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SAP Customer Relationship Management (SAP CRM) enables sales organizations to dramatically shorten sales cycles, quickly increase revenues, maximize sales team productivity, ensure customer loyalty, and optimize indirect selling channels.

Organizations can proactively manage the complete sales cycle in an end-to-end, order-to-cash process across all sales channels. SAP CRM addresses the needs of four sales channels: direct sales, telesales, channel sales, and e-selling. Key sales functions of SAP CRM include:

  • Sales planning and forecasting to plan and forecast revenues and product quantities
  • Organizational and territory management to enable sales managers to define territories based on various criteria, so they can assign sales reps and identify prospects for each territory
  • Account and contact management to capture, monitor, store, and track all critical information about customers, prospects, and partners
  • Activity management to schedule and manage various tasks assigned to sales professionals
  • Opportunity management to manage sales projects from the very start and track their progress to the very end
  • Quotation and order management to configure, price, and create quotes for customers, as well as create sales orders, check product availability, and track order fulfillment
  • Contract management to help develop and revise customized contracts to generate and manage long-term agreements
  • Incentives and commissions management to develop, implement, and manage compensation plans easily and effectively
  • Travel and expense management to enable field sales personnel to record, review, and update travel information, enter receipts, and maintain time sheets
  • Sales analytics to determine the financial status and overall effectiveness of the sales organization, so managers can recognize and address trends proactively
 

Moderators: Maggie Su  |

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