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With SAP CRM Sales the complete sales cycle could be managed across different sales channels, i.e. direct sales, channel sales, telesales and e-selling.

SAP CRM Sales Business Role

SAP CRM offers predefined Business Role [Sales Professional – SALESPRO] for the sales representatives of an organization

With this role SAP standard functionalities related to the Account Management, Activities, Sales Cycle, Pipeline Management and Sales Management can be performed by the Sales representatives.

SAP CRM sales also offers Sales Assistant which could be used by the sales representative to plan sales activities within sales cycle processes, and sales methodologies elements such as buying centre, competitor analysis, project goals, etc. which could be used in an opportunity by the sales representative while preparing value proposition for the customer.

General Sales Cycle steps

A Sales representative receives a qualified lead (Hot Lead).

When this Hot Lead is accepted by the sales representative, the system creates an Opportunity.

Within SAP CRM actual sales process begin with an opportunity. It is not mandatory to use Lead to create the Opportunity.

The sales representative then contacts the customer and updates the opportunity with further data.

Also there is option to activate activities available in the Sales Assistant or create new activities. These activities can be configured for different stages of the Opportunity.

The Opportunity needs to be evaluated by the sales representative with positive or negative decision.

Opportunity ends with the creation the quotation, or rejection from the customer.

The solution derived from the opportunity is presented to the customer and the sales representative creates quotation.

Once the sale representative secures agreement based upon the quotation, sales order can then be created.

Delivery is not part of the SAP CRM and for that it is integrated with a back-end SAP ERP system.

Billing for the sales orders can be performed within the SAP CRM.

Also SAP CRM offers SAP BI in order to analyze the complete sales project based on the outcome of the opportunities.

Opportunity Management

An opportunity represents possibility for sale of services or products.

A bid invitation, a sales deal or a trade fair can result into opportunity.

Also Opportunity can be created with the Hot Lead, which is a business transaction in the Marketing process.

SAP CRM offers Opportunity as a business transaction document that presents various aspects of the sales prospects (customers) such as the products and services which they have requested, their budget, expected sales volume and option to estimate the sales probability.

With SAP CRM’s Opportunity Management, an organization can maintain and track a sales project at different stages. Thus it provides an option for analysis and optimization of customer-specific business process.

For a Sales Cycle, various sales stages can be configured in customizing as per the customer-specific business process.

Each sales stage can have planned activities which can be activated by the sales employee using the Sales Assistant.

Above 2 images display Assignment Blocks in Create page for an Opportunity

Mainly an opportunity document in SAP CRM contains data related to the Sales cycle, forecast data, classification of opportunity, product data (maintained in Items Assignment Block), and information related to activities, competitor products, sale team, attachments, etc.

Change in sales stage for an Opportunity result in calculation of the forecast data, thus the completion of a Sales stage determines the probability of sale.

Forecast data contains the expected volume of the sale in terms of product quantity and product value.

An opportunity can be classified based upon the Opportunity Group (such as existing customer or new customer), its origin (such as trade fair), and its priority.

These data could be used in the analysis of the Opportunity management in your company.

In product data (maintained within Items assignment block), expected product quantity and product value can be maintained at each item level.

This also reflects in the expected value of the Opportunity in the forecast data as a complete document.

It is possible to save an Opportunity with incorrect product id or description. This is useful in the cases where product information is not clear at the early stage of sales cycle.

CRM also provides functionality to search and maintain the competitor product in the Opportunity document. This relationship between products needs to be maintained in CRM product master data.

As displayed in the above create page images, SAP CRM Sales offers Sales Stage History which presents data related to each sales stage which are completed for the Opportunity. Along with this, SAP CRM is also integrated with SAP BI for the analysis of the Opportunity Management data at different Sales stages and from the forecast data.

Quotation Management

Quotation is a legally binding agreement of your company with your customer to deliver specific product in a specified timeframe at a pre-defined price.

In SAP CRM Sales Quotations are created as follow-up documents for opportunities.

A quotation can be copied or converted to a sales order.

It is also possible to create quotation with reference to the inquiry.

For a quotation, validation period is maintained within which customer can place or modify the order, or can cancel the order.

Quotation Management includes following processes:

Create a quotation in the system

Create items for the quotation

You can add products requested by the customer

You can perform ATP check of products for each item in the quotation

Determine the pricing of individual items

Send the quotation to the customer

You can create activities as part of a Quotation document

The data maintained in the Quotation document also includes order probability, validity, alternative items, actions and availability check.

Product Proposal

Product proposal functionality can be implemented using:

Transaction history of the customer which includes previous sales orders of the customer.

Marketing projects in which the customer has been involved.

For these proposed products, it is possible to perform ATP check and the price calculation.

You can have following types of the product proposals:





Top-n product lists

Sales Order Management

SAP CRM Sales order processing is used to create and process a sales order and also to trigger logistics processing in the integrated back-end SAP ERP system. Following are the possible sources for creating Sales Orders in CRM:


Directly in CRM

IC Web Client

Mobile Sales

Internet Sales Application (E-Commerce)


Sales order can be created as follow-up documents to an existing quotation or multiple existing quotations.

In order to create a sales order from multiple existing quotations, organizational data of all these quotations must match.

Rest of the header data is copied from first quotation selected.

