Course announcements

  • In this course, you will get in depth functional training of SAP Trade Management Business Process and solution capabilities. You will gain a deep understanding of the Trade Management end-to-end business process, and solution benefits, capabilities and architecture. The course comes with many hands-ons, to deepen the theoretical lessons.

Course information

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

Essential

  • CR100 CRM Customizing Fundamentals
  • General experience with SAP BW
  • General experience with SAP CRM and SAP ERP

Recommended

  • Knowledge of Consumer Products Industry
  • General experience with SAP BW
  • SCM620 Pricing in Sales and Distribution
  • SAP CRM 7.0 EhP3 or higher
  • SAP ECC 6.0 EhP5
  • SAP BW 7.4 or higher

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