The interface between Sales Support and the Sales Information System (SIS) assists you in performing lead tracking and lead qualification. You can use the standard Logistics Information System (LIS) functionality to evaluate the success of your sales support activities. For example, you can perform evaluations such as:
To be able to update SIS from a sales activity or sales promotion, you require information structures that contain all the objects for which you want to record statistics. There are 4 information structures for Sales Support in the standard R/3 System:
You can create your own information structures. If you want to include a field in your information structure which is not in the field catalog, you can use the user exit V43MLIS to do this.
Statistics records are created to update SIS when the following events occur in Sales Support:
The data collected in the statistics records forms the basis for the standard analyses which you can perform for Sales Support. You can also use the updated data as a source of data for creating address lists for sales promotions.
Setting Up Statistical Data
Statistical data is set up in the usual way. It can be set up for
The SIS data for Sales Support is archived according to LIS criteria. The reorganization of sales activities, sales promotions, and address lists does not affect the information structures.
The system determines the update rules for Sales Support documents in the same way as it determines the update rules for sales documents, that is, on the basis of the statistics group assigned to the document type.
The following statistics groups are available in the standard R/3 System:
These statistics groups are assigned to the sales activity and sales promotion types.
The following update groups are available in the standard R/3 System for Sales Support:
As the sales area is not always maintained for documents in Sales Suppport, the system can search for the update group with and without values for the sales area.
You can use formulas and requirements to define more complex update rules for SIS. These formulas and requirements can only be defined for fields which are updated in SIS.
There is a new Customizing step for setting up statistical data for Sales Support.
For more information on LIS in general, see Logisitics Data Warehouse.