Sales rules include price conditions (prices, discounts), financial conditions (credit, prepayment, taxation, etc.), and shipment conditions (warehouse the goods are issued from, delivery time, etc.) Sales rules also involve fulfillment of payment liabilities for goods by a customer with a possibility to deny shipment to customers who failed to fulfill such liabilities.
Sales rule registration process may be shown as follows.
Key sales rules are registered in customer agreements: prices of goods shipped to customers; payment terms (prepayment, credit); possible discounts, etc. Sales rules may vary for each customer group (segment). Such rules are called standard agreements on sales conditions. Using standard agreements and segments allows you to quickly change sales rules:
- Sales rules for a certain partner may be changed just by moving the partner to another segment, which can also be done automatically according to specified rules.
- Sales rules for all customers of a segment can be changed at once just by changing the standard agreement for the customers of this particular segment.
You can use individual sales rules (individual agreements) for VIP customers.
Debt limit and debt period are tracked in customer contracts. Necessity to use contracts when registering source documents is specified in an agreement as one of the key sales rules. There are no direct connections between specific contracts and agreements, meaning that documents related to different agreements may be registered within one contract and vice versa. You can disable use of agreements and keep records only by contracts.
You can also set black lists for shipment prohibition. A black list is a segment of customers shipment to whom is prohibited. A customer can be included in the black list manually or automatically depending on the conditions that may be individual for each company. For example, all customers having overdue debt are automatically included in the black list. Unreliable customers who can no longer be trusted by the company management also may be manually included in the black list.
The sales rules registration process is described in detail below.
Sales condition agreements
Before registering sales rules, select a sales rules scheme that will be applied in the company. Select the scheme in Master data and settings — Master data and sections — Sales — Wholesale — Use agreements with customers.
- Standard and individual agreements. Standard rules that may vary depending on the customer group (wholesale customers, dealers, distributors, chain stores, etc.) are generally applied to all sales. You may register individual sales rules for VIP customers.
- Only standard agreements. Standard sales rules for different customer groups are applied to sales.
- Only individual agreements. An individual agreement must be concluded with each customer and sales are to be conducted according to the conditions of such agreement.
- Do not use. Agreements are not used. If agreements are not used, prices and payment procedure are specified in sales documents.
Agreements must be used for all consignment sales. Therefore, if consignment sales are enabled, agreement use cannot be disabled.
The list of standard sales rules applied in the company (the list of standard sales schemes used in the company) is registered in Standard agreements with customers list (the CRM and marketing section).
If different standard sales conditions are used for different customer categories (wholesale customers, distributors, etc.), then in the Customer segment field of the standard agreement, specify a customer group (segment) to which the agreement conditions will apply.
You can also create different standard agreements if sales conditions for different product groups (product segments) vary.
In such case, specify the corresponding group (product segment) in the Product segment field. Only the products of this segment will be available for sale according to the agreement conditions.
If your company sells goods via sales representatives, you can specify exact agreements available for sales representatives. In such agreements, on the Other conditions tab, select the Used for sales representatives work check box.
Sales conditions are specified in the agreement for automatic control of their fulfillment when selling goods. Fulfillment of sales conditions is controlled at the moment of posting the sales documents created in accordance with the matching agreement. You can preliminarily control variances from sales conditions by using the Variances from sales conditions report which is called in the sales document navigation panel (click Reports).
Only users authorized to post documents with variances from sales conditions are allowed to do so. The right of variance from sales conditions must be enabled in the profile of such users.
You can create and approve standard agreements using the following statuses:
- The Not approved status is assigned to an agreement being created and prepared. Such agreement cannot be used on sales registration.
- The Valid status is set after entering all the necessary data on sales conditions. When setting this status, price condition fulfillment is controlled (prices specified in the standard agreement should be in the range of the prices allowable for sale).
- The Closed status is set for the standard agreements with no longer relevant conditions (for example, sales rules in the company were changed). To record the history of sales rules, it is recommended to close the previous standard agreement and create a new one with new sales rules.
Sales rules specified in an agreement can be divided into the following groups:
- Price conditions (prices and discounts).
- Financial conditions (currency, payment schedule and payment method, settlement procedure).
- Logistics conditions (a shipment warehouse and delivery terms).
- Other (company, taxation, etc.)
Price conditions for products sold under agreements can be with different details. When setting the price, the specific prevails the common as follows:
- Product price (the Specify prices by goods tab) – the highest priority.
- Product price type (the Specify prices by goods tab).
- Price type by a price group (the Specify prices by price groups tab).
- Price type (the Sales conditions tab) has the lowest priority.
In general, the price type specified in the agreement on the Sales conditions tab will be applied. The price currency is also specified there (Price currency).
If a special price type must be used for some price groups, it can be done on the corresponding tab. There is a similar tab for specific products, where you can set not only a price type but also its numeric value.
It is not necessary to explicitly specify prices in the agreement. Then goods will be sold at any prices that will be assigned when registering sales documents: Sales order, Sales of goods and services. This option is available only to those users who have the right to variance from sales conditions. Otherwise, documents with arbitrary prices must be approved by using the Sales document approval business process.
The list of automatic discounts that will be applied to sales under agreement is specified on the Discounts (markups) under this agreement tab.
Discounts are applied according to terms and joint application rules specified for them in the Discounts (markups) list.
Discount terms allow you to set the maximum range of manual discounts and markups both for the agreement in general and for specific price groups. To set discount (markup) limits in the agreement, enable Master data and settings – Master data and sections – CRM and marketing – Marketing – Manual discount limits in sales under agreements.
For example, the employee in the example is not allowed to set a manual discount over 10% and a markup over 5%.
If an employee is not allowed to set manual discounts (markups) in the documents created under the agreement, zero values for manual discounts (markups) are set in the agreement.
You can also limit manual discounts for specific users regardless of the conditions specified in agreements. For more information, see chapter "Manual discounts (markups)".
Financial conditions (currency, payment schedule, and payment method)
Settlement procedure with customers is determined in the agreement:
- If contracts are used for settlements with customers (the Specify a contract, settlements are determined in the contract check box is selected), the settlement procedure (by contracts, by orders, or by invoices), mutual settlements currency, and payment procedure are determined in the contract with each customer. Contracts must be specified in documents under such agreement.
- If contracts are not used for settlements with customers, general settlement rules for all customers are determined in the agreement, and corresponding documents are created in accordance with the agreement.
Settlements with customers may be carried out by:
It is recommended to use settlements by contracts when general information about settlements under specific contract is sufficient. When accounting by orders is used, settlement objects are sales orders. In both cases, payments are automatically allocated to invoices for a settlement object using the FIFO method. To allocate payments, use the Execute deferred movements of settlements with customers scheduled job, which is completed automatically after calling the debt control reports.
If settlements by invoices are used, specify a specific invoice as a settlement object of payments. You do not have to specify a settlement object when registering advance payments, in such case payment allocation to specific documents must be done manually by using the payment offset feature.
Settlement procedure may be changed in a settlement document. It might be necessary in cases when using accounting by contracts or by orders you need to confirm payment of a specific invoice. You can change a payment procedure in the Payment rules dialog box.
Payment procedure (Payment) affects the choice of financial accounting group of settlements with partners (settlements in rubles, settlements in foreign currency, etc.) The financial accounting group information can be later used as an additional dimension in reports on settlements with partners (Statement of settlements with customers, Customer debts, Settlement spreadsheet, and other).
The agreement stipulates the payment procedure for goods sales under the agreement (prepayment, credit, and other). Meaning that the payment steps that will be controlled when registering sales are specified in the agreement. Example: "30% prepayment, 70% credit within 5 days", "Full prepayment within 3 days" or "Two-step credit with two 50% payments within one month".
Specific payment dates for each step are calculated in sales orders. If a sales document (invoice) does not contain an order (for example, in case of shipment on credit), the payment date is specified in the invoice.
The application has a setting that determines possible payment planning options in the agreement. You can configure the setting option for payment conditions and procedure in Master data and settings – Master data and sections – Sales.
The following payment options are available:
- Prepayment and/or credit. The simplified payment planning option includes only two steps: Prepayment (before shipment) and/or credit (after shipment).
- Arbitrary number of payment steps. The Advance before supply step is added to the payment step list. Payment step details are specified in agreements or payment planning documents.
- Payment schedule templates. You can register a list of possible payment steps in the Payment schedules list. You may use standard payment schedules or add new ones when filling in payment steps in agreements and documents. Example: prepayment, credit, partial prepayment, etc.
For each payment schedule, define the payment step list and the calculation option (by calendar or work days) in accordance to which payment date or date of customer debt repayment will be calculated. You can use payment schedules to quickly fill in payment steps in agreements and sales orders.
Logistic conditions (shipment warehouse, delivery time, minimum order amount)
The shipment warehouse is a warehouse from which the customers under this agreement can collect goods they ordered.
A specified warehouse will be automatically set in all shipment documents created under this agreement. Warehouse specification is optional. If a warehouse is not specified, a shipment to a customer under this agreement may be made from any warehouse. If a warehouse is specified, the correspondence between the warehouse in the shipment document and the warehouse in the agreement is controlled when posting the shipment document. Shipment from another warehouse is possible only after additional approval by a responsible person in the company.
In the Warehouse field of the agreement, you can specify a group of warehouses from which goods can be delivered under the agreement. The group of warehouses may be specified only when the agreement is not concluded with sales representatives.
If according to the agreement sales conditions goods are purchased for specific sales orders, select the Fulfill orders on pegging basis check box. In orders registered under the agreement, the Provide on pegging basis supply option is set automatically. If necessary, you can change this option in a specific order. For more information on pegged order fulfillment, see chapter "Pegged demand fulfillment".
The maximum deferral period for goods shipment or service provision within the order made under the agreement is specified on the Sales conditions tab, in the Delivery period field.
Delivery period is set in days. A preferred shipment date of goods or service execution date are determined based on this indicator and the document date specified in the sales order.
Delivery period may be specified for a product price group or specific goods. Specify delivery period for goods belonging to one price group on the Specify prices by price groups tab. Specify delivery period for specific goods on the Specify prices by goods tab.
Let us provide you with an example. Standard delivery period is 30 days. Goods are delivered at wholesale prices. In that case, the information on delivery period is specified on the Sales conditions tab. A customer wants to get goods within a week and is ready to pay a higher price. In such a case, the information on the goods or price group is specified on the Specify prices by goods or Specify prices by price groups tabs respectively. Delivery time and the price offered for this delivery time are specified for a specific product (price group).
When registering shipment from an advanced warehouse, define the registration procedure of goods shipment from the advanced warehouse: you can register shipment by each document (order, invoice) or group it by customers and goods delivery jobs.
In an agreement with a customer, you can specify a minimum order amount approved by the customer (on the Sales conditions tab, in the Minimum order amount field).
When registering sales within the agreement which sets minimum order amount, order amount is controlled within variances from sales conditions.
If a sales order amount is less than the minimum amount stipulated in the agreement, the application will prohibit posting the sales order. To post the order, send the document for approval.
Specifying a company and a taxation system
You can apply several options of company and taxation system specification when determining sales rules. Application of any of those options depends on the sales conditions used in a specific company.
If different sales rules (prices, discounts, payments, etc.) are used in each company being a part of the enterprise, specify the company in the agreement. After you specify the company in the Taxation treatment is defined by value field, the information on the taxation option used in the company (whether sales subject to VAT or not) is filled in automatically. When registering documents within these agreements, the company and taxation option specified in the agreement will be filled in.
If all companies of the enterprise have common sales rules, do not specify a company in the agreement. The company is filled in at the moment of sales document registration. In the agreement, in the Taxation treatment is defined by value field, select the according to taxation treatment of the company specified in the document option.
The Sale for export (0% rate) taxation option is set if export transactions are to be registered. In the documents created under such agreement, zero VAT rate is automatically set for goods.
The Sale is subject to UTII taxation option is set if retail sales to a specific customer are to be registered under UTII. The retail sales transactions subject to UTII may be selected from the sales list for specific customers (partners). You can also register retail sales from any warehouse. They are registered within the agreement, in which the Sale is subject to UTII taxation option is set. This taxation option is not used for consignment sale (when the Consignment goods receiving transaction is set in the agreement).
The taxation option specified in the agreement or the one specified in the company will be filled in by default in sales documents depending on the settings. An employee may change the taxation system only after approval by a superior manager (for example, a department manager) who has a right to variance from sales conditions.
Standard sales conditions for the customers of the "Dealers (household appliances)" segment are developed in the company. The agreement is valid from January 1, 2017 with no expiration date.
According to the agreement, contract conclusion with each customer is required. The settlement procedure is specified in the contract. A partial prepayment (30%) is required for all sales under the agreement.
