mar"eting pro0ects and you can
restrict the condition generation by trade spend#
!or more information on the chec"boes% see the
first report description#
8o# Scheduler
(transaction ;<36)
in ()P 41&
Mar"eting 'ondition 4eneration
'ustomi.ing 5 Populate -ebate )pplication
(CRM_MKTPL_COND_CUST_XPRA)
)llows you to generate '-M rebates for some
trade promotions and E-P rebates for other trade
promotions
You can choose a different rebate application for
each condition generation type# ) condition
generation type is then assigned to a campaign
type and sales area# /nce the rebate agreements
are generated% table CRMC_MKTPL_REB is read to
determine which rebate application should be
used#
8o# Scheduler
(transaction ;<36)
in ()P 41&
PM$': Mar"eting Persistent Master $ata
'hanges (CRM_MKTPL_PMDC)
)llows you to update Mar"eting ob0ects with
changes to the product master data also called
pertinent master data changes (PM$')
'-M +eb'lient )ccrual 'alculation 'alculates accruals
-eports for TPM
1& under
Marketing
Create 8o#
8o# Scheduler
(transaction ;<36)
in ()P 41&
!unds Management: )ccrual )() 'lean
(RCRM_FM_ACL_ACCRUAL_CLEAN)
H'leansI the accrual staging area ()())
'-M +eb'lient
1& under
Marketing
Create 8o#
)ccrual Posting Posts accruals
'-M +eb'lient
1& under
Marketing
Create 8o#
)ccrual -eversal -everses accruals
'-M +eb'lient
1& under
Marketing
Create 8o#
,udget Epiration Process: ,atch
Processing -eport
Processes the budget epirations
'-M +eb'lient
1& under
Marketing
Create 8o#
$iscount 8oad 1ploads discounts from ()P '-M to ()P E-P
-eports for TPM
'-M +eb'lient
1& under
Marketing
Create 8o#
)utomated ,udget Posting -un (chedules the budget posting transfer
8o# Scheduler
(transaction ;<36)
in ()P 41&
MP-) to move the chec" rules at the )2'
Profile level (CRM_FM_FPO_AVCPROF_XPRA)
Moves the chec" rules at the profile level of the
availability control chec"
'-M +eb'lient
1& under
Marketing
Create 8o#
$ownload )ctual 'osts from E-P
$ownloads actual costs from ()P E-P to ()P
'-M
'-M +eb'lient
1& under
Marketing
Create 8o#
Mass !und 4eneration Mass creates funds
'-M +eb'lient
1& under
Marketing
Create 8o#
Promotion 4uidelines 'hec"
'hec"s trade promotion guidelines have not
been violated
'-M +eb'lient
1& under
(ales 2olume 8oad 1ploads sales volumes from ()P '-M to ()P
E-P
-eports for TPM
Marketing
Create 8o#
'-M +eb'lient
1& under
Marketing
Create 8o#
TPM Mass 'opy and (hift $ate
'opies trade promotions with changes in a batch
0ob in the bac"ground
8o# Scheduler
(transaction ;<36)
in ()P 41&
Persist related territory and ,P for user O
direct or per batch (CRM_TERR_REL_OBE)
$etermines territories for the user
This report allows you to avoid performance
problems when you are wor"ing with comple
hierarchies# &t does the following:
$etermines territories
$etermines business partners of
territories
1pdates the persistent entries in the
database
(ets a timestamp
8o# Scheduler
(transaction ;<36)
in ()P 41&
'ondition 4eneration +ithout (tatus
'hange (/nly for Pricing and -ebates)
4enerates conditions without status changes for
pricing and rebates
'-M +eb'lient
1& under
Marketing
Create 8o#
$ownload )ctual 'osts from E-P
-etrieves actual costs for purchase orders in
purchasing integration
8o# Scheduler
(transaction ;<36)
in ()P 41&
(ettlement 'ollective -un
You can schedule this report in one of the
following ways:
4o to Schedule $ackground 8o#s
(transaction /BEA/CRMB06) using a
-eports for TPM
mechanism to balance the data across
several application servers
4o to Process $illing Due List
(transaction /BEA/CRMB01)
8o# Scheduler
(transaction ;<36)
in ()P 41&
)utomatic +rite5/ff of $ispute 'ases
(UDM_AUTO-RTOFF)
This report is found in ()P E-P#
(tarts the automatic write5off of all disputed
items for the selected dispute cases
8o# Scheduler
(transaction ;<36)
in ()P 41&
Transfer of $ispute 'ases
(UDM_PUBLIS&_DISPUTE_CASES)
Transfers the dispute case information to ()P
'-M
8o# Scheduler
(transaction ;<36)
in ()P 41&
Transfer of 'redit Memos and Payments
(FOAP_PROCESS_PA*MENT_ADVICES)
Performs postings in ()P E-P
8o# Scheduler
(transaction ;<36)
in ()P 41&
'lear &nvoices for +hich There is an
&nvoice -eference
(FOAP_PROCESS_INVOICES)
Performs postings in ()P E-P
8o# Scheduler
(transaction ;<36)
in ()P 41&
'laim (ubmissions: +rite5/ff
(CRM_CLA_-RITE_OFF)
This report writes off one or more claim
submissions if they pass the chec"s that the
report performs#
/ptionally% you can include a chec" for unclear
re0ections#
8o# Scheduler
(transaction ;<36)
in ()P 41&
'laim /b0ects: 'lose (CRM_CLA_CLOSE) 'loses the claims and claim submissions
More Information
!or more information on scheduling 0obs% see ()P 8ibrary for ,ac"ground Processing on ()P 7elp Portal at
http:33help#sap#com#
Marketing Calendar

