Presales Management (41V - US) : Test Script SAP S/4HANA - 18-09-20

Presales Management (41V_US) PUBLIC
Purpose Error: Reference source not found 1
Test Script PUBLIC

SAP S/4HANA - 18-09-20
Presales Management (41V_US)
Table of Contents
1 Purpose 3
2 Prerequisites 4
2.1 System Access 4
2.2 Roles 4
2.3 Master Data, Organizational Data, and Other Data 5
2.4 Preliminary Steps 6
2.4.1 Maintain Responsible Employee for Account 6
3 Overview Table 8
4 Test Procedures 10
4.1 Create a Task for an Account 10
4.2 Create Lead Manually 11
4.3 Rule-Based Lead Distribution 13
4.4 Qualify Lead 14
4.5 Create Opportunity 16
4.5.1 Automatic Opportunity Creation from the Lead 16
4.5.2 Manually Create Follow-up Opportunity from an Activity 17
4.5.3 Manually Create Follow-up Opportunity from the Lead 19
4.6 Qualifiy Opportunity 20
4.7 Create Sales Quotation Against Opportunity 22
4.8 Close Opportunity 24
4.9 Create Sales Order Against Sales Quotation 25
4.10 Appendix 26
4.10.1 Process Integration 26
4.10.2 Succeeding Processes 27

1 Purpose
This scope item describes how a sales employee can capture and manage tasks, leads and opportunities to help successfully close a sales cycle.
Task management helps to organize and record all of a sales employees' activities. You can maintain types, categories and goals for your activities. Lead management enables sales employees to
create and process leads, that is, initial signs of interest in your business. An opportunity describes the sales prospect, their requested products or services, budget, potential sales volume, and the
estimated sales probability. The sales cycle of a product or service begins when an opportunity for sales is recognized and the process ends with a sales quote or sales order, or a rejection from the
customer.
The tight integration between tasks, leads, opportunities and sales transactions ensures that you can track all sales activities from beginning to end and efficiently lead the sales employees through the
sales cycle.

2 Prerequisites
2.1 System Access
System Details
SAP S/4HANA Accessible via SAP Fiori launchpad. Your system administrator provides you with the relevant URL.
2.2 Roles
Assign the following business roles to your individual test users. Alternatively, if available, you can create business roles and predefined apps for the SAP Fiori launchpad and assign the business
roles to your individual test users.
These roles are examples provided by SAP. You can use them as templates to create your own roles.
For more information about business roles, refer to the Assigning business roles to a user in the Administration Guide to Implementation of SAP S/4HANA with SAP Best Practices.
Fiori Frontend Roles
Name (Role) ID (Role) Description (Space) ID (Space) Log On

Sales Manager (Customer Management) SAP_BR_CUSTOMER_SALES_M N/A N/A
GR
Application Business Roles
The business roles in the following table contain authorization and navigation objects specific to the SAP S/4HANA Service application for Presales. Your system administrator can use them as
templates to create customer-specific business roles with the appropriate authorizations.
Name (Role) ID (Role)

S4CRM UIU - Sales Professional SAP_S4C_UIU_SLS_PRO
CRM Role for UIU Framework SAP_CRM_UIU_FRAMEWOR
K
In addition to these Presales-specific authorizations, generic SAP application access must be granted by your system administrator. The system administrator assigns all required application business
roles to your system user.
Note For detailed information about roles and authorizations, refer to the SAP S/4HANA security guide at https://help.sap.com/viewer/product/SAP_S4HANA_ON-PREMISE > Implement.
2.3 Master Data, Organizational Data, and Other Data

The master data of your company has been created in your system during activation. The organizational structure reflects the structure of your company. The master data represents materials,
customers, and vendors, for example, depending on the operational focus of your company.
Use your own master data or the following sample data to go through the test procedure.
Master / Org. Data Value Master / Org. Data Details Comments

Material TG11 Trading Good for Reg. Trading
Material SM0001 Service Material 01
Material NS0002 Non-stock Material 02
Sold-to party 17100001 Customer domestic 01
Contact Person 1791005 Ms.Alina Müller
Contact Person 1791006 Mr.Alexander Linke
Plant 1710 Plant 1 US
Storage Location 171A Std. storage 1
Shipping Point 1710 Shipping Point 1710
Sales organization 1710 Dom. Sales Org
Distribution channel 10 Direct Sales
Division 00 Product Division 00
You can find general information on how to create master data objects in the following Master Data Scripts (MDS) :
Table 1: Master Data Script Reference