For sales under the agreement, use the "Dealer" price type for goods of the "Appliances" price group, the "Special" price type for goods of the "Exclusive" price group, and the "Wholesale" price type for the rest of goods. Prices are specified in rubles and include VAT. The following discounts are set automatically:
- 5% for products of the Household appliances segment for the first sale to the partner.
- 3,000 rubles per document if the number of sold goods of the Household appliances segment by the partner for the previous month does not exceed 50 units.
- 3% for assortment.
Manual discounts under agreement cannot exceed 7%, markups cannot exceed 5%.
Regular sales conditions
The agreement is considered regular if the conditions stipulated in it are fulfilled with a certain frequency. The Agreement is regular check box is selected in the agreement and the following parameters are set:
- Amount – amount for which the customer must buy goods within a specified period.
- Period – frequency of regular condition fulfillment.
- Number of periods – overall time during which the customer must regularly purchase goods.
For example, according to the agreement conditions, a partner must buy goods from the company to the amount of 500,000 rubles every month during one year (12 months). The period, the number of periods, and the volume of purchased goods per month must be specified in the agreement. The validity period of the agreement is automatically changed once you specify the number of periods. According to the example above, the start date will be set to the beginning of the month and the end date to the expiration date of the regular agreement.
Individual sales rules
Individual sales rules are registered in an individual agreement for a specific customer.
Depending on the sales rule scheme used in the company, individual agreements may be registered:
- Separately (the Only individual agreements scheme).
- Based on the data registered in the standard agreement (the Standard and individual agreements scheme).
In the first case, individual agreements are created similarly to standard agreements. The difference is that an individual agreement is created for each individual customer, whereas the standard agreement can be applied for a segment (group) of partners.
In the second case, any individual agreement is always based on the standard one. It contains standard sales conditions which must be applied to the customer in accordance with the partner segment to which the customer belongs.
The conditions not defined in the standard agreement may be specified in an individual agreement. For example, a company, a counterparty, a warehouse, and a payment schedule may be specified if they are not determined in standard sales conditions.
If the user does not have the right to variance from sales conditions, standard sales conditions cannot be changed in an individual agreement. These changes must be approved in advance. For example, if prices and discounts are specified in the standard sales conditions, they cannot be changed without preliminary approval.
Approval and adjustment of agreements (sales rules)
To approve agreements, use the Approve agreements with customers business process. You can enable this business process in Master data and settings – Master data and sections – Sales – Wholesale – Approval – Approve agreements with customers.
Logistic, financial, price and commercial sales conditions are approved separately. In the list of task assignee roles, four roles are registered for which you should assign assignees of business process tasks:
- Person responsible for logistic conditions approval – approves the information on shipment warehouses and goods delivery period.
- Person responsible for price conditions approval – approves prices and discounts.
- Person responsible for financial conditions approval – approves payment procedure and payment schedule.
- Person responsible for commercial conditions approval – analyzes approval results and makes a final decision on the agreement approval.
You can assign persons responsible for each conditions type in Master data and settings – Master data and sections – Sales – Wholesale – Approval by clicking the matching links.
The following persons responsible for approving sales conditions were assigned in the company:
- Logistic conditions – Nick Brown
- Price conditions – Diana Smith
- Financial conditions – Kurt Depp
- Commercial conditions – Mariah Bell
The responsible persons are included in the corresponding lists in Master data and settings – Master data and sections – Sales.
The business process of agreement approval may be performed both at the time of standard agreement registration and at the time of individual agreement registration.
You can start an approval process by creating on the basis of the agreement or from a separate dialog box (in the navigation panel of the form, click Approval).
Specific condition types for approval are automatically determined when the approval process is started.
The condition approval tasks are displayed in the My tasks list of responsible persons.
If approval is required for a standard agreement or for an individual agreement not based on a standard agreement, the task will be sent to the person responsible for approving commercial conditions. Therefore, a responsible employee (manager) decides whether standard (individual) sales conditions shall become effective or not. The price condition approval task may be preliminarily sent to the person responsible for their approval only if the prices specified in the agreement are out of allowable selling price range (see chapter "Setting the allowable range of purchase and sales prices").
If approval is required for an individual agreement based on the standard sales conditions (standard agreement is specified), all variances (logistic, financial, price) are analyzed. If there are any variances, the tasks are sent for approval to corresponding approval participants. For example, if the prices specified in an individual agreement are different from those stipulated in the standard agreement, the task will be sent for approval to the user responsible for price condition approval. After getting the approval results from all participants (whether they are positive or negative), the task is sent to the person responsible for commercial conditions approval and they make the final decision on the agreement approval.
The person responsible for sales conditions approval can analyze the whole list of variances from the standard sales conditions using the Variances from sales conditions report.
If the person responsible for commercial conditions approval decides to approve the agreement, it is automatically assigned with the Valid status.
During the approval process, the document is not locked and can be adjusted, for example, on demand of a person responsible for approval. To keep track of document adjustments during the approval process, click Enable versioning in Master data and settings – Master data and sections – Sales – Wholesale – Approval – Approve agreements with customers. In this case, a warning is displayed when changing the agreement after its condition approval in the task with summarizing approval results.
A 2017 individual agreement with Proton customer was sent for approval on December 4, 2016 (document version 1). The agreement was changed on demand of Diana Smith (version 2), after which the price conditions were approved on December 6, 2016. The document was changed again before the logistic conditions approval and version 3 of the document was approved on December 7, 2016. After that the document was changed again (version 4). To make the final decision, the responsible person must analyze all the changes and make sure that they do not contradict previously approved conditions.
A valid agreement may be adjusted only if there are no documents registered under it. It is not recommended to change main parameters in the agreement if there are any registered documents as errors may occur.
It is recommended to give the right to adjust agreements only to responsible employees (for example, to department managers). You can change shipment conditions in standard or individual agreements without agreement adjustment. A user must have either full rights or the right to variance from sales conditions to change them. The employees who do not have the right to variance from sales conditions also may send non-standard sales conditions for approval. This business process is started during sales order registration.
Sales rule verification
You can view the list of conditions registered in standard agreements (standard sales rules) in the Standard sales conditions report (the Sales – Sales reports section). You can view and compare the information on general parameters of standard agreements (payment schedule, price type, etc.) in the report.
You can view and compare current price values registered in different standard agreements as of report generation date (the Prices in sales conditions report option).
Contracts with customers
The main difference between a contract and an agreement is that the agreement stipulates overall rules of partnership with customers whereas the contract contains the data on a specific existing legal document.
To use contracts, select the Contracts with customers check box in Master data and settings – Master data and sections – Sales.
Keeping records by contracts is available no matter whether a company uses agreements for sales rules registration or not.
If the agreements are used, specify in the agreement whether the contracts with customers will be concluded according to the conditions stipulated in the agreement. This information is registered on the Sales conditions tab (the Specify a contract, settlements are determined in the contract option).
If the agreement stipulates that mutual settlements with the customer are to be made by contracts, contract specification in the documents is required.
You can register a contract with a customer from the contract list in the Sales section. A contract can also be registered based on the agreement with a customer.
The information on the parties concluding the contract are specified in a new contract: company on whose behalf the contract is concluded and the counterparty (a business entity or an individual). The information on the customer (partner) is also specified in the contract. A group partners (for example, a group of chain stores) may be specified as the customer (partner) if the contract is concluded with a chain of stores operating as one business entity.
Settlement details procedure (by contracts, by orders, or by invoices) is specified in the contract.
One of the contract conditions may stipulate a fixed amount to which the customer must buy goods. You can specify a payment schedule and a shipment schedule.
- If settlements are kept By contracts, the condition fulfillment schedule may be defined in the contract or according to the parameters specified in an order or an invoice.
- If settlements are kept By orders/By invoices, the payment schedule for goods corresponds to those payment steps registered in an order/invoice. If settlements are kept by orders, a planned shipment date is a Required shipment date in an order. If settlements are kept by invoices, a planned shipment date is an actual date (invoice creation date).
The allowable debt amount and debt period can be set in the contract. If the allowable debt amount or period is exceeded, shipment to the customer under this contract is prohibited.
The amount is specified in the currency stipulated in the contract. The debt amount and period are controlled only in contracts with customers (the With customer type is set in the contract).
The allowable debt amount is set in the contract for all types of mutual settlements (by contract as a whole or by orders, invoices):
- If mutual settlements are kept by orders, the AR amount of the customer is the total debt amount by all orders or invoices (if they are registered without an order), in which this contract is specified.
- If mutual settlements are kept by invoices, the debt amount is a sum of debt amounts of each invoice registered under the contract.
The information on allowable credit balance is displayed in the contract card. You can view the detailed report on settlements with a customer by clicking the link.
If mutual settlements are kept By contracts, the fixed contract amount and payment and shipment schedule are specified, additional information on the payment and shipment states is displayed in the contract. To compare planned shipment (payment) dates and amounts with the actual ones, open the Execution status report by clicking the matching link.
The information on allowable credit balance is also displayed in the documents affecting the debt: sales orders, sales documents, and receiving notes.
The amount and period of allowable debt are controlled when sales documents are posted. If the allowable debt amount is exceeded, the document cannot be posted. A user authorized to deviate from sales conditions, for example, a department manager, can change the allowable debt amount in the customer contract and allow posting of the document.
The following statuses are available for contracts:
- Not approved
When the contract becomes effective, specify its validity period. Documents may be registered only under valid contracts.
You can keep a print form of the signed contract (Attached files). You can also assign, register, and view completed tasks under the contract.
Shipment prohibition under arbitrary conditions (Black lists)
The application allows you to prohibit shipments to customers included in a specific segment (black list). To be able to use this feature, in Master data and settings – Master data and sections – CRM and marketing – Marketing, select the Customer segments check box and in Master data and settings – Master data and sections – Sales – Wholesale, select the Shipment prohibition check box.
If you select these check boxes, you will be able to create customer segments with The segment is used to prohibit the shipment flag. The information on shipment prohibition segments is displayed on a separate tab of the Customer segments list (the CRM and marketing section).
Two generation methods may be used in shipment prohibition segments: Generate manually and Update periodically. You can also use all standard data composition schemas applied to customer segments: by sales, by settlements, by interactions.
When a customer is included in the shipment prohibition list, the information on shipment prohibition is displayed in the customer profile.
You can include the customer in the Shipment prohibition segment (prohibit shipment) or exclude them from the Shipment prohibition segment (allow shipment) directly in the customer profile. Users authorized to edit segments can include customers in the shipment prohibition segment or remove them from it. The customer can be included in several shipment prohibition segments. For example, you can prohibit sales if the customer failed to fulfill any liabilities or if they failed to meet the sales volume conditions for the previous month. The following rule is applied if the customer is included in several shipment prohibition segments:
- Shipment to the customer is prohibited if they are included at least in one shipment prohibition segment.
- Shipment to the customer is allowed only if they are not included in any shipment prohibition segment.
The information on prohibited shipment to the customer will be displayed in quotations, sales orders, and sales documents. A transaction cannot be registered for the customer to whom shipment is prohibited.
The control is carried out when registering a sales order in the For completion status, when registering a sales document in the Sold status, and when writing a customer transaction.
The users for which the Sale to partners included in the shipment prohibition segments additional role is specified are authorized to sell goods to the customer to whom shipment is prohibited.
You can view the list of customers to whom shipment is prohibited in the Customers to whom shipment is prohibited report (the Sales –Sales reports section).
In this chapter, you will learn more about price policy of the company and related matters. Price policy includes assignment of optimal selling prices, flexible discounts, and markups.
Several prices may be set for each product. Supplier (competitor) prices and company selling prices are recorded separately in the application.
Registered supplier and competitor prices may be used to calculate selling prices. For more information on registering prices of suppliers and competitors, see chapter "Purchases".
No matter what price type is meant (a purchase, selling or competitor price), a price is always connected to a product and product characteristics without details by series. Objects of the same products with different series cost the same.
If goods are recorded by characteristics, characteristic specification is required to determine the price. You may specify one price for a group of goods with different characteristics.
Company prices are registered in the Product pricing document. You can generate the Product pricing document automatically in the Prices (price list) workplace.
All possible options of company prices are preliminarily entered in the Price types classifier. Price currency, settlement rules, a rounding method, and other are determined for each price type.
The prices determined for the customer in sales conditions (standard or individual agreement) are filled in automatically in sales documents of each customer. In the agreement, you can determine price types previously registered in the Product pricing document as well as arbitrary individual prices for specific goods. You can set different price types for different product price groups in sales conditions.
Prices are used as initial values when registering sales to customers (both wholesale and retail). An employee registering wholesale or a cashier registering retail sales can make various discounts both automatic (including by a loyalty card) and manual. When registering a sale, allowable price range is controlled (minimum and maximum sale prices), as well as available percent of manual discounts.
You can see how selling prices are formed in the diagram below.
All product items are divided into price groups. Goods to which the same pricing rules are applied belong to one price group. For example, a company operating in furniture production and trade may have the following groups: in-house manufactured furniture, foreign furniture, exclusive foreign furniture, and other.
