SAP TPM Training (Trade Promotion Management)
SAP TPM training teaches you to manage the trade promotion spend that consumes a large share of revenue at consumer goods companies.
- 35 hours
- Intermediate
- Live online
What is SAP TPM Training (Trade Promotion Management)?
SAP TPM training teaches you to manage the trade promotion spend that consumes a large share of revenue at consumer goods companies. You cover promotion planning with accounts, products and calendars, trade funds and budget management, baseline and uplift volume planning, promotion tactics and pricing agreements, accruals for planned spend, claims and deduction handling from retailers, validation and settlement, dispute resolution, and post-promotion analysis of effectiveness and ROI.
What you get
- Explain the trade promotion process from planning to settlement
- Configure planning hierarchies for accounts and products
- Set up trade funds with budget control and availability checks
- Plan promotions with baseline and uplift volumes
Who this course is for
New to the field
- Trade marketing and key account staff
- SD consultants adding trade management
- Sales finance and revenue growth analysts
Working professionals
- Teams implementing trade promotion management
- Consumer goods companies controlling trade spend
- Anyone supporting claims and settlement
Prerequisites
- SAP SD knowledge is important.
- Consumer goods sales, key account or trade marketing experience is a strong advantage.
What you will be able to do
- Explain the trade promotion process from planning to settlement
- Configure planning hierarchies for accounts and products
- Set up trade funds with budget control and availability checks
- Plan promotions with baseline and uplift volumes
- Configure promotion pricing and rebate agreements
- Process claims and deductions through validation to settlement
- Analyse promotion effectiveness and trade spend ROI
Salary range
- India
- 9-28 LPA
- United States
- 115k-158k
Market ranges for SAP TPM Consultant, not a guarantee. Actual pay depends on experience, location and employer.
Curriculum
Trade promotion foundations
Understand where the money goes in consumer goods.
- Trade spend as a share of revenue
- Promotion types: price, display, feature, rebate
- Trade promotion management process end to end
- SAP trade management landscape options
- Integration with SD and finance
- Organisational roles: KAM, trade marketing, finance
- Key apps and transactions
- Scoping a trade promotion implementation
Planning master data and structures
Set up the accounts, products and periods you plan against.
- Customer and account hierarchies
- Product and product group hierarchies
- Planning accounts and planning products
- Planning periods and calendars
- Sales area assignment
- Business partner roles for trade
- Data hierarchy design for planning
- Master data governance for trade
Trade funds and budgets
Control spend before it is committed.
- Trade fund concepts and types
- Fund determination and allocation
- Budget planning and versions
- Fund availability checking
- Fund transfers and reallocation
- Accrual funds versus fixed funds
- Budget consumption tracking
- Governance and approval of fund changes
Promotion planning
Build the promotion and forecast its impact.
- Promotion creation and structure
- Promotion tactics and mechanics
- Baseline volume determination
- Uplift planning and modelling
- Cannibalisation and pantry loading concepts
- Promotion cost planning
- Profitability simulation before approval
- Promotion approval workflow
Pricing, agreements and execution
Make the promotion happen in the order flow.
- Promotion pricing conditions
- Rebate agreements and condition contracts
- Condition contract settlement overview
- Free goods and bonus buy mechanics
- Promotion to sales order integration
- Listing and range requirements
- Execution monitoring
- Handling in-flight promotion changes
Claims, deductions and settlement
Pay what is owed and only what is owed.
- Claim submission from customers
- Deduction handling in accounts receivable
- Claim validation against promotion terms
- Proof of performance requirements
- Partial approval and rejection
- Settlement processing and postings
- Accrual release and true-up
- Dispute management with retailers
Effectiveness analysis and improvement
Learn whether the spend worked.
- Post-promotion evaluation
- Incremental volume and revenue measurement
- Trade spend ROI calculation
- Promotion effectiveness reporting
- Analytics for trade marketing
- Data quality's effect on measurement
- Feeding results into the next cycle
- Building a trade spend improvement programme
Projects you will build
Fund and promotion planning
Set up a trade fund with a budget, plan a promotion with baseline and uplift volumes, simulate profitability and take it through approval.
Execution and pricing
Configure promotion pricing and a rebate agreement, process sales orders during the promotion period and verify accruals.
Claims and settlement
Process a customer claim with proof of performance, partially reject it, settle the approved portion and release the remaining accrual.
Tools you will use
- Promotion planning workbench
- Where promotions are built, costed and approved.
- Trade funds and budgets
- Fund allocation, availability checking and consumption tracking.
- Promotion pricing conditions
- Price and discount mechanics applied in sales documents.
- Condition contracts and rebates
- Agreement based settlement for volume and value rebates.
- Claims and deduction processing
- Validation, approval and settlement of customer claims.
- Effectiveness analytics
- Incremental volume, spend and ROI reporting per promotion.
Certification
- Exam
- SAP has no current dedicated associate exam for Trade Promotion Management. We prepare you against SAP's trade management learning content, with the S/4HANA Sales exam (C_TS462) as the nearest credential.
What learners say
Claims and deductions is where the money is lost and where clients need the most help. Treating it as a full module and project is exactly right.
The post-promotion effectiveness module changed how we evaluate promotions. We were measuring the wrong baseline.
Trade funds and accrual true-up were completely new to me. Now I can hold a credible conversation with sales finance.
Fees and training modes
Choose how you want to learn. No-cost EMI is available on the live and 1-to-1 modes.
Most popular
Live Online Training
Talk to us
Contact for current batch fee
Interactive live batches, weekday or weekend, with the full cohort and lifetime recordings.
Fastest
1-to-1 Training
₹49,000
Fixed for every course, no-cost EMI
Private one-on-one coaching at a pace and schedule you set.
Affordable
Self-paced Training
₹9,000
One-time fee, lowest-cost option
Learn on your own time with recorded sessions and the same materials.
Refunds and cancellations are covered in our refund policy.
What a day looks like
- Claims queue
- Retailer claims and deductions needing validation, which is the highest volume work in trade.
- Fund questions
- Key account managers asking whether budget exists for a promotion, and reallocation requests.
- Accrual accuracy
- Finance challenging accrued spend, which means proving planned versus actual.
- Promotion changes
- In-flight changes to mechanics or dates and their pricing consequences.
- Post-promotion review
- Reporting whether a promotion delivered incremental volume or just moved it.
Training a team?
We run this course as private corporate training, tailored to your systems and scheduled around your team. Tell us your group size and what you need to cover.
Request a corporate quoteFrequently asked questions
Is there a TPM certification?
Which SAP products does this cover?
Do I need SD knowledge?
How does this relate to Vistex?
Is this only for FMCG?
Is there hands-on access?
Ready to start?
Talk to us about batch dates, the syllabus or anything else.