--- sourceDocument: Yokohama Sales Customer Relationship Management sourceDocumentLink: https://servicenow-prod.fluidtopics.net/r/yokohama/order-management Release : - yokohama ft:locale : - en-US ft:publication_title : - Yokohama Sales Customer Relationship Management ft:clusterId : - omgmt bundleId : - omgmt workflow : - Customer and Industry --- # Quote Management # Quote Management {#ariaid-title1} Release version: Yokohama Updated January 30, 2025 ![](https://www.servicenow.com/docs/portal-asset/ico-clock) 5 minutes to read Summarize ![AI sparkle icon](https://servicenow.com/docs/portal-asset/ai-sparkle-icon) Summarized using AI This content was generated using new OpenAI-powered functionality. Results are provided on an as is basis and are not guaranteed to be accurate or complete. ## Summary of Quote Management Quote Management is an application designed to create and manage formal product and service quotes, either as a standalone tool or integrated within the Sales Customer Relationship Management (Sales CRM) suite. It streamlines the sales process by enabling sales agents to build, revise, and convert quotes into customer orders, supporting pricing, product configuration, and sales agreements. Show full answer Show less ## Key Features * **User Interface Tabs:** Includes Details, Catalog, Line Items, Revisions, Customer Orders, and Pricing Adjustment tabs, facilitating comprehensive quote management from basic info to pricing and order conversion. * **Integration with Product Catalog and Configurator:** Agents can browse product offerings, configure products with options and relationships, and add these configured products directly to quotes, improving accuracy and efficiency. * **Pricing Adjustments:** Supports automatic pricing from pricing engines and manual adjustments such as markups, markdowns, and price overrides at the line item level, ensuring flexible and precise pricing strategies. * **Cost Books:** Units costs are maintained in cost books to enable profit margin calculations, discount management, and negotiation support, enhancing pricing transparency and profitability control. * **Sales Agreement Integration:** When enabled or applied, sales agreements influence the quote workflow, enforcing catalog, pricing, and customer controls specified in the agreement. Agents can add simple or configurable products, including bundles, with category and offer-level discounting. * **Location Management:** Supports setting product inventory locations to streamline product selection and copying products/services between locations within quotes. * **Quote PDF Generation:** Allows creation of branded PDF quote documents for customer review and electronic signature integration (e.g., DocuSign), facilitating faster approvals and professional communication. ## Practical Benefits for ServiceNow Customers * Empowers sales agents to efficiently generate accurate and configurable quotes aligned with pricing and sales agreements. * Enhances collaboration between sales, pricing, and product teams through integrated catalogs, pricing engines, and cost management. * Supports complex pricing strategies with manual and automatic adjustments, improving profitability and competitive offers. * Enables streamlined transition from quotes to customer orders and sales agreements, ensuring consistent sales processes. * Facilitates professional customer engagement through customizable PDF quotes and electronic signature capabilities. ## Next Steps To implement Quote Management, ServiceNow customers should refer to installation and configuration guides, ensuring integration with existing Sales CRM and pricing management setups for optimal use. Quote Management is an application used to create and manage product and service quotes. Quote Management can be a separate application or part of the Sales Customer Relationship Management (Sales CRM) application. A quote is a formal offer for products and services, proposed at specific prices and related payment terms, which is sent to a prospective customer or consumer. In the context of Sales Customer Relationship Management, quotes can be created from the Opportunity Management application or quotes can be created separately, depending on your configuration. Figure 1. Quote workflow in Sales Customer Relationship Management ## Quote Management user interface {#quote-management__section_vk2_2x3_vzb} The Quote Management application is integrated with the product offering catalog and product configurator to help sales agents build quotes easily and conveniently. The Quote Management interface contains the following tabs: {#quote-management__table_vsl_wh2_fbc__entry__2} | Quote window tabs