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.


  • This course will prepare you to learn about the business processes in the SAP Trade Management solution and key capabilities of the solution.


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



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


  • Knowledge of Consumer Products Industry
  • General experience with SAP BW
  • SCM620 Pricing in Sales and Distribution

Course based on software release

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


  • Business Context
    • Describe the industry challenge
    • Explain the END-TO-END Business Process and understand the different business roles
    • Understand the importance of the end state analytic needs when implementing SAP Trade Management
  • Sales Planning and Budgeting
    • Explain the Sales Planning and Budgeting Process
    • Explain the planning structure used in the business process
    • Understand the main activities in the planning preparation including the top-down distribution of targets
    • Explain the funding structure
  • Customer Planning
    • Explain the Customer Planning Process
    • Explain the benefits of creating a planning product hierarchy
    • Explain usage and maintenance of assortments
    • 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 and version management
    • Explain how the forecast is calculated
  • Promotion Planning
    • Understand the different methods used by the account manager to build up their promotional plan
    • Understand the essential elements of a promotion, the different trade investment and how to plan the overall promotional volume that will be achieved
    • Understand the overall impact of the promotion on the plan
    • Evaluate alternative approaches to run the promotion in order to find the best option
    • Understand the impact and the generated activities when approving a promotion
  • Execution and Settlement
    • Explain how the discount and rebate accrual conditions are generated and applied in sales order
    • Define the In-store preparation activities and the In-Store Tracking activities
    • Explain the accruals management process for building the accruals for all conditional investments that are based on the performance of the customer and the different accruals calculation
    • Explain the settlement process for a deduction and invoice claim

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Note: Location can be for a Virtual Classroom, Public Classroom or Any location (Any Physical location except Virtual Classroom.)

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