ICP600 - SAP

ICP600SAP Trade Management Business Process

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COURSE OUTLINE.

Course Version: 16Course Duration: 3 Day(s)

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Contents

vii Course Overview

1 Unit 1: Business Context

1 Lesson: Describing the Motivation and Overview of Trade Management:

1 Lesson: Describing Key Elements for Success

3 Unit 2: Sales Planning and Budgeting

3 Lesson: Explaining Sales Planning and Budgeting3 Lesson: Explaining the Planning Preparation3 Lesson: Explaining Target Distribution3 Lesson: Explaining Funds Setup4 Lesson: Explaining Customer HQ Negotiation4 Lesson: Understanding Planning Management4 Lesson: Explaining Focused Execution

5 Unit 3: Customer Planning

5 Lesson: Explaining the Customer Planning Process5 Lesson: Explaining the Planning Setup5 Lesson: Understanding the Customer Strategy5 Lesson: Explaining the Baseline Planning5 Lesson: Explaining the Promotion Planning6 Lesson: Explaining the Customer P&L Plan Approval6 Lesson: Explaining the Operational Plan Execution

7 Unit 4: Promotion Planning

7 Lesson: Giving an Overview about Promotion Planning7 Lesson: Understanding Promotion Entry Points7 Lesson: Understanding Promotion Timing, Products and Tactics7 Lesson: Understanding Promotion Volume and Investment7 Lesson: Understanding Promotion Optimization8 Lesson: Explaining the Promotion Approval Process8 Lesson: Describing Promotion Monitoring

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9 Unit 5: Execution and Settlement

9 Lesson: Giving an Overview about Execution and Settlement9 Lesson: Understanding the Order-to-Cash Integration9 Lesson: Defining the In-Store Preparation9 Lesson: Explaining the In-Store Tracking9 Lesson: Explaining the Accruals Management10 Lesson: Explaining the Different Proofs of Performance for

Validating a Customer Claim

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Course Overview

TARGET AUDIENCEThis course is intended for the following audiences:

● Application Consultant

● Business Analyst

● Business Process Architect

● Business Process Owner/Team Lead/Power User

● Data Consultant/Manager

● Developer

● Development Consultant

● Enterprise Architect

● Program/Project Manager

● Solution Architect

© Copyright. All rights reserved. vii

UNIT 1 Business Context

Lesson 1: Describing the Motivation and Overview of Trade Management:Lesson ObjectivesAfter completing this lesson, you will be able to:

● Describe the industry challenges

● Explain the END-TO-END Business Process and understand the different business roles

Lesson 2: Describing Key Elements for SuccessLesson ObjectivesAfter completing this lesson, you will be able to:

● Understand the importance of the end state analytic needs when implementing SAP Trade Management

© Copyright. All rights reserved. 1

Unit 1: Business Context

2 © Copyright. All rights reserved.

UNIT 2 Sales Planning and Budgeting

Lesson 1: Explaining Sales Planning and BudgetingLesson ObjectivesAfter completing this lesson, you will be able to:

● Explain the Sales Planning and Budgeting Process

Lesson 2: Explaining the Planning PreparationLesson ObjectivesAfter completing this lesson, you will be able to:

● Explain the planning structure used in the business process

● Understand the main activities in the planning preparation

● Understand the concept of National promotion

Lesson 3: Explaining Target DistributionLesson ObjectivesAfter completing this lesson, you will be able to:

● Explain target distribution

● Define channels & categories

● Explain the commercial conditions

● Explain the top-down distribution of targets

Lesson 4: Explaining Funds SetupLesson ObjectivesAfter completing this lesson, you will be able to:

● Explain the funding structure

● Explain dynamic funds and business advantages

● Understand fixed funds and its usage


Lesson 5: Explaining Customer HQ NegotiationLesson ObjectivesAfter completing this lesson, you will be able to:

● Explain customer HQ negotiation

Lesson 6: Understanding Planning ManagementLesson ObjectivesAfter completing this lesson, you will be able to:

● Understand the main activities in initiating the customer business planning

● Explain the bottom-up planning activities

● Understand the approval process and version management

Lesson 7: Explaining Focused ExecutionLesson ObjectivesAfter completing this lesson, you will be able to:

● Explain how the forecast is calculated

● Understand the corrective actions for adjusting the sales plan

Unit 2: Sales Planning and Budgeting


UNIT 3 Customer Planning

Lesson 1: Explaining the Customer Planning ProcessLesson ObjectivesAfter completing this lesson, you will be able to:

● Explain the Customer Planning Process

Lesson 2: Explaining the Planning SetupLesson ObjectivesAfter completing this lesson, you will be able to:

