Plan and Monitor Your Sales Campaigns in the CO-PA Ledger

  • by Mitresh Kundalia, Director — SAP Practice, Quality Systems & Software
  • February 15, 2004
Planning, tracking, and evaluating a discount program or any promotional activity is essential in order to gauge its success. These tasks can be accomplished using the SD module in concert with the CO-PA ledger in much the same way that the two work together to book orders and billings. While the SD module together with the CO-PA ledger are often used to analyze incoming orders and invoicing, many are not aware that they can be combined to manage and monitor a promotional campaign.

Planning, tracking, and evaluating a discount program or any promotional activity can be accomplished using the SD module in concert with the CO-PA ledger in much the same way that the two work together to book orders and billings. While the SD module together with the CO-PA ledger are often used to analyze incoming orders and invoicing, many are not aware that you can combine them to manage and monitor a promotional campaign.

SAP’s SD module provides the functionality to record and analyze the prices and discounts associated with promotions. The SD module generates separate condition types to identify discounts and promotional prices. These condition types can be mapped to separate value fields in the CO-PA ledger. By closely integrating the SD data with the CO-PA ledger, you can plan and follow a campaign and evaluate its performance.

The key to this functionality relies on two types of pricing agreements — promotions and sales deals. You may be aware of these pricing agreements if you are familiar with the SD module, but you may not know that they can also be transferred to the CO-PA ledger. Using a technique similar to transferring sales bookings and invoicing information, the planned values for promotions and sales deals can be established in SD master data and passed to the CO-PA ledger. You can configure the system to transfer promotion and sales deals values as characteristics to the CO-PA ledger. This data can be monitored along with booking and invoicing data to get a complete picture of a marketing campaign from sales planning through invoicing, complete with reporting capabilities.

This article examines how SD uses the special pricing agreements to accommodate discount programs and promotions. I will show you how these agreements can be transferred into the CO-PA ledger, and point out some of the obstacles and confusion points that may arise in the process, including the problems associated with transferring lesser-known G record types from SD to CO-PA. I will also discuss how the data can be analyzed in the CO-PA ledger at various stages of the campaign, and show you how to configure your system to support this functionality.

Promotions and Sales Deals
Promotions and sales deals are pricing agreements1 that form a hierarchical relationship. Promotions can consist of various sales deals, and sales deals can act as finer categorizations for promotions. For example, promotions can represent discounts related to a set of product lines such as those found in high-level marketing plans, while sales deals can represent individual customer discounts as well as specific products or product lines with special prices.

Mitresh Kundalia

Mitresh Kundalia heads the SAP practice at Quality Systems & Software (www.QSandS.com). QS&S is a leading business and technology consulting firm that specializes in delivering superior IT solutions using SAP products. Mitresh is widely acknowledged as a leading SAP expert and has worked on various SAP assignments, including strategic planning, fresh implementations, upgrades, and post-go-live support projects. With an MBA degree in finance, Mitresh manages SAP projects with a special focus on customer-focused solutions, management reporting, profitability analysis, SAP General Ledger, and business intelligence. He is a regular contributor at SAP events and publications and technical advisor to leading journals.

See more by this author


Comments

No comments have been submitted on this article. 


Please log in to post a comment.

To learn more about subscription access to premium content, click here.