Overview of Sales Activities
Normally all Sales activities (leaving out the activities undertaken by Marketing function) can be broadly categorized into pre sales and post sales activities. Pre Sales activity is a process which happen before product is sold to customer.
Pre Sales Documents
They are of 2 types:
1) Inquiries and
Inquiry documents are customer request for information about product.(e.g. Is product is available, product cost, delivery date etc). T-codes for Inquiries are -
- VA11 - Create Inquiry
- VA12 - Change Inquiry
- VA13- Display Inquiry
This is a legally binding document to the customer, for delivering product or service to customer T-codes for Quotes are -
- VA21 - Create Quotation
- VA22 - Change Quotation
- VA23- Display Quotation
Pre sales Support
It defines tracking of customer contacts by sales visits, phone calls, letters and direct mailings.
- Customer Tracking : Sales personnel track customer.
- Mailing Campaigns: Sales personnel or company arrange a mailing campaigns to reach customers.
- Customer telephone Queries: Sales support personnel answer Customer queries.
Post Sales activities
These activities include Farming, Relationship Management and Support.