● Explain buyer concept

● Explain maintenance of buyer targets

● Explain the benefits of creating a planning product hierarchy

Lesson 3: Understanding the Customer StrategyLesson ObjectivesAfter completing this lesson, you will be able to:

● Understand the main activities in building the account strategy

● Explain the customer mission, strategy and development plan

Lesson 4: Explaining the Baseline PlanningLesson ObjectivesAfter completing this lesson, you will be able to:

● Explain usage and maintenance of assortments

● Explain the difference between CRM listings and assortments and how they can be synchronized

● Explain the elements, usage and the maintenance of a baseline plan

● Understand the concept of TU and CU

Lesson 5: Explaining the Promotion Planning


Lesson ObjectivesAfter completing this lesson, you will be able to:

● Explain options to populate the customer promotion plan

● Understand the difference between high level and detailed promotions

● Explain how to evaluate customer plan against sales target, funds, KPIs

● Explain how to create and maintain alternative scenarios

Lesson 6: Explaining the Customer P&L Plan ApprovalLesson ObjectivesAfter completing this lesson, you will be able to:

● Explain the different types of approval

● Understand the activities generated when approving a plan

Lesson 7: Explaining the Operational Plan ExecutionLesson ObjectivesAfter completing this lesson, you will be able to:

● Explain how the forecast is calculated

● Understand the corrective actions for adjusting the operational plan

● Explain the version management and business usage

Unit 3: Customer Planning


UNIT 4 Promotion Planning

Lesson 1: Giving an Overview about Promotion PlanningLesson ObjectivesAfter completing this lesson, you will be able to:

● Give an overview of Promotion Planning

Lesson 2: Understanding Promotion Entry PointsLesson ObjectivesAfter completing this lesson, you will be able to:

● Understand the different methods used by the account manager to build up their promotional plan

Lesson 3: Understanding Promotion Timing, Products and TacticsLesson ObjectivesAfter completing this lesson, you will be able to:

● Understand the essential elements of a promotion, like promotional instore period, promotional products and tactics like priceoffs, displays, circulars

Lesson 4: Understanding Promotion Volume and InvestmentLesson ObjectivesAfter completing this lesson, you will be able to:

● Understand how to plan the overall promotional volume that will be achieved with the chosen product

● Explain the different trade investment and how to assign it to a promotion

Lesson 5: Understanding Promotion OptimizationLesson ObjectivesAfter completing this lesson, you will be able to:

● Understand the overall impact of the promotion on the plan

● Understand if the necessary funding is available and the relationship between level of investment and generated value both from an internal and a customer perspective


● Evaluate alternative approaches to run the promotion in order to find the best option

Lesson 6: Explaining the Promotion Approval ProcessLesson ObjectivesAfter completing this lesson, you will be able to:

● Explain the promotion approval process

● Understand the impact and the generated activities when approving a promotion

Lesson 7: Describing Promotion MonitoringLesson ObjectivesAfter completing this lesson, you will be able to:

● Describe the monitoring activities during the execution of the promotion

● Understand the tools and metrics available for monitoring a promotion during the execution phase

● Understand typical promotion course correcting activities and their impact on the downstream execution processes

Unit 4: Promotion Planning


UNIT 5 Execution and Settlement

Lesson 1: Giving an Overview about Execution and SettlementLesson ObjectivesAfter completing this lesson, you will be able to:

● Give and overview of the Execution and Settlement

Lesson 2: Understanding the Order-to-Cash IntegrationLesson ObjectivesAfter completing this lesson, you will be able to:

● Understand the generation of discount and accrual conditions from a customer plan or a promotion

● Explain how the discount and rebate accrual conditions are applied in sales order

● Explain the integration of actual discounts with funds checkbook

Lesson 3: Defining the In-Store PreparationLesson ObjectivesAfter completing this lesson, you will be able to:

● Define the In-store preparation activities

Lesson 4: Explaining the In-Store TrackingLesson ObjectivesAfter completing this lesson, you will be able to:

● Explain the In-Store Tracking activites which provide the account manager with visibility into the customer execution of the agreed promotion.

Lesson 5: Explaining the Accruals ManagementLesson ObjectivesAfter completing this lesson, you will be able to:

● 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 method and their required information

Lesson 6: Explaining the Different Proofs of Performance for Validating a Customer ClaimLesson ObjectivesAfter completing this lesson, you will be able to:

● Explain the different proof of performance for validating a customer claim

● Explain the difference between a deduction and an invoice claim

● Explain the settlement process

Unit 5: Execution and Settlement


ICP600 - SAP

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