The rules of price generation, calculation, and usage are recorded in the Price types hierarchical classifier. All price types are registered in the Price types classifier – not only selling prices (price list columns) but also auxiliary prices (internal resale prices between enterprise companies, auxiliary prices for selling price calculation, and other). Data registered in the infobase may be used for specification of price calculation rules. For example, you can use data on supplier and competitor prices for calculation or set prices only for the goods included in the assortment of stores of a particular format.
To prevent prices from being set higher or lower than the values specified in the Price types form, set the allowable price range by clicking Configure range of allowable prices.
Only effective prices can be used in documents (the Valid/Not valid status in the Price types profile). In the Price types form, you can configure the list by statuses (All/Valid/Not valid).
Setting and approval of new prices as well as update of current prices are always confirmed by corresponding documents. You can use the Product pricing document for these purposes. The document is created automatically in the Prices (price list) workplace. Price values are calculated in accordance with the rules specified for price types. When generating prices, you can simultaneously use values of several price types and set calculation of one price based on another one.
A print form of a price list is generated according to registered prices. Registered prices are used for customer sales registration.
Configuring price groups
You can fill in a price group list in CRM and marketing – Settings and catalogs. You can configure usage of price groups in Master data and settings – Master data and sections – CRM and marketing – Marketing – Price groups. A price group for a product item is set in the product profile. One product item can be included only in one price group. You can set a price group for several goods by using group processing in the Products list (click Change selected ones).
Configuring price types (setting calculation rules)
To use several price types, enable Master data and settings – Master data and sections – CRM and marketing – Marketing – Several price types. The Price list price type is used if this option is disabled (see chapter "Simplified price calculation rules").
You can fill in the Price types classifier in CRM and marketing – Settings and catalogs.
The Price types classifier stores calculation rules of selling prices and other prices used in the company. To mark price types used for sales, in the price type profile, select the When selling to customers check box. Such prices are basically columns in the company price list. Dealer, wholesale and retail prices are perfect examples of such prices.
Select the When entering based on delivery documents check box to calculate retail prices based on prices registered in delivery documents and markup specified for consignment price.
In the price type classifier, you can also select prices used when handing goods over between trade enterprise companies. For such prices, select the On transfer between companies check box.
When recording transactions related to production processes and work with material providers, you can separate planned prices when releasing manufactured products by fixed cost and prices used when transferring goods to a material provider. To be able to record such transactions, enable Manufacturing (Master data and settings – Master data and sections – Manufacturing) and Toll manufacturing (Master data and settings – Master data and sections – Sales).
Other price types are technical and used as auxiliary ones to calculate selling prices. The examples of such price types are: cost, minimum and maximum competitor prices, minimum and maximum supplier prices, etc.
Every price type must include the price currency and whether the prices are VAT inclusive.
In the price type profile, you can specify additional attributes. To select them, click More actions – Change set of additional attributes.
You can use advanced or simplified features to set price types. Simplified features allow you to enter price calculation rules in a simplified mode: without specification of markup details by price types and not using arbitrary calculation rules, rounding, etc.
Price calculation rules
For each price type, define their own calculation rules (a pricing method).
The following methods of price specification are available:
- Manual assignment – such prices are set manually as required when prices are updated (the Product pricing document is created).
- Markup for the receipt price – prices are calculated according to the specified markup for consignment price. If you want to be able to register selling prices when entering a delivery document, select the When entering based on delivery documents check box. When entering the Product pricing document based on delivery documents (Purchase of goods and services and Purchase order), such price types will be set automatically (they will be automatically selected in the price table). Selling prices will be calculated in accordance with the specified markups.
- Another price type markup – prices are calculated in accordance with a basic price markup.
Price specification methods listed above are available in the simplified mode. In the advanced mode, you can take advantage of the following additional calculation options:
- Arbitrary formula based on other price types – prices are calculated automatically using a formula based on other price types. Example: Dealer price type = Min (Average market price, Wholesale). You can set a calculation algorithm for a price type as a whole or for each price group if necessary.
Calculation formulas may be created manually or by using the equation builder. Use the same formula creation rules as the ones applied in 1C:Enterprise application. The price name in the formula must be specified according to the ID in the price type profile.
For example, the maximum selling price in the picture is calculated using the following formula: Maximum selling price = Retail price * 1.05. That means that the maximum selling price is the retail price increased by 5%. If different calculation formulas are used for different price groups, you can enter them in the table on the Specify by price groups tab.
- Arbitrary query to infobase data – prices are calculated by an algorithm based on the infobase data. It can be competitor and supplier prices, cost, and other arbitrary data. Aggregation of market prices (defining minimum, maximum, and average prices among the prices of several competitors or suppliers) is a particular case of such price calculation. You can define arbitrary rules of data extraction from the infobase for such price types by using standard data composition system.
If you select the Arbitrary query to infobase data pricing method, the Data composition schema field is available in the form.
You can fill in the Data composition schema field with a predefined value of data composition schema (DCS). The selected DCS will be applied to a price type when calculating prices (filling in) in the Product pricing document. The following DCS predefined values are available:
- Receipt prices – the latest purchase price will be selected for products. If a delivery document has several price values for one product, the value (average, minimum, maximum) is selected by a set parameter in the DCS.
- Cost without additional expenses – the goods cost calculated as of the price specification date will be used as a price.
- Cost with additional expenses – a price will include the goods cost calculated as of the price specification date and additional expenses.
- Max supplier prices – the maximum goods price among all suppliers (specified in the Supplier price registration document or automatically registered after goods delivery) as of the price specification date will be selected. Partners with the selected Supplier check box are used as suppliers.
- Average prices of suppliers – the average goods price among all suppliers, which is specified in the Supplier price registration document or automatically registered after goods delivery, will be selected for the document.
- Min supplier prices – the minimum goods price among all suppliers, which is specified in the Supplier price registration document or automatically registered after goods delivery, will be selected for the document.
- Min competitor prices – the minimum goods price among all competitors (specified in the Supplier price registration document) as of the price specification date will be selected. Partners with the selected Competitor check box are used as competitors.
- Average prices of competitors – the average goods price among all competitors, which is specified in the Supplier price registration document, will be selected.
- Max competitor prices – the maximum goods price among all competitors, which is specified in the Supplier price registration document, will be selected.
- Cost + percent of profit (intercompany) – the cost of goods resale between companies calculated as of the price specification date will be used as a price. The cost will be increased by the amount calculated based on the data on the profit acquired from resale between companies and the percent specified in the parameters. Use that scheme for price calculation of goods resale between companies. The cost will be calculated only if the Intercompany scheme is set and there are registered sales on behalf of another company.
- Cost + percentage (intercompany) – similar to the previous option. The cost calculated for goods resale between companies is increased by the percent specified in the DCS parameters.
- Arbitrary – if you select this value, you need to create a personal DCS for a price type for price calculation.
Parameters and filters may be used for price calculation in DCS. Click Edit to open the DCS setup form where you can set a filter and specify parameter values for the current price type.
If parameters are set for DCS, their filling is required and checked in the Product pricing document.
To change a DCS, click Edit. Changes of the current DCS will be saved as the Arbitrary DCS. You can also export DCS into an external file and import the changed schema from the external file.
For more information on data composition schemas, see "1C:Enterprise Developer Guide".
Setting a filter for a price type
You can set predefined product item filters for price types. You can set filters only for price types with the following pricing methods: Manual assignment, Another price type markup, and Arbitrary formula of other price types.
To set filter, use the standard filter schema (Standard).
This schema allows you to set filters by kinds, groups, types, and other product attributes. You can edit this schema (click Edit) and save it as an arbitrary filter schema. If you select a price type with a set filter in the Product pricing document, only goods with matching filter parameters will be loaded. To load such goods, click Change lines – Add goods by price type filter.
If you set filters by several price types, the list of goods matching all price type filters will be displayed.
Different price calculation rules are applied to Refrigerators and Fans product groups. They are registered in the matching "Refrigerator prices" and "Fan prices" price types. Filters by corresponding product groups are set in these price types. When assigning prices to these goods, click Add goods by price type filter to fill in the tabular section of the document only with those goods for which price calculation rules specified in the price type are used.
Price rounding rules
Various rounding rules can be used for different price types. You can set separate price rounding rules for each price range. To check price rounding settings, click Rounding constructor.
As shown in the picture below, the price of goods costing less than 10 rubles will be rounded to copecks, the goods prices ranging from 100 to 10,000 rubles will be rounded to rubles, and the prices of goods costing over 10,000 rubles will be rounded as follows: an amount is rounded to 10 rubles, then 8 rubles is subtracted from the result. For example, if a goods price amount calculated or set manually equals to 10,000 rubles, it will be rounded to 9,992 rubles.
Setting a deviation percent
You can set a deviation percent for each price type that identifies the need to register new prices. You can specify the deviation percent for each price group of goods.
Setting the deviation percent means that the variance percent from the previous prices will be controlled when entering new prices. For example, if a new price for the Fans price group goods is higher than the old one by less than 3 percent, old prices will remain effective and the new ones will not be registered.
Only one price type specified in the company price list can be used for goods sales.
In such case, do not select the Several price types check box in the parameter settings (Master data and settings – Master data and sections – CRM and marketing).
You can configure a price list in CRM and marketing – Settings and catalogs – Price list parameters.
Currency and price registration rules are specified in the price list parameters. Price list prices can be set manually or calculated automatically based on receipt documents in accordance with the specified markup. The price specification process is the same as the one used for several price types. Markups may be the same for all goods or different for each price group. You can disable price groups if markups are the same for all goods.
If the company requires several price types, previously set price list parameters will be saved in the price type list.
You can set the price range within which goods will be sold, i.e. specify the maximum and the minimum selling prices of goods. You can also specify the maximum price for goods purchase.
Selling price range and maximum purchase price are set for the whole company. Variances from the allowable selling price range are controlled when registering agreements and sales documents. Variances from the maximum purchase prices are controlled when registering agreements with suppliers and purchase documents. A price with all discounts and markups is checked.
Prices are not controlled if the user has full rights or the Variance from sales conditions (Variance from purchase conditions) right.
You can specify which price type will be the minimum allowable selling price type, the maximum allowable selling price type, and the maximum allowable purchase price type in the form of the Price types classifier list (click Configure range of allowable prices).
As shown in the picture, specially created price types calculated based on other prices were selected as the maximum and the minimum selling and purchase prices. The minimum selling price is calculated using formula "Cost + 5%", and the maximum selling price is calculated using formula "Retail price + 5%".
You can create new prices and update the current ones in the CRM and marketing – Prices and discounts – Prices (price list) workplace.
Click Generate to fill in the list of goods for which prices shall be specified.
The Customize price list settings form opens. In this form, on the Product filter tab, set product filter parameters. If parameters are not set, all product list will be filled in. Using the Advanced view setting option, you can set more complicated filter options with condition grouping ("and", "or", "maximum", "minimum"), filtering by any product attributes, and other. Set filter settings are saved for the next session.
On the Price list columns tab, set the list of price types to be assigned.
On the Sort tab of the Prices (price list) workplace, specify a price sort order and a product filter.
The list includes all dependent and influencing prices. Current price depends on influencing prices. Dependent prices must be recalculated after the current price is changed.
Once the required price type is selected, you can select the list of prices affecting the calculation of this price and prices that must be recalculated after this price type is updated. To do it, click Select all influencing prices and Select all dependent prices.
If the Arbitrary query to infobase data or Markup for the receipt price pricing method is set for the price type, you might have to specify DCS parameters in the Parameters column. If parameters are not set, click Edit settings in the tabular section to specify parameters in the DCS setup form.
Dependent prices are recalculated automatically. After recalculation dependent prices are automatically rounded according to the rounding rules set for the price type.
When the price list is generated for a product item, the current price value is registered and all prices calculated based on the current prices are automatically recalculated according to set calculation rules. You can set prices manually for each product item in the generated list. All dependent prices will be automatically recalculated.
Prices are specified in the currency set for the price type. Prices can be set by goods packaging. The following restriction is applied: only one price type can be set for one packaging type. For example, a retail price is set for pieces, a wholesale price is set for boxes. Information on the packaging for which the price is specified is saved. The next time you set prices, you are automatically offered to set the price for this packaging. When registering documents, the price is recalculated in accordance with the factor set for the goods packaging.
If goods are recorded by characteristics, prices for all characteristics will be generated automatically when setting prices for goods.
If required, a price value in the tabular section of the Prices (price list) form can be changed. The difference between a changed price and a price valid on a particular date is displayed in the tabular section of the form and in the information bar at the bottom of the form. Main price generation parameters are displayed in the information bar.
At the bottom of the Prices (price list) form, click Customize to set the list to display information on prices being effective as of a particular date and the difference between them and changed prices.
To register new prices, click Apply changed prices. This command automatically creates the Product pricing document containing the list of registered prices.