MDS Description
BNF Create Product Master of Type "Trading Good"
BND Create Customer Master
31X Create Product Master of Type "Services"
31Y Create Product Master of Type "Non-Stock Material"
2.4 Preliminary Steps
2.4.1 Maintain Responsible Employee for Account
Purpose
In order to automatically determine sales representative in the transaction type for presales, it’s necessary to maintain the test employee as responsbile employee for the account.
Test Step # Test Step Name Instruction Expected Result Comments

1 Log on Open the SAP Fiori launchpad as a Sales Manager (Customer Management). The SAP Fiori launchpad is displayed.
2 Access the App Open Search Accounts (Corporate or Individual Accounts). Search: Accounts is displayed.
3 Search Account Enter account 17100001 in the filed: Account ID, choose Search Corporate Account screen opens.
4 Maintain Employee Responsible Choose Edit, input your test employees as Employee in the Employee Responsible Employee ID is displayed automatically.
area.
5 Save your Data Choose Save. Message shows up: Data has been
saved.

3 Overview Table
This scope item consists of several process steps that are listed in the following table:
If your system administrator has enabled spaces and pages on the SAP Fiori launchpad, the homepage will only contain the essential apps for performing the typical tasks of a business role.
You can find all other apps not included on the homepage using the search bar.
If you want to personalize the homepage and include the hidden apps, navigate to your user profile and choose Settings > App Finder .
Process Step Business Role Transaction/App Expected Results

Name
Create a Task for an Account [page ] 9 Sales Manager (Customer CreateTask Task is created without error.
Management)
Create Lead Manually [page ] 10 Sales Manager (Customer Create Lead Lead is created without error.
Management)
Rule-Based Lead Distribution [page ] 11 Sales Manager (Customer Search Leads Employee Responsible and Status can be changed according to the
Management) defined Rule Policy.
Qualify Lead [page ] 13 Sales Manager (Customer Search Leads Qualification is changed according to the answered survey.
Management)
Create Opportunity [page ] 14 Sales Manager (Customer
Management)
Automatic Opportunity Creation from the Lead [page ] Sales Manager (Customer My Inbox A decision is made based on the workflow to create opportunity
14 Management) automatically.
Manually Create Follow-up Opportunity from an Sales Manager (Customer Search Activities Opportunity is created out of the activity via a Follow-Up.
Activity [page ] 15 Management)
Manually Create Follow-up Opportunity from the Lead Sales Manager (Customer Search Leads Opportunity is created out of the Lead via a Follow-Up.
[page ] 17 Management)
Qualifiy Opportunity [page ] 18 Sales Manager (Customer Search Opportunities Information gained in stage 2 is maintained successfully in the
Management) opportunity.
Create Sales Quotation Against Opportunity [page ] 20 Sales Manager (Customer Search Opportunities Opportunity is prepared for Quotation and follow up to Sales quotation
Management) successfully.
Close Opportunity [page ] 21 Sales Manager (Customer Search Opportunities Win_loss Analysis is finished successfully and Close opportunity for
Management) Sales Order.
Create Sales Order Against Sales Quotation [page ] 22 Sales Manager (Customer Search Sales Sales Order from a existing Quotation is created as a Follow-Up action.
Management) Quotations

4 Test Procedures
4.1 Create a Task for an Account
Test Administration
Customer project: Fill in the project-specific parts.
Test Case ID <X.XX> Tester Name Testing Date Enter a test date.
Business Role(s)
Responsibility <State the Service Provider, Customer or Joint Service Provider and Customer> Duration Enter a duration.
Purpose
The sales employee creates a task in the customer account.
Procedure
Test Test Step Name Instruction Expected Result Commen

Step # ts
1 Log on Open the SAP Fiori launchpad as a Sales Manager (Customer Management). The SAP Fiori launchpad is
displayed.
2 Access APP Open Create Task. Task: new page is displayed.
3 Create Activity On the Task Details assignment block, make the following entries:
Description: Customer Visit for Product Presentation

Start Date: Date
Due Date : Date
Importants: High
Account: 17100001
Choose Enter.
4 Maintain Org Data On the Sales area in the Organization Data assignment block, enter Sales Organizational Unit 1710 , choose Partner Selection Document
Enter. header window pops up.
If Organization Data assignment block is invisible, choose Personalization, on the following pop-up window,
set the Organizational Data as Display and Display Expanded by checking the box, and then choose Save.
5 Choose Contact Select one contact person in the pop-up window, for example Ms.Susan Miller Choose Save. Transaction XX saved.
Person and Save
4.2 Create Lead Manually
Test Administration
Business Role(s)
Purpose
The purpose of the following steps is to create Leads manually.