The mar"eting calendar gives you a graphical overview of mar"eting pro0ects% and also allows you to wor" on
your mar"eting pro0ects% directly in the calendar#
Prerequisites
You have made the necessary 'ustomi.ing settings for Customer Relationship Management by choosing
Marketing Marketing Planning and Campaign Management Marketing Calendar #
*ote
)mong other things% these activities allow you to define the layout of the mar"eting calendar# You define the
graphic profiles to be made available in the Personali2ation or the standard views#
(ome of the views in the mar"eting calendar are based on customer5specific master data hierarchies (product
hierarchy% business partner hierarchy)# To enable an acceptable level of performance when using these views%
the hierarchy you use as your basis should not be too big# The following views that we deliver are based on a
master data hierarchy:
,usiness partner hierarchy
Product hierarchy: ,rands% product% account3product
End of the note#
You can also define additional date ranges to display in the mar"eting calendar in 'ustomi.ing for Customer
Relationship Management by choosing Marketing Marketing Planning and Campaign Management
$asic Data Define %dditional Date Ranges #
Features
!or more information % see Mar"eting 'alendar in the business user documentation#
More Information
'ustomi.ing for the Mar"eting 'alendar
2iews in the Mar"eting 'alendar
$eals in the Mar"eting 'alendar
)orking /ith the Marketing Calendar

This document eplains how to use the mar"eting calendar#
Process
/nce you have started the calendar and performed a search% the promotions or campaigns are shown in display
mode and can be accessed or edited by other users# You can ma"e changes to the time bar% such as etending the
length of the promotion or campaign by stretching the bar using the mouse# 7owever% as soon as you move or
ma"e changes to a bar% they switch to change mode and cannot be changed by other users# )ll promotions or
campaigns that you change in a session remain loc"ed until you eplicitly save your wor" area#
Features o" the Marketing Calendar
Create
You can add new mar"eting pro0ects by selecting the Create icon# You can then move the resulting bar
around to the required timeframe#
'ontet information and selection criteria are used as defaults when you create a new mar"eting pro0ect
from the calendar# !or eample% you select a query by campaign type and choose a view for the
customer in the calendar# +hen you create a new mar"eting pro0ect% the campaign type is defaulted
from the query selection criteria and the customer is defaulted from the position in the calendar#
Copy
You can also copy an already eisting mar"eting pro0ect by choosing Copy#
%dditional Date Ranges (under Personali2ation)
You can also display up to two additional date ranges such as the buying period alongside the actual
campaign period# These can be displayed if required as a thin line between the promotion bar# There are
also additional options for trade promotions# !or eample% if you set the buying period to start one wee"
before the promotion% any changes in the mar"eting calendar will ta"e this into account automatically
and if you change the promotion% the date when buying starts is reset automatically in )ccount $efaults
for Trade Promotions#
&ierarchy
7ere you can epand or collapse the hierarchy#
Ioom )n5Ioom -ut
These allow you to magnify your hierarchy so that you can loo" at something in more detail or reduce
the si.e so that you get an overview of the whole hierarchy#
Dates
This allows you to set the timescale that you display in the mar"eting calendar#
Legend
This icon shows you the settings that you have made and what they represent#
Color Profile
This icon lets you all decide whether you wish colors to be assigned for a status or campaign type# !or
eample% all released campaigns can be shown as green# The colors can be assigned in 'ustomi.ing#
*ote
+hen you ma"e changes in the calendar% these are highlighted so that they can be seen easily# They
remain highlighted until you press Sa0e#
&ncorrect ob0ects are also highlighted red#
End of the note#
&n Start Data under Personali2ation% you can define the data that you wish to use in the mar"eting
calendar# That is to say% which query should be used for showing your mar"eting pro0ects% which view
and over which time period# You also define the type of display% either list or graphic view% which
additional date ranges should be displayed and also whether or not you want to display query details#
&n Scheduling of Time %7is% you can ma"e the settings for the time ais to be shown with the calendar#
You can have fied dates or relative dates (relative time means relative to today<s date) or automatic
(this means that the mar"eting calendar automatically adapts to the query selected and shows the earliest
and latest dates for those mar"eting pro0ects contained in the query)#
More Information
'ustomi.ing for the Mar"eting 'alendar $eals in the Mar"eting 'alendar
Customi5ing for the Marketing Calendar

To wor" with the Mar"eting 'alendar% you have to ma"e the necessary 'ustomi.ing settings for Customer
Relationship Management% by choosing 'ustomer -elationship Management by choosing Marketing
Marketing Planning and Campaign Management Marketing Calendar #
To define the layout of the Mar"eting 'alendar% complete steps Define !eneral Settings for the
!raphical )nterface and %ssign !raphic Profile for Marketing Calendar
You can view the standard mar"eting calendar attributes delivered by ()P under the Define Field
Catalog %ttri#utes for Marketing Project Display
To define the calendar attributes that can be selected% complete step Define Selection of Calendar
%ttri#ute
To specify the attributes that should be considered as row contet attributes% complete step Define
Permitted Ro. Conte7t %ttri#utes#
To define the related pro0ects< options you would li"e to display in the (plit 'alendar% complete step
Define Split Calendar -ptions#
You can also define additional date ranges which can be displayed in the Mar"eting calendar# To see the
additional date ranges in the Mar"eting calendar% these need to be defined in 'ustomi.ing for Mar"eting
by choosing Marketing Planning and Campaign Management $asic Data Define
%dditional Date Ranges #
To view "ey performance indicator columns in the Mar"eting 'alendar% complete steps Define 'ie.s in
the Marketing Calendar% %ssign P) %s 'ie. in the Marketing Calendar and Map )nput 'aria#le for
S%P /et"ea0er $) 6uery
To define grouping for 6P& values and the ranges in which to group them% complete steps Define P)
!rouping for &ierarchy 'ie. and Define Ranges for P) &ierarchy 'ie..
0ie/s in the Marketing Calendar