To view the list of the previously registered Product pricing documents, click Price change history. You can create a new Product pricing document based on the list. You can set different prices during the day. The latest specified price is used in the documents regardless of the time the document is registered.
You can generate a price list for the selected list items by clicking Price list.
You can also register prices for specific goods from the Products catalog. When entering new goods, you can set their prices right away. To set prices, click Company price list in the Prices section of the product profile.
The workplace for setting prices with a filter by the product item appears. New prices are generated similar to the previous option.
Click Apply changed prices to automatically register new prices for goods.
Only an employee (a marketing associate) responsible for the company price policy is authorized to register prices. This user must have the Set product prices without approval allowed action (right). A new document is created for this user with the Approved status.
Documents with the Not approved status are created for other users. To make prices valid, start the price approval business process. The business process is started automatically once the Product pricing document created from the Prices (price list) workplace is recorded.
Changing effective prices
You can change values of effective prices.
To change manually set prices, click Change prices – Import effective ones (specified manually). You need to specify the current price calculation parameters: effective date, change percent, price type, allowable changes in lines and cells of the table form, rounding.
To set current prices according to the documents by which the prices had been previously determined, click Change prices – Import from pricing documents. Select pricing documents from the list.
Click Change prices – Calculate (according to infobase and formulas) to calculate current prices related to the price types with the following pricing methods: Arbitrary query to infobase data, Markup for the receipt price, Another price type markup, and Arbitrary formula of other price types.
To round prices being set manually, click Change prices – Round off prices (specified manually). In the list, select price types with the Manual assignment pricing method. Prices are rounded according to the rules specified for the price type.
To increase or decrease prices by the specified percentage, click Change prices – Change by percentage. You can set different percents for each price type according to which the current prices will be changed. Changed calculated prices can be rounded. Prices are rounded according to the rounding rules specified for the price type.
You can set new prices only for the price types of the selected list lines by clicking Change prices – Change prices.
You can change effective prices manually in a cell.
If the Calculate prices automatically check box is selected in the Prices (price list) form (the Parameters menu item), all dependent prices are automatically recalculated based on the changed prices.
You can use Microsoft Excel spreadsheets to change prices if complicated calculation formulas are applied in the company. You can export data to tables and import changed data to the Prices (price list) data processor or the Product pricing document. To export data to a Microsoft Excel spreadsheet, click Excel – Export. Information on changed prices to be imported is registered in Microsoft Excel spreadsheets in the Price field. To import changed prices, click Excel – Import. Information on changed prices will be imported into the Price column.
Calculating sales prices according to delivery prices
Sales prices may be calculated according to delivery prices and set markups. The following price calculation options are available:
- Sales price calculation based on a specific delivery document.
- Sales price calculation based on summary data of the latest deliveries of goods from various suppliers.
- Sales price calculation when registering internal documents (goods damage, goods assembly, etc.)
If the Product pricing document is entered based on a delivery document, selling prices are automatically calculated based on the price registered in the delivery document.
Price registration is based on values of the Price includes VAT check boxes in the price type and in the document:
- If check box values are the same, the price value is registered as it is specified in the document.
- If the Price includes VAT check box is selected in the price type and delivery document prices do not include VAT, the delivery price value is increased by the VAT amount.
All price types with the selected When entering based on the delivery documents check box are included in the price list.
All prices with the Markup for the receipt price pricing method as well as prices including the receipt price in their calculation formulas (calculated based on the infobase data and predefined DCS) are automatically calculated based on the receipt price.
All prices dependent on the calculated ones are recalculated automatically. For example, if a retail price is calculated based on the receipt price and a distributor price is calculated based on the retail price, both retail and distributor prices will be recalculated when registering the receipt price.
Variances of newly registered prices (Price) from the ones registered previously (Price as of) and variance percent between the new and old price (%) are additionally displayed in the Product pricing document. If the new price is lower than the old one, then a variance percent is displayed with minus and highlighted in red.
You can also set a deviation percent for each price type. You can specify the exact variance percent between new and old prices indicating that prices must be changed. You can specify deviation percent information for each goods price type.
For example, if you set the deviation percent for the receipt price of goods related to the "Fans" price group to 3%, it means that new prices for goods of this price group are changed only if they are different from the old ones by not less than 3%. If the variance percent is less than 3%, values of new prices are set equal to the old ones when generating the Product pricing document. To delete goods with unchanged prices from the document, click Change lines – Delete unchanged lines.
When you post the Product pricing document, all prices specified in this document are registered. You can similarly calculate prices based on the ones registered in the Purchase order document.
You can also calculate prices based on the latest delivery prices of different suppliers. In that case, in a new document or in the Prices (price list) data processor, specify the list of items for which it is necessary to register a delivery price and calculate a selling price. Add the Receipt price price type in the list of price types.
The latest delivery prices are automatically filled in for goods. The prices registered in the latest posted Purchase of goods and services document are filled in. All other dependent prices are automatically recalculated based on the specified calculation formulas.
You can enter the Product pricing document based on the following documents of internal goods movement:
- Goods damage – to calculate sales prices of low-quality goods. Data on low-quality goods price (cost) is registered as a receipt price.
- Goods assembly (disassembly) – to calculate a price of sets (components) based on the data of set (component) cost.
- Other goods recording as received – to calculate selling prices for goods registered from other deliveries (without specified supplier).
Approving new and changed prices
It is recommended to use the price approval process if marketing associates preliminary calculate the company prices, but company managers (CFO, CEO) make the final decision about them.
You can configure usage of the approval process in Master data and settings – Master data and sections – CRM and marketing – Marketing – Price approval.
If the approval process is not used, prices specified in the Product pricing document become effective right after the document posting. The Approved status is automatically set for the document (status information is not displayed in the document).
If the approval process is used, the document can be posted with two statuses: Not approved or Approved. When posting the document, its current state is displayed: Approval is expected or Valid.
The Price approval business process is used to approve new and changed prices. If you set prices using the Prices (price list) data processor, the price approval business process is started automatically. If you use the Product pricing document for pricing, start the approval business process using the input on the basis method (click Create on the basis – Price approval).
Enter the information on people who make a final decision on price approval in the "Employee approving product prices" role assignees list (Master data and settings – Master data and sections – CRM and marketing – Marketing – Persons responsible for product price approval).
Analyzing set prices
You can generate price analysis reports in the Product pricing document and in the Prices (price list) workplace.
To generate a report, in the tabular section of the document or data processor, select the lines with the products, for which the report is required, and use the matching context menu command.
- The Sales dynamics report visually displays product price change over time. A chart is displayed for each price type.
- The Price change history report shows the price change schedule: change dates and new price values.
Click Goods with similar properties to filter goods analogs in the list, select them, and analyze their prices. The list of parameters used to filter analogs (goods with similar properties) is determined for each product kind on the Filter by properties tab.
Printing price lists, price tags, and labels
You can print a prepared price list from the Prices (price list) data processor and the Product pricing document. Two print forms of the document are available: Product pricing and Revaluation in retail. You can open the label and price tag printing wizard from the document.
Document print forms can be generated before their final approval (with the Not approved status). You can check the printed price list and the columns displayed in the print form before printing. You can also print only changed prices.
The Revaluation in retail print form is used to print revaluation certificates in retail sale. For more information about printing revaluation certificates, labels, and price tags, see chapter "Retail sales".
Generating a price list
Price list is generated as a special report. You can generate the report in CRM and marketing section (CRM and marketing reports). You can also generate the report from the Prices (price list) data processor.
By default, a price list is generated only for price types with the selected When selling to customers check box. The current date is specified as a price list generation date. You can generate a price list on any date and for all price types if required.
You can set different filter options when generating a price list: by price groups, by sales price types, and by product groups. Goods and services for which prices are not set for any price type from those selected for the price list generation are not included in the price list.
You can generate price lists with specified available stock in warehouses. To use this feature, select the Warehouse balance check box in the price list settings. You can view stock balance by all warehouses or select required warehouses by using filter parameters. Available stock is calculated based on the reserved goods.
The price list displays not only quantitative properties of goods, but also qualitative evaluation of goods availability in warehouses. Evaluation is made based on the specified demand fulfillment method and parameters (minimum, maximum, safety stock):
- Against order – the Order against order supply method is selected for goods.
- Find out availability – available stock balance is less than the specified minimum inventory quantity.
- Little – available stock balance is less than the minimum inventory quantity plus goods safety stock, but greater than the minimum inventory quantity.
- Enough – available stock balance is less than the maximum inventory quantity, but greater than the minimum inventory quantity plus goods safety stock.
- Much – stock balance is greater than or equal to the maximum inventory quantity.
- If evaluation cannot be made, the Unknown status is specified.
All discounts and markups to customers can be divided into two groups: manual and automatic.
To be able to use automatic and manual discounts, enable the matching options in Master data and settings – Master data and sections – CRM and marketing – Marketing.
You can limit allowable amounts of manual discounts in sales. You can set limits for particular employees (users) or for sales to particular customers (in sales conditions agreements). To set discount limits, enable the corresponding option.
If automatic discounts are provided by discount cards (loyalty cards), enable this option as well. You can also accrue bonus points under a loyalty bonus program as an automatic discount. Loyalty bonus programs are used only in retail sales of goods.
You can set automatic discounts when selling goods from a particular warehouse (for example, for retail store sales).
Specify the information on discounts (markups) that can be applied in the company in the discount (markup) classifier. Each discount (markup) is applied only if one or several conditions are met. You can specify the list of possible conditions under which a discount can be provided in the Discount (markup) terms list.
Include the discounts (markups) applied together in one group with set joint application rules (maximum, minimum, multiplication, addition, preemption).
Joint application of discounts (markups) for the groups with multiplication and preemption rules is defined by their place in the group (discount priority). You can use several discount (markup) groups together according to their application rules.
Automatic discounts registered in the Discounts (markups) classifier can be applied both in wholesale and retail sale. The following discount (markup) options are available.
A discount can be given to:
- To a specific customer or a group of customers in accordance with registered sales conditions (Customer agreement).
- A customer with a particular loyalty card (Loyalty card kinds).
- For sales from a particular warehouse.
Discount (markup) classifier
Use the Discounts (markups) classifier in the CRM and marketing section to register discounts (markups). The discounts (markups) automatically calculated if the conditions specified for them are met are registered in this classifier.
The user registering sales documents can enable or disable automatic discounts. If the Assigned manually flag is set for a discount, the application only notifies the user that conditions are met, and the user decides whether the discount should be provided.
All automatic discounts that can be applied in the company for goods sales (both wholesale and retail) are registered in the discount (markup) list. You can set discounts (markups) in the discount (markup) list to apply them for loyalty cards, agreements, and sales from warehouses (retail stores).
You can group discounts (markups) and set joint application rules for each group of discounts (markups). For example, discounts can be grouped by their provision conditions for different categories of customers (discounts for wholesale customers, dealers, retail customers, etc.) Add a new discount (markup) to the corresponding joint application group.
To register a new discount, a marketing associate does the following:
- Specifies discount parameters. Selects a discount type (percent, amount, gift, etc.), discount amount, its specification method (automatic, manual, bonus accrual), etc. If the Considering the amount of applied discounts check box is selected, the discount amount is calculated based on the final amount received after calculation of all discounts previously applied according to the joint application rules. The discount amount can be specified for product price groups. To enter details of price groups, click Specify (or There are clarifications if price group data is already registered).
- Specifies the terms under which a discount is provided. Information on discount terms is specified on the Terms tab.
- Specifies the list of goods, for which a discount will be provided (Provided for).
- Specifies discount recipients. To fill in the information, on the Main tab, in the Recipient field, click Change. You can fill in discount recipient information later after all available discounts are registered.
Discount (markup) parameters
You can set percent discounts, amount discounts (markups) as well as bonus discounts (gifts, discount as quantity). Select a discount option in the Discount type field.
You can add new discount types using additional external forms and data processors (see chapter "Registering arbitrary discount assignment conditions and calculation algorithms").
A discount value can be positive or negative:
- If you enter information on a discount, the value is specified with a plus sign.
- If you enter information on a markup, the value is specified with a minus sign.
You can set different percent (amounts) for different product price groups.
Click Specify to open the dedicated dialog box where you can set different discount (markup) percents (amounts) for different price groups.
The following rule is applied to calculate a discount (markup). If a product belongs to a price group for which a discount (markup) value is set, the specified value will be applied. For all other goods meeting the discount (markup) provision terms, the discount (markup) amount is calculated in accordance with the value specified for the discount (markup) as a whole.
There are two available options (types) of amount discounts: Discount (markup) as an amount for the document and Discount (markup) as an amount for each line.
In the first case, the discount amount is applied to all document lines meeting the specified condition, and in the second case, the discount amount is applied to each document line. The number of times terms have been met is used as an additional parameter. It means that a discount can be provided multiple times depending on the number of times terms have been met in the document.
