Knowledge Center

Sales Quoting

clip1158.jpg

Link to interaction

A quoting process is the process where one, if there are no set agreements or contractual obligations in place, agree with a customer regarding price, delivery time, payment terms and the product specification.

Output from the quoting process

  1. Single transaction with agreed terms.

  2. Contract for agreed terms within a defined period.

  3. Declined offer given to customer.

Some products have a fixed price independent of the customer, while other customers are given a set price for specific products. Offering different prices depending on product and customer is standard practice in certain industries. This is mainly due to some customers being larger and expecting contractual prices on a larger product range, while smaller customers prefer to request quote prices on a case-by-case basis, or they are buying on standard sales prices.

This process is usually started with a request for quote, where information regarding price and availability are gathered and forms the basis of the quote.

After a quote is given to the customer, there will be a period where the quote is open for acceptance or rejection. Any negotiations regarding price and/or terms in addition to acceptance or rejection, are logged in the ERP system.

Tasks involved in this process

  1. Receiving a request for quote

    A request for quote is received from customer.

  2. Create a quote

    Make a one-time-offer for a product to a certain quantity, price and delivery time.

  3. Send the quote

    Send the quote to one or several recipients by mail or print.

  4. Create a contract quote

    Make an offer on a product, to a certain quantity, price and delivery time – and for a certain period.

  5. Follow up on the quote

    Track status changes when validity date is approaching.

  6. Change a quote

    After negotiations with the customer, create a new version of the quote.

  7. Mark lost quotes

    Lost quotes are flagged. Register the reason for the loss and archive the quote.