You can define a view to determine how your mar"eting pro0ects are displayed in the Mar"eting 'alendar# You
define your views in 'ustomi.ing for 'ustomer -elationship Management by choosing Marketing
Marketing Planning and Campaign Management Marketing Calendar Define 'ie.s for Marketing
Calendar #
The following views are eamples of what is provided:
Agreement Structure
This view helps you visuali.e trade promotions with respect to the agreements they are part of# !or eample%
you could use both the agreements and trade promotions as part of your search criteria and then select this view
in the result list% to see which trade promotions are part of which agreements# The trade promotions that are not
part of any agreement appear as un"nown agreements
Customer: Product View
This view shows all mar"eting ob0ects sorted by customer or product# You can also group this view by 6P&
values# !or this you have to ma"e the necessary 'ustomi.ing settings for 6P& grouping#
4&5ecti%e
This view shows all mar"eting ob0ects sorted by ob0ective# You define the ob0ective under !eneral Data# The
ob0ectives are shown in a flat list#
4&5ecti%e with 1ierarch$
This is similar to the -#jecti0e view# 7owever% the pro0ects are shown in a hierarchy wherever the higher5level
and subordinate elements have the same ob0ective# &t does not show the whole hierarchy% only those mar"eting
elements that are relevant and their immediate higher5level or subordinate pro0ects#
4&5ecti%e Full
This is similar to the -#jecti0e Partial &ierarchy view# 7owever% if one pro0ect in the hierarchy has the
grouping ob0ective% then the full hierarchy is displayed#
Tactic
This view shows all mar"eting ob0ects sorted by tactic# You define the tactic under !eneral Data# The tactics
are shown in a flat list# You can also view tactics grouped by 6P& values# !or this you have to ma"e the
necessary 'ustomi.ing settings for 6P& grouping#
Tactic with 1ierarch$
This is similar to the Tactic view# 7owever% the pro0ects are shown in a hierarchy wherever the higher5level and
subordinate pro0ects have the same ob0ective# &t does not show the whole hierarchy% only those mar"eting
pro0ects that are relevant and their immediate higher5level or subordinate elements#
Tactic Full
This is similar to the Tactic Partial &ierarchy view# 7owever% if one pro0ect in the hierarchy has the grouping
tactic% then the full hierarchy is displayed#
Marketing Pro5ect T$pe )"or e'ample/ campaign t$pe+
This view shows all mar"eting pro0ects sorted by type# You define the type under !eneral Data# The ob0ectives
are shown in a flat list#
Marketing Pro5ect T$pe )with hierarch$+
This is similar to the Marketing Project Type view# 7owever% the pro0ects are shown in a hierarchy wherever the
higher5level and subordinate pro0ects have the same mar"eting pro0ect type# &t does not show the whole
hierarchy% only those mar"eting pro0ects that are relevant and their immediate higher5level or subordinate
elements#
Marketing Pro5ect T$pe )with su&pro5ects+
This is similar to the Marketing Project Type, Partial &ierarchy view# 7owever% if one pro0ect in the hierarchy
has the grouping type% then the full hierarchy is displayed#
(mplo$ee !esponsi&le
This view shows those mar"eting pro0ects belonging to a person that has a specific function within a company#
This person must have been defined as the 1mployee Responsi#le#
Product Assignments

You can assign a product or range of products that you want to promote to a campaign% deal% or trade
promotion# You can assign the following:
(ingle product
Product category
Product group
Product segment (to trade promotions and campaigns)
Integration
&n an ()P Enterprise -esource Planning (()P E-P) integration scenario% only the sales5dependent product
hierarchy R3PROD&IER is supported# This is due to consistency and reporting reasons#
Prerequisites
You have:
'reated the product for assignment by choosing Master Data Product
$efined the possible product planning basis in 'ustomi.ing for Customer Relationship Management
('-M) by choosing Trade Promotion Management $asic Data Products Define
Product Planning $asis
$efined a mar"eting pro0ect type that allows you to assign products in 'ustomi.ing for Marketing by
choosing Marketing Planning and Campaign Management $asic Data Define
Types5-#jecti0es5Tactics
Ensured that all the products that belong to a product category or group have the same base and sales
unit and the same list price or price list
$efined product hierarchies and product groups in 'ustomi.ing for CRM by choosing Trade
Promotion Management $asic Data Products %ssign Product &ierarchies or %ssign
Product !roup
/ptionally defined the minimum level of the product hierarchy to eplode to when you create a short or
long term trade promotion in 'ustomi.ing for CRM by choosing Trade Promotion Management
$asic Data Products %ssign Product &ierarchies.
*ote
$eals inherit the short term trade promotion setting#
End of the note#
Features
Product Planning #asis
1nder !eneral Data you can assign the following combinations as your product planning basis:
Product
4enerally% you plan consumer campaigns% such as media campaigns% for one product at a time or for a
short list of distinct products#
Product category
This enables you to enter a collection of related products# !or trade promotions% however% account
managers plan their promotions with retailers for a whole line of products% for all products within a
brand% or possibly for a combination of the two#
Product group
The product group is an attribute in the sales set of the product# +hen you assign a product group% you
also assign all the products for the sales area of the mar"eting pro0ect that belong to that product group#
Product category and product
Product group and product
1ndefined
*ote
You cannot assign both product categories and product groups#
&f the product is a structured product% you cannot eplode to the product items# &f you want to eplode a
structured product% you can either implement a ,usiness )dd5&n (,)d&) or assign the structured
product<s items individually#
You can add a display pallet structured product to your trade promotion and it<s product categories are
automatically included in the promotion#
You can assign a product category or group without eploding to the individual products#
End of the note#
Product 1ierarch$ Minimum 9e%el
You can specify a minimum level of the product hierarchy for trade promotions and deals to enforce the
optimum level in the product hierarchy# ,y default% the value defined for short term trade promotions is used# &f
a value is also entered for long term trade promotions% then the value used is determined by the length of the
trade promotion#
*ote
The condition generation type defined for a trade promotion type determines whether or not the promotion is
long or short term# &f Long Term Planning is selected in the &M4 activity Define Condition !eneration% then
this indicates that it is a long term trade promotion% otherwise% it is a short term trade promotion#
End of the note#
The minimum level indicates the level of the product hierarchy% relative to the root level% that the hierarchy will
be eploded to if you choose a product category that is higher in the hierarchy than this minimum level#
Eample
You have a product hierarchy with five levels# 8evel .ero is the root level# &n 'ustomi.ing% you define the
minimum level for long term trade promotions as three# &f you add a product category to a trade promotion that
is at level one% then the product categories at level three are included in trade promotion planning#
End of the eample#
Checks
Territory
)fter you assign a product% product category or a product group% the system chec"s it against the
territory#
Partner3Product -ange (PP-)
)fter you assign a product or product category% the system chec"s it against the PP-#
There is no PP- chec" for product groups#
PP- chec"s are not performed if the assigned planning account is a target group# This is due to the
dynamic nature of target groups#
8isting
)fter you assign a product or product category% the system chec"s it against the listing for the ()P
'-M product hierarchy# There is no listing chec" for each product in a product category#
&n ()P E-P% listings are maintained at product level only#
There is no listing chec" for product groups#
$ouble Entries
)fter you assign a product category% the system chec"s it for any overlaps between individual products
and product categories# &f there are any overlaps% the system produces an error message and you cannot
complete the assignment# !inally% the system chec"s for any overlapping product category assignments%
which would also produce an error message#
*ote
The same applies to product groups#
You can specify products that are assigned already to a specific distribution channel% territory% and sales
organi.ation#
You can maintain data such as the unit of measure and information on free goods in products# This
information is then used in volumes and trade spends planning to calculate uplift% total cost% and so on#
You can activate the partner3product range (PP-) chec" to filter the list of products that you have
assigned for that customer or sales area#
End of the note#
Activities
You assign a product% product category or product group in Products#
Products that you assign to a specific campaign can also be used as product proposals in the &nteraction
'enter (&')#
&n the field Product )D% you can enter the product you wish to assign#
To assign a product category% enter the product category in the Category )D field#
This assigns all products in this product category automatically to your mar"eting pro0ect#
To delete specific products from this product category% select the products and delete them individually#
(imilarly% there are fields for entering an additional product hierarchy or product group#
&n the field 17clude% you can remove products from planning without having to delete them physically#
&n this way% the products remain assigned to the mar"eting pro0ect but are inactive#
More Information
Products
Product 4roup )ssignment
Partner3Product -ange 'hec"s in Mar"eting
(pecifics of Mobile (ales (laptop): Mar"eting
Product %rou Assignment