If a customer buys not less than 10 goods of the Coffee machines segment, they are given a 100 dollars discount. If the Multiple of condition fulfillment check box is not selected, the customer is given 100 dollars discount no matter how many coffee machines they purchase: 10 or 30. If the check box is selected, the customer is given 300 dollars discount for 30 purchased coffee machines (100 dollars for each 10 coffee machines).
If you use the Discount (markup) as an amount for each line discount option, the discount amount is provided for each line meeting the terms. Therefore, if the Multiple of condition fulfillment check box is selected, the discount amount is also increased for each line.
A customer gets a 100 dollars discount for buying three refrigerators of the same brand. In such case, the Discount (markup) as an amount for each line is applied. In the discount condition, specify quantity of refrigerators not less than 3. Then, the customer gets 100 dollars discount for each refrigerator type specified in different separate lines. If you want to give 300 dollars discount for buying nine refrigerators, select the Multiple of condition fulfillment check box.
In the application, you can also provide bonus discounts. There are two types of bonus discounts: discounts as quantity and gifts.
Discount as quantity is applied if the same goods as purchased are provided as a bonus (gift). For example, if you buy four coffee machines, you get one coffee machine for free.
Gift is a product from another section provided to a customer for free after buying a certain number of goods. For example, if you buy two refrigerators, you get a coffee machine as a gift.
This type of discount can also be applied multiple times. It means that if you want to give two free coffee machines to one customer (within one document) for buying four refrigerators, select the Multiple of condition fulfillment check box for the discount.
To remind a sales officer that a customer gets a discount under certain conditions, use the Issue message discount type. You can also remind an officer to provide a customer with a loyalty card (Issue loyalty card).
Use the Round document amount discount type to round the document amount after applying all discounts. Place this discount type in the main group of the discount tree and use the Addition joint application option for it.
You can register bonus point accrual as a discount (markup) in accordance with the fulfilled terms of the loyalty bonus program applied in the company. This discount (markup) type is used only in retail sale (see chapter "Retail sales").
Specify discount terms on the Terms tab.
Register all possible discount (markup) provision terms in the Discount (markup) terms list. Specify information in this list at the time of discount (markup) registration.
There are several available standard schemes of discount provision terms. When entering a new record in the Discount terms list, select one of the standard conditions, and then fill in parameters depending on the selected option. Several similar terms can be grouped.
Possible standard conditions are displayed in table 3.1.
During the sale
Sales of goods at a particular time. The period of time when the discount is effective is set by a user (week day, time).
Wholesale and retail sale
To increase sales in the morning hours, use the discount effective from Monday to Friday from 9 am till 11 am.
For payment method
Payment method (cash, electronic, payment card, or certificate) specified in sales documents (Sales order or Sales of goods and services)
A customer is given a 5%-markup if they prefer cash transfer to a current account.
For payment schedule
Specification of payment schedule in sales orders
If goods are shipped to a customer under credit terms, the order amount is increased by 5%
For one-time sales volume
It is applied once at the time of sales document registration. Goods quantity and amount are used as setting parameters. These parameters can be applied to a document as a whole or to a particular document line.
Wholesale and retail sale
Discount is provided if the document amount is greater than 50,000 dollars or the number of purchased goods is greater than 10 units. The list of goods analyzed for discount provision can be limited to one product segment.
For accumulated sales volume
The discount is provided for buying goods for a certain amount within a certain period.
Wholesale and retail sale
Used to set cumulative discount schemes. You can set a limitation by a product segment and record only sales volume of products related to a particular group (segment)
For customer's birthday
The discount is provided to a customer (individual) in accordance with the date of birth specified in the customer (partner) profile.
Wholesale and retail sale
The discount can be effective several days before and after a customer's birthday
Loyalty card is not registered
Used as a condition when generating the message on loyalty card issue addressed to customers
Wholesale and retail sale
The message on loyalty card issue is generated only for the customers who have not received a loyalty card yet
For loyalty card
Discount card (loyalty card) owners get an extra discount.
Wholesale and retail sale
Owners of "golden" discount cards get an extra discount during an appliance sale marketing campaign
Limitation by user group
Limitation of users who can provide a discount. The application analyzes the user specified as a responsible person of the document according to which a discount is provided
Applied together with other discount provision terms. For example, only a Sales Director is allowed to provide an extra discount to important customers (from a certain segment)
Partner from a segment
The discount is provided only to the customers that belong to a certain group (segment).
Allows you to detail the level of provided discounts by different partner segments (dealers, distributors, etc.) For example, during marketing campaigns the footwear dealers will get an extra discount for women's footwear and the distributors of household appliances will get an extra discount for refrigerators.
If you select the For accumulated sales volume or For one-time sales volume discount terms, you can filter product items that will be analyzed when discount terms are checked.
You can filter:
- In accordance with the items specified in a segment.
- By an arbitrary list of product items.
- By any product item parameter including product characteristics or properties.
If you select the For accumulated sales volume condition, you can keep records of the current sale in the accumulated sales volume.
You can specify several terms for one discount (markup). A discount (markup) is provided only if all terms specified in the list are fulfilled.
You can arrange the list of terms by using arrow keys. When a discount (markup) is calculated in the document, terms are checked in the order they are placed in the list. If one of discount (markup) terms is not met, other terms in the list are not checked.
You can put some limitations on discounts: set a discount (markup) for certain product items. Specify the list of items for which a discount is provided in the Provided for field.
You can use the following options of limiting discounts for product items:
- Any products. There are no limitations of discount provision for product items.
- Product list. The discount is available only for product items specified in the list. For each product item included in the list, you can specify discount validity period or cancel discount at any time.
- Product segment. The discount is provided only for the product items included in the specified product segment.
- Products by filter. The discount is available for product items which satisfy the filter parameters. You can specify any parameters as filter parameters: properties, characteristics, series, etc. For example, you can make a discount for goods which will expire in three days or for a cable with a 1.5 mm2 section.
You can use additional conditions for each of these discount (markup) options. Click Without clarifications to specify additional conditions. After you specify them, the application generates the line with discount conditions for certain product items.
You can use the following options of additional filter of those items for which discounts (markups) will be provided:
- Price type. The discount will be provided only for those goods for which the selected price type is specified. For example, the discount is available if goods are sold at retail prices.
- Goods availability for customer. The discount is provided for goods which have surplus (much) or which should be sold out quickly (little). Goods availability for customer is defined using the same algorithm as used while generating a price list showing available stock balance.
- Arbitrary price is set. The discount is not provided for goods whose prices are already changed (an arbitrary price is set).
- Customer purchases goods for the first time. The discount is available only for those goods whose sales to a customer have not been registered yet.
- Number of similar ones (Number of similar (considering characteristics). The discount is provided for those goods whose quantity is greater than the quantity specified in parameters.
- Amount by the same ones (Amount by the same ones (considering characteristics). The discount is provided for those goods whose amount is higher than the amount specified in parameters.
- Price matches the specified price from the agreement. The discount is not provided for the goods for which individual prices in the agreement are set (on the Specify prices by goods tab). In that case, use the following condition: Price matches the specified price from the agreement is equal to No.
Due to capability of checking the number of the same items in the For one-time sales volume and For accumulated sales volume terms, you can control that the terms on the number of the same goods are met. To do it, split the document lines (for example, by goods series).
Discount joint application rules
Discount joint application rules are specified in the discount (markup) classifier. Discounts (markups) are grouped together, and a discount (markup) joint application rule is determined for each group.
Discount groups can have hierarchical structure. On the highest level, the Addition joint application option is used for all discounts.
To determine a joint application rule, analyze the order of discounts (markups) in the group (priority).
You can choose from the following strategy options:
- Minimum – if discounts (markups) within one group are applied together, a discount with the minimum value is selected.
- Maximum – if discounts (markups) within one group are applied together, a discount with the maximum value is selected.
- Addition – if discounts (markups) within one group are applied together, they are summed. It means that the applied discount (markup) is equal to the sum of discounts or markups (the sum of discount (markup) percents or amounts if you use amount discounts or markups).
- Multiplication– if discounts (markups) within one group are used together, they are applied sequentially. A discount (markup) with higher priority is calculated first. The next discount (markup) is applied to the amount resulting from the previous discount (markup) application. To correctly apply percent discounts together using the multiplication strategy, select the Considering the amount of applied discounts check box in the discount card. In this option, amount discounts (markups) work on the addition principle. It means that amount discounts (markups) are added to the calculated sum.
- Exclusion – if discounts (markups) within one group are applied together, a discount with the highest priority in the group is selected.
Discount (markup) priority is set up in each group. The discount (markup) located at the top of the list has the highest priority.
When selecting the maximum (minimum) discount value, discounts are compared by each line (By line) or by the whole document (By the document as a whole).
You can specify a joint application rule not only for discounts (markups) that belong to one group but also for several discount (markup) groups. You can also set priority and a joint application option for groups. Thus, you can create a multilevel system of discount joint application.
In chain stores, several different discounts can be provided: 5% when purchasing goods worth 100,000 dollars at once, 5% when buying 100 pairs of any shoes at once, or 4% when buying 10 coffee machines of any brand. If several terms are met at the same time, only one of these discounts is provided but it is the maximum discount. These discounts are included in one group for which the Maximum joint application rule and the By document comparison option are selected.
Assigning automatic discounts (markups)
A discount can be given to:
- A customer group in accordance with sales conditions (Standard agreements).
- A certain customer in accordance with registered sales conditions (Individual agreements).
- A customer with a particular loyalty card (Loyalty card kinds).
- A customer registering sales from a certain warehouse or store (Warehouses).
You can use overall discounts which are applied under certain conditions to all objects. You do not have to assign such discounts to the above mentioned objects. The example of such discount is Round document amount.
You can specify information on discount status and assignment in the Discounts (markups) profile, in the Recipient field. You can also assign discounts (markups) in the discount (markup) classifier.
For each discount, specify its overall status and assignment procedure (in warehouses, in loyalty card kinds, in standard and individual agreements).
If a discount is always valid, specify the Valid overall status for it.
If a discount has restrictions, specify the assignment area for it.
In the right side of the table, select the tab with an assignment option. Click All, and then click Set status for one or several objects.
You can also assign discounts in the profile of a certain object (Loyalty card kinds, Agreement, or Warehouse). Discounts are assigned to a certain object in the same way as described above.
In the list of all discounts, select the ones that should be valid for a certain object and set the Valid status for them.
When changing the status, specify a discount validity period.
Assigning automatic discounts (markups) by sales conditions (agreements)
There are two options to assign discounts by sales conditions. These are discount (markup) assignment to a partner group and discount (markup) assignment to a certain partner:
- If you want to assign discounts (markups) to a partner group, register the discount (markup) list in the standard agreement. In the standard agreement, specify a partner group (partner segment) the discount is provided to. You can assign different discounts (markups) to each segment of partners (dealers, distributors, wholesale customers, etc.) based on standard agreements with them.
- If you want to assign discounts (markups) to a certain partner, register the discount (markup) list in the individual agreement with the customer.
Discounts specified in the agreement are applied according to the joint application rules selected for them in the discount (markup) classifier.
Assigning automatic discounts (markups) when selling goods in stores
When holding various events (seasonal goods sale, discounts for attracting new customers, and other), register the discount (markup) list for a particular warehouse (retail store). You can specify any amount of discounts with different terms for one warehouse.
When selling goods at retail, discounts are applied if sales are registered based on the Cash receipt document and if sales are registered from a retail warehouse (of the Retail store type) using the Sales order and Sales of goods and services documents.
Assigning automatic discounts (markups) by loyalty cards (discount cards)
You can configure usage of loyalty cards in Master data and settings – Master data and sections – CRM and marketing – Marketing – Loyalty cards.
The Loyalty cards check box is available only if functional option Master data and settings – Master data and sections – CRM and marketing – Marketing – Automatic discounts in sales is enabled.
Loyalty cards may have several types depending on their application parameters (magnetic stripe or barcode card, activation procedure, and other) and on the list of discounts being provided (gold, silver discounts, and other). Loyalty cards can be personal or non-personal (social card).
Register data on each card kind in list CRM and marketing – Settings and catalogs – Loyalty card kinds.
For each loyalty card kind, specify the list of discounts being provided. With a loyalty card, a customer can receive one-time or cumulative discounts.
Loyalty cards can be used both in wholesale and retail sale. To register a loyalty card, do one of the following:
- Create a new loyalty card from the loyalty card list.
- Register a loyalty card from the customer profile.
- Register a loyalty card based on another loyalty card (card loss or change).
- Register a loyalty card while registering a sale to a customer if terms under which the card is to be issued are met.
In all of these cases, use the Loyalty card registration wizard.
To receive notifications of capability to issue a loyalty card to a customer when selling goods, create a new discount (markup) with the Issue loyalty card type in the discount (markup) classifier.
