INTERVIEW QUESTIONS:

1)

What is partner function? How will you do determination? Why we use?

Partner determination procedure is used to automatic determination of partners in a transaction.

Partner functions are terms that describe the people and organization whom you do business
and involved in the transactions.
e.g Sold to party, bill to party, Employee etc..
Define partner functions, define a procedure and assign to the transaction type. System assigns
the partners to the transactions as the rule (access sequence defined.)
2)

What are the sources for partner functions?

Preceding document, BP relationship, Org model, current partner

3)

What is the procedure to do text determination? Tell the process?

Text determination is used in Transaction type and Item category.

Define text object (Which appl will use the procedure), Define text type (Internal note, Header
note, Etc), How should the text will be processed (Mandatory, optional, changeable etc), user
access sequence for text determination.
4)
How many methods/profiles in Org determination? Can you do org det at item level?
Two types of org determination rule:
Responsibility rule type, Org determination rule type
5)
What as Action? Why we use? What are the conditions we have? What type of actions you
have used, for which scenario explain?
Actions refer to post processing frame work. Which is automatically trigger out put, followup
activity, work flows.
Two types of condition types Start condition, Schedule condition
6)
Tell me some transaction types? How many Levels are there in transactions?
Transactions are flexible means to control & mange the process according to the company
requirement. Two levels in transactions Header level & Item Level.
7)
What is activity? Types, customizing settings? How will you change the reasons according
to the status?
8)
Campaign mgt wt you know? Wt are the settings will you do?
9)
How will you execute campaign? Where you have used campaign explain?
10) Where will you enter responsible partners in web UI? Wt settings will you do?
11) Can you run campaign without products? What are all necessary to run campaign? What
settings will you do to send mail from your system?
12) How will you create Activity when you trigger e-mail campaign?
13) Where all you can create target groups?

14) What you know about Product proposal, why we use it? Where we use it?
15) What is the customizing for top n products?
16) How will you determine ranking values?
17) What are mail forms? How will you do in WEB UI?
18) Tell me what you know about Web UI customizing? How can we edit labels?
19) How can you create your business Role?
Business role will be created through tcode crmc_uiprofile
20) What is call list, do you have any idea?
21) What are the Business Roles available/you know?
22) What you know about IC?
23) What is Lead? What you know about it?
24) What are the customizing settings for lead?
25) What are the customizing settings for Campaign?
26) How to make a campaign template/Marketing Plan Template?
27) How can you customize assignment block?
28) Can you delete an Assignment Block of a campaign? What are the customization steps?
29) What is ASAP methodology?
30) What is your system landscape?
31) What is a BP field grouping? Why is it used?
32) Which BP role would the BPs created form ELM come under?
33) Difference b/w BP Role and Partner Function?
34) What are the setting required for Service Order?
35) What is your service life-cycle?
36) What is Blue Print Phase? What does the document consist of?
37) What are actions? Why did you use them in your project?
38) What is email processing?
39) What is workflow?
SAP Business Workflow can be used to define business processes that are not yet
mapped in the R/3 System. These may be simple release or approval procedures, or more
complex business processes such as creating a material master and the associated coordination of
the departments involved. SAP Business Workflow is particularly suitable for situations in which
work processes have to be run through repeatedly, or situations in which the business process
requires the involvement of a large number of agents in a specific sequence.
You can also use SAP Business Workflow to respond to errors and exceptions in other,
existing business processes. You can start a workflow when predefined events occur, for example
an event can be triggered if particular errors are found during an automatic check.
40) What is I-Base? What is I-Base category?
41) What is E-CAT?
42) What is LSMW?
The Legacy System Migration Workbench (LSMW) is a tool recommended by SAP that you
can use to transfer data once only or periodically from legacy systems into an R/3 System.
The LSM Workbench lets you check the data for migration against the current settings of your
customizing. The check is performed after the data migration, but before the update in your
database.
TC: LSMW
43) What are adaptors?

44)
45)
46)
47)
48)
49)
50)
51)
52)

What is BDocs?
What is application builder?
How did you customize IC for service project?
What Business Roles did you configure? Profiles used?
Which all profiles did you use?
How to activate/deactivate work centers?
What are Logical Links? Where do you adjust them?
What is Master Data? What is it used for?
What is territory master data?
1. Assignment blocks capabilities are available in single Column and tile layout.
2. Main OVP Elements
3. Work Area Title
4. Work Area Tool Bar
5. Personalization
6. Form View
7. Header Area
8. AB Tool bar
9.

