1. Level A: Opportunity Management
Assessment objective: Explain the basic functions of opportunity management.

Example4U is interested in implementing the opportunity management functionality in SAP CRM. As a result, you must explain to the customer the functionality and possibilities available with opportunity management. Which of the following statements about opportunity management are true? More than one answer is correct.

• Within opportunities, a structured sales methodology can be used to improve the quality of sales processes. True
• Opportunities can be transferred to SAP ERP by maintaining special middleware parameters. False
• Object relationship profiles are used to generate activities with the sales assistant automatically. False
• Opportunities consist of a header level and an item level. True
• At the item level, different sales cycles can be assigned to opportunities. False

2. Level A: Order Management
Assessment objective: Define the relevant criteria for item category determination.

Example4U wants to implement its customer-specific processes within order management. Therefore, it is necessary to customize new business transactions and also to implement the automatic determination of item categories. Basic knowledge of the influencing criteria is necessary to be able to fulfill the requirements of Example4U.

Which of the following criteria can influence item category determination? More than one answer is correct.

• Item category group True
• Item category for higher-level item True
• Leading transaction category False
• Business transaction type True
• Item object type False
• Item category usage True

3. Level C: Credit Management and Credit Rating Check
Assessment objective: Apply the different offerings within the credit management and credit rating check frameworks to fulfill customer requirements.

Example4U wants to integrate credit check functionality within SAP CRM. Open orders, deliveries, and receivables should be taken into account. Sales order management processes and financial accounting aspects are already set up in SAP ERP.

Which of the following settings have to be made to fulfill the requirements of Example4U to integrate credit check functionality within its SAP CRM application? More than one answer is correct.

• Maintain credit master data, such as credit limit and risk category, in SAP CRM. False
• Set up automatic credit control customizing in SAP ERP. True
• Create credit rating profiles in SAP ERP. False
• Activate credit check for transaction types and assign credit groups for item categories in SAP CRM. True
• Prevent subsequent functions, such as delivery creation, or block sales orders in SAP CRM. False

4. Level B: Availability Check
Assessment objective: Configure an availability check based on customer requirements.

Example4U wants to implement an availability check for its sales orders, which are created in SAP CRM. The company is using ATP check in SAP ERP already, and does not have SAP SCM in place.

When implementing an availability check using SAP ERP, which of the following statements are correct? More than one answer is correct.

• Within the administration console in SAP CRM, you can control whether an availability check using SAP ERP should take place. False
• In SAP CRM customizing, you choose which elements should be considered within the ATP check, such as different types of stock, inward movements, and outward movements. False
• Within SAP CRM, you decide on the schedule line category, if availability check should be carried out. False
• Within the middleware parameters in SAP CRM, you can control whether an availability check using SAP ERP should take place. True
• As long as the sales order is in the status of creation (that is, not saved yet), the quantity entered is locked in SAP EPRP and not available for other customers. True

5. Level B: Activity Management
Assessment objective: Deduce the consequences and results of central settings within transaction types, from an activity point of view.

Example4U uses a broad range of activities. The company wants to set up a new transaction type – presentation preparation – as a task to optimize activity management.

Which consequences result if the leading transaction category task is assigned to a newly created transaction type? More than one answer is correct.

• For this transaction type, the maintenance of a business partner – in particular, a contact person – is not required. True
• Without any entries in copy control, this transaction type is available as a selectable follow-up transaction for other processes. True
• This transaction type can only be used as a private, not public, transaction. False
• No organizational data determination takes place. True
• This transaction type cannot be integrated in the sales assistant functionality within opportunities, using sales methodology. False

6. Level C: Order Management
Assessment objective: Analyze the reasons for problems concerning the data transfer of a sales order from SAP CRM to SAP ERP.

Example4U has prepared the transfer of sales orders created in SAP CRM to SAP ERP for its customer-specific business processes. A problem occurs when a sales order created in SAP CRM is not transferred to SAP ERP.