In the discount, specify a kind of the card to be issued and register the list of terms under which you will receive a notification of the card issue to a customer. To prevent the card from being issued to the customer again, add the Loyalty card is not registered condition to the terms list. Register the discount with the Issue loyalty card type in sales conditions (agreements) or in a warehouse (retail store) if loyalty cards are used in retail sales.
You will see the information that it is required to issue a loyalty card after calculating discounts in the document if the terms specified for this discount (markup) type are met.
You can register a loyalty card for a customer immediately using the loyalty card registration wizard (click Issue card) or process this message later.
Registered loyalty cards are stored in the Loyalty cards list (the Sales – See also section). Loyalty cards can be used both in wholesale and retail sale. If cumulative loyalty cards are used in retail sales, they should be personified. Specify a card owner (customer) for them.
Register a customer loyalty card while registering a sale (click Read loyalty card). Information on the read card is saved in the document, on the More page.
You can change a card of one type to a card of another type (for example, silver card to the gold one). For example, a customer presented a silver card when buying goods. This card was read in the document. After information on purchased goods is filled in and discounts (markups) are calculated, it turns out that the customer can change the silver card to the gold one in accordance with accumulated amount. After calculating discounts, you will receive a message on the card change.
You can register a new card similarly to issue of the first loyalty card. After the card is changed, the Canceled status is automatically set for the previous card.
When registering retail sales, you can accrue bonuses to loyalty cards and customers can pay with these bonuses if they present their cards (see chapter "Bonus programs").
Calculating automatic discounts (markups)
Discounts (markups) are calculated when you post a sales document or when you click Prices and discounts – Calculate discounts (markups). When registering sales, you can use discounts specified in the agreement with a customer, discounts assigned in a certain warehouse, and discounts by loyalty cards. All assigned discounts are applied according to the joint application rules specified for them in the discount classifier tree.
The discount list might contain discounts to be assigned manually. To assign this type of discounts, click Prices and discounts – Assign automatic discounts (markups).
You can see the list of discounts applied in the document using the Applied discounts report. To open it, in the navigation panel of the form, click Reports – Applied discounts.
The Applied discounts report contains detailed information on which discounts could be applied and why some of them were not provided. You can also see details about the provided discount by a certain document line. To open the report, click Prices and discounts – Open information on discounts (markups) for current line.
You can use external data processors to extend discount (markup) types and terms.
You can enable external data processors in Master data and settings – Settings – Print forms, reports and data processors – Additional reports and data processors.
As an example, two external data processors are added to the demobase:
- ■ Delivery method percentage – a new discount type used to provide discounts depending on the selected delivery method (customer pickup, delivery to customer, and other).
- ■ For assortment – a new condition used to provide discounts only on goods of the specified assortment.
If an external data processor is enabled, a new discount type (a new condition type) is added to the form of a discount item or condition.
In the form of a new discount, you will see the information that it is created by the external data processor. The developer of an external data processor designs the interface and defines the list of settings required for discount calculation.
The settings are stored in the Discounts (markups) or Terms attribute as a Value storage. To describe settings, the developer can use any reference and primitive types, including Value tables.
You can configure manual assignment of discounts in Master data and settings – Master data and sections – CRM and marketing – Marketing – Manual discounts in sales. Amount of manual discounts can be limited by certain users (a user group) and within registered agreements with customers. To use limits by users and agreements, select the following check boxes: Manual discount limits in sales by users and Manual discount limits in sales under agreements.
To limit discounts (markups) by user groups or certain users, in the profile of a user group or a certain user, click Sales rules.
You can additionally detail discount (markup) limits by goods price groups (Specify by price groups).
Similarly, you can set a discount (markup) limit for a certain user from their profile.
You can see all discount (markup) limits set for users in the Seller settings list (Master data and settings — Master data and sections – Sales – Wholesale).
You can also specify manual discount (markup) limits in the agreement with a customer (standard or individual). You can also detail discount limits under the agreement by price groups.
Sales Director and Marketing Associate can assign manual discount limits. For this purpose, the Add change sales settings for users role is used.
To specify manual discount (markup) limits for a user (a user group) and agreement at the same time, use the following algorithm:
- If the user belongs to several groups for which manual discount (markup) limits are set, the maximum value of all possible limits is applied to the user.
- If an individual limit value is assigned to the user, this particular value is used for them, regardless of limits assigned to the user group.
- If a discount limit is specified by the agreement and user (user group), the minimum value is selected. For example, according to the agreement, sales officers can assign manual discounts equal to 5%. However, if it is specified that a particular officer cannot assign manual discounts (the maximum manual discount percent is not specified, equals 0), this officer cannot assign manual discounts when selling goods under this agreement.
You can specify manual discounts in a sales document by each document line or by the whole document by clicking Prices and discounts – Assign manual discount (markup).
Manual discount assignment is controlled when registering sales documents: Cash receipt, Sales order, Sales of goods and services, Acceptance note, Quotation to customer, and Request for goods return from the customer. Discount limits by users are controlled for all users, except for those who have full rights. It means that discount limits by users are also controlled for users authorized to deviate from sales conditions.
The main goal of processing and storing information about interactions with partners is the capability to develop sustainable external relationships, which do not depend on internal company issues. You can configure interactions in Master data and settings – Settings – Organizer.
You can find the list of interactions in the Main – Mail, tasks – Interactions workplace and add it to your desktop.
There are the following types of interactions:
- Scheduled interaction
- Phone call
- SMS message
Each interaction contains the following key information:
- Responsible person (subject) – an interaction initiator.
- Contact (object) – a person with whom an interaction takes place.
- Subject – a business process for which an interaction takes place.
Subject – the main interaction attribute that allows you to link several application objects. It can be a customer claim, a transaction, or a marketing event. If there is no interaction subject in the infobase (for example, if a transaction has not been created yet), you can use the interaction chain.
The chain may consist of interactions of various types. For instance, a customer called and asked for a directory, the email with the directory was sent and after that the meeting was held. When creating a transaction based on the interaction chain, the created transaction is selected as a subject in all interactions registered earlier. Transaction participants are copied from the interaction participant list.
You can specify text information for an interaction participant (name, contact details such as phone number, email, etc.) and a link to the contact stored in the application.
In the application, contacts are users, partners, partners' contact persons, and individuals. You can specify additional contacts (insert links in participant lines containing only text information) at any moment of the interaction. You can create a contact based on an interaction participant.
In the form, you can set various filters and select grouping methods, including by key parameters. You can use any additional attribute as a grouping parameter. Such attributes are added to interaction documents in the user mode.
With interaction document statuses, you can control data relevance excluding delayed or processed interactions.
To control and record interactions with customers, you can use the Event calendar report in Main – Mail, tasks.
In the Event calendar report, you can see a list of unprocessed interactions with customers, analyze current events related to sales (order payment, shipment, etc.)
You can get data on partner contacts and contact persons from the Partner contact information and Contact information by contact persons reports. You can generate these reports from the partner (customer, supplier) list by selected customer (supplier) group. To generate the reports, click Contact person roles (Master data and settings – Master data and sections – CRM and marketing – CRM settings).
With the application, you can generate bulk mails and notifications automatically to various customer groups in accordance with the specified message templates. You can generate the addressee list manually or automatically in accordance with the specified conditions.
Bulk mail is a previously prepared message (email or SMS message) which is sent individually to a wide addressee group. For example, it can contain information on organized marketing events (seasonal discounts, sales, etc.) or changes in the warehouse (shop) work schedule.
Notification is a message (email or SMS message) generated automatically or sent when a certain event has happened. These events may include order state change, overdue debt creation, bonus accrual, etc.
The process of creating and sending bulk mails and notifications can be displayed in the following diagram.
Bulk mails and notifications of one type are merged into groups of bulk mails and notifications.
Customers subscribed to a certain bulk mail group receive bulk mails. Customers can subscribe to bulk mails on their own using the self-service system.
Notifications to customers are grouped in accordance with notification kinds. Notification kind is used to generate notifications automatically when a certain event has happened (order state change, overdue debt creation, etc.) There are two options of automatic notification generation:
- When changing data in the infobase (for example, order status was changed).
- When analyzing data in the infobase regularly (for example, daily control of customer overdue debt).
Notifications can be sent to customers in accordance with their subscriptions or forcefully when a certain event has happened (for instance, notifications of payment delays or overdue debt). Notifications are generated according to message templates specified for a notification kind.
The process of message registration and sending to customers in case of bulk mails and notifications consists of the following steps:
- Create message templates
- Register groups of bulk mails and notifications
- Generate an addressee list for bulk mails and notifications (register a subscription)
- Register notification kinds by various events (status change, overdue debt, etc.)
- Register bulk mails by marketing campaigns (advertising, notification of current marketing campaigns, etc.)
- Sending and controlling message states according to generated bulk mails and notifications.
Creating message templates
Use message templates to describe rules based on which you can create and send emails and SMS messages quickly and according to company standards of business correspondence. Standard messages in which only some data is changed make a significant part of customer correspondence and notifications. For instance, it is required to inform a customer about the change in their order status.
In this case, the customer receives emails and/or SMS messages containing the same text. Only a message addressee, a customer name, an order number and a current status are changed. This approach helps to speed up employee activities as well ensure accuracy of information transferred to addressees. When generating a message, data is received directly from the infobase and it reduces any possible mistake risks that may occur when typing the message.
Compliance with business correspondence standards established in the company is important as well. Message template text is created by experienced employees, approved by management and it is similar for all participants of interactions with partners.
To use message templates when sending emails and SMS messages, set the corresponding options in Master data and settings – Settings – Organizer:
- You can create email templates if email client is enabled.
- You can create SMS templates if calls, SMS messages, meetings, and planned interactions are enabled.
You can create a new message template in Master data and settings – Settings – Organizer – Notes, reminders, questionnaires, message templates. You can generate a new message template to send emails and SMS messages.
When creating a message text, you can use various parameters of application objects. The application defines an available parameter list when you specify the object based on which the message is generated.
With external data processors, you can use more complex algorithms of message generation.
You can attach any print forms of documents, report and other to the message.
Registering groups of mailings and notifications
Create groups of bulk mails and notifications in the list in CRM and marketing – Settings and catalogs.
Groups of mailings and notifications allow you to:
- Merge customer notifications and bulk mails of one subject.
- Use general settings of addressee specification when generating messages (by subscription or forcefully).
- Use a general delivery method (email or SMS message).
- Use a total storage period of outgoing messages (Delete created messages in...).
Generating addressee list for bulk mails and notifications (registering a subscription)
You can generate an addressee list for bulk mails and notifications from the Groups of mailings and notifications form. Click Subscribers and addressees in the navigation panel.
You can add one or several subscribers in the list from the Customers list (Add – subscriber). You can select subscribers by arbitrary filter criteria (Add – subscribers by filter). For example, you can select customers which belong to a certain segment (such as wholesale customers) and specified business regions (for instance, Moscow, New York).
You can also enable subscription in the Customers catalog. If self-service operations are available for a customer, they can subscribe to necessary bulk mails on their own. For each customer you can specify a list of contact persons who will receive messages in the subscription profile.
Registering notification kinds for various events (status change, overdue debt, etc.)
You can register notification kinds in the matching list in CRM and marketing – Settings and catalogs. In the notification kind, register a group of mailings and notifications according to which the notification will be generated. You can register the notification kind directly from the form of the group of mailings and notifications.
A notification kind is mainly used to specify which event should launch notification generation. The list of such events is predefined. Specify a certain event for each notification kind.
The following list of events by which a notification can be generated is predefined:
- Customer payment receipt. It is generated at the moment of customer payment receipt registration – registration and posting of the payment document.
- Overdue debt identification. Overdue debt is recorded according to the specified payment date (in sales orders or in an invoice in case of shipment on credit basis).
- Upcoming planned payment. Data on payment steps is analyzed in the order or in the invoice if it is registered in excess of the order. Message for sending to a customer is prepared the day before the planned payment date.
- Upcoming planned shipment. Data on suggested shipment dates is analyzed in the sales order in the For shipment status. Message for sending is prepared the day before the planned shipment date.
- Change order state. Message for sending to a customer is prepared when changing the state in the Sales order document.
- Bonus accrual. Message for sending is prepared when bonuses are accrued automatically to a customer (for example, on birthday in accordance with the loyalty bonus program).
- Write off bonuses. Message for sending to a customer is prepared when bonuses are automatically written off (for example, when the loyalty bonus program expires).
- Contact person's birthday. Data on birthdays of all registered contact persons is analyzed. Message is prepared the day before birthday and sent to customers on their birthdays.
- Account statement. Message for sending is prepared once the Proforma invoice document is written.
- Proforma invoice change. Message is prepared if data was changed in the proforma invoice sent to a customer and this proforma invoice was re-written.
- Proforma invoice cancellation. Message is prepared if the proforma invoice sent to a customer earlier was canceled.
