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CRM_OPPORT_ASSISTENT - Sales Assistant

ABAP Short Reference   CL_GUI_FRONTEND_SERVICES - Frontend Services  
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In this activity, you define the activities that will be displayed as proposed activities in the opportunity on the Sales assistant tab page.

The sales assistant in the opportunity guides the sales employee through a structured sales process, and supports him in planning his sales activities. It is used as a checklist for the activities and tasks to be executed.
The sales employee can display the proposed activities and tasks for each phase, and can copy them into his personal activity plan for the corresponding sales project. The sales employee can also add his own activities to the activity plan. Tips or background information are available for each activity. A tip for activity "initial visit", for example, could contain information such as key questions and topics which should be mentioned during the visit. In the activity plan, the sales employee can specify by what date an activity should be executed, who is responsible for it, or whether an activity is already completed.

The sales assistant can be set up using Actionsin Customizing. These settings can be found in Customizing under: Service -> Basic Functions -> Actions.

For each task or activity to be executed, an action is defined in Customizing for actions. Proceed as follows:

1. In the implementation guide (IMG), choose: Service -> Basic Functions -> Actions.
2. An assistant (wizard) is available for defining actions. To use it, choose Actions -> Create Actions with Wizard in Customizing for actions.
3. You can create a new action profile or enhance an existing profile by defining new actions.

Note
If you wish to change an existing action profile, choose Actions -> Change Actions and Conditions -> Define Action Profiles and Actions.

1. Use the following settings:

• Application object category = BUS2000111 (Opportunity)

• Set Action:
  Action Details: Time of processing = "immediate processing", do not select the "Schedule Automatically" field.

• Set Action Processing
  Processing type: Method call
  Method Call Settings: Method = Copy_Document

• Determine Proc. Parameter:
  Choose "Change definition", then "Create" to make the following settings
  in the Container Editor:
  - Container element/name/short description = Process_Type
  - Data Type: Select ABAP Dictionary Reference, structure = CRMD_ORDERADM_H, Feld = Process_Type
  - Properties: Select Import and Mandatory flags
  - Initial Value: Choose corresponding transaction type (for example, sales call or tasks, telephone call...)

1. Choose Continue and then Complete to leave the assistant.
2. In the implementation guide, choose Service -> Basic Functions -> Change Actions and Conditions-> Define Action Profiles and Actions.
3. Select the required action profile.
4. Make the following settings under action definition on the detail screen for each action:

• Select the "Changbl in Dialog" and "Executable in Dialog" fields

• Determination technique = Determination Using Conditions that can be Transported

• Action Summarization = max. 1 Action for each Action Definition

• Create an action description. You can provide the sales employees with a detailed description of what they should note in this activity/task.

1. In the implementation guide, choose Service -> Basic Functions -> Change Actions and Conditions-> Define Conditions.
   You can use the schedule condition to specify that only certain actions are displayed in the list of default activities in the sales assistant during specific phases. You only have to define new conditions if you create new phases. The conditions for the phases delivered in the standard are already predefined.
2. Choose the required action profile.
3. You can then assign an existing schedule condition for each action, or create a schedule condition.
4. In order to create a schedule condition, enter a description for the schedule condition and choose Create new condition. This takes you into the browser for schedule conditions.
5. Choose Parameter condition-> Create in the browser menu for schedule conditions.
6. Enter a name and double-click on the condition to create a new condition.
7. Make the following settings for the condition definition:

• Choose Opportunity -> Assistant Phase

• Operators = constant: use F4 to choose the required phase

• Logic: or , Assistant Phase, Operator = , constant: space (enter blank character)
  (This result of this setting is that the activities are displayed for all phases in the list of proposed activities when you choose " " in the opportunity when you choose the activities for each phase. This means the proposed activities are displayed for all phases.

1. Save the settings.

Phase 3: Develop solution proposal

Activities:

1. Establish relationship with all influential members of buying center
2. Identify individual goals and decision criteria
3. Establish most suitable entry point
4. Initial needs analysis
5. Understand competitor's offering and strategy

BAL Application Log Documentation   rdisp/max_wprun_time - Maximum work process run time  
This documentation is copyright by SAP AG.

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