)s well as assigning products% you can also assign product groups to a mar"eting pro0ect# !or more information
% see Product )ssignments#
Activities
To assign a product group to a mar"eting pro0ect% you proceed as follows:
9# !irst of all% you need to define your product group# You do this in the following 'ustomi.ing activity:
Customer Relationship Management Master Data Products Special Settings for
Sales -perations Define Product !roups #
:# &n the above activity you can define up to five product groups# 7owever% only one of them can be used
in Mar"eting# To assign the product group to be used for a particular mar"eting pro0ect% you should go to
the following 'ustomi.ing activity: Customer Relationship Management Trade Promotion
Management $asic Data Products %ssign Product !roups #
;# You now need to enter the product group as an attribute of the product# This needs to be done for all
products in a product group# 'hoose Master Data Product # (elect your product and
choose the Distri#ution Chains assignment bloc"# &n the Distri#ution Chain section% specify a sales
organi.ation# &n the Sales !roupings section% select a Product !roup )D#
=# /nce the products have been updated with the product group% you can enter the product group in the
Products assignment bloc" in Mar"eting# You call up your mar"eting pro0ect and enter the sales area#
You can then enter the product group under Products#
Partner3Product Range Checks in Marketing

Partner3product range chec"s allow you to offer certain products to certain business partners#
Activities
To use partner3product range chec"s in Mar"eting% you need to ma"e the following settings in 'ustomi.ing for
Customer Relationship Management by choosing Master Data Partner5Product Range $asic
Settings :
&n the activity Define !eneral Settings for Partner5Product Range3 you need to chec" the indicator
Check PPRs in $usiness Transactions and %pplications and set the PPR Type for Marketing Planner to
CC9; Marketing Planner#
&n the activity Define Partner5Product Range Types3 you need to chec" the indicator 4se in PPR Check
for type CC9;.
&n the activity Define Transaction Types and %pplications Rele0ant for Check3 add M6P8 in the second
folder %pplications Rele0ant for the PPR.
More Information
Partner3Product -ange 'hec"
.istings in Marketing

You can use listings to validate your products in Mar"eting#
Integration
+e recommend that you use listings or partner3product ranges (PP-s) consistently in Mar"eting and in
your sales order area#
&t is technically possible to use both listings and PP-s simultaneously for product validation% but we do
not recommend this for performance reasons#
The data model for listings enables integration with ()P E'' listings for sales and distribution#
Prerequisites
You have completed the 'ustomi.ing activities under Customer Relationship Management by choosing
Trade Promotion Management $asic Data Listings and Partner5Product Ranges #
Features
The system ensures that:
o ) product can only be assigned to a trade promotion if it is contained in a valid listing#
!or eample% when you try to assign a product to a trade promotion% the system chec"s whether
the product is listed for that promotion# &f the product is not listed or has been ecluded% it
cannot be assigned#
o The planning account% type% sales area% planned start date and planned end date are defined for a
trade promotion#
&f not% then the system cannot do the listing chec" and you cannot add any products#
o The system chec"s the listing for the first and last day of the validity period specified in the trade
promotion# &f the chec" fails for one of the dates% then the system does not validate the product#
*ote
&f you want the system to chec" different dates% implement the ,)d& $%d), Define Listing
Checks#
End of the note#
+hen you create a sales order% the system chec"s the listing to ensure that the products are valid for the
customer% and ensures that the correct conditions are used to generate the price that you entered in the
trade promotion#
The system chec"s the condition part (for eample% is there a condition record for a specific
()8E(J/-4 and (/8$JT/JP)-TY at the access timestamp#) &f this chec" is successful% the system
chec"s the related PP- (for eample% is the item P-/$1'T available in the PP-)#
The system generates conditions immediately from the prices that you enter in the trade promotion% or
after synchroni.ation if you are wor"ing on a mobile client#
More Information
Partner3Product -ange 'hec"s in Mar"eting
UI Configuration

