Schedule Introduction


Training Schedule


(ICP600) SAP Trade Management Business Process

Code: ICP600 v17
Tuition (USD): $2167
Length: 3Days

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Skills Gained:
This course will prepare you to: speak at a high level of the challenges with the trade management process and the value proposition of SAP Trade Management.
Who Should Attend?
Application Consultant Business Analyst Business Process Architect Business Process Owner / Team Lead / Power User Data Consultant Data Manager Developer Development Consultant Enterprise Architect Industry Specialist Program/Project Manager Solution Architect
  • Essential
  • CR100 CRM Customizing Fundamentals
  • General experience with SAP BW
  • General experience with SAP CRM and SAP ERP
  • Recommended
  • Knowledge of Consumer Products Industry
  • General experience with SAP BW
  • SCM620 Pricing in Sales and Distribution
What You Will Learn:
  • 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
Course Info:
Course Based on Software Release:
SAP CRM 7.0 EhP3 or higher
SAP ECC 6.0 EhP5
SAP BW 7.4 or highe

Course notes and announcements:
In this course, you will get in depth functional training of SAP Trade Management Business Process and solution capabilities. You will gain a deep understanding of the Trade Management end-to-end business process, and solution benefits, capabilities and architecture. The course comes with many hands-ons, to deepen the theoretical lessons.

This is a SAP CERTIFIED Course. Your course will include Full Class Delivery of the comprehensive standard SAP curriculum agendas, SAP Certified Instructor, Demonstration and Presentation, Student Hands on exercises, Access to SAP Hosted servers/training environment, and SAP Certified participant guides.

With virtual live classroom training you get comprehensive training from SAP experts using seamless over-the Web connectivity. The same content delivered in SAP's traditional "brick and mortar" classrooms is presented during virtual live classroom deliveries. As in SAP's traditional classrooms, SAP virtual live classroom stresses hands-on learning providing each registered student with exclusive access to live SAP systems throughout each course. Each Virtual Live class is taught by a SAP Certified Instructor and will include an e-book student guide for you to download and keep. CPE Credits are currently available only for publicly scheduled courses delivered live at SAP locations and our Authorized Education Partner locations. CPE Credits are not available for virtual live classroom sessions.

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