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-code for Inquiries is -
- 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-code for Quotes is -
- 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.