You can use the 1& configuration to adapt the user interface of ()P '-M to your company<s specific
requirements# You can access the 1& configuration in ()P 41& and in the '-M +eb'lient#
Integration
&f you want to change field labels across multiple views% you can use the design layer to consolidate the
field changes# You define these settings in 'ustomi.ing under Customer Relationship
Management 4) Frame.ork 4) Frame.ork Definition Maintain Design Layer #
&f you want to change customer5specific fields that were created with the Easy Enhancement +or"bench
(EE+)% and are contained in views% you can do so by using the 1& 'onfiguration Tool in the same way
as with standard fields# You define your own fields in 'ustomi.ing under Customer Relationship
Management CRM Cross(%pplication Components 1asy 1nhancement "ork#ench #
Features
The 1& configuration in the '-M +eb'lient enables you to easily ad0ust pages and views to your requirements#
General Features
The 1& configuration in the '-M +eb'lient offers the following general features:
The 1& configuration is based on an authori.ation ob0ect#
The 1& configuration in ()P 41& is also based on an authori.ation ob0ect#
The 1& configuration is automatically started with the parameters that were found#
This is true% if you start the 1& configuration directly from an application# &f you start it from the
navigation bar or the wor" center page% this is not true#
)ll configuration changes that you have made are automatically visible in the application#
To save your configuration changes you can create a new transport request or select an eisting
transport request in the '-M +eb'lient#
-I Con"iguration Access
You can enter the view configuration and fact sheet configuration in the '-M +eb'lient in the following ways#
Via 9ogical 9inks in the 2a%igation #ar or "rom a ork Center Page
You can access the view configuration and fact sheet configuration in your system administrator role# They way
you access the view configuration and fact sheet configuration depends on your 'ustomi.ing:
,y using logical lin"s that belong to a direct lin" group in the navigation bar
,y using logical lin"s that belong to a wor" center% for eample the %dministration wor" center
These logical lin"s are displayed on the second level of the corresponding wor"set in the navigation bar
of your system administrator role#
,y using logical lin"s on a wor" center page
These logical lin"s can be assigned to the Search content bloc" on the wor" center page% for eample on
the %dministration wor" center page#
Via Icons in the Application
You see the Configure Page icon at the top of &ome pages% wor" center pages% and overview pages# &f you clic"
the icons% you navigate to the 'ie. Configuration dialog#
You see the Sho. Configura#le %reas icon at the top of most pages# &f you clic" the icon% you can see all
configurable areas that are available on this page# Every configurable area is surrounded by a frame# &f you
clic" a configurable area with a frame you navigate to the view configuration of that specific view# &f the
configuration mode is activated% the general navigation is deactivated# To deactivate the configuration mode
clic" the icon again#
*ote
You can use the Sho. Configura#le %reas icon to configure only those assignment bloc"s that are epanded# &f
they are collapsed% epand them before you clic" the icon#
End of the note#
Via F7 1elp in the Application
To find out the name of an application component or view% clic" F2# The Technical Data dialog with the
technical information is started# To access the 1& configuration of this view and this application component%
clic" Configure at the bottom of the dialog#
9ook and Feel o" the -I Con"iguration
View Con"iguration
+hen you start the view configuration you navigate to the search page where you can search for an application
component# )ll views that belong to a certain application component are displayed in the result list# (elect a
view and clic" 'ie. Configuration# You navigate to the standard configuration page of the selected application
component and view# )ll configurations that are available for that specific application component and view are
displayed in the Configurations bloc"# The current configuration is highlighted in the Configurations bloc"#
The 'ie. bloc" contains the fields% assignment bloc"s% and so on% that are available in that specific view#
&f you need more space to display data% you can hide either the Configurations bloc" or the 'ie. bloc"#
Fact Sheet Con"iguration
+hen you start the fact sheet configuration you navigate to the search page% where you can search for a fact
sheet# )ll configurations (customer configuration% standard configuration) and the role configuration "eys that
belong to a fact sheet are displayed in the result list# (elect a fact sheet configuration and clic" Select Page
Type# /n this page% you can define the page type and the page layout of the fact sheet# 'lic" %ssign 'ie.s to
navigate to the net configuration step# &n the Configurations bloc"% you see the selected fact sheet and its role
configuration "ey# &n the 'ie. bloc" you can assign fact sheet views to the selected fact sheet and to the tiles# &n
the Properties bloc" you see the different fact sheet titles#
&f you need more space to display data% you can hide each of the above5mentioned bloc"s#
-I Con"iguration #ased on (nhancement Sets
&f you select an application component and view in the '-M +eb'lient for which an enhancement set has been
previously created in ()P 41&% you can perform the configuration based on the enhanced component#
Con"iguration Access Se6uence
You can change the standard access sequence that is used to determine configurations# The actual configuration
that is used for a certain configurable view is determined on the basis of a search "ey and the available
configurations that eist for a specific view# The configuration can either be a standard ()P configuration or a
customer5specific configuration#
To use your own access sequence% you need to implement the ,usiness )dd5&n (,)d&)
BSP_DLC_ACCESS_EN&ANCEMENT in 'ustomi.ing for 'ustomer -elationship Management% by choosing 4)
Frame.ork 4) Frame.ork Definition $usiness %dd()ns *$%d)s+ Define Configuration %ccess
$%d), Configuration %ccess Determination #
More Information
&ntroduction
'onfiguring the !act (heet
Introduction

