... Foreword ... 17 ... Preface ... 19 ... Who Is This Book For? ... 19 ... How This Book Is Organized ... 19 ... Conclusion ... 22 1 ... Getting Started with SAP Sales Cloud ... 23 1.1 ... Customer Relationship Management: Past, Present, and Future ... 23 1.2 ... Introducing SAP C/4HANA and SAP Sales Cloud ... 26 1.3 ... Technical Considerations ... 28 1.4 ... Project Considerations ... 33 1.5 ... Summary ... 38 2 ... Scoping SAP Sales Cloud ... 39 2.1 ... SAP Sales Cloud Solution Overview ... 39 2.2 ... Scoping a Sales Solution ... 41 2.3 ... Account and Activity Management ... 44 2.4 ... Products and Service Portfolio for Sales ... 50 2.5 ... New Business ... 50 2.6 ... Lead Management ... 55 2.7 ... Summary ... 57 3 ... Organization Management ... 59 3.1 ... Organization Management Process ... 59 3.2 ... Creating and Processing Organizations ... 61 3.3 ... Configuring Organizations ... 69 3.4 ... Summary ... 73 4 ... Account and Contact Management ... 75 4.1 ... Creating Accounts and Contacts ... 75 4.2 ... Account and Contact Details ... 83 4.3 ... Configuring Accounts and Contacts ... 93 4.4 ... Summary ... 100 5 ... Territory Management ... 101 5.1 ... Territory Management Process ... 101 5.2 ... Creating and Processing Territories ... 104 5.3 ... Configuring Territory Management ... 120 5.4 ... Summary ... 124 6 ... Lead Management ... 125 6.1 ... Lead Management Process ... 126 6.2 ... Creating and Processing Leads ... 130 6.3 ... Configuring Lead Management ... 147 6.4 ... Summary ... 167 7 ... Opportunity Management ... 169 7.1 ... Opportunity Management Process ... 170 7.2 ... Creating and Processing Opportunities ... 176 7.3 ... Configuring Opportunities ... 192 7.4 ... Summary ... 213 8 ... Activity Management ... 215 8.1 ... Activity Management Process ... 216 8.2 ... Creating and Processing Activities ... 221 8.3 ... Configuring Activities ... 247 8.4 ... Summary ... 256 9 ... Partner Channel Management ... 257 9.1 ... Partner Registration Process ... 257 9.2 ... Partner Portal ... 261 9.3 ... Deal Registration ... 263 9.4 ... SAP Jam as a Collaboration Platform ... 266 9.5 ... Partner Contact Direct Access ... 267 9.6 ... Configuring Partner Channel Management ... 268 9.7 ... Summary ... 270 10 ... Quotation Management ... 271 10.1 ... Quote Management Process ... 272 10.2 ... Creating and Processing Quotes ... 274 10.3 ... Configuring Quotes ... 288 10.4 ... Integration with SAP ERP ... 299 10.5 ... Pricing in Quotes ... 301 10.6 ... Summary ... 302 11 ... Order Management ... 303 11.1 ... Order Management Process ... 303 11.2 ... Creating and Processing Orders ... 305 11.3 ... Configuring Orders ... 314 11.4 ... Integration with SAP ERP ... 322 11.5 ... Pricing in Orders ... 327 11.6 ... Summary ... 330 12 ... Visit Planning and Execution ... 331 12.1 ... The Visit Process ... 331 12.2 ... Planning and Executing Visits ... 333 12.3 ... Retail Execution ... 344 12.4 ... Configuring Visits ... 350 12.5 ... Summary ... 352 13 ... Sales Planning and Forecasting ... 353 13.1 ... Sales Planning and Forecasting Process ... 353 13.2 ... Planning and Forecasting Sales ... 356 13.3 ... Configuring Sales Planning and Forecasting ... 369 13.4 ... Summary ... 370 14 ... Account 360 and Sales Intelligence ... 371 14.1 ... Account 360 ... 371 14.2 ... ERP Cockpit ... 381 14.3 ... ERP Customer Factsheet ... 384 14.4 ... Summary ... 386 15 ... Sales Reports and Dashboards ... 387 15.1 ... Standard Reports ... 387 15.2 ... Custom Reports ... 394 15.3 ... Dashboards ... 398 15.4 ... Summary ... 405 16 ... Integration ... 407 16.1 ... Introduction to SAP Cloud for Customer Integration ... 407 16.2 ... Integrating with SAP ERP ... 411 16.3 ... Integ sakriti opis