Cross Selling Functionality in SAP

Contents Introduction .................................................................................................................................................. 2 Configuration steps ....................................................................................................................................... 2 Create condition tables ............................................................................................................................. 2 Maintain Access Sequences ...................................................................................................................... 5 Define Condition Types ............................................................................................................................. 7 Maintain Procedure for cross selling ........................................................................................................ 8 Define customer procedure for cross selling ............................................................................................ 9 Define document procedure for cross selling ......................................................................................... 10 Assign document procedure for cross selling to sales document types ................................................. 11 Define cross-selling profile...................................................................................................................... 12 Assign cross-selling profile ...................................................................................................................... 13 Master data creation .................................................................................................................................. 14 Assign customer cross selling procedure to customer master ............................................................... 14 Create cross selling condition records .................................................................................................... 14 System Demo .............................................................................................................................................. 16 Cross Selling Analysis Functionality ............................................................................................................ 17 Order Analysis Tool to identify cross selling products ................................................................................ 18

Introduction This feature is very frequently used when customers place their sales orders via telephone call. For example if a customer orders a specific shirt, the salesperson can use this functionality to suggest few more products which customer may wish to buy. For example, for a shirt, salesperson can suggest a trouser, a tie or a belt. In SAP, famous condition technique is used to configure this Cross Selling functionality.

Configuration steps Complete configuration is carried out in the below IMG path. IMG Path:

Create condition tables IMG Path:

-> Before creating a new condition table, always use the "Display condition tables" option to see whether you can find any existing table matching for your requirement. If there is no existing table found, then create a new table as follows.  

Go to node "Create condition tables" Enter a table number between 501 to 999 for custom tables and press Enter key



Double click on the fields that you require to make the tables from the ""FieldCatlg" section. Once double click, field will move to "Selected fields" section. Please make sure you need to add these fields in the sequence you require them later for master data creation.

Make sure you mark the field  

to create your condition tables with a validity period.

Once all fields are added to the "Selected fields" section, click on the button to generate the table Select a relevant development package in order to transport the table to a different client

Note: You can use the option "Maintain Field Catalog" to find all available fields for your condition table creation.

Below fields are available for table creation

Maintain Access Sequences IMG Path:

-> 

Create your own access sequence to add condition tables using the button



Highlight the newly created access sequence and double click on the "Access" node to add tables



Click on

and add tables

Note: You can create and assign your own requirement routines to define specific business requirements here. In order to create new requirement routines for cross selling, use the transaction VOFM. Requirement routine has to be created under "Material determination"

Important: Once you add tables in to your access sequence, make sure you double click on the node "Fields" for each table. Else field assignment will not set and therefore condition tables will not work properly.



Save your changes

Define Condition Types IMG Path:

-> Under this IMG node, we have to create our own condition type for cross selling. This will be used to create master records.  

Click on button to add a new condition type Create your own condition type and assign the access sequence

Maintain Procedure for cross selling IMG Path:

-> Under this IMG node, we need to create a new procedure to assign newly created condition types. 

Use



Highlight the procedure and double click on the "Control" node to add condition types

button to create a new procedure

Here also you can add your requirement routines to check specific business requirements. 

Save your changes

Define customer procedure for cross selling IMG Path:

Same as "Customer pricing procedure" used in pricing, for "Cross Selling" also we need to define "Customer cross selling procedure". This will later be assigned to the customer master. Below values are available in SAP standard.

Define document procedure for cross selling IMG Path:

This is same as "Document pricing procedure" used in pricing. Below values are available in SAP standard.

Assign document procedure for cross selling to sales document types IMG Path:

Assign the above mentioned document cross selling procedure to relevant sales document types

Define cross-selling profile IMG Path:

-> Create your own cross selling profile and assign the cross selling procedure to it.

If you're using product proposal, you can assign the product proposal here as well. Note: The product proposal is dependent on the customer and sales area, and is displayed in the sales document as soon as you have entered a customer in the sales order, where as Cross-selling is triggered by a material where system proposes cross-selling materials according to the material or a characteristic of the material you have entered in the sales document item.



Field -> If you mark this filed with "A" -> the dialog box with cross selling products will appear only on request (After pressing the cross selling products button). Else popup will automatically appear when user hits the "Enter" key

If you want to run ATP for cross selling products, please mark the field

Assign cross-selling profile IMG Path:

-> Under this IMG node, you have to define how the cross selling profile (In other words "Cross selling procedure") should be determined. 

For correct combination, please assign the "Cross Selling profile"

Master data creation Assign customer cross selling procedure to customer master Transaction: XD02 or VD02 Under "Sales Area Data" section, go to "Sales" tab 

Assign the correct procedure to the customer.

Create cross selling condition records Transaction: VB41 Easy Access Menu path:



Select your cross selling condition type and press Enter key



Based on the access sequence assigned to the condition type, the popup will display

 

Select the correct access level and press enter key Maintain the material with cross selling material in the below window.

Eg: For maintain article "AW01", I have maintained "AW02" as a cross selling product

System Demo   

Create a sales order for the customer (who has cross selling customer procedure assigned) Maintain the material in the item tab and press enter key System will display a popup with cross selling articles (This popup automatically appear as I have configured my cross selling profile to issue the popup automatically)



User can enter the order quantity in the popup itself.

If you don't want this popup to be appears automatically, configure the "Cross Selling Profile" accordingly. Then user has to press the button

in the "Item Overview" tab

Cross Selling Analysis Functionality If you see, the cross selling functionality is not working properly, or wrong materials are proposed, then you can use this functionality in the sales order to analyze how system determine cross selling products. 

Before entering the article in to the sales order item, "Switch On" the analysis feature

Menu path -> Environment / Analysis / Cross Selling / On



Once it is switched ON, system will issue below message



Now enter the material in to sales order. Once you press the "Enter" key, system automatically display the analysis window with the cross selling procedure

You can use this window to analyze how cross selling products being proposed by the system.

Order Analysis Tool to identify cross selling products This tool can be used to find which products are most frequently purchased together. You can analyze sales orders in the SAP system over a specified time period. The system will search all sales orders and list all the articles sold in those sales orders and how often certain pairs of articles appeared in the same sales order. Transaction: SE38 Program: SDCRSL01

 

Execute Maintain correct selection parameters and execute the report

Example output:

You can use the menu option -> Extras / Display key to display the material numbers instead of material descriptions.

Author: Anupa Wijesinghe E-Mail: [email protected] / [email protected] Website: www.learnsaptips.com View my profile in LinkedIn Follow me on Twitter

Disclaimer This article is done based on my research and readings, unless otherwise stated. The views expressed are my own and not of anyone else. Author accepts no liability for the content of the articles in this website or for the consequences of any actions taken on the basis of the information provided. Using this information is at the users own discretion and responsibility.