Table

10. Assignment Blocks

11. Non-Interactive Center in a tile layout
12. what is asap?
asap is accelerated sap. It is a comprehensive solution for efiicient implementing and
continous optimising SAP software. It has a detailed business oriented structure and
allows you to design implementation projects flexibly.
Wht is central database for the customers? can we add Business partner tab in Task?
should we have to import item categories from r/3 or customize in crm ?
13. Wht is central database for the customers? can we add Business partner tab in
Task? should we have to import item categories from r/3 or customize in crm ?
we cant add bp tab in task bcz the vaule of task is no bp involve in task
14. what is the difference betweem campaign anfd trade promotion?
Campaign will be always aimed at the group of customers to create awareness, brand image,
new product launch.etc.

Trade promotion will be always aimed at a single customer.To retain the customer trade
promotions will be carried out.
Trade promotion will vary from customer to customer.
whats are the various bussiness partner type/categories? 2)what is the difference in BP in
crm and in r/3? 3)what are the different sources through which BP enters into crm system?
What is the difference between TAS and TAN?
TAS is third party item category
TAN is standard item category for normal items tas is order related billing while tan is delivery
related billing
How is an item category determined?
In vov4:sales doc type+item category group+usage+higherlevel item categroy+proposed item
category
Role of a functional consultant.
A functional consultant evaluates the demands in talking with the customers representatives,
transforms the essence into an abstract and algorithmic business model. Hence, he identifies the
use cases and transforms them into logical and technical views.
Then the main task starts: customizing the respective business area and making sure the system
reacts in the manner according to the constraints of the requested use case.
The consultant documents the settings and prepares proper guidelines that allow other
consultants to do further changes or repairs with due efforts.
The consultant takes care that proper training is given to the users and that the system is usable,
performing appropriately and the business flow is complete and correct.
During go live he assists the technical staff by testing the behaviour of the system.
After go live he guarantees that the procedures remain usable and consistent in real live situation
and proposes enhancements.
The main duty of a consultant is to transfer external know-how to the client. It is not manpower
that counts but intelligence, understanding of processes, a feeling for defects and general a
common sense.
Role of a Functional Consultant in an End To End Implementation

When you talk about the role of a Functional consultant in an end to end implementation, I think
it wont be possible for me or anybody to define everything but I will try to summarize it:
1. Functional consultant is expected to generate knowledge about the current business process,
design current business flows, study current business processes and its complication, in all we
can say getting through with current business setup. Flow diagrams and DFD are prepared, most
of the time in Vision format, all this forms the part of AS IS document.
2. Everything configured has to be documented as per their categories in the form of predefined
templates, these have to be then approved by the team leads or who ever the consultant is
reporting to.
3. Mapping and GAP analysis is done for each module, I have seen people defining integration
after mapping, gap analysis and configuration is done, but as per my experience in
implementation, it is a simultaneous process.
4. Before starting configuring future business processes in SAP, the DFD/ERD are prepared, this
documentation is called TO BE, which can be also siad as the result of mapping and gap
analysis.
5. Sometimes Functional consultants are also expected to prepare test scripts for testing the
configured scenarios.
6. End user manual and user training is also expected from F.Consultants.
The project normally starts off with a Kick off meeting in which the team size, team members,
reporting system, responsibilities, duties, methodlogy, dates and schedules, working hours which
have been predicided are formally defined.
ASAP, it wont be possible for me to explain it here, but all I can tell you about it is that it is SAP
standard implementation methodology, which SAP prescribes but is not mandatory for any
company to follow, such as IBM follow some blue Methodlogy, some companies follow typical
SDLC steps, ASAP stands for Accerlated SAP, you can find all the steps on SAP site, through
google, reading it from there wont give you a great knowledge about ASAP but will obviously
get you to know the definitions of various term.
1. How is CRM and R/3 differ from each other?
R/3 is an integration of different application suits. It has its own architecture and way fo
functioning. CRM is all about maintaining the relationship with a customer. It is supposed to
enhance the profit of the company or organisation since the ultimate goal of any company is
profit. Therefore CRM is one step ahead for their goal achievements.
SAP R/3 is a 3 tier based client/ server based application. One layer is presentation layer (Client)
which interfaces with the end user. Second layer is application layer for all business specific

requirements (Program), and third is database which contains all information and records about
the system, including transcational and configration data.
SAP R/3 has been developed in its own language called ABAP (Advanced business application
programming).
3. Advantages of CRM
Using CRM, a business can:
- Provide better customer service
- Increase customer revenues
- Discover new customers
- Cross sell/Up Sell products more effectively
- Help sales staff close deals faster
- Make call centers more efficient
- Simplify marketing and sales processes
The types of data CRM projects collect
- Responses to campaigns
- Shipping and fulfillment dates
- Sales and purchase data
- Account information
- Web registration data
- Service and support records
- Demographic data
- Web sales data