- Survey end reminder. It is used in the Questionnaire subsystem. Message is prepared in case of upcoming due date of registration of customer survey results in accordance with questionnaires sent to the customers.
To make sure customer messages are ready on time, start scheduled jobs periodically. For the notification kind by which the event occurs, you can set up the data survey schedule in the infobase. Once the notification kind is written, the scheduled job will be created automatically for this notification kind.
When creating the notification kind, you can use additional sending conditions. For example, it is required to exclude unnecessary messages to customers (for instance, the status was changed but then the previous status was returned). In this case, you can set an additional condition of status change when sending messages. For example, you can use the following formula: [PreviousMessage.State]<>[CurrentMessage.State].
You can specify any conditions. When writing conditions, 1C:Enterprise equation builder is used.
Message text which will be sent to a customer is generated according to the message template. You can specify the message template directly from the message kind form.
Registering mailings by marketing campaigns (advertising, notification of current marketing campaigns, etc.)
Mailings are registered using the Bulk mail document. You can enter the document based on the marketing event or from the Groups of mailings and notifications list.
Specify a group of mailings and notifications in the document. Based on the data from the group of bulk mails and notifications, an addressee list, a bulk mail method (email and/or SMS message) and application rules (forcefully or according to subscription) are defined.
In the bulk mail document, you can specify the addressee list by setting the additional filter for the subscriber list and adding new subscribers.
When generating a message text, you can use the "addressee presentation" and "current date" dynamic parameters. Emailing is registered as a simple text or HTML and supports attached files. Bulk messaging allows you to convert Cyrillic symbols into Latin.
The procedure of operations with the Bulk mail to customers document is defined by its current status. You can set two statuses: Draft and For dispatch. Bulk mail is prepared in the first status and processed in the second one. Set the In progress status when the scheduled job generates interaction documents (emails or SMS messages). The Completed status will be set automatically after sending generated messages to all addressees or when bulk mail period is over.
Sending and controlling message states according to generated bulk mails and notifications
Interaction documents (emails or SMS messages) are generated by previously prepared notification kinds and the Bulk mail to customers documents using the Message generation by customer notifications and Message generation by bulk mails to customers scheduled jobs. It is recommended to set up the schedule of scheduled jobs. In this case, the messages will be generated automatically with the specified frequency.
Documents created in accordance with bulk mails and notifications are recorded in the Interactions log and automatically sent based on the email sending rules.
You can control a message state by each bulk mail or notification kind. Click Interactions in the navigation panel of document forms.
You can delete created messages by bulk mails and notifications. You can set a message storage period for each group of bulk mails and notifications in the matching list (Delete created messages in ... days). To delete processed interactions, use the Delete interactions by bulk mails and notifications scheduled job.
To use customer questionnaires, click Master data and settings – Master data and sections – CRM and marketing – Marketing – Questionnaire.
Register a list of questions which you want to include in questionnaires in the Questions for questionnaire catalog (CRM and marketing – Settings and catalogs). You can group questions by sections in accordance with mailed questionnaires.
Questionnaires sent to customers are generated from certain templates. You can register these templates in the Questionnaire templates catalog (CRM and marketing – Settings and catalogs).
Fill in text descriptions (introduction and conclusion) in the questionnaire template. Fill in a question list from the corresponding catalog on the Questions tab. Click Filling form to see and check the questionnaire generated from the template. After the check, prevent the questionnaire template from being edited by clicking Write and close.
Users included in the access groups which use the Marketing associate supplied profile are authorized to prepare questionnaire templates and conduct surveys.
Respondents fill in questionnaires in the external access mode. Enable the external access mode for all respondents (partners). Preliminary, select the Allow external user access check box in Master data and settings – Settings – User and rights settings – External users . Include the partners who will participate in a survey in the access group with the Respondent taking part in surveys profile.
You can assign survey conduction in CRM and marketing section (the Questionnaire subsection). For these purposes, use the Conduct surveys document. In the document, specify a survey start date, a survey end date, a questionnaire template, and a list of respondents who will receive the questionnaire. If the survey is for all respondents, select the Free-form survey check box in the document.
You can inform respondents about the survey start beforehand. Based on the Conduct surveys document, you can enter the Bulk mails and notifications document in which you can specify a group of bulk mails and notifications. In the group of bulk mails and notifications, generate a list of responders who will receive the message. When generating the message, you can use parameters to specify start and end dates of the survey.
Respondents fill in the questionnaire in the self-service (external access) mode.
Respondents answer the survey questions one by one. Once the survey ends (click End and close), the survey results will be shown in the Questionnaires list.
You can send a notification about the upcoming survey end to all respondents who have not filled the questionnaires two days before the survey end. For this purpose, create a group of bulk mails and notifications. In the group, specify a notification kind with the Survey end reminder event.
You can see the survey results in the Survey analysis report (CRM and marketing – CRM and marketing reports). You can analyze the survey results by various dimensions using Analytical questionnaire report. You can use various report options to analyze data: Number of answers to simple questions, View answers to table questions, etc.
With the application, you can register customer claims and conflicts that may arise when dealing with customers. Register the causes of claims or conflicts and create an action plan to process the customer claim. You can conduct statistical analysis of claim causes and processing by employees, departments, and reasons.
Claim processing can be displayed as follows.
Claim processing can be divided into the following steps:
- Set up claim processing
- Register claims
- Process claims
- Registration of results
- Analyze claims
Setting up claim processing
To use claims, click Master data and settings – Master data and sections – CRM and marketing – CRM settings – Record customer claims.
Before registering customer claims, enter information about claim causes used in the company. Register a cause list in the Claim causes list in CRM and marketing – Settings and catalogs.
You can add any number of causes of claims or conflicts.
Then you can classify and analyze customer claims according to the specified causes.
The following options are available to create a new customer claim:
- From claim list
- From partner form
- From partner list
- Based on the Discrepancy certificate after sale document
- Based on interaction with customer
Besides, customers can register a claim on their own if they work in the self-service mode.
In a new claim form, fill in information on the customer which made a claim, claim details, and its cause.
In the main mode, responsible employees register customer claims. However, there is no strict limit on claim generation in the application: you can register a claim not only for a customer, but for any partner (supplier, competitor, and other) if their information is registered in the Partners list.
If a customer sends a claim by fax or if claim details are sent in a separate file, you can use attached files to store additional information on the claim.
Claim causes are filled in from the matching list. While registering the claim, you can add a new cause in the list if you are authorized to add a new claim cause.
You can enter information on a department or an employee guilty for the claim during claim registration or after claim investigation.
Employee responsible for customer claim processing is defined at the moment of claim registration. Responsible employee should make an action plan for the claim and track its processing. In the claim list, you can set a filter by a responsible employee and analyze the claim list which is controlled by the employee responsible for the claim.
In the customer claim, you can also register third parties which can be involved in the claim, for example, suppliers who delivered defective goods. In the participant list, you can register a contact person who is responsible for the claim processing on the customer's side.
Set the Registered status for a new claim.
Claim processing involves developing an action plan. In the plan, register when and which events should be held when processing the claim. To use this option, click Master data and settings – Master data and sections – CRM and marketing – CRM settings – Projects.
Information about events to be held within the claim processing is filled in as project plan tasks.
In each project plan task, specify a task name and its details. Claim details are filled in automatically when creating the task (the Project field). The current user who created the task is a default supervisor and assignee of the task.
Information on job processing by the project plan is registered in a job list of the project plan. Jobs registered in the project plan are not sent to assignees automatically. These are planned long-term jobs whose completion should be recorded in the project plan.
After creating an action plan for a claim, set the In progress status.
During processing the employee responsible for the claim can generate the current jobs for assignees who work on the claim. For this purpose, use the Job business process.
To see a list of issued tasks and control their fulfillment, click Tasks in the navigation panel of the claim form.
During claim processing you can register all interactions with customers or other people who participate in the claim processing.
When registering an interaction based on the claim, the corresponding claim will be set as an interaction subject.
Set one of the statuses in the claim form depending on the claim processing results: Fulfilled or Not fulfilled. Then post the document. If the claim is fulfilled, register all known details of the claim: claim cause, a guilty department or person, processing results, etc.
You can attach any number of external files to the claim. If necessary, you can add additional attributes and information to the claim form.
To analyze claim volume, claim causes, identify a guilty department or person, and solve other tasks related to claims, use the following report options:
- Dynamics of customer claim registration
- Statistics of customer claim fulfillment
- Structure of customer claims incurrence
You can access all the reports in Sales – Sales reports.
With the Dynamics of customer claim registration report option, you can get a comparative analysis of the number of registered, processed, and unprocessed claims, find out the month when the highest claim number was registered, compare claim dynamics by departments guilty for customer claims.
With the Statistics of customer claim fulfillment report option, you can analyze a percent of fulfilled claims which were processed in the selected period depending on the claim causes.
With the Structure of customer claims incurrence report option, you can analyze claim causes registered in the selected period.
With transaction control, you can solve tasks related to increase in quality of real-time activities of the sales department.
To use customer transactions, click Master data and settings – Master data and sections – CRM and marketing – CRM settings – Customer transactions.
With transactions, you can track all the activities related to customers starting from their first contact to customer request fulfillment.
You can manage transactions using various rules (if it is used in the company), or you can just record the transaction and its final result. Transactions are divided into process and non-process. To conduct a process transaction, select the Transaction management check box.
The transaction process can be displayed as follows.
Before registering transactions, fill in classifiers used for registering transactions.
These classifiers are:
- Sales process steps
- Transaction kinds
- Partner roles in transactions and projects
- Contact person roles in transactions and projects
- Reasons for primary demand non-fulfillment
- Reasons for losing transaction
You can fill in all these classifiers in CRM and marketing – Settings and catalogs.
Transaction management steps are displayed in the Sales process steps list. It contains a predefined set of steps used in the Standard sale business process. To use this feature, enable Master data and settings – Organizer – Business processes and tasks.
The transaction accounting method is based on the sales organization approach called a sales pipeline. Consumer transfer process from the category of potential customers to the real ones consists of several steps, and any of them can be the last one for a transaction. The number of customers lost at each step is analyzed. The examples of such steps are:
- Initial contact registration
- Quotation preparation
- Approval of sales conditions
- Order registration
- Liability fulfillment
- Registration of results
If you need a more detailed sales pipeline, you can add steps to the list.
The application includes different transaction rules specified in the Kinds of transactions with customers list. Each transaction must belong to one of the following transaction kinds:
- Other non-process transactions.
- Transactions with manual transfer through steps.
- Transactions controlled by a business process (standard sale).
Other non-process transactions. You can record only transaction start and end when using this transaction kind. You cannot control the sales process if you use this transaction kind.
This transaction kind allows you to record all key customer-related details: primary customer demand, probability of successful transaction, and potential sales amount.
Transactions with manual transfer through steps. For such transactions, you need to manually select steps from the main Sales process steps classifier. You can record your personal list of sales process steps for each transaction kind with manual transfer through steps.
You can control transfer through steps manually and also skip some steps or return to the previous ones.
Transactions controlled by a business process (standard sale). For example, the current application version demonstrates you how a transaction can be controlled by the Standard sale business process.
To carry out transactions controlled by a business process, add the Standard sale transaction kind and select the Standard sale transaction type.
The main difference of this management method is that the transfer sequence from one process management step to another is strictly regulated and described in the business process flowchart. You cannot skip any step.
If you use this transaction kind, fulfillment of each transaction step is automatically controlled.
For example, the first task of the Standard sale business process is called Initial contact and is worded as follows: "Plan and establish initial contact. Find out what goods categories and products may be of interest to the customer. Find out contact persons who are potentially interested in buying the offered products".
The task will appear after the registration of a new sale transaction. Perform the required actions and confirm the task completion. In this case, register at least one interaction with the customer, only after that you can confirm the task completion.
The task will be automatically closed, and the application will generate the next task according to the business process. You can view the list of transaction tasks in the transaction form.
You can also open a list of all incomplete tasks by all sales processes (the My tasks list in the Main section), sequentially perform the tasks from the list and confirm their completion without opening a specific transaction form.
The list of tasks assigned at each step (business process route points) and the list of required actions that must be performed to move to the next step are specified in table 3.2.
Record initial contact
Register interaction with a customer (phone call, email, meeting, etc.)
You can also register information on the goods, which the customer plans to purchase (primary demand), and a contact source.
Qualify a customer
Enter the information on the agreement (sales rules) according to which the customer is going to work.
You can also register all extra information on the customer (contact persons, a business region, etc.) You can also register information on contacts with other partners to analyze transaction participants.
Prepare a quotation
Register a quotation
You can also analyze customer reaction to the quotation, agree on a venue to make a presentation or organize consultations with the customer if necessary.
Make a presentation
This step does not include any required actions. On this step, the plan is to prepare and make a presentation for a customer, analyze possible customer connections, their contact persons, and find out information on competitors.