Sales order processing in SAP CRM consists of following steps:

Create sales order with requested product

Perform ATP check

Maintain and determine the pricing conditions

Integrated ERP system helps to perform credit check

System replicates it to and receives it from the SAP ERP

Order confirmation is sent to the customer

Outbound delivery activities such as picking, packing, transport, and goods issue takes place in the integrated SAP ERP system.

Billing process provided within SAP CRM could be used for creating customer invoices.

Billing document can be created with reference to the sales order, deliver, or contract depending upon the customizing settings.

General data entered at the header level of the sales order includes transaction types, requested delivery date, employee responsible, contact person, sold-to party and ship-to party.

Required products and quantities are entered at the item level.

SAP CRM offers functionality to configure products as part of Internet Pricing and Configurator (IPC) application.

This application can be integrated with the SAP CRM Sales application such that user can configure the product and can place a sales order for it in the same place.

A configurable product is maintained with characteristics which can have multiple values.

Thus customer can set the values for the characteristics as per requirement.

Once configured, customer can place order for this configured product.

For analysing quotation and sales order processing, SAP BI provides standard reports. For example:

0CRM_QUTO_Q0001 – To monitor top 5 quotations

0CSAL_C03_Q0001 – To monitor incoming sales orders

SAP CRM offers functionality to determine pricing information for a sales order.

The system automatically calculates the gross price, discounts, surcharges that are applicable for your customer at a specific time.

SAP CRM uses pricing condition techniques for maintaining and determining the pricing.

A condition group can be assigned to the Business Partner, Product or customer hierarchy.

Other Features in Quotation and Sales Order Management

In the SAP CRM Sales processing there are certain functionalities which are well featured by SAP. Some of these are product determination, listing and exclusion, free goods and availability check. These features are used at different stages of Sales processing within SAP CRM Sales.

Product Determination

During the sales document processing, system can automatically determine and substitute the products.

With the help of condition technique, it is possible to configure a product determination procedure.

This product determination procedure can then be assigned to a transaction type.

When a sales document is created for this transaction type and a product is entered, this will trigger the product determination procedure.

This configuration is used when there is a requirement to have product substitution in a sales document.

Product determination is not used to substitute a product which is not available with another available product.

For this purpose you can use the rule-based ATP check in the SAP APO.

Product determination feature is supported with the CRM Mobile Sales or the IC WebClient.

Listing and Exclusion

Listing and Exclusion for a particular account represents which products are permissible or not permissible for that account in a specific timeframe for a particular business transaction.

There are two possible approached to implement this:

PPR – Partner/Product Range (without condition technique)

A newer approach using condition technique

In case of PPR, assignment of business partners, products and timeframe is done. The necessary settings for the PPR are done in the customizing.

In the newer approach Listing determines a product valid or invalid. This Listing consists of header and item. Header contains the condition technique and item contains PPR information.

With free goods you can implement quantity discount. That is, you can offer a product for free to your customer when a certain quantity of product has been ordered. This feature is also implemented using the condition technique. It could be implemented in two ways:

Inclusive free good: the discount is applied when certain quantity of product is purchased.

Exclusive free good: certain amount of product is offered for free when some predefined quantity of product is purchased.

Contract Management

Through different SAP CRM channels, SAP CRM Sales offers Contract Management which is embedded into the sales cycle. Contract is an agreement with your customer based upon agreed conditions related to price, target value, or target quantity. It allows your company to release products or services based upon these conditions. It could be created based upon an opportunity which is won by the sales employee responsible. Further to this opportunity sales employee responsible and the customer agrees to favourable conditions, based upon which the sales order is then created. Customer needs to accept this contract and then the sales manager releases this contract. Customer can then order products against this released contract. Around completion date of the contract, Sales representative can contact the customer to renew the contract.

The sales orders created are linked to the contract as follow-up documents and thus it keeps record of the entire required information from all the sales orders created.

SAP CRM offers two types of contract:

Quantity contract is an agreement with a customer that he or she will buy certain quantity of particular in a specified timeframe.

Whereas Value Contract is an agreement with a customer that he or she will buy certain value of particular in a specified timeframe.

Contract Management includes following functions related to the sales orders created against it:

Following are relevant status values for a CRM sales contract:

Open – This is set by default when contract is created.

In Process – You can set this status while negotiating the contract with customer.

Released – This status needs to be set, when an item in the contract is ready and can be used to release products and create sales orders against it.

Completed – This status is set for the items whose validity has expired or, whose target value or quantity has been released completely. It could be set automatically or manually. Once an item in contract is in this status it will not be possible to release products against it.

In order to create an order against a contract, you can open the contract and create the order as a follow-up document. Also, you can create the order and use the contract determination to fetch the possible contracts and then select the appropriate one. The order maintains release order list and keeps the check against the agreed maximum quantity and value.

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Sap Bw Characteristics & Key Figures

In this tutorial you will learn about

Characteristics Settings – Display Name:

By default, when a characteristic is added to the query, it displays the description specified in SAP BW. It is possible to replace this with customized text as follows.

Select the General tab

Enter Description

Characteristics Settings – Display Properties:

Select the Display tab of the properties window of the selected characteristic.

The “Display as” option is used to display either only the Key or only Text or both Key & Text.

If a characteristic has 2 or more of Short / Medium / Long Text populated, “Text View” is used to display corresponding text.

It is possible to sort data ascending / descending either by the characteristic or any of its attributes.

The “Result Rows” option is used to show or hide sub-total for underlying characteristic.

Characteristics Settings – Display Records:

The display option is used to define what data is viewed by user during data selection (in filters) and after report execution.