Overview of the Web UI page:

Header Area: Also called Global Function Area. It consist of
a.
Personalize: Generic personalization options Eg. Change password
b.
Help Center: Offers direct access to BUD (business user documents)
c.
System News: Provides access to general system messages
d.
Central Search: Displays Saved searches/ Simple searches
e.
Log off: logs you off
Navigation Area / Navigation Bar: It includes
a.
Applications search launches
b.
URL link
c.
BI reports and analysis (SAP NetWeaver)
d.
Transactions in other systems

First Level Navigation Entries:

1.
2.

Home
Work list

3.

Calendar

4.

Reports

5.

Business-Role specific work centers

Second Level Navigation Entries:

1.
2.

Links to most frequent search pages

Opens via a click and vanishes automatically after the selection

Work Centers: It is a flexible grouping of application and information that logically belong to
each other from the viewpoint of a business role.
Personalization of the Work Center can be done in Navigation Bar Profile
SPRO-IMG-CRM-UI Framework-Business RoleLogical Links are of 4 Types:
a.
Link
b.
Work Center
c.
Launch Transaction
d.
BI Report
Create Area/ Quick Create Area/ Direct Link Groups: It contains frequently used applications by
the user. It allows users to start a creation of an object of an object quickly, no matter where the
user is located in the SAP CRM application at the moment.
This are is freely configurable per Business-Role.
This are can be personalized by the User.
a)
Appointments
b)
Email
c)
Task
d)
Business-Role specific links
Personalization of the Direct Link Groups can be done in Navigation Bar Profile
SPRO-IMG-CRM-UI Framework-Business RoleRecent Items: It allows the user to navigate to the items that he has worked on most recently
with one click.
1. This area is configured per Business-Role.
2. This number of entries can be changed up to 10. The personalize settings can be done by
the user via Personalize-Personalize Navigation Bar-Recent Items (drop down)

Home Page:
The HOME page provides:
a.
My appointments Today
b.
Workflow Tasks
c.
My Open Tasks
d.
Alerts
e.
My Saved Searches
The HOME page can be configured per Business-Role.
Available content and screen structure can be personalized by the user. E.g. Drag & Drop.
WORKLIST page:
CALENDAR page:
a)
A graphical overview of todays appointments
b)
Switching between daily, weekly and monthly views
c)
Switching to a colleagues calendar.
d)
Provides an overview of the next 2 months
e)
Provides a list of open tasks.
f)
Provides an option to directly create an appointment from the daily view.
EMAIL INBOX page:
WORK CENTER: The work center page is opened by choosing the First-Level navigation entry
directly, without selecting any specific Second-Level entry, belonging to the respective work
center.
a)
Search
b)
Create
c)
Reports
10. REPORTS-Entry Page: Provides a list of reports and analysis grouped by business topics. It
can have second-level navigation entry providing direct access to important analysis or
dashboards.
BI Content
CRM Interactive reports
CRM Analytics
Configured per Business-Role
11. SEARCH PAGES:
a)
Search Criteria Area
b)
Search Result List Area
The table graphic is a feature available for every table, but especially in the search result list it
provides a perfect facilitation option to understand patters and schemes behind the found search
results in a graphical manner.
SPRO>IMG>CRM>UI Framework>Technical Role Definition>Define Parameters

Possible parameter values are: ASSIGNMENTBLOCK;SEARCHRESULT; (adobe flash is

required)
Available search criteria can be controlled by
SPRO>IMG>CRM>UI Framework>Technical Role Definition>Define Central Search
You can use the CRM ES Modeling Workbench to connect CRM business objects to SAP
NetWeaver Enterprise Search.
You can access CRM ES Modeling Workbench via
SAP MENU>Architecture and Technology>Enterprise Search Integration>Tools