Procedure
Test Step # Test Step Name Instruction Expected Result Comments

1 Log on Open the SAP Fiori launchpad as a Sales Manager (Customer The SAP Fiori launchpad is displayed.
Management).
2 Access APP Open Create Lead. Lead: new page is displayed.
3 Enter Details On the Lead: New screen, make the following entries: The Prospect Address is automatically determined.
In the area General Data Main Contact is derived from the main contact person from the
Description: <any description> prospect.
Prospect: 17100001 Customer domestic 01 Employee Responsible is determined by the current user.
In the Date area,
Start Date: <today>
End Date: <today + 1 month>
In the qualification area,
Qualification level: Cold
In the area Classification
Priority: High
Origin: Trade fair
Group: Critical Customers
4 Assign Products In the Products assignment block, make the following entry. Transaction XX saved.
(Optional) Product: TG11
Quantity: Number
Choose Save.
4.3 Rule-Based Lead Distribution
Test Administration

Business Role(s)
Purpose
The rule-based lead distribution serves to assign business partners to leads that match the conditions of predefined lead distribution rules.The lead distribution can be started on a regular basis when a
corresponding background job has been set up.
Procedure
Test Test Step Name Instruction Expected Result Comme

Step # nts
1 Log on Open the SAP Fiori launchpad as a Sales Manager (Customer The SAP Fiori launchpad is displayed.
Management).
2 Access Search Open Search Lead. Search : Leads page is displayed.
View
3 Search Leads Enter Prospect ID 17100001 directly or with search help and choose
search.
4 Open Lead In the Result List area, select the leads or choose the Description to go to The Lead- Distribution page opens.
Distribution the display view for lead , then choose Distribute. Under “Leads To Be Distributed” the respective leads you want to
If field Description is invisible, choose Personalization,on the following distribute are displayed.
pop-up window, set the Width as, for example 100PXand select the
display for Description, choose Save.
5 Select Rule- To start a Rule-Based Distribution please switch the Distribution Method Recipient (Employee Responsible) and Status should be changed to the
Based from the Manual Employee Selection to Rule-Based Distribution. previous employee and corresponding status set in the set-up guide,
Distribution Choose Update. according to the executed Rule.
6 Save your Data Choose Save and Back. The system navigates to the previous page.

4.4 Qualify Lead
Test Administration
Business Role(s)
Purpose
Lead qualification is needed to collect further information about a customer, so that it can be decided whether the lead can be converted into an opportunity.
According to the selected transaction type the assigned questionnaire will be available in the lead transaction document for further qualification by an employee.
The employee responsible can also gather information about the customer and set a qualification status manually.
Procedure

Step # ts
2 Access Search Open Search Lead. Search: Leads page is displayed.
View
3 Search Leads Enter Prospect ID 17100001 directly or with search help and choose Search, The Lead display view opens
In the Result List area, choose the Description.
If field Description is invisible, choose Personalization on the following pop-up window,
set the Width as, for example 100PX and select the display for Description, choose
Save.

4 Open Lead In the Assessments assignment block, select the attached questionnaire LEAD The questionnaire opens.
Questionnaire QUESTIONNAIRE by choosing the Edit button.
5 Answer Answer the questions and verify that the resulting questionnaire level is Hot in the After entering answers, the questionnaire level is Hot.
Questionnaire Qualification of the Lead Details assignment block. Based on the values you entered in the questionnaire, the
Products: Notebooks system automatically determines questionnaire level.
Employees: > 500 employees
Units: > 100 units
Timeframe: < 3 months
Choose Save and Back.
6 Save your Data Choose Save. Transaction saved.
4.5 Create Opportunity
4.5.1 Automatic Opportunity Creation from the Lead
Test Administration
Business Role(s)
Purpose
Leads must be transferred to Sales (Opportunity Management) in order to create opportunities for them, Before executing this step, please refer the set-up guide for presales management to complete
the necessary setting, in order to enable workflow.
The implemented workflow automatically generates opportunities from leads according to the following rules:
Lead is free of errors & lead qualification level = Hot & lead Priority = 1 (Very High) or Lead is free of errors & lead qualification level = Hot & Lead Group = 0001 (Top 100 Customers),
Opportunity is created automatically via workflow without further information of the sales employee.
Lead is free of errors & lead qualification level = Hot & lead Priority is not 1 (Very High) & Lead Group is not 0001 (Top 100 Customers) A sales employee (the main Sale Representative in the
lead) is informed by workflow and has to decide whether an opportunity needs to be created.
Lead qualification level is not Hot No workflow will be started, which means that an opportunity can only be created manually from the lead by the sales employee.
Procedure

