Sales quotations

Sales quotations are used to supply a sold-to business partner with the details required to make a purchasing decision.

You can create a sales quotation in response to a request-for-quotation (RFQ) from a business partner, or as a sales tool for initiating the sales process with potential business partners. A quotation includes the dates, terms, items or item descriptions to be sold, and a success percentage, which reflects the level of certainty that the quotation will be accepted. Sales quotations are included in the planning modules on the basis of their success percentages. Quotations with a high success percentage are considered as sold.

You can print and send quotations to business partners. You can specify the results of the returned quotations in Sales. If the quotation is not accepted, you can specify the reason for failure and the competitor who won the quote. If the business partner accepts the quotation, you can transfer the quotation to a sales order and specify the reason for success.

Note

You cannot convert sales quotation lines with an empty item code to a sales order.

Master data

Before you can complete the sales quotation procedure, you must specify the following sales quotation master data and parameters:

  • Use the Competitors (tdsls1106m000) session to define and track competitors through the sales quotation procedure. If a quotation line is not successful, you can indicate the competitor who won the order.
  • To improve quotation success percentages, it is essential to record the reasons for acceptance or rejection of quotations. The reasons for success or failure, as recorded in the Reasons (tcmcs0105m000) session, enable you to gain insight into the strengths and weaknesses of quotations. For each quotation line, you can indicate the reason for success or failure.
  • Set the various sales quotation parameters in the Sales Quotation Parameters (tdsls0100s100) session.

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