Select the Advanced tab of the properties window of the selected characteristic.

Access Type for Result Values. Choose one of these values.

“Posted values” is used to show only records that have got some transactions associated with them

“Master Data” displays all master data records irrespective of whether a transaction exists for them or not. It is ineffective if used with zero suppression.

Filter Value Selection. Choose one of these values.

Only Values in InfoProvider: The system displays only values contained in the InfoProvider.

Values in Master Data Table: It is faster, but may result in zero records matching selection criteria.

Key Figure Settings – Display Name:

By default, when a Key Figure is added to the query, it displays the description specified in SAP BW. It is possible to replace this with customized text as follows.

Select the General tab

Enter Description

Key Figure Settings – Display Properties:

Select the Display tab of the properties window of the selected Key Figure.


The options “Always Show” and “Always Hide” are self explanatory.

Hide (Can be Shown) option is used to keep a key figure hidden in default output of the report. However, the user can later display this field by using filters.

Number of Decimals places can be used to restrict the decimal places displayed in report.

Scaling factor is used to show data in thousands / hundreds / etc.

The sign of key figures can be reversed if required. e.g. Sales Quantity is negative movement from Inventory perspective, but positive from sales perspective and we can reverse sign based on user.

Key Figure Settings – Currency Or Unit Conversion:

BW does not allow cumulating amount in different units e.g. one rupee to one dollar or one kilogram to one yard. When data exists in multiple currencies / unit, all records must be converted to single currency / unit using Currency Translation / Unit Conversion. The translation can be dynamic (by using selection screen variable) or static (with target currency / unit hardcoded in adjacent screens). Advantage of doing this in SAP BW is that it directly imports the conversion factors available in SAP ERP to SAP BW.

Select the Conversions tab.

For currency translation, this option can be used.

For unit conversion, this option can be used.

Key Figure Settings – Aggregation:

Query Designer gives the flexibility of calculating aggregates as average, summation, minimum,

etc. Similar calculations can also be performed on row-level data.

Select the Calculations tab.

Select from the Different options available under the drop-down of “Calculate Results As”.

Key Figures – Local Formula:

BW, allows use of formulae, on data coming from InfoProvider, to provide calculated values to user.

e.g. Subtracting Cost from Revenue to calculate Profit

Steps to create Formula:

Step 1)

Step 2)

Step 3)

Some of the common operators used in BW include:

Addition, Subtraction, Multiplication and Division

NODIM is used to display key figures without their corresponding unit

NOERR is used to display zero instead of error message (e.g. zero instead of mentioning that division by zero error)

%GT is used to show the value of key figure as a percentage of total value

In the “Detail View” box, enter the formula

Use the operators from the “Operators” box.

Key Figures – Calculated Key Figure:

If same calculation is required for multiple reports, it can be mapped to the InfoProvider instead of creating it individually in each query. Such key figure is called “Calculated Key Figure” or CKF.

Steps to create a Calculated Key Figure:

Navigate to the Infoprovider section

Choose the option “New Calculated Key Figure”.

Key Figures – Restricted Key Figure:

Restricted Key Figures (RKF) can be used to selectively apply filters only to a specific KPI in the report, but not to the entire report e.g. split sales into columns like YTD (Year To Date) Sales, PYTD (Previous Year To Date) Sales, etc.

Step 1)

Navigate to the Infoprovider section

Choose the option “New Restricted Key Figure”.

Step 2)

Step 3)

In the subsequent screen, at least one key figure and one characteristic must be entered to make a meaningful RKF.

Key Figure which is to be restricted.

The characteristic may be restricted by a selection screen variable to make it “Dynamic” RKF.

It may also be restricted by a constant e.g. year = 2008. In the below screen shot, version is restricted with constant value “1”.

Like CKF, RKFs are also global to the InfoProvider and can be reused in multiple queries using the same InfoProvider.

Salesforce Lightning: The Future Of Crm Design


Customer relationship management (CRM) is a crucial aspect of modern business operations. With customers at the centre of every business, managing their interactions and experiences is vital to ensuring long-term success. Salesforce, a leading provider of cloud-based CRM software, has been at the forefront of CRM technology for over two decades.

In 2014, they launched Salesforce Lightning, a new user interface for their CRM platform. Lightning was designed to provide a more modern and intuitive user experience while also enhancing the platform’s capabilities. Since then, Lightning has become the future of CRM design, and businesses that adopt it are reaping the benefits of a more streamlined and efficient workflow.

History of Salesforce

Salesforce was founded in 1999 by Marc Benioff, Parker Harris, Dave Moellenhoff, and Frank Dominguez. At the time, Benioff had left his job at Oracle and wanted to create a new kind of CRM software that would be entirely cloud-based. The company’s mission was to “democratize enterprise software” by making it more accessible and affordable for businesses of all sizes.

Salesforce quickly gained traction and became known for its innovative approach to CRM. In 2003, they launched the AppExchange, a marketplace for third-party applications that integrated with Salesforce. This allowed businesses to customize their CRM software to meet their specific needs, without having to build everything from scratch.

Over the years, Salesforce has continued to expand its offerings, adding new products and features to its platform. They’ve also acquired several companies, including ExactTarget, Demandware, and Tableau, to broaden their capabilities and improve their offerings.

Evolution of CRM Design

CRM design has come a long way since the early days of Salesforce. When the company first launched, their interface was relatively basic and utilitarian. It was designed to provide users with access to customer data and help them manage their interactions with clients. While this was a significant improvement over traditional on-premises CRM software, it was still far from perfect.

