The Quoting Process - Step by Step | Salesforce CPQ | Industrial Parts & Service Wiki

Salesforce Sales Cloud (Accounts, Opportunities, Contacts, Opportunities, Activity Management) provides the foundation of the core CRM tool. Salesforce CPQ builds further upon this by enabling quoting, contracted pricing waterfall, quote approvals and document generation.

Please review all of the other documents first before using this step by step document! These includes: Getting Started, Searching, Quotes, Discounts & Pricing Waterfall, Key Fields, and Approval. Each of those documents have screen shots to help you follow along.

This document provides step by step instructions on how to produce a quote.

1. Log into Salesforce.

2. Click on Accounts and go to the All Accounts list view

3. Click on the Account you wish to quote.

5. Return to the Account and click on the Details tab. Review the specific information for this account: Account Name, Site, Address, and any Discount Multipliers.

6. Click on Quick Quote.

7. Search for the product(s) you wish to quote.

8. Add the product(s) then Select, or Select and Add More, to populate the product(s) on the Quote Line Editor (QLE) Screen.

9. In the QLE screen, enter quote specific information, such as Shipping Method and PO#, as well as update individual quote line quantities, enter line notes, and apply discounts.

10. If desired, enter notes on each quote line. Click Save after entering each note.

11. Apply a discount as follows:

11.1. For a quote-wide discount, use the the Quote Header “Additional Disc.”.

11.2. For an individual line discount, use the Quote Line discount in the middle section“Additional Disc.”

11.3. To automatically discount the same percentage to all lines, enter a specific quote amount in the Target Customer Amount (top header).

12. Click the arrow icon in the right margin of any quote line to open the drawer.

12.1. Enter the ASTEA # in the Order Number.

12.2. Apply a priority level to the part in the Priority Code field (such as Expedite or Warranty).

12.3. Click the arrow to “close the drawer” and go back to the Quote screen

14. 4. After entering all quote details, give the quote a discount (%) in the “Additional Disc.” Header field if warranted and click Save. This will take you to the actual quote record screen.

15. 5. On the Quote Record screen, check the following fields for accuracy:

15.1. Primary Contact

15.2. Notes

15.3. Internal Notes

15.4. Bill To Account

15.5. Ship To Account

16. Using the buttons at the top of the quote record, you can further edit the information as needed.

17. Click “Preview Document”.

18. Review Quote. If satisfactory, click “Submit for Approval.”

19. If desired, enter any notes for the IPS Sales and Support Supervisor.

20. Click Submit.

21. If discount thresholds were not exceeded, the quote will be approved.

22. If discount thresholds were exceeded, the quote will be “In Review” status.

23. The ISP Sales and Support Supervisor reviews the quote and will directly approve or reject via email. If approved, the quote record will change from “In Review” to Approved” and the“Generate Document button” will appear at the top of the screen.

24. Click the Generate Document button and either Save the document as a PDF or Save and Email directly from Salesforce CPQ.

1.7 The Quoting Process - Step by Step

Heading anchor Salesforce Sales Cloud (Accounts, Opportunities, Contacts, Opportunities, Activity Management) provides the foundation of the core CRM tool. Salesforce CPQ builds further upon this by enabling quoting, contracted pricing waterfall, quote approvals and document generation.

Heading anchor This document provides step by step instructions on how to produce a quote.

Heading anchor 1. Log into Salesforce.

Heading anchor 2. Click on Accounts and go to the All Accounts list view

Heading anchor 3. Click on the Account you wish to quote.

Heading anchor 4. If no Related Contacts exist for the Account, create a fictitious person with a working email address.

Heading anchor 5. Return to the Account and click on the Details tab. Review the specific information for this account: Account Name, Site, Address, and any Discount Multipliers.

Heading anchor 6. Click on Quick Quote.

Heading anchor 7. Search for the product(s) you wish to quote.

Heading anchor 8. Add the product(s) then Select, or Select and Add More, to populate the product(s) on the Quote Line Editor (QLE) Screen.

Heading anchor 9. In the QLE screen, enter quote specific information, such as Shipping Method and PO#, as well as update individual quote line quantities, enter line notes, and apply discounts.

Heading anchor 10. If desired, enter notes on each quote line. Click Save after entering each note.

Heading anchor 11. Apply a discount as follows:

Heading anchor 11.1. For a quote-wide discount, use the the Quote Header “Additional Disc.”.

Heading anchor 11.2. For an individual line discount, use the Quote Line discount in the middle section“Additional Disc.”

Heading anchor 11.3. To automatically discount the same percentage to all lines, enter a specific quote amount in the Target Customer Amount (top header).

Heading anchor 12. Click the arrow icon in the right margin of any quote line to open the drawer.

Heading anchor 12.1. Enter the ASTEA # in the Order Number.

Heading anchor 12.2. Apply a priority level to the part in the Priority Code field (such as Expedite or Warranty).

Heading anchor 12.3. Click the arrow to “close the drawer” and go back to the Quote screen

Heading anchor 13. Check for any discrepancies in pricing between the List Unit Price and the Net Unit Price. If there is a discrepancy, consider Pricing Waterfall and Pricing Hierarchy (i.e. BPO product specific price, contracted price filter, account discount multiplier)

Heading anchor 14. 4. After entering all quote details, give the quote a discount (%) in the “Additional Disc.” Header field if warranted and click Save. This will take you to the actual quote record screen.

Heading anchor 15. 5. On the Quote Record screen, check the following fields for accuracy:

Heading anchor 15.1. Primary Contact

Heading anchor 15.2. Notes

Heading anchor 15.3. Internal Notes

Heading anchor 15.4. Bill To Account

Heading anchor 15.5. Ship To Account

Heading anchor 16. Using the buttons at the top of the quote record, you can further edit the information as needed.

Heading anchor 17. Click “Preview Document”.

Heading anchor 18. Review Quote. If satisfactory, click “Submit for Approval.”

Heading anchor 19. If desired, enter any notes for the IPS Sales and Support Supervisor.

Heading anchor 20. Click Submit.

Heading anchor 21. If discount thresholds were not exceeded, the quote will be approved.

Heading anchor 22. If discount thresholds were exceeded, the quote will be “In Review” status.

Heading anchor 23. The ISP Sales and Support Supervisor reviews the quote and will directly approve or reject via email. If approved, the quote record will change from “In Review” to Approved” and the“Generate Document button” will appear at the top of the screen.

Heading anchor 24. Click the Generate Document button and either Save the document as a PDF or Save and Email directly from Salesforce CPQ.

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