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- 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