Over time, Salesforce began to add more features and functionality to their platform. They also started to invest more in design, recognizing that a more intuitive and user-friendly interface would be crucial to their long-term success. In 2013, they hired John Maeda, a renowned designer and technologist, to lead their design team. Maeda’s influence can be seen in the company’s renewed focus on design and user experience.

Features of Salesforce Lightning

Salesforce Lightning is a complete overhaul of the Salesforce platform, providing users with a more modern and intuitive interface.

Some of the key features of Lightning include −

Customizable Home Page

The Lightning home page is fully customizable, allowing users to create a personalized dashboard that provides quick access to the information they need most. Users can add and remove components, such as charts, tables, and lists, to create a dashboard that meets their specific needs.

Kanban View

The Kanban view is a new way of visualizing data in Salesforce. It provides users with a card-based interface that allows them to drag and drop records between columns. This is particularly useful for managing tasks or projects, as it provides a more visual way of tracking progress.

Enhanced Search

Enhanced Search is another feature of Salesforce Lightning that provides improved search capabilities within the platform. It allows users to search for records, files, and other information using natural language, making it easier to find what they need. Additionally, Enhanced Search provides results that are personalized to the user based on their past behaviour and preferences, making it even more efficient and intuitive.

Lightning App Builder

The Lightning App Builder allows users to create custom applications without needing to write code. It provides a drag-and-drop interface that allows users to add and configure components, such as charts, tables, and forms, to create a custom application that meets their specific needs.

Lightning Experience

Lightning Experience is the new user interface for Salesforce, designed to provide a more modern and intuitive experience. It includes features such as contextual hovers, where users can see additional information about a record by hovering over it, and split view, which allows users to view two records side-by-side.

Lightning Components

Lightning Components are reusable building blocks that can be used to create custom applications and pages. They provide a consistent look and feel across the platform and can be used to create custom functionality that integrates seamlessly with the Salesforce platform.

Salesforce Einstein

Salesforce Einstein is the company’s artificial intelligence (AI) platform, which is integrated into Lightning. It provides users with insights and recommendations based on their data, helping them to make more informed decisions.

Benefits of Salesforce Lightning

There are many benefits to using Salesforce Lightning for your business.

Here are some of the most significant −

Improved User Experience

The Lightning user interface is designed to be more intuitive and user-friendly than the previous interface. This makes it easier for users to navigate the platform and find the information they need quickly.

Increased Efficiency

Lightning’s customizable home page, Kanban view, and other features allow users to work more efficiently, reducing the time it takes to complete tasks and improving productivity.

Better Data Insights

Salesforce Einstein provides users with insights and recommendations based on their data, helping them to make more informed decisions. This can lead to better business outcomes and increased revenue.

Increased Customization

The Lightning App Builder and Lightning Components allow users to create custom applications and pages without needing to write code. This increases the platform’s flexibility and allows businesses to tailor the platform to their specific needs.

Better Integration

Lightning’s modern architecture and open APIs make it easier to integrate with other systems and platforms, such as marketing automation tools and ERP systems. This improves data visibility across the organization and streamlines workflows.

Real-World Examples

Many businesses have already adopted Salesforce Lightning and are seeing the benefits of the new interface.

Here are some real-world examples of how businesses are using Lightning to improve their operations −


Groupon is a global e-commerce marketplace that connects customers with local businesses. They use Salesforce Lightning to manage their sales and marketing operations, allowing them to track customer interactions, analyze data, and improve their marketing efforts.

The American Red Cross

The American Red Cross is a non-profit organization that provides disaster relief and other humanitarian services. They use Salesforce Lightning to manage their donor relationships, allowing them to track donations, communicate with donors, and analyze data to improve their fundraising efforts.

The 10 Best Small Business Crm Software

As a small business owner, you know that managing customer relationships is crucial for your success. That’s where Customer Relationship Management (CRM) software comes in handy. CRM software helps you streamline your sales, marketing, and customer service efforts by organizing and automating various tasks and processes.

When it comes to small businesses, finding the right CRM solution can be a game-changer. The right CRM software will not only help you manage your contacts and sales pipeline but also provide valuable insights into your customers’ behavior. This knowledge can be used to improve your marketing strategies, enhance customer satisfaction, and ultimately boost your revenue.

Keep reading to discover which CRM software suits your small business best!

Importance of CRM Software for Small Businesses

As a small business owner, you might be wondering why CRM (Customer Relationship Management) software is essential for your company. After all, you have a limited budget and resources to manage. However, investing in a good CRM system can be a game-changer for your business. Here’s why:

Time-saving and Efficiency Improved Customer Experience Enhanced Team Collaboration

CRM software encourages collaboration between different departments within your company by providing a centralized platform for sharing customer information. This means that everyone has access to the same data and can work together more effectively to meet customer needs.

Data-driven Decision Making

With a wealth of information at your fingertips, you can make informed decisions based on real-time data rather than relying on gut feelings or guesswork. This helps you identify trends, spot potential problems early on, and make strategic decisions that drive business growth.


As your business grows, so do the number of customers you need to manage. A good CRM system is designed to scale with your company’s needs without requiring significant additional investments in time or resources.