'-M application data is displayed in views# The views can be grouped into view sets# 2iews and view sets are
displayed in windows# ()P delivers configurable and non5configurable views# ) view is configurable if a
configuration tag is assigned to it# This is the case for most of the '-M views delivered by ()P# 'onfiguration
tags enable changes and adaptations to the 1&% with the help of the 1& configuration#
You can use the 1& configuration to do the following:
)dd% remove% and change the position of 1& elements
-ename 1& elements
)dd and change captions
'hange field properties (for eample% display only or mandatory)
$efine other options (for eample% load option for assignment bloc"s% visible search criteria% and default
operators for the search)
View T$pes
+ith the 1& configuration it is possible to ma"e changes to the layout of a configurable view# ,ased on the
view type% different configuration capabilities are provided# $istinctions are made between the following view
types:
!orm view
Tables and hierarchies
/verview pages
7ome page and wor" center pages
SAP Con"iguration and Customer Con"iguration
!or each configurable view% ()P delivers at least one standard default configuration# )ll configurations
delivered by ()P are saved in cross5client ()P tables# They cannot be changed by the customer# &f
configurations are ad0usted or created by the customer% they are saved in client5dependent customer tables# )t
runtime% an access sequence is used to determine the configuration# The system always chec"s whether a
customer configuration eists and if so% this is displayed# &f no customer configuration eists% the ()P
configuration is used# &f a customer configuration is deleted with the 1& configuration% the ()P configuration is
determined#
-sing Parameters
)dditionally% it is possible to have more than one ()P configuration or customer configuration for a view# To
implement this% the following parameters are used:
-ole configuration "ey
'omponent usage
/b0ect type
(ubob0ect type
)t runtime the correct configuration is determined% based on these parameters# The role configuration "ey can
be defined in 'ustomi.ing% and assigned to a business role# +ith this parameter% it is possible to create
business5role5dependent configurations# )t runtime% this parameter is automatically determined by the business
role with which the user is logged on#
1& ob0ects types have been introduced to define 1& ob0ects independently of eisting business ob0ect layer
ob0ects#
Eample
'-M (ervice G 'omplaint (,1(:>>>9:>)# $ue to the use of different 1& ob0ect types based on one ,/8
ob0ect% the 1& ob0ects <complaint<% <inhouse repair<% and <return< were built#
End of the eample#
,ased on the 1& ob0ect type% configurations can be created# The subob0ect type is a child ob0ect of the ob0ect
type% for eample transaction types% and can also be used# Therefore% by using 1& ob0ect type and subob0ect
type% you can have different 1& configurations for different business processes# )t runtime% ob0ect type and
subob0ect type are set by the application# 'omponent usage is automatically set by the framewor" at runtime#
Access Se6uence
To determine configuration and labels% the access sequence is eecuted in two steps# &n the first step% a
configuration is determined% based on the parameters# The search starts with the definitive parameters (V search
"ey) and% if this is not successful% fewer parameters are used step5by5step# The parameters with which a
configuration was successfully determined are called the Hsuccessful "eyI# &n a second step% the successful "ey
is used to determine the labels from the tet repository# &f labels are not eplicitly set in the configuration% they
can be determined from the ),)P $ictionary# &n addition to the 1& configuration% the design layer 'ustomi.ing
has been introduced in ()P '-M# +ith this feature% it is possible to lin" 1&5related settings to a new% generic
design ob0ect that spans several views implementing the same business content#
The following picture shows the general access sequence at runtime:
Configuring the Fact Sheet

You can ad0ust the fact sheet to the special requirements of your company#
Prerequisites
You can define the page layout of the fact sheet in 'ustomi.ing under Customer Relationship
Management 4) Frame.ork 4) Frame.ork Definition Maintain Fact Sheet # These settings
are only valid for the page layout with tiles#
Features
You can choose between different page layouts#
You have the choice between a single column page layout and a page layout that consists of multiple
tiles#
You can choose the available views and assign them to the fact sheet#
You can use the same view multiple times# !or eample% you can assign a view to a report from ()P
*et+eaver ,usiness &ntelligence (,&) as well and then rename it#
Eample
You have created an account fact sheet that you want to use in a certain role# This account fact sheet
includes the view -pportunities which is also displayed in the account fact sheet used in another role#
End of the eample#
You can choose between various load options for the fact sheet views#
Activities
Starting the Application Component
Enter transaction BSP_-D_CMP-B and the application component BSP_DLC_FS# &n the $ro.ser Component
Structure under 'ie.s% select the view BSP_DLC_FS/F192;C332 and clic" Configuration#
You can start the fact sheet configuration also in '-M +eb'lient 1& via hyperlin" in the navigation bar# To
ma"e the fact sheet configuration accessible in your system administrator role in the '-M +eb'lient 1&% you
have made the necessary settings in 'ustomi.ing for 'ustomer -elationship Management% by choosing
4) Frame.ork Technical Role Definition Define /a0igation $ar Profile #
-sing the !ole Con"iguration ,e$
'hoose an eisting role configuration "ey or use the default one# &f you want to create a new configuration% you
can choose between a single column layout and a layout that consists of tiles#
Choosing and Assigning Fact Sheet Views
(ingle column page layout
1se the 1p and $own arrow "eys to move views between the %0aila#le Fact Sheet 'ie.s and %ssigned
Fact Sheet 'ie.s areas#
)ssign a load option to each view in the %ssigned Fact Sheet 'ie.s area#
Page layout with tiles
(elect a tile and use the arrow "ey to move the views that you want to display in the fact sheet from the
%0aila#le Fact Sheet 'ie.s area to the %ssigned Fact Sheet 'ie.s area#
Changing the Fact Sheet Title
&f you want to change the title of the fact sheet% clic" Properties# You can use the default title or enter your own
title in the Config Title field#
You can ma"e further changes to the title and other fact sheet attributes by using a ,usiness )dd &n (,)d&)#
Ma"e these changes in the $%d) $uilder transaction 'SE1$( and the enhancement spot BSP_DLC_FS# There is
the default and eample implementation BSP_DLC_FS_IMPL and the enhancement implementation
BP_FACTS&EET for the )ccount fact sheet#
Displa$ing Technical Settings
'lic" Sho. Technical Details if you want to see the technical properties of the available and assigned fact sheet
views#
!"amle
You can configure the )ccount fact sheet yourself# To do so% enter transaction BSP_-D_CMP-B and open the
component BP_FACTS&EET#
Campaign Determination
Use
&n campaign determination% the system determines related mar"eting pro0ects (campaigns3trade promotions) for
an order item when a sales order is changed# These mar"eting pro0ects are then incorporated into pricing for the
order item# $epending on your 'ustomi.ing settings in ()P '-M and ()P E''% either precisely one
campaign3trade promotion or multiple campaigns3trade promotions can be determined and assigned to an order
item by the system#
'ampaign determination is controlled using condition technique#
The success of a campaign can be evaluated by lin"ing the campaign with a business transaction# &n the ()P
,usiness &nformation +arehouse you can analy.e how successful a campaign was% that is to say how many
sales orders were placed as a result of a certain campaign#
Prerequisites
You use both ()P E'' and ()P '-M% and have made the required settings for campaign determination in
'ustomi.ing for ()P '-M# !or more information% see the ()P &mplementation 4uide (&M4) for ()P '-M
under Customer Relationship Management (CRM) Basic Functions Campaign Determination#
You have transferred the required data% that is% condition records% from ()P '-M to ()P E''#
You have made the necessary settings in 'ustomi.ing for ()P E''% and have selected the relevant value in
order to activate campaign determination for the particular campaign schema in the ()P &mplementation 4uide
(&M4) under Integration with Other SAP Components Customer Relationship Management
Basic Functions Campaign Determination Activate Campaign Determination# $epending on the
systems you use% the following values are available for selection here:
Blank
Assignment of multiple campaigns/trade promotions is not supported. In other words, it is only possible to assign
one campaign/trade promotion to an order item.
A
Assignment of multiple campaigns/trade promotions is supported. You use this value in a C! "nterprise/#A$
"CC scenario. #orting of manually assigned and automatically found campaigns/trade promotions takes place
according to the access se%uence, and is, therefore, only compatible with C! "nterprise.
B
Assignment of multiple campaigns/trade promotions is supported. #orting of manually assigned and automatically
found campaigns/trade promotions takes place according to a simple sorting that is compatible with both C!
"nterprise and !obile #ales. A simple sorting is necessary because determination is not based on condition
techni%ue in !obile #ales.
Features
'ampaign determination does not ta"e place when the sales order is replicated from ()P '-M to ()P E''#
'ampaign determination is only carried out again in ()P E'' once you ma"e changes to the following data:
#ales organi&ation
'istribution channel
#old(to party
$roduct
$ricing date
The system offers you the following options in campaign determination:
Assignment of a campaign/trade promotion
)hen data is changed in the sales order, the system carries out campaign determination again. If campaigns/trade
promotions are found here, the system assigns precisely one campaign/trade promotion to an order item.
Although it is possible to find multiple campaigns/trade promotions in campaign determination, the order
item is only assigned with the campaign/trade promotion for which the main assignment was set in the
sorting in the case of Assignment of !ultiple Campaigns/*rade $romotions.
Assignment of !ultiple Campaigns/*rade $romotions
)hen data is changed in the sales order, the system carries out campaign determination again. If campaigns/trade
promotions are found here, the system assigns all of the campaigns/trade promotions found to an order item. *his
means that you can e+ecute multiple campaigns/trade promotions at a certain time for the same product and for the
same customer.
You can create your own implementations for determining% chec"ing% and validating campaigns3trade
promotions% and thereby ad0ust campaign determination to suit your needs# You can use the following ,usiness
)dd5&ns for this in the ()P 'ustomi.ing &mplementation 4uide (&M4) under Integration with Other SAP
Components Customer Relationship Management Basic Functions Campaign Determination
Business A!Ins "or Campaign Determination:
Business Add(In for controlling campaign determination
Business Add(In for merging assigned campaigns
Business Add(In for validating campaign assignment

