A ubiquitously used Cloud Service like Salesforce is a game-changer when it comes to Customer Relationship Management (CRM). More than 150,000 Customers rely on Salesforce Offerings to track the behaviour of their Customers at all steps of the Customer Transaction Processes.
A helpful bridging Tool, Salesforce aligns all your Marketing, Sales, Service and Commerce Departments together on a Single Platform to get Shared Tracking of your Customers in real-time.
Oft-times Customers demand Multiple Invoicing Quotes, to get a more accurate idea of Optional Products or Discount Offers which your Business is willing to extend. Sometimes a Customer is totally interested in other Products and he/she desires Pre-Receipts to assess the value of the Opportunity. But managing all together can be a challenging task for your Sales Pipeline, right?
Thanks to Salesforce Quote Object and Salesforce functionality you can keep records of all Quotes, track the various Product and Price Combinations given to the Customer and synchronise this Customer Data across all Teams.
This post is a tutorial demonstrating how you can create and manage Salesforce Quote Object in Salesforce.
Table of Contents
Introduction to Salesforce
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Salesforce is a Subscription-Based Software as a Service (SaaS) Offering for Customer Relationship Management. It helps Organizations manage the whole Customer Sales Pipeline from acquiring Leads, grooming them to converting and servicing them.
Along with the Customer Relationship Management Service, Salesforce also provides many other Tools like Sales Cloud, Marketing Cloud, Salesforce Analytics, Process Automation, etc.
Migrating your Sales Process to Salesforce is about mapping the Data Elements in your processes to Salesforce Default Objects and Custom Objects. Salesforce provides most of the common Data Elements as Standard Objects, sparing the organization any effort to implement new Custom Objects.
In case you want to map External Data Elements to Salesforce, the Software Solution also provides an option of External Objects which can be implemented easily.
Understanding Salesforce Quote Object
Objects are Salesforce’s way of storing your Organization’s Data. A Salesforce Quote Object denotes a Customer’s Sales Quotes. A Sales Quote is a formal offer of your Products or Services to a particular Customer Detailing.
The Salesforce Quote Object generally lists all aspects of the Sales Offering like Product or Service Cost, Warranty Terms, Maintenance Terms, etc. It is generally emailed as a PDF to the Prospective Customer.
Before going into further details about Salesforce Quote Object, let us first understand the activities in a typical Sales Funnel.
All Prospective Customers are generally created as Leads in Salesforce Software. Leads are the Target Audience for all Outbound Marketing. Once a Customer shows interest in a Product either through Outbound Marketing or on his/her own, the Organization will usually create a Customer Contact in Salesforce filling in their details.
These Customer Contacts get attached to the Organization’s Dashboard. The Organization is denoted as an account in Salesforce. When the Contact shows interest in a Transaction, an Opportunity is created. The Sales Cycle then begins, usually by sending a Quote to the Opportunity.
Salesforce Quote Object can be created from Opportunities or synced with Opportunities. Salesforce provides options to generate them as PDF and send them to specific Opportunities.
Salesforce Quote Object also do store a lot of information regarding the Customer and the Offering. Other than the Customer Name and Description Fields, it stores information about the Billing Details of the Contact like Billing Address, Currency, etc. It also consists of information regarding the Shipping Address. Let us have a look at the key elements other than what have been mentioned above.
- ContactId: Identifier of the Contact that points to the Quote
- AccountId: Identifier of the Account that relates to the Quote.
- OpportunityId: Identifier of the Opportunity associated with the Quote.
- PricebookId : Identifier of the Pricing Table.
- Status: This is a picklist that can contain either of these values – None, Draft, Needs Review, In Review, Approved, Rejected, Presented, Accepted, Denied
- Pricing information: Grand Total, Subtotal, Discount, Tax, Total Price, etc
Now that we understand the basics of Salesforce Quote Object, let us move on to how we can create and manage Salesforce Quote Object.
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Creating and Managing Salesforce Quote Object
Working with Salesforce Quote Object starts with enabling the Quote Object for the required Page Layout. We will begin by enabling it for the Opportunity Layout.
Step 1: From Setup, enter quote in the Quick Find box, then select “Quote Settings (Lightning Experience)” or “Quotes Settings (Salesforce Classic)”.
Image Source: Salesforce Training Tutorials
Step 2: Click on the “Enable” button to enable the creation of Quotes for your Organisation.
Image Source: Salesforce Training Tutorials
Step 3: From the Page Layout Selection Menu, select the Page Layout on which you would like the Quotes related list to appear. For our case, we are selecting Opportunity Layout. Hit “Save” when you are done.
Image Source: Salesforce Training Tutorials
Your Quotes would now be enabled. You can now start creating Quotes in your Salesforce Application. For already created Opportunities in the Accounts Section for any entry, you can click on the Action Account (in our case Tesla Inc.) to open it.
Image Source: Salesforce Training Tutorials
Step 4: Click on any Opportunity you would like to add Salesforce Quote Object to.
Image Source: Salesforce Training Tutorials
Step 5: After opening the Opportunity for the Account, hover to the bottom right corner of your screen. You’ll find a Quote Tab present there. Click on the drop-down action button and select “New quote” to create a new Salesforce Quote Object.
Image Source: Salesforce Training Tutorials
You will be presented with a pop-up screen to enter the Quote details.
Image Source: Salesforce Training Tutorials
Step 6: Click “Save” when you are finished filling in the details of your Quote.
Step 7: The next step is to head to the created Quote and add products to it. This can be done by opening the Quote that you just created and clicking the ‘Add Products’ button in Quote Line Items.
Image Source: Salesforce Training Tutorials
Step 8: A pop-up window will appear displaying the list of your Products. Choose the preferred Products you want to add to your Quote.
Step 9: After adding Products, you’ll observe your Quote Line Item displaying Product Information on Products that you just have added.
Image Source: Salesforce Training Tutorials
Step 10: You should now sync the Quote with the Opportunity so that the Quote gets reflected along with the Opportunity. You can do this by hitting the ‘Start Sync’ button in the drop-down in the top right corner.
Image Source: Salesforce Training Tutorials
Step 11: After this, go to the same drop-down and click ‘Create PDF’. The popup will ask you to select a template. For now, click Standard Template. In case you need a Custom Template, you can search for ‘Quote Template’ and create a new template by editing the Standard Template.
Image Source: Salesforce Training Tutorials
Step 12: Click ‘Save and Email Quote’ to initiate sending your Quote.
Image Source: Salesforce Training Tutorials
In case you want to edit the Quote, click on the Quote, head to the drop-down in the top right corner of the Quote window, and click ‘Edit. All fields will now become editable and you can change any item.
That was the final step. The above steps cover most of the common operations you will need to create and manage Salesforce Quotes Objects.
Conclusion
Salesforce Quote Object is a critical step in converting an opportunity to a Customer. The ability to define Templates and send the Quotes directly from the Opportunity Objects makes the whole process of Customer Interaction very smooth.
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