In conclusion, incorporating CRM software into your small business operations is crucial for streamlining processes, improving customer satisfaction, fostering collaboration among team members, making data-driven decisions, and ensuring scalability as your company grows. By choosing the right CRM solution from the list above that suits your specific needs and budget constraints, you’ll be well on your way to achieving long-term success.

HubSpot CRM: Free, User-friendly, and Scalable

As a small business owner, you’re always looking for ways to streamline your processes and improve efficiency. One of the best tools to help you achieve this is HubSpot CRM. This customer relationship management (CRM) software stands out for its free, user-friendly, and scalable features that cater specifically to small businesses like yours.

Free: Yes, you read that right! HubSpot CRM offers a powerful suite of features at no cost. You can manage your contacts, track deals, and monitor sales activities without spending a dime. This makes it an ideal choice if you’re just starting out or operating on a tight budget.

User-friendly: HubSpot CRM is designed with simplicity in mind. Its intuitive interface means that even if you’re new to using CRM software, you’ll be able to navigate the platform with ease. Plus, there’s an extensive library of resources and tutorials available to help you get the most out of the software.

Salesforce Essentials: Comprehensive Features for Growing Businesses

As a small business owner, you’re always on the lookout for tools that can help you grow and streamline your operations. Salesforce Essentials is a CRM software designed specifically for small businesses like yours, offering a comprehensive set of features that cater to your unique needs.

User-Friendly Interface

Salesforce Essentials boasts an intuitive interface that’s easy to navigate, even for those who aren’t tech-savvy. This means you can quickly get started with managing your customer relationships without having to spend hours learning the ins and outs of the software.

Customizable Dashboards

One of the standout features of Salesforce Essentials is its customizable dashboards. You can create personalized views that display the data most relevant to your business goals, making it easier for you to track progress and make informed decisions.

Sales and Customer Support Integration

With Salesforce Essentials, you’ll be able to integrate sales and customer support processes seamlessly. This ensures that your team members have access to all the information they need when interacting with customers, helping them provide top-notch service while closing deals more efficiently.

Automation Capabilities

Time is a precious resource in any small business, which is why Salesforce Essentials offers automation capabilities to save you time on repetitive tasks. With features like automated follow-ups and lead scoring, you can focus on what truly matters – growing your business.

Scalability for Growth

As your business grows, so do your CRM needs. Salesforce Essentials has been designed with scalability in mind, allowing you to add more users and features as needed without any hassle.

Zoho CRM: Affordable and Customizable Solution

When it comes to finding a CRM software that’s both budget-friendly and highly adaptable to your business needs, Zoho CRM is an excellent choice. This powerful tool offers a wide range of features that cater to small businesses looking for an easy-to-use and cost-effective solution.

Key Features

Sales Force Automation: Zoho CRM automates essential sales tasks, like lead management, contact management, and deal tracking, so you can focus on closing deals instead of getting bogged down in administrative work.

Customization: With its drag-and-drop interface, you can easily customize Zoho CRM’s modules, fields, and layouts to match your unique business processes.

Omnichannel Communication: Stay connected with your customers across various platforms like email, phone calls, live chat, and social media – all from within the CRM.

Third-Party Integrations: Zoho CRM integrates seamlessly with popular business apps like G Suite, Microsoft Office 365, Mailchimp, and more.

Pricing Why Choose Zoho CRM?

If you’re searching for a budget-friendly yet powerful CRM solution that can grow alongside your small business needs, Zoho CRM is worth considering. Its customization options allow you to tailor the software to your specific requirements while keeping costs low. Plus, its robust feature set ensures that you have all the tools necessary to manage customer relationships effectively.

Freshsales: AI-driven Insights and Automation Capabilities

When looking for a CRM solution that leverages cutting-edge technology, Freshsales should be at the top of your list. This powerful small business CRM software harnesses the power of artificial intelligence (AI) to provide you with valuable insights and automation capabilities, making it easier for you to manage your sales process and customer relationships.

AI-driven Insights Automation Capabilities

One of the standout features of Freshsales is its robust automation capabilities. With its built-in workflow automation tools, you can streamline repetitive tasks such as sending follow-up emails or updating lead statuses. This not only saves time but also reduces the risk of human error in these crucial processes.

Additional Features

Apart from its AI-driven insights and automation capabilities, Freshsales offers a host of other features designed to make managing your small business’s sales process a breeze:

Visual sales pipeline management

Built-in phone and email integration

Customizable reports and dashboards

Integration with popular third-party apps

Pipedrive: Sales-focused CRM with Visual Pipeline Management

When it comes to managing your sales process effectively, Pipedrive stands out as a powerful CRM solution tailored for small businesses. This sales-focused CRM is designed to streamline your sales pipeline, helping you close deals faster and grow your business.

Visual Sales Pipeline

One of the key features that sets Pipedrive apart from other CRM platforms is its visual sales pipeline management. With an easy-to-understand interface, you can quickly view and track the progress of each deal in real-time. This allows you to identify bottlenecks, prioritize tasks, and make data-driven decisions to improve your sales process.

Customizable Stages and Fields

Pipedrive offers flexibility by allowing you to customize stages and fields according to your unique sales process. You can easily add or modify stages, create custom fields for deals, contacts, or organizations, and even set up multiple pipelines if needed.

Activity Reminders and Notifications

Never miss an important follow-up or meeting again with Pipedrive’s activity reminders and notifications. The platform ensures that you stay on top of your tasks by sending timely reminders via email or mobile notifications.

