Quote scenarios

Scenario 1 - A field sales representative creates three quotes for an opportunity

Jeff Brown, a Field Sales Representative for Office Corporation, sees an opportunity to sell office furniture to XYZ Corporation. Jeff first creates an opportunity, and then creates the following associated quotes to present to Sarah Jackson at XYZ Corporation:

• Quote A: Buy 5 desks and get 1 chair free.
• Quote B: Buy 10 desks and get 3 chairs free.
• Quote C: Buy 20 desks and get 8 chairs free.

Because Jeff is allowed to offer such discounts without requiring approval from anyone else at Office Corporation, a transaction automatically moves the quotes to the Approved status. The validateItemForOrdering API validates all the items in the quotes, and Jeff presents the quotes to Sarah.

Sarah is interested in Quote B, but she rejects it and negotiates with Jeff to receive five free chairs instead of three free chairs. Jeff reworks Quote B as follows, which moves the quote back to the Created status in the pipeline:

Quote B: Buy 10 desks and get 5 chairs free.

Because Jeff is allowed to offer this additional discount without requiring approval from anyone else at Office Corporation, the quote is automatically moved from the Created status to the Approved status, enabling Jeff to present the updated Quote B to Sarah.

Sarah accepts the updated Quote B, and Jeff creates an order from this quote. The quote is moved to the Ordered status, resulting in a Won opportunity. Quote A and Quote C are automatically moved to the Abandoned status. The order purge agent purges all three quotes because they are in either the Ordered status or the Abandoned status.

Scenario 2 - A customer requests a quote from a field sales representative

Ann Smith, who works at a local hospital, contacts John Nickle, a Field Sales Representative at Medical Equipment Corporation, and requests a quote for five Recovery Couches that will be used in the Outpatient Department of the hospital. Ann wants each Recovery Couch to have an adjustable headrest, which is not a standard item in Medical Equipment Corporation’s catalog.

John creates a quote for this special request. In addition, he sees an opportunity to sell an associated item, Bedding Package, and adds this recommended item to the quote. Each Bedding Package consists of a set of sheets, two pillows, and one blanket, but John hides these minor line items in the quote because he knows that Ann is familiar with the contents of a Bedding Package.

The quote contains the following line items:

• Special request line item: Five Recovery Couches, with adjustable headrests, at $350.00 each
• Recommended line item: Five Bedding Packages at $75.00 each

Because recommended line items and their costs are configured for information purposes only, the cost of the five Bedding Packages is not included in the order total of the quote. Therefore, the order total of the quote is $1,750.00 (five Recovery Couches at $350.00 each).

John then creates an opportunity, linking the quote to the opportunity.

The Recovery Couches line item is flagged as a special request line item in the Quote Fulfillment pipeline, and its status is moved to Awaiting Special Request Completion, enabling it to be picked up by the transaction that handles special requests. The engineering team evaluates the special request, and determines that an adjustable headrest can be configured for the applicable Recovery Couch. An engineer manually moves the special request line item to the Special Request Completed status, enabling it to be picked up by the next transaction in the pipeline, which sends the quote through the approval process.

Items in the quote are validated, and because John is allowed to offer these items without requiring approval from anyone else at Medical Equipment Corporation, the items are automatically moved to the Approved status.

John presents the quote to Ann, and she decides to purchase both items in the quote. As a result, the recommended Bedding Package is changed to a regular line item, as follows:

• Special request line item: Five Recovery Couches, with adjustable headrests, at $350.00 each
• Regular line item: Five Bedding Packages at $75.00 each

The order does not trigger any pricing rules. Therefore, when the changeOrder API calls the Pricing Engine, the order total of the quote is changed to $2,125.00 (five Recovery Couches at $350.00 each = $1,750.00, plus five Bedding Packages at $75.00 each = $375.00).

Ann accepts the quote, and John creates an order from the quote. The quote is moved to the Ordered status, and the opportunity is moved to the Won status. After the order purge agent purges the quote, the opportunity purge agent purges the opportunity.