Which of the following could be the reason that the transfer of the sales order created in SAP CRM does not take place, based on a standard delivery system? More than one answer is correct.

• There is no corresponding entry in SAP ERP customizing for the new item category that is used in SAP CRM. True
• The sales order created in SAP CRM is blocked due to a credit limit check. False
• There is no corresponding entry in SAP ERP customizing for the new schedule line category that is used in SAP CRM. False
• SAP ERP is not maintained as a site in the administration console. True
• There is no mapping entry for the transaction types maintained within the transaction PIDE in SAP ERP. False

7. Level C: Pricing
Assessment objective: Determine how to integrate a new discount type into CRM sales processes by using pricing functions that are already installed in the SAP ERP system.

Example4U wants to integrate a new trade fair discount into its SAP CRM processes. Additionally, a special requirement in the pricing procedure should be used for the new discount. Pricing functionality in general is already installed in the SAP ERP system and used by SAP ERP sales orders. Plus, the customer-specific requirement is programmed as an ABAP routine in SAP ERP already.

Based on this situation, which steps would fulfill the customer requirement? More than one answer is correct.

• Set up a new condition type in SAP CRM and maintain condition records in SAP CRM. False
• Download the customer-specific ABAP routine from SAP ERP to SAP CRM. False
• Set up a new condition type in SAP ERP, maintain condition records in SAP ERP, and transfer this data to SAP CRM. True
• The customer-specific routine must be implemented in the SAP CRM system using JAVA. True
• Set up a new condition type in SAP ERP and maintain condition records in SAP CRM. False

8. Level B: Contract Management
Assessment objective: Analyze the uses and consequences of different functions within contract management.

Example4U uses long-term agreements that contain information about prices and products for a particular customer, or group of customers. Existing SAP ERP contracts should be downloaded to SAP CRM.

Which statements are correct concerning contract management? More than one answer is correct.

• Release orders created in SAP ERP are downloaded to the SAP CRM system, but cannot be changed there. True
• Sales agreements can be used as a basis for contracts but do not contain target values or target quantities. True
• It is possible to authorize several sold-to parties to release products against a contract by choosing a list of individual, authorized sold-to parties, or by entering one or more group hierarchies. True
• For downloaded SAP ERP contracts, it is possible to release products against contracts in both the SAP ERP and SAP CRM systems. True
• Release orders created in SAP ERP are downloaded to the SAP CRM system and can be changed there. False

9. Level B: Quotation Management
Assessment objective: Identify the relevant and necessary customizing settings for quotation management.

To reduce the volume of documents, Example4U is interested in using quotation items in SAP CRM that could be changed into order items without the need to create a follow-up transaction. Which statements about changing the status of a quotation item are correct? More than one answer is correct.

• When changing the item status from quotation to order, a new item category will be determined automatically. False
• When creating a follow-up transaction or changing the item status, the way to convert quotation items to order items is controlled within the effected item category. True
• When transferring the item that has been changed from quotation to order status, a different item category in SAP ERP is used. False
• When changing the item status from quotation to order, the item category remains the same. True
• When changing the item status from quotation to order, the document gets a distribution block and has to be released. False

10. Level C: SAP CRM Billing
Assessment objective: Analyze whether SAP CRM billing functionality or SAP ERP billing functionality fits the customer's requirements.

Example4U already uses billing in SAP ERP to invoice its sales processes. The company is discussing whether or not there would be an added value to switching over to SAP CRM billing functionality.

What questions should you ask Example4U to help you to decide what the most appropriate scenario would be – billing in SAP CRM or SAP ERP? More than one answer is correct.

• How many pricing procedures do you use? False
• Do you want to use separate billing units, aside from the sales organizations, for billing purposes? True
• Do you need to implement automatic transfer of billing documents to financial accounting? False
• Do you need the flexibility and possibilities of specific billing item categories to determine how the system behaves during the input processing and billing processes? True
• Do you want to create billing documents explicitly and in collective processing runs? False