Integration with Popular Apps

Pipedrive seamlessly integrates with a wide range of popular apps such as Google Workspace (formerly G Suite), Microsoft Office 365, Trello, Slack, Mailchimp, and more. This enables you to streamline workflows across different tools while keeping all your data in sync.

Advanced Reporting and Analytics Pricing Plans Insightly: Project Management Integration and Relationship Tracking

When it comes to managing your small business, you need a CRM that can handle more than just customer interactions. That’s where Insightly comes into play. This powerful CRM software not only helps you manage your customer relationships but also integrates seamlessly with project management tools, making it an excellent choice for small businesses looking for a comprehensive solution.

Project Management Integration

One of the standout features of Insightly is its built-in project management capabilities. You can easily create and manage projects, tasks, and milestones directly within the CRM. This integration helps streamline your workflow by allowing you to track the progress of sales opportunities and customer interactions alongside your ongoing projects.

By keeping all your data in one place, Insightly ensures that everyone on your team has access to the information they need to make informed decisions. Plus, with real-time updates and notifications, you’ll always be aware of any changes or updates in project status.

Relationship Tracking

Another key feature of Insightly is its relationship tracking functionality. This allows you to build a comprehensive view of each customer by connecting their contact information with related projects, sales opportunities, emails, and other interactions.

With this 360-degree view of each customer, your team can better understand their needs and preferences. This insight enables you to tailor your approach and deliver personalized experiences that strengthen relationships and drive loyalty.

In addition to tracking relationships between customers and your business, Insightly also allows you to map connections between contacts themselves. This feature helps uncover potential networking or referral opportunities that could lead to new business growth.

Nimble: Social Media Integration and Contact Management

In today’s digital age, social media plays a crucial role in connecting with your customers and prospects. Nimble understands this and offers a CRM solution that seamlessly integrates social media platforms to help you manage contacts more efficiently.

Social Media Integration

Nimble’s social media integration allows you to connect your company’s Facebook, Twitter, LinkedIn, and Instagram accounts directly to the CRM platform. This integration enables you to:

View your contacts’ social profiles and recent activity

Monitor brand mentions and relevant hashtags

Schedule and publish posts across multiple platforms

This comprehensive approach to social media management helps you stay on top of your customers’ needs, preferences, and pain points.

Contact Management

Efficient contact management is essential for small businesses looking to build strong relationships with their customers. Nimble offers a range of features designed to make managing contacts easier:

Unified Contact Records: Nimble consolidates contact information from various sources (email, social media, etc.) into a single record for each person. This ensures that you always have the most up-to-date information at your fingertips.

Contact Enrichment: Nimble automatically enriches contact profiles with publicly available data such as job titles, company details, and social profiles. This additional information can help you better understand your contacts’ background and interests.

Task Management & Reminders: Set tasks related to specific contacts or deals directly within the CRM platform. You can also set reminders for important dates like follow-ups or contract renewals.

Keap (formerly Infusionsoft): All-in-one Sales and Marketing Platform

When it comes to managing your sales and marketing efforts, Keap offers a comprehensive solution that’s perfect for small businesses. As an all-in-one platform, Keap combines CRM, email marketing, and automation tools, making it easier for you to manage your customer relationships and drive growth.

Key Features

Automation: Save time and streamline your business processes with Keap’s powerful automation capabilities. From sending personalized follow-up emails to managing tasks and appointments, Keap ensures nothing falls through the cracks.

E-commerce Integration: If you’re selling products or services online, Keap’s e-commerce integration makes it easy to manage orders and payments right within the platform. You can even set up automated billing and invoicing for recurring payments.

Mobile App: Stay connected on-the-go with the Keap mobile app. Access your contacts, appointments, tasks, and more from anywhere using your smartphone or tablet.


Keap offers three pricing tiers based on the features you need:

Keap Grow: Ideal for solopreneurs or small teams looking for basic CRM functionality.

Infusionsoft: Designed for established businesses requiring a complete sales and marketing solution.

Bitrix24: Collaboration Tools and Communication Features

When you’re running a small business, effective communication and collaboration are essential for success. That’s where Bitrix24 comes in, offering a powerful CRM solution with a strong focus on collaboration tools and communication features.

Streamlined Communication

Bitrix24 makes it easy for your team to stay connected with built-in tools like instant messaging, video conferencing, and email integration. You can even set up group chats or private conversations to discuss specific deals or client issues. By keeping all your communication in one place, you’ll save time and ensure that everyone is on the same page.

Collaborative Workspace

With Bitrix24, you can create a virtual workspace where your team can collaborate on projects, tasks, and documents. The platform offers file sharing capabilities and document management tools that make it easy to store, edit, and share important files with your colleagues. Plus, the task management feature allows you to assign tasks to team members, set deadlines, and track progress all within the CRM system.

Social Intranet Customizable CRM Pricing Options Less Annoying CRM: Simple Interface and Straightforward Pricing

When it comes to managing customer relationships, you might be looking for a CRM solution that’s easy to use and doesn’t break the bank. Look no further than Less Annoying CRM! This platform is designed specifically for small businesses, focusing on simplicity and affordability.

Simple Interface

One of the key selling points of Less Annoying CRM is its intuitive interface. You don’t need any technical expertise to navigate the platform, making it perfect for small business owners who want to spend more time growing their business and less time learning complicated software. The dashboard provides a clear overview of your contacts, tasks, and calendar events so you can stay organized and on top of your game.

