The Predictive Analytics model for sales quotation conversion (related to scope item 2YJ) is designed to predict the probability that a sales quotation will be converted into a sales order. The key performance indicator (KPI) used to measure the success of this conversion is the "Quotation Conversion Rate". This rate is calculated based on the financial value of the business transaction. Specifically, it compares the net value of sales quotation items that have been converted into sales order items against the total net value of all sales quotation items. This focuses the prediction on the revenue impact of the conversion.

B. Quantity of invoiced order items: This is incorrect because the conversion event is the creation of the sales order, not the subsequent invoice. It also uses quantity instead of the primary financial metric.

C. Net value of invoiced order items: This is incorrect because the model evaluates the conversion from quotation to order. The invoicing process occurs later and is not the trigger event for the conversion calculation.

D. Quantity of order items: This is incorrect because while quantity is a possible metric, the standard SAP predictive scenario and associated analytical apps prioritize the net value as the key parameter for measuring sales performance and conversion.

1. SAP Best Practices Explorer: Scope Item "Predictive Analytics Model Training - Sales (2YJ)". The process description details training a model to predict the quotation conversion rate. The associated analytical app

"Sales Performance - Quotation Conversion Rate"

explicitly uses net value.

Reference Detail: In the SAP S/4HANA Cloud documentation

the Fiori app "Sales Performance - Quotation Conversion Rate" (F2789)

which visualizes the output of this predictive scenario

defines the conversion rate as: (Net Value of Converted Quotation Items / Total Net Value of Quotation Items) 100.

2. SAP Help Portal - SAP S/4HANA Cloud: "Sales Performance - Quotation Conversion Rate".

Reference Detail: The documentation for this Fiori app states

"This app displays the quotation conversion rate

which is the value-based percentage of sales quotations that are converted to sales orders." This confirms that the calculation is based on value

not quantity.

3. SAP Help Portal - SAP S/4HANA Cloud: "Predictive Scenarios in Sales".

Reference Detail: The documentation for the "Quotation Conversion Rate" predictive scenario outlines that the model's goal is to predict conversion probability. The business value is realized by focusing on high-value quotations

reinforcing that 'net value' is the critical parameter.