The following restrictions apply for these functions:
You cannot assign campaigns/trade promotions to an order item manually.
Campaign determination does not take place in billing documents or rebate agreements.
Campaign determination is not possible at header level.
Assignment of multiple campaigns/trade promotions is not supported for Controlling. ,nly the marketing pro-ect for
which the main assignment is set is sent to Controlling.
*he assigned campaigns/trade promotions and their attributes cannot be displayed on a user interface.
You cannot navigate to a campaign/trade promotion within a sales order or billing document as you could normally
in #A$ C!.
See also6
!or more information% see the ()P 8ibrary for ()P '-M under Customer Relationship Management
Components an Functions Basic Functions Campaign Determination#

Assignment of Multiple Campaigns/Trade Promotions
Use
+hen you process an order item in ()P E''% and would li"e to change data% the system carries out campaign
determination for the sales order again# (ince overlapping campaigns3trade promotions are supported% it is
possible for the system to determine multiple related campaigns3trade promotions and assign them to an order
item# The assigned campaigns are incorporated into pricing% which results in different prices% discounts% or free
goods being calculated for the order item depending on the campaign3trade promotion# This function allows
multiple campaigns3trade promotions to be ta"en into account for pricing at a given time for the same customer#
'ampaign determination is controlled using condition technique#
Prerequisites
You use both ()P E'' and ()P '-M% and have made the required settings for campaign determination in
'ustomi.ing for ()P '-M# !or more information% see the ()P &mplementation 4uide (&M4) for ()P '-M
under Customer Relationship Management (CRM) Basic Functions Campaign Determination#
You have transferred the required data% that is% condition records% from ()P '-M to ()P E''#
You have made the necessary settings in 'ustomi.ing for ()P E''% and have selected value A or B so that the
assignment of multiple campaigns3trade promotions is supported for the particular campaign schema# You do
this in the ()P 'ustomi.ing &mplementation 4uide (&M4) under Integration with Other SAP Components
Customer Relationship Management Basic Functions Campaign Determination Activate
Campaign Determination# /therwise% it is only possible for one campaign to be assigned to an order item#
$epending on the systems you use% the following values are available for selection here:
Blank
Assignment of multiple campaigns/trade promotions is not supported. In other words, it is only possible to assign
one campaign/trade promotion to an order item.
A
Assignment of multiple campaigns/trade promotions is supported. You use this value if your system landscape
comprises both a C! "nterprise system and an #A$ "CC system. #orting of manually assigned and
automatically found campaigns/trade promotions takes place according to the access se%uence, and is, therefore,
only compatible with C! "nterprise.
B
Assignment of multiple campaigns/trade promotions is supported. #orting of manually assigned and automatically
found campaigns/trade promotions takes place according to a simple sorting that is compatible with both C!
"nterprise and !obile #ales. A simple sorting is necessary because determination is not based on condition
techni%ue in C! !obile.
&n addition% you can influence the copy control for campaigns% and eplicitly define in 'ustomi.ing how
campaigns3trade promotions are lin"ed to the order item% copied to the subsequent document% and whether the
campaigns are redetermined in the subsequent document# You have the option of maintaining the copy type in
'ustomi.ing for ()P E'' in the ()P 'ustomi.ing &mplementation 4uide (&M4) under Sales an
Distri#ution Sales Maintain Cop$ Control "or Sales Documents in the field Campaign
Determination#
&f you do not assign a value to this field in ()P E''% that is to say you accept the default value Blan%% unli"e
in ()P '-M% no campaigns3trade promotions are copied% and campaign determination is not triggered again in
the subsequent document# This means that the differing responses so far of the two systems are supported#
You have the following options:
A
Copy all campaigns to the subse%uent document without campaign determination being carried out again there.
B
'o not copy any campaigns to the subse%uent document. 'etermination is carried out again in the subse%uent
document.
C
Copy all manually assigned campaigns. *he system checks the validity of the campaigns for a certain period in the
subse%uent document, and carries out campaign determination again there.
Features
'ampaign determination does not ta"e place when the sales order is replicated from ()P '-M to ()P E''#
'ampaign determination is only triggered again in ()P E'' once you ma"e changes to the following data:
#ales organi&ation
'istribution channel
#old(to party
$roduct
$ricing date
&f you would li"e to ma"e changes to data in an order item in ()P E''% the system can determine multiple
campaigns3trade promotions% and assign them to this order item# &t does this based on the entries you ma"e
regarding business partner% pricing date% and product# The campaigns3trade promotions determined for an order
item are then incorporated into pricing and the determination of free goods#
1nli"e in ()P '-M% in ()P E'' you cannot process condition records for campaign determination# The
condition records are transferred from ()P '-M to ()P E''# +hen you choose the pushbutton Anal$sis on
the Conitions tab page at item level% you can display the condition records that are relevant for campaign
determination in the corresponding condition type#
!urthermore% ()P E'' does not save master data for campaigns3trade promotions% and therefore does not have
any information on campaigns3trade promotions itself# The campaigns3trade promotions are sent from ()P
'-M to ()P E'' as 41&$s% and saved in the table 'MP,JM)P# The table 'MP,JM)P additionally has the