Straightforward Pricing

Budget is often a primary concern for small businesses when choosing a CRM solution. With Less Annoying CRM, you won’t have to worry about hidden fees or complex pricing structures. They offer a flat monthly rate of $15 per user with no additional costs or long-term contracts. This means you can scale your team as needed without worrying about fluctuating expenses.

Key Features

Contact management: Keep all customer information in one place, making it easy to find what you need when you need it.

Task tracking: Assign tasks to team members and set deadlines to ensure everyone stays on track.

Calendar integration: Sync your calendar with the platform so you never miss an important meeting or event.

Collaboration tools: Share notes, tasks, and files with team members for seamless communication.


What is CRM software and why is it important for small businesses? CRM, or Customer Relationship Management software, is a type of tool that helps businesses manage and analyze customer interactions and data throughout the customer lifecycle. The goal is to improve customer service relationships, retain customers, and drive sales growth. For small businesses, using a CRM can provide a unified platform to store all customer and prospect data, manage communication, track sales activities, and create reports. This helps the business to stay organized, make data-driven decisions, and provide personalized service, which are critical for growth and competitiveness.

How to choose the right CRM software for a small business? When choosing CRM software for a small business, you should consider the size of your business, your industry, the specific needs of your business, and your budget. A good CRM should be user-friendly, scalable, and customizable. It should also offer integration with other software that you already use in your business, like email marketing tools or accounting software. Check out reviews and get a trial version if possible before making a final decision.

Are there affordable CRM options for small businesses? Yes, there are many CRM options that are affordable for small businesses. Some CRM software providers offer free versions with basic features, which can be a good starting point for small businesses or startups. There are also CRM platforms that offer different pricing tiers based on the number of users or the features you need. It’s important to evaluate the value the software will bring to your business against its cost.

Can CRM software help in automating the tasks in a small business? Absolutely, one of the key benefits of CRM software is the ability to automate tasks. This can range from simple tasks such as sending automated email responses to more complex tasks like lead scoring and sales follow-ups. Automation can save a significant amount of time and reduce the chance of human error, allowing small businesses to focus more on strategic planning and customer service.

Is it difficult to implement CRM software in a small business? The difficulty of implementing CRM software can vary depending on the complexity of the software and the specific needs of your business. However, many CRM platforms are designed with user-friendly interfaces and provide support and training materials to help users get started. Moreover, some CRM providers offer professional services to assist with the setup and integration process. Starting with clear objectives and a well-planned strategy can also make the implementation process smoother.

Release Strategy In Sap Mm – Procedure For Purchase Order

Releasing a purchasing document means approving it. For this, our MM consultant can create release procedures to be used. There is a vast number of options that can be used for controlling the release of the documents.

Important information to know is that a purchasing document cannot be changed after it is released. That means that only the final version should be released. Unreleased documents (RFQ – request for quotation, PO – purchase order, scheduling agreement, contract) cannot be processed further (convert RFQ to quotation, PO to goods receipt, invoice verification). Process flow:

Release strategy

We can have a lot of different strategies for different situations. For example, you can define a release strategy that is dependent on document type, you can define a release strategy based on the purchasing organization, purchasing group, or any other crucial information for a purchasing document.

In most of the cases, one of the most used release strategy is based on the value of the purchase document.

Defining a Release Strategy

Step 1) Lets define a release strategy such that will only request a manual release for purchasing documents with value greater than 100 Eur. For example if we have a PO of the value of 50 Eur, it will be autoreleased (will not require a release to be processed further). A purchase order for more than 100 Eur would require a release.

For this, in the background, there needs to be specified a characteristic.

We can do this in CT04 transaction.

NETVALUE characteristic is defined.

It’s Value to be more than 100 Eur.

Step 2) Assigning fields to a characteristic on the additional data tab. We are assigning field CEKKO-GNETW to the characteristic, because that field is a purchase document value.

Step 3) There also needs to be specified a class that holds the characteristic.

T-code to accomplish that is CL02.

For this class, we need to set a class name, class type,

Description and Status,

Validity period,

Same classification.

Step 4) Assigning a characteristic to a class. Afterwards, we can assign NETVALUE to a class called REL_PUR.

Step 5) Following steps need to be done in customizing.

Create release groups (you assign them a class – in our case REL_PUR).

Create release codes (assigning them release groups).

Create release indicators (e.g. 1-Blocked, 2-Released).

Creating a release strategy.

Assigning a release group and release code to a release strategy.

Defining release statuses for the strategy (blocked and released).

You can also perform a release strategy simulation to see if it works correctly (optional).

Afterwards, your strategy is set and ready for live system tryout.

Step 6) We can see that our purchase order is created to a value of more than 100 Eur. If we create a PO for less than 100 Eur, it will be autoreleased.

These two statuses mean that our PO is in release (it’s subject to release process indicating that it should be approved before further processing can be possible). The other indicates the current status – Blocked means that it isn’t released yet.

Value is 24,000 Eur, which is more than 100 Eur.

Now we have a purchase order that needs to be released (approved) to be valid for further processing.

Releasing purchase order

For the actual release of the purchasing document, we can use t-code ME28.

Step 1)

Execute the transaction code.

Enter release code (mandatory) and release group (optional).

Options – keep it as default like on the below screen.

You can choose the appropriate scope of the list and purchasing document category (if we only want to see the purchase orders available for release we will choose “F“).


Step 2) On the next screen, we can see the purchase orders selected by our criteria.

