Sales Support Interface to the Sales Information System (SIS)

Description

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:

This information structure provides you with information on the status, reasons and outcome of your sales activities. The key figures are the number of sales activities. The time unit is a month.
This information structure provides you with information on the status, reasons and outcome of your sales promotions. The key figures are the number of sales promotions. The time unit is a month.
With this information structure, you can analyze sales promotions by industry sector. The key figures are the number of addresses. The time unit is a month.
With this information structure, you can analyze your customer base by evaluating the addresses in the address lists for your sales promotions. The key figures are the number of contact person private addresses, contact person business addresses, business partner addresses, address intervals, and "completed" address intervals. The time unit is a month.

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:

A positive posting is made on the basis of information structure S016.
A positive posting is made on the basis of information structure S016.
A negative posting is made on the basis of information structure S016.
A positive posting is made for the document on the basis of information structure S017.
Two positive postings are made for the address list on the basis of information structures S018 and S019.
For performance reasons, the data in the address list for a sales promotion is aggregated before it is forwarded to SIS. The fields which are not relevant for statistics are set to BLANK when data is updated in SIS.
If addresses are added to the address list, a positive posting is made on the basis of information structure S019. If addresses are deleted from the list, a negative posting is made for S019. If the entire address list is deleted, all the SIS records for the sales promotion and its address list are deleted.
All SIS records for the sales promotion and its address list are deleted.

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

Reorganization

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.

Change system parameters in customizing

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.

Further notes

For more information on LIS in general, see Logisitics Data Warehouse.