Step # ts
1 Log on Open the SAP Fiori launchpad as a Sales Manager (Customer Management). The SAP Fiori launchpad
is displayed.
2 Access the App Open My Inbox. The My Inbox screen is
Note If this particular user doesn’t have My Inbox APP, you need to assign SAP Fiori Tile Catalog displayed.
SAP_SD_BC_MYINBOX and SAP Fiori Tile Group SAP_SD_BCG_MYINBOX to the business role of the user.
3 Make Decision for Choose Create Opportunity for any task.In the following pop-up win-dow,make any note, choose Submit. Task successfully
Work item processed.
4.5.2 Manually Create Follow-up Opportunity from an Activity
Test Administration
Business Role(s)

Purpose
The purpose of the following steps is to create a Opportunity out of the activity via a Follow-Up.
Procedure

Step # ts
2 Access Search Open Search: Activities. Search Activities page is displayed.
View
3 Search Activities Enter Account ID 17100001 directly or with search help and choose search, The Activity display view opens.
In the Result List area, choose the Description for the previous task.
If field Description is invisible, choose Personalization on the following pop-up window, set the
Width, for example 100PX and select the Display for Description, choose Save.
4 Complete Choose Set to Completed on the display view for activity, and then choose Save. Transaction XX saved.
Activity
5 Follow up Choose Follow-Up button on the display view for activity. After highlighting the desired transaction type
Opportunity the popup should disappear.
6 Select In the appearing popup choose the respective transaction type Opportunity Sales Methodology Sales Methodology: New page opens.
Transaction Type (OPSM).
7 Add Opportunity Make the required entries in the Opportunity Details assignment block. The Chance of Success changes to 10%.
Details Closing Date: Start Date+ 3 day
Sales Stage: Identify Opportunity
Status: In process
Opportunity Group: Strategic Project
8 Save your Data Choose Save. Transaction xx saved.

4.5.3 Manually Create Follow-up Opportunity from the Lead
Test Administration
Business Role(s)
Purpose
The purpose of the following steps is to create a Opportunity out of the created and qualified Lead via a Follow-Up.
Procedure
Test Test Step Instruction Expected Result Comme

Step # Name nts
2 Access Search Open Search Lead. Search Leads page is displayed.
View
3 Search Leads Enter Prospect ID 17100001 directly or with search help and choose Search, The Lead display view opens.
In the Result List area, choose Description.
If field Description is invisible, choose Personalization on the following pop-up window, set the
Width, for example 100PX and select the Display for Description, choose Save.
4 Follow up Choose Follow-Up button on the display view for lead. After highlighting the desired transaction type
Opportunity the popup should disappear.
5 Select Items In the appearing popup choose the respective transaction type Opportunity Sales Methodology Item(s) should be taken over to the opportunity
(OPSM). Select the Items you want to take from the Lead to the Opportunity from the appearing and popup should be disappearing after
Follow-Up - Select Items popup, then choose Choose. choosing Choose
6 Add Make the required entries in the Opportunity Details assignment block. The Chance of Success changes to 10%.
Opportunity Closing Date: <Start Date+ 3 day>
Details
Sales Stage: Identify Opportunity
Status: In process
Opportunity Group: Strategic Project
7 Save your Choose Save. Transaction xx saved.
Data
4.6 Qualifiy Opportunity
Test Administration
Business Role(s)
Purpose
Use this procedure to process the opportunity with data gained in sales stage 2. The data, such as requirements analysis, the prospect’s decision-making process, and so on can be entered in the
system.

Procedure
Test Test Step Name Instruction Expected Result Pass / Fail /

Step # Comment
2 Access Search Open Search Opportunities. Search Opportunities page is displayed.
View
3 Search Enter Prospect ID 17100001 directly or with search help and choose Search, The opportunity display view opens.
Opportunity In the Result List area, choose Description.
If field Description is invisible, choose Personalization on the following pop-up
window, set the width as, for example 100PX and select the Display for Description,
choose Save.
4 Change the Sales In the Opportunity Details assignment block, choose Edit, and make the required entry. The Chance of Success changes to 20%.
Stage Sales Stage: Qualification
5 Open Sales Choose Sales Assistant. The Sales Assistant page opens and suggests
Assistant activities that should be considered during the
current phase.
6 Activate a To automatically create an activity, you must activate the corresponding Recommended The system automatically creates an activity for each
Suggested Task Activity. Select the activity and choose Activate. activated recommended activity.
For example, select Determine Decision Maker and choose Activate.
Then choose Back.
7 Add a Product In the Items assignment block, add a Product and corresponding Quantity ,choose Enter The products appear in the Items assignment block.
for example: The Expected Total Value field is filled
Product: TG11 automatically.
Quantity: 2
8 Enter Expected In the Opportunity Details assignment block, Weighted Expected Sales Volume is equal to
Sales Volumes enter the Expected Sales Volume. Save your entries. Expected Sales Volume*Chance of Success.
9 Update Milestones In the Milestones assignment block, enter the required data, for example
Demonstration: DATE
Initial Requirement Analysis: DATE
● If Milestones assignment block is invisible, choose Personalization,on the following
pop-up window, set the Milestones as Display and Display Expanded by checking
the box, and then choose Save.
10 Save your Data Choose Save Transaction xx saved.
4.7 Create Sales Quotation Against Opportunity
Test Administration
Business Role(s)
Purpose
Use this procedure to process to prepare the Opportunity for a Quotation and to create a Appointment as a Follow-Up out of the Opportunity.
Procedure
Test Test Step Name Instruction Expected Result Pass / Fail /