Status of the purchase order has changed to released.

Step 3) You can see in the ME23N or ME22N transaction that our purchase order has altered statuses. “Release completed” and “Released” statuses are now shown in the PO header data.

Process flow is the same for all of the purchase documents (RFQ, PR, quotation etc).

Cancelling a release

Step 1) Purchasing document release has to be reversed in order for already released document to be changed.

You can do that from the same transaction ME28.

Choose the Cancel release check box and execute the transaction.

Step 2) You will see the list of purchase documents available for release cancelation.

Choose the appropriate document.

Save and you are done.

Cancelling a release isn’t possible if your release strategy doesn’t allow the release to be reversed. This is a setting maintained on the release indicator and release strategy level.

5 Best Windows Tablets On Sales

5 Best Windows Tablets On Sales Windows tablets are the perfect choice for on-the-go work




Ready to enjoy as much performance as possible in an ultraportable form factor? From working home to gaming, there’s a tablet for you.

We checked each tablet’s strengths and weaknesses and came up with the list below.

You’re about to find tablets with great visibility and flexible viewing angles, detachable keyboards, extended battery life, and more.

Tablet computers are much more practical than regular laptops or desktop computers. They’re versatile, ultra-portable, easy to carry around, have great battery life and the list could go on.

Well, if you’re looking for a Windows tablet that has all the features listed above, look no further. In this quick guide, we’ll list some great models available on the market.

How to choose the best Windows tablet?

Our team of expert testers, with a combined experience of 15 years, has tackled a variety of testing tasks for any device you could imagine.

Their experience comes into play as a very important element when choosing the products we described in this guide, and a large variety of factors have been taken into consideration.

The options that have been chosen offer great quality and cover the entire spectrum of price ranges, thus enabling everybody to find something that fits their needs both financially and otherwise.

Note: All the prices and offers in this article are subject to change, so be sure to check the official product page to get the latest deal. If the product/offer you’re looking for is no longer available, you can try to find it on its official manufacturer page or get another one from our list.

Microsoft Surface Pro X – awesome battery & portabilty

CHUWI UBook X Tablet 12″ – thin and lightweight

Microsoft Surface Pro 7, 12.3″ – a powerhouse on the go

Fusion5 Ultra Slim – great low-budget option

Vanquisher 8-inch – the rugged pick

Now, let’s take a closer look at the pros and cons of each Windows tablet.

Vivid PixelSense display touchscreen

Blazing fast LTE Advanced Pro connectivity

Free upgrade to Windows 11

Powered by Qualcomm, a custom Microsoft SQ1 processor

You can’t plug in headphones

Check price

When it comes to this model, Microsoft has completely updated the design of its tablets with thinner, rounded edges and small screen bezels.

Note that Surface Pro X is just 7.3mm thin and starts at 1.7 pounds. That’s your chance to do it all while using a single product – enjoy improved performance, graphics, and not only in a thin and light device.

Its screen is configured at 60Hz by default in order to save battery life, but you can enable 120Hz at any time via the display settings.

The Surface Pro X also has one of the best webcams you can find at the moment. And since it’s powered by Qualcomm, the new custom Microsoft SQ1 processor, expect long battery life and faster LTE and Wi-Fi connectivity.

Pre-installed Windows 10 Home OS


12-inch IPS Stunning Display

Does not have a USB type C charger

Check price

The Chuwi UBook X tablet is just 9 mm thick engineered from a lightweight aluminum-magnesium amalgam. This makes it very efficient for your daily multitasking.

Expert tip:

10th gen Intel Core processor

USB-C and USB-A ports

Bluetooth 5.0

All day battery life upto 10.5 hours

Keyboard and Surface Pen are sold separately

Check price

Microsoft Surface Pro 7 has the ability to transform from laptop to tablet to portable studio, and better connectivity with the USB-C and USB-A ports.

This laptop-to-tablet Surface Pro 7 comes with pre-installed Windows 10 Home, and it has a battery life of up to 10.5 hours based on typical Surface device usage.

You can work and play anywhere with this ultra-slim and light Surface Pro 7 tablet.

Upgraded Intel Quad-core CPU

GPU – 4GB of RAM

Bluetooth 4.0

USB 3.0 port

Limited app store

Check price

Most hardware manufacturers prefer to focus on 2-in-1 tablets rather than standard tablets – for obvious reasons. However, this Fusion5 tablet is one of the best Windows 10 touchscreen tablets that you can get right now.

The device features 32GB of storage, 2GB RAM,  Bluetooth 4.0, and a full-size USB port.

The Fusion5 Ultra Slim is a great tablet for your kids, it’s ready for fun and play the moment you take it out of the box.

Corning Gorilla glass panel

1280 x 800 IPS screen. Intel 14nm Atom X5-Z8350 quad-core CPU (1.92GHz)


Up to 128GB expandable memory

Does not support 64-bit Windows or applications

Check price

If you need a Windows 10 tablet to use in harsh conditions, then this Vanquisher ultra-rugged model is a great choice.

The device features a wrist strap which comes in very handy when outdoors. It features a fully rugged case, it’s waterproof, dustproof, and can survive a maximum 1.2-meter drop.

Let’s end this list by mentioning Microsoft’s own Surface devices. The company is offering impressive discounts for most of its Surface models, including the new Surface Pro X one.

And if you want more options to pick from, check out this list of Windows 10 tablets with the best battery life. You’ll easily find a device that you can use all day without needing a charger.

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