After the opportunity has been nurtured and the customer wants to move forward with next steps, the sales representative would convert an opportunity into a quote, indicating the next step in the sales cycle. The quote will be enriched with respective line items indicating which products the customers want to purchase. Using the products, configuration data as well as quantities, pricing information is derived and stored on the quote. Once the quote is ready to be presented to a customer, a proposal document can be generated to summarize the products contained therein. Eventually, the proposal can be shared with the customer and upon acceptance, the quote can be converted into an order and submitted to ERP.
Quotes provide sophisticated functionality specifically tailored to manufacturing industries, including the following (but not limited to) features which will be further explained in this chapter:
- Configuration of complex and engineered-to-order products
- Collaboration and quote routing capabilities
- Approvals for quotes that exceed certain thresholds (e.g. too much discount given, high price quotes, etc.)
- Advanced activity management (refer to section 6 ‘Activities’ for additional information)
- Penny-perfect pricing (refer to section 10 ‘Pricing’ for additional information)
- Guided Selling (refer to section 11 ‘Guided Selling’ for additional information)
Acquire additional information Quote management allows users to churn out proposals to customer with the right product, configuration, and pricing quickly. During the quoting process, the application supports collaboration among the team through the routing feature. It also supports a robust rule-based approval process.
Supported by guided selling, cross-sell and up-sell information, and visual guardrails of which materials specific to each deal.