Step # Comment
displayed.
2 Access Search View Open Search Opportunities. Search Opportunities page
is displayed.
3 Search Opportunity Enter Prospect ID 17100001 directly or with search help and choose search, The opportunity display

In the Result List area, choose Description. view opens.
If field Description is invisible, choose Personalization on the following pop-up window, set the width
as, for example, 100PX and select the Display for Description, choose Save.
4 Change the Sales Stage In the Opportunity Details assignment block, choose Edit and enter the Sales Stage:Quotation, then The Chance of Success
choose Save. changes to 50%.
5 Follow-Up Quotation Create a quotation for the prospect. Make sure there is no red traffic light. The Follow-Up pop-up
On the Opportunity Page, choose Follow-Up. appears.
6 Select Quotation Type Choose Sales Quotation, then on the following pop-up window select the product, choose Choose. Quotation: New page
and Product opens.
7 Enter Valid To Date Enter a Valid To : Today+1 month.
8 Check Incompletion Check whether there are entries in the assignment block Incompletion Log and enter missing data in There are no incompletion
Log case required. entries.
9 Save your Data Choose Save. Transaction xx saved.
4.8 Close Opportunity
Test Administration
Business Role(s)
Purpose
Use this procedure to close the opportunity with data collected in sales stage 5. In this phase you negotiate the conditions for the sales order as well as analyze reasons for success or failure.

Procedure

Step # ts
displayed.
2 Access Search View Open Search Opportunities. Search Opportunities page is
displayed.
3 Search Opportunity Enter Prospect ID 17100001 directly or with search help and choose Search, The opportunity display view
In the Result List area, choose Description. opens.
If field Description is invisible, choose Personalization on the following pop-up window, set the width as,
for example 100PX and select the Display for Description, choose Save.
4 Change the Status and In the Opportunity Details assignment block, choose Edit. Enter the Sales Stage: Close, and Status: Won. The Closing Date has been reset
Sales Cycle to today's date.
5 Finish Win or Loss In the Assessments assignment block, choose Edit, in order to answer the questionnaire Win_Loss Questionnaire opens.
Analysis Analysis.
6 Save your answer Answer the questionnaire accordingly, then choose Save and Back. Back to the opportunity.
7 Save your Data Choose Save. Transaction XX saved.
4.9 Create Sales Order Against Sales Quotation
Test Administration
Business Role(s)

Purpose
Use this procedure to create a Sales Order from a existing Quotation as a Follow-Up action.
Procedure
Test Step Test Step Name Instruction Expected Result Pass / Fail /
# Comment
2 Access Search View Open Search Sales Quotations. Search : Sales Quotation page is displayed..
3 Search Quotation Enter Quotations ID Previous Sales Quotation Number directly and choose The quotation display view opens.
Search.
4 Create Follow-up Choose Create Follow-Up from the work area toolbar. Select Transaction Type pop-up opens.
5 Select Sales Order The system offers you several transaction types Item-select pop-up opens.
Transaction to create a follow up. Choose Sales Order.
6 Copy Products In the dialog box that appears, select the item to Standard Order: New page opens.
be copied, choose Choose.
7 Enter External Reference Enter a value in the field External Reference for example, Purchase Order
Number from Customer
8 Check Incompletion Log Check whether there are entries in the Incompletion Log assignment block, and There are no incompletion entries.
enter missing data if required.
9 Save Choose Save. Sales order has been created based on the data
of the quotation.

4.10 Appendix
4.10.1 Process Integration

The process to be tested in this test script is part of a chain of integrated processes.
4.10.2 Succeeding Processes

After completing the activities in this test script, you can continue testing the following business processes:
Scope Item Business Condition

BD9 - Sales from Stock

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