QUESTION 1
Organization Model
What is the difference between standard backend version and enhanced
back end version of organization model?
ANSWER The enhanced version allows for multiple assignments of a single
object. As an example, in R3, a sales group can be assigned to multiple sales
offices. In the standard organization model, this is not possible. As SAPs
CRM product has evolved, it has become more compatible with the R3
product. Before CRM 4.0, it was not possible to assign an organization object
to more than one organizational object. This was a problem for many SAP
customers because in R/3, it is possible. So in 4.0 and after, SAP introduced
the ability to handle multiple assignments and a program to convert the org
model to this structure. So if your client has R/3 organization model that
involves multiple assignments, you will need the enhanced version.
QUESTION 2
Creation of a Business Partner
I have several questions. 1) While creating a business partner in CRM
enterprise, it asked for BP role. I created it with a role prospect. Later on,
this partner has given me some business. Shall I create a new record for this
business partner or change the existing partner record like a prospect to sell
to party. 2) Who creates the business partners? Is it an end user or a
functional consultant? For example, if I created a prospect in CRM enterprise
on production server and in due course, this business partner have given me
some business. Shall I create a new BP record of role sold to party or change
the existing record from BP role prospect to BP sold to party?
ANSWER It depends on specific situations and required functionalities. If
you are talking about a project mode where you as a consultant are
customizing and developing, for example CRM online, you might want to
have a master data to test your configuration. In that case, you probably will
create some of your own master data simply to test everything you are

configuring (development system). On a production system however, it is

usually the end user - 5 - who creates the master data, such as business
partners, products, etc. The company however should decide if for example
every sale should be able to create new prospects/customers in the system,
or if this should happen via a single point of entry (1 team responsible for
creating and maintaining master data). You would have to change the
classification of the business partner (see tab page classification hours) from
prospect to customer. Again, where you do it depends on your setup. Which
system is leading (CRM or R/3) and who are prospects or customers
replicated
from
one
system
to
the
other.
QUESTION 3
Use of R/3 conditions in CRM
We are trying to replicate SAP R/3 pricing conditions to CRM. Initial
download of pricing customizing has been done. R/3 pricing conditions are
displayed in CRM customizing well (pricing, rebates and free goods). Though
when I go in customizing (in CRM) to use these R/3 conditions in condition
maintenance under marketing planning and campaign management, I can
see my rebates conditions, the free goods conditions but not the other
conditions applying directly in the sales order. I have checked the
configuration for the conditions not shown. They are categorized in:
Application = CRM; Usage PR for pricing; Source R/3; Is there any
particular reason for this?
ANSWER Conditions created in R/3 and replicated to CRM can only be
maintained in R/3. If your middleware is set properly, any changes (VK11,
VK12) will replicate to CRM. - 7 - Only conditions created in CRM are
maintained in CRM (most likely documents that do not replicate back to R/3,
if that scenario exists for you). If you are trying to create condition records
for a marketing campaign, you will need to do a couple of things: 1. Maintain
the condition maintenance group to include the condition type and table for
maintenance context CAMPAIGN; 2. In R/3, designate that this condition
type
is
maintained
in
CRM;
QUESTION 4
SAP NetWeaver
I have a couple of questions about the SAP Netweaver: 1] Is it necessary to
work in SAP Netweaver environment to configure/customize SAP CRM
modules especially IC Webclient and Internet Sales even though the
company does not have SAP BW/SAP APO in its System Landscape Design?
2] If so, then as SAP CRM consultant, what are the necessary things to know
about
SAP
Netweaver?

ANSWER The answers are provided according to the number they were

asked: 1. You are indeed working in SAP Netweaver environment. SAP

Netweaver is an open platform for integration purposes. In fact, for you as a
consultant, you will probably not have much to do with SAP Netweaver,
unless you would be doing XI or BW. You can use CRM as a standalone
application or integrated with SAP R/3 and/or BW. Depending on what the
customer will be implementing, you will of course have a different system
landscape. 2. Just do some reading on SAP Netweaver technology. You dont
need to get into real detail. Just check out information on help.sap.com or
on service.sap.com. There is a lot of information available.
QUESTION 5
Enterprise Portal
What exactly is Enterprise Portal and in what way do SAP CRM Consultants
connect to it? What are the activities that they have to do in EP?
ANSWER The enterprise portal is a Portal which allows people to have a
single point of access to different applications, tools, and other information
sources. For example, it is possible to have via single sign on the SAP EP
(enterprise portal) access to CRM processes like marketing and campaign
management, service processes , but at the same time access to BW reports
and or queries, and database access to non SAP database related data.
Integration in the SAP portal for CRM is via I-Views. It is called People
Centric CRM and the screens that you integrate in the portal are PCUI
screens. Another thing is BSP developments (BSP applications like the IC
Webclient via Transaction code SE80 you can look up the BSP application
CRM_IC, which is the IC Webclient BSP Application for the IC Webclient) that
can be integrated in the SAP Portal. SAP delivers those working assets in the
form of Portal Roles, like for example CALL Center Agent, or Marketing
Manager. Every role gives access to specific work sets which give access to
specific
Iviews
or
screens.
QUESTION 6
Deploying SAP CRM Projects
What is the implementation tool/methodology that is generally used in
deploying SAP CRM projects? Is it ASAP or Solution Manager?
ANSWER You can use the SAP Solution Manager as a customer platform for
efficient implementation and operation of SAP Solutions such as the mySAP
Business Suite (CRM). It makes use of the mentioned ASAP (key accelerated
SAP implementation concepts). The way I approach things is usually the
following (supposing that the customer is considering implementing SAP
CRM): 1) First you analyze business requirements. What processes are being
used? Are the processes working in an optimal way? 2) What processes need
to be improved? How can you improve them from a business perspective? 3)