Approve sales conditions
Final quotation approval. Post the quotation in the Valid status
Generate an order by transaction
Register sales orders within the transaction
Register at least one sales order
Register advance payment (in case of prepayment basis) or register shipment (in case of credit basis)
You can also register a sales order, generate proforma invoices, and plan goods supply
Monitor liability fulfillment
Register all documents within the transaction. Register all payment and shipment documents and close all orders with cancellation of unshipped items
Record won transaction results
Control transaction liabilities. Transaction will be closed only if all liabilities are fulfilled
You can control transactions manually by process steps on any transaction control step.
For this purpose, click in the transaction form. After switching to manual management, you cannot return to business process management. Planned step list will contain all steps used by the business process from which transaction management is transferred.
Interaction with a potential customer is held within the transaction. The transaction is conducted by the Standard sale scheme. The transaction gradually passes from initial contact to liability fulfillment. Liabilities are used as tasks to responsible persons. Initial contact is carried out on 03/09/2017 by a phone call. Interaction is registered in the application. Transaction in the In progress status is created on its basis. Within the 03/10/2017 transaction, a quotation is prepared. It is emailed (interaction is registered). Customer agreed to the delivery terms on 04/01/2017. The Won status is set for the transaction and Sales order is registered. After fulfilling the liabilities (goods are delivered, payment is received), the Closed status is set for the transaction on 04/25/2017.
For each transaction kind, you can set a user responsible for compliance with the rules of transactions of this kind.
The more details the employee collects about potential customers, their company, people influencing decisions, the more efficient negotiations the employee in charge will conduct, consider all aspects, and conclude the transaction. CRM functionality of the application allows you to maintain the base with information on all customers, suppliers, competitors, and their contact persons. You can also specify their roles in their companies and negotiations of a certain transaction.
Customers, partners, suppliers, competitors are grouped in the Partners list. For each partner, you can have a list of contact persons and their roles. Kinds of possible connections between partners are registered in the Partner connection kinds list in CRM and marketing – Settings and catalogs.
A responsible employee creates a transaction participant list when working on the transaction.
For each partner or contact person, you can specify their roles in a particular transaction. Roles are selected from the Partner roles in transactions and projects and Contact person roles in transactions and projects classifiers. There are roles such as an influencer, a person who can change possibility of transaction conclusion (not necessarily an employee from a customer company), a project owner who is the main customer's stakeholder, a decision-maker who is a customer's contact person making decision about transaction conclusion, etc.
For each partner, register information on interactions between partners if any. Based on a data on transaction participants, you can see transaction participants, analyze connections, and find out with whom you can interact for successful transactions.
Transaction participants is an hierarchical list which includes the following information from the database:
- Data on partners and contact persons who are already written in the transaction.
- Data on other contact persons of partners and their roles in the company.
- Data on partner connections.
Transaction participants are based on the following algorithm. Links to partners (transaction participants) are at the top of the hierarchical level. Then data on connections with contact persons and other partners is shown by each partner. The procedure is repeated recursively for each partner and contact person.
Before concluding transactions, register the reasons according to which you can analyze why customer primary demand was not fulfilled and why customer refused the transaction. Register these reasons in the Reasons for primary demand non-fulfillment and Reasons for losing transaction lists. Fill in these lists before starting transactions.
You can register a new transaction using the following methods:
- Based on earlier created interactions with a customer (phone call, email, meeting, etc.) When registering a transaction using this method, all interaction chain registered earlier will be registered by the transaction.
- Based on customer record.
- From the list of transactions with customers (CRM and marketing section).
In the new transaction, select the transaction kind to which it belongs, register primary customer demand, specify the source from which the customer found out about the company, and estimate potential and probability of winning the transaction. Set the In progress status for the new transaction.
To register initial demand, click Master data and settings – Master data and sections – CMR and marketing – Record primary demand.
To register the primary demand, you can use only those transaction kinds for which the Record primary demand check box is selected.
During transaction registration, enter description of goods, which the customer wants to purchase, and the amount they plan to spend to purchase such goods on the Primary demand page.
When an actual sale is registered, a responsible employee analyzes the results of interactions with the customer and registers information on the percent of primary demand fulfillment. If customer demand is not fulfilled completely, enter information on the reason of failing to fulfill customer demands.
You can analyze fulfillment of customer primary demand in the Primary demand report (CRM and marketing section). Information in the report will be shown only after the transaction is fully completed (the Closed check box is selected).
You can specify a potential sale amount in the management accounting currency for the transaction. In reports of transaction efficiency analysis, this information shows which amount the company may get if the transaction will end successfully and the probability of getting this amount.
Initially, the employee specifies the potential manually. When processing the transaction, potential sales amount can be corrected. You can calculate the transaction potential automatically based on primary demand data specified in the transaction or documents related to the transaction: quotations, orders.
You can estimate winning probability for the transaction. Initially the employee specifies their assessment of probability of winning the transaction.
Besides, the employee can calculate the winning probability automatically by statistical data.
The following probabilities are calculated:
- Step total is a share of won transactions relative to the total amount of transactions which have specified outcome (win or loss). The outcome is connected with the current step of the transaction. Transaction is considered to be won on a certain step if this step is successfully completed regardless of final transaction outcome.
- By manager is a share of transactions won by the employee relative to the total amount of their transactions which have specified outcome.
- By partner is a share of transactions won by the current partner relative to the total amount of transactions with this partner which have specified outcome.
- By transaction kind is a share of transactions of one kind relative to the total amount of transactions of this kind which have specified outcome.
- Average is an average value of employee assessment and the Step total, By manager, By partner, and By transaction kind assessments.
- Calculated – if a transaction is lost, the value of calculated probability equals to zero. If the transaction is won, it equals to 100%. If the transaction is in progress, it equals to the average value.
You can record a channel of advertising impact that informed the customer about your company in the customer transaction.
To use information on channels of advertising impact, select the Record primary interest check box in Master data and settings – Master data and sections – CRM and marketing – Marketing.
You can enter data on the channels of advertising impact in the Channels of advertising impact classifier in CRM and marketing – Settings and catalogs.
Each record in the classifier stores a channel name and value type that will be selected in the transaction.
For example, if you need to record such popular channel of advertising impact as "word of mouth", create a record named "word of mouth" and select the lists, from which you are going to select specific values (last names of the people who recommended your company to the customer) as a value type. This list may include partners, partner's contact persons, users, and individuals. If you use "word of mouth" as a channel of advertising impact, specify a specific source value. For example, select "Adam Smith" from the list of contact persons.
To analyze efficiency of advertising impact channels, you can use the Primary interest report (the CRM and marketing – CRM and marketing reports).
Planning of transactions involves development, fulfillment, and control of action plan of the transaction (Project plan).
You can use this management option for all transactions. However, it is mostly required for transactions within long-term projects. In the application, you can make a project plan for each transaction and specify all necessary tasks. These tasks can be sent not only to a sales person but to other transaction participants from the assignee side. For example, to organize demonstration of the proposed products, you will need an equipment, technical specialists, cash, and other, and certain services (warehouse, technical support, financial department, etc.) to provide these actions. These activities can be included in the action plan of the transaction.
The list of tasks recorded in the transaction project is not sent to users automatically. This is a plan of activities to be fulfilled for the transaction. Tasks are detailed and generated separately using a standard tool for tasks.
Separate goods accounting by transaction
Use separate goods accounting by a transaction only if it is required to analyze received income by each transaction considering expenses which incurred during transaction fulfillment. For this purpose, use the corresponding option of separate accounting of inventory – by transaction. To use separate accounting, click Separate accounting of goods cost by inventory kinds – By transactions in Master data – Master data and sections – Financial result and controlling – Goods accounting.
To set separate goods accounting for a specific transaction, select the Separate goods accounting by transaction check box in the transaction form. You can select this check box for a transaction kind, then the check box of separate accounting will be selected automatically for new transactions of this kind.
If you use separate accounting for a transaction, it will be specified in all documents related to goods movement and also specific transaction expenses. Goods purchased for a certain transaction cannot be sold under another transaction. You can get the profitability analysis for the transaction in the Gross profit by transactions report. The report is available as the Company gross profit report option (Sales – Sales reports).
Within a transaction, all documents related to the transaction are registered.
You can attach any number of arbitrary files to the transaction: advertising materials, manuals, contracts, and other documents transferred to customers within the transaction.
You can access print forms of documents related to the transaction. To view print forms, click Attached files in the form.
Besides files, you can link any records of fulfilled interactions for the transaction: record phone calls, plan meetings, emails. You can register a new transaction from a partner profile, an interaction record form, etc. For example, if a transaction is created based on the meeting record, all the meeting participants will be transferred in the transaction participant list. If the meeting subject is a chain of interactions, the created transaction is filled in as a subject of all chain interactions.
Agreement specification is required for sales data interchange. By connecting standard and individual agreements with a transaction, we record the sales conditions that will be applied to transaction sales. Then this agreement can be used in all sales documents of this transaction.
Transaction documents can be created based on the transaction. In the document created based on the transaction, transaction details are automatically written to the document (the Additional information page).
In some cases, you can specify a transaction in the tabular section of the document (for example, if a shipment document is registered by several sales orders which belong to different transactions).
To see a list of all documents registered within the transaction, click Transaction documents in the navigation panel.
You can see all accounting documents of the transaction from the transaction form: quotations, sales orders, invoices, and tax invoices, inpayments, etc.
Sales document creation can be related to transaction steps.
For example, the task result of the Prepare transaction quotation step is quotation creation within the transaction.
This connection via transaction of all sales documents allows you to compare data in quotations, orders, sales registered within the transaction. For this purpose, you can generate the Sale content report in the transaction form.
The report is generated with details by products, characteristic, in quantitative indicators.
Transaction can be closed at any step: customer is not satisfied with sales conditions, there are no required goods in the warehouse, and other. A transaction can be closed with one of the results: lost or won.
If a transaction is lost, specify a reason for losing. Later, you can analyze statistics on lost transactions using the Reason for losing transactions report. The report can be displayed in various options: for instance, with details by partners who won transaction or by responsible persons.
To close a transaction, select the Closed check box in the transaction form.
For non-process transactions, specify the fact of losing or winning explicitly by selecting the Won or Lost transaction status. If the transaction is lost, additionally, specify a loss reason from the classifier. To register a loss to a competitor, select the competitor from the partner list filtered by the Competitor partner kind. After you select the competitor, their record is automatically added to the list of partners participating in the transaction and the Won the transaction check box is selected for this partner.
For transactions with manual transfer by steps, you can set a result at any work step. Similarly to non-process transactions, specify the fact of winning or losing by selecting the transaction status.
If you have to record loss for a transaction controlled by a business process, select the Lost status in the transaction form and specify a reason for losing. Transaction process management is automatically transferred to a separate branch of business process flowchart and goes from there to the step of recording the lost transaction result. At this step, the task for lost transaction result control is assigned to a responsible person. After the employee completes the task of recording the lost transaction result, the transaction is automatically closed (the Closed check box is selected for the transaction).
Such rule of recording a transaction result and closing a transaction is designed specifically for the Standard sale business process. You can create your own transaction management business processes and design your own transaction closure rules. New transaction management business processes are created in Designer mode (of 1C:Enterprise platform) by responsible persons (administrators) who are well familiar with the creation rules of new business processes.
The statistics on transactions by sales process steps and the information on the number of won and lost transactions provide rich material to analyze sales officer performance. The analysis method is based on the sales pipeline principle. Sales pipeline is one of customer management tools that allows you to evaluate performance of an officer and a whole department at each sales process step.
In the application, you can generate a sales pipeline for different periods of time and with different detail level.
Here are only some examples of the results you can get from the sales pipeline analysis:
- If the total number of potential customers is not high enough, you have to look for other ways to attract customers or choose another market niche.
- If a significant number of potential customers drop out after initial contact, it is reasonable to change the way you offer goods or services.
- If more than a half of potential customers do not reach the step of price and sales conditions discussion, it means that either the market is oversaturated or the service does not meet customer demands.
- If the number of customers who concluded contracts is much lower than the number of customers participated in price and sales conditions negotiations, it means that product price is probably inadequate and much higher than the average market price.
Apart from sales pipeline, you can use other options to analyze transaction data in the application.
Use the Transaction efficiency report to analyze efficiency of customer transaction processes. In the report, you can see the information on the number of won, lost transactions, transactions in progress, and potential sales amount.
Use the Probabilistic forecast report to see probability of winning transactions at each sales step according to statistics data. Information is displayed for transactions with the In progress status.
The report displays current process steps of transactions related to different kinds (sales schemes). The probability is calculated based on analysis of data on specific process step completion for previously closed transactions. If the process step was successful for all completed transactions of this kind, the probability is 100%. If half of transactions was lost on this step, the probability is 50%.
You can analyze data using a filter by partner with whom transactions are made, by sales officer, and by sales scheme (transaction kind).