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

2) Quotation

 

Inquiries

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

Quotes

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 customers
  • Mailing Campaigns: Sales personnel or the company arrange 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.