following fields for the assignment of multiple campaigns3trade promotions:
1. (T)-TJ$)TE
2. E*$J$)TE
3. P-&/-&TY
4. &(JEM'81(&2E#
The data for these fields is either sent from ()P '-M to ()P E'' when the campaigns3trade promotions are
released or when they are changed# 7owever% it is not possible to change this data in ()P E''#
Determining and 0alidating Multile Camaigns3Trade Promotions
'ampaign determination is not carried out at header levelK it only ta"es place at item level when data relevant
for determination is changed in the sales order# $etermination at item level is product5specific% and is used in
the pricing of individual order items# ) campaign3trade promotion that is lin"ed to a business transaction is also
transferred to subsequent documents#
&f campaign determination is carried out again because data that is relevant for determination is changed%
manually assigned campaigns3trade promotions stay the same# &n ()P E''% you cannot process
campaigns3trade promotions that were assigned manually in ()P '-M# !or eample% you cannot delete
manually assigned campaigns#
)fter changed data is entered for business partner% pricing date% or product in a sales order item% the system
automatically determines and chec"s the campaigns3trade promotions available for that item# $epending on the
result of the chec"% the system allocates one of the following indicators for each entry:
Is or is not main assignment
*his indicator is significant for reporting and for cost assignment because only the campaign/trade promotion with
the main assignment is transferred to #A$ B). *his indicator is of no significance for pricing. In pricing, all valid
campaigns/trade promotions are considered with the same priority. *he main assignment is set automatically for a
manually assigned campaign. *he system checks whether precisely one campaign is set as the main assignment.
Is or is not valid
In order to be found automatically and thereby be valid, a campaign/trade promotion must fulfill the following
conditions in #A$ C!.
The campaign3trade promotion must be released in ()P '-M#
The campaign3trade promotion contains at least one member of a target group% or a planning customer
that matches a sold5to party in the sales transaction#
The campaign3trade promotion has at least one assigned product for which sales organi.ation and
distribution channel match those in the sales transaction#
The pricing date of the sales transaction matches the validity period% that is% the current start and end
date of the campaign3trade promotion#
Is or is not e+clusive
*he validity of a campaign depends, amongst other things, on whether it has the attribute &'clusive. You can set
this attribute when you create the marketing pro-ect in #A$ C!. *he system performs an e+clusivity check during
campaign determination.
&f the chec" returns an eclusive campaign3trade promotion% the system mar"s only it as valid% and all
others as invalid#
&f the chec" returns multiple campaigns3trade promotions% the system uses a default implementation to
define the eclusive campaign3trade promotion#
You can create your own implementations for determining% chec"ing% and validating campaigns3trade
promotions% and thereby ad0ust campaign determination to suit your needs# You can use the following ,usiness
)dd5&ns (,)d&) for this in the ()P &mplementation 4uide (&M4) under Integration with Other SAP
Components Customer Relationship Management Basic Functions Campaign Determination
Business A!Ins "or Campaign Determination:
Business Add(In for controlling campaign determination
Business Add(In for merging assigned campaigns
Business Add(In for validating campaign assignment
Sorting Camaigns3Trade Promotions
+hen you create a campaign3trade promotion in ()P '-M you can assign it a priority# These priorities are
ta"en into account when campaigns3trade promotions are sorted% and are used to determine the main mar"eting
pro0ect# ) campaign that is assigned manually in ()P '-M always has the main assignment% even when other
campaigns are found automatically#
$epending on your system landscape and your 'ustomi.ing settings% you can use the following sorting options:
Simple Sorting
#ince determination of campaigns/trade promotions is not based on condition techni%ue in !obile #ales, and the
sorting in all systems used, for e+ample in #A$ "CC, #A$ C! "nterprise, and !obile #ales must be the same,
the system provides simple sorting.
You have to use this kind of sorting if you also use !obile #ales in your company.
*he campaigns are sorted according to the following criteria, and transferred to pricing in the se%uence determined
here.
/. !anual assignment
0. $riority assigned when the campaign/trade promotion was created
1. Identification or campaign I'
!anually assigned campaigns/trade promotions are always listed first in the sorting. 2or automatically found
campaigns, the priority of the campaign/trade promotion, as well as the identification 3name of the marketing
pro-ect4 are used as attributes for their sorting se%uence. If there are campaigns/trade promotions with the same
priority, the system uses the identification or campaign I' as a sorting criterion, and sorts the campaigns in
alphabetical order.
Campaigns/trade promotions that come at the top of the list according to these sorting rules count as the main
marketing pro-ect and have the main assignment.
Sorting According to Access Sequence
If you do not use !obile #ales in your company, you can sort the campaigns/trade promotions on the basis of
condition techni%ue. *he campaigns/trade promotions are then sorted as follows.
/. !anual assignment
0. $osition in the campaign schema 3level and counter4
1. $osition in the access se%uence
5. $riority assigned when the campaign/trade promotion was created
6. Identification or campaign I'

CRM 2007 Trade Promotion Management

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CRM 2007 Trade Promotion Management

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Trade Promotion Management

You use trade promotion management (TPM) to do the following:

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