Make AS-IS analysis of the current business process and designs the TO BE
processes. 4) Translate the TO BE processes into system processes such as
marketing and campaign management, account and contact management,
IC win or Webclient, complaint or case management.. - 11 - 5) Consider
complexity, cost, added value, ease of use, user acceptation, implementation
time and budget, during the BLUEPRINT phase. 6) During the BLUEPRINT
phase, it is likely that you do not know what SAP functionalities within CRM
are existing, and are best to implement. Therefore I usually do a lot of
research on different sources. I usually read SAP HELP, search presentations,
Online knowledge products and other information on help.sap. com or on
service.sap.com (make sure you get a S-user and password on this site)
look at SAP notes and also ask questions on forums like sapfans.com or
others. But one of the best search tools for SAP functionality are internet
search engines, such as Google.
QUESTION 7
The Most important and Mandatory Functions
Which are the most important and mandatory functions, function modules
and Transaction codes of IC Webclient, Marketing and Base Customization?
ANSWER I suggest you follow existing courses like the:
- CR100: CRM base customizing
- CR600: Marketing and Campaign management
- CR400: IC Winclient
- CR410: IC Webclient
If you have access to a CRM system, you will discover the Transaction codes
easily! In the SAP Menu, you can click open the relevant folders, and display
the Transaction codes by displaying the technical names. To do so, in the
menu: you do Extras> Settings> Display technical names. For Customizing
you can check also the relevant paths: Customizing is done via Transaction
code SPRO. Look up function modules via transaction code SE37. Business
Add-ins via SE18. In order to understand how everything works, I advise
you first to read existing documentation (power points about for example IC
Webclient, SAP help information) and also the relevant Customizing
documentation.
QUESTION 8
General System landscape for CRM Projects
What is the system landscape design for CRM projects? What are the
integration
points
within
CRM
and
with
other
systems?
ANSWER The system landscape for CRM or any SAP Module usually looks
like this:

A) Development system (here you do all customizing settings and

developments).
B) QA (quality assurance system): for end user training and especially for
unit testing and integration testing purposes.
C) Productive system. SAP CRM is for example usually integrated with a
backbone SAP R/3 system. Integration in this case happened via the CRM
middleware. On both sides (R/3 = plug in and CRM you will have a R/3
adapter). For integration with BW there exists a BW Adapter. (In the CRM
system, SAP delivers by the way standard data sources that can be used by
the BW system. They can be activated (content) and replicated to the BW
System
for
data
analysis.
QUESTION 9
Interview Questions faced with IC Webclient, et. al.
When interviewing a possible candidate, what are the interview questions
that I should ask in relevance to IC Webclient, Marketing, and Base
Customization?
ANSWER Here are some probabilities:
- Project experience?
- CRM functional knowledge? Which components?
- Technical knowledge (abap, oss notes implementations, BSP and html
knowledge)?
- What are best practice cases? What is the added value?
- Show functional experience (e.g. how to create marketing plan, campaign,
target groups, and sent out email to existing target group.) and
customizing knowledge (know what is possible, but also the limitations)
- Why IC Webclient instead of IC Winclient?
- What about performance of IC Webclient?
- What about User interface differences and customer adaptation and
training?
- Possibility to show a small demo (stay in SAP Standard delivery) in short
notice?
QUESTION 10
Material Data flow from CRM to CDB
Does any one know how can we stop the material changes to flow from CRM
to CDB?
ANSWER

If you do not want to download all the materials from CRM to CDB then
disable
the
MOBILEBRIDGE
for
Product
download.
If you want it specific for particular material types then you need to enhance
the Mobile Bridge Adapter not to map those material types.