or options | Description | |-|-| | [Details tab](https://servicenow-prod.fluidtopics.net/FZ724vJf0YEgGuE4A0gn_w "Use the Details tab to add and view basic information for a quote.") | Add basic information for the quote. | | [Catalog tab](https://servicenow-prod.fluidtopics.net/2mWER4IXnPfAPKHE~G7j2Q "Use the Catalog tab in Quote Management to add products to your quote.") | Search for and add products to your quote using the product configurator. Pricing is also managed through the product offering catalogs. | | [Line Items tab](https://servicenow-prod.fluidtopics.net/nn4kX_Ohyw00fmWnn_ZQkg "Use the line items tab to review and update products in your quote and to add additional line items.") | Add different line items to a quote. In each quote line item, you can update product characteristics and add pricing adjustments. | | [Revisions tab](https://servicenow-prod.fluidtopics.net/oRRsfdP57XZO6j3b9r2vSA "Use the Revisions tab to create and view the versions of your quote.") | Create multiple versions of a quote. | | [Customer Orders tab](https://servicenow-prod.fluidtopics.net/EbRhZ0tUDXoyTcqaqlONGA "Use the Customer Order tab to convert a quote into a customer order in Quote Management.") | Turn your quote into a customer order. | | [Pricing Adjustment tab](https://servicenow-prod.fluidtopics.net/4h4Bdhzr6k5wQfOFe5lvXQ "Use the Pricing Adjustments tab in Quote Management to view and update manual pricing adjustments made to order line items in your quote.") | View and update pricing adjustments. | | [Using quotes to generate sales agreements](https://servicenow-prod.fluidtopics.net/LOy50kuLGj68LH8mZo2BdA "Agents can use quotes to generate sales agreements that show the product and service lines and other relevant details for the quote.") | When the sales agreement is enabled or an existing sales agreement is selected, the quote workflow changes and enables agents to add products and services according to the sales agreement. | | [Create a quote PDF document](https://servicenow-prod.fluidtopics.net/Rk6773w530vHip5zu~y9CQ "In Quote Management, sales agents can create a PDF of a quote that can be sent to customers for review and signatures.") | Sales agents can create a PDF document from a quote to send to customers for review and signatures. | [Table 1. Quote Management tabs] {#quote-management__table_vsl_wh2_fbc} Figure 2. Quote Management Details tab ## Integrate Quote Management with product offering catalogs {#quote-management__section_hpc_ry3_vzb} Quote Management is integrated with the product catalog and pricing to make adding products to your quote easier and convenient. Agents use the catalog to browse product offerings and the product configurator to add options and pricing to your products. Then they simply add them to the quote. Pricing adjustments that are fetched based on pricing matrices rules are automatically added and presented in the quote. ## Use the product configurator {#quote-management__section_ly3_zy3_vzb} The product configurator lets your agents configure products in the following ways: * Browse and add configurable product offerings from the catalog to create quote lines. * Select product options and view product relationships. {#quote-management__ul_wgx_cz3_vzb}The product configurator uses Sales Customer Relationship Management primitives to create and update quote lines and characteristics. ## Configure and create quote line items {#quote-management__section_urb_vz3_vzb} From the product catalog, browse and add product offers to create quote lines and characteristics. With the product configurator, characteristics options and relationships can be changed and updated in the Catalog tab for Quote Management. The product configurator uses Quote Management primitives to create and update quote lines and characteristics. ## Add pricing adjustments to quotes {#quote-management__section_wdz_31j_vzb} Quote Management integrates with the pricing engine to get the list price and price adjustments for the product offers in your quote. Auto-pricing adjustments are fetched from the pricing engine. Manual pricing adjustments are added by the agent. Pricing adjustments include markups, markdowns, and price overrides. Total Adjustments are applied to each line item with the cumulative total from each line rolled up to total. Quote Management lets sales agents add the following types of manual pricing adjustments: * Markup amount - add a markup amount to a product. * Markdown amount - add a markdown amount to a product. * Markup % - add a markup percentage to a product. * Markdown % - add a markdown percentage to a product. * Price override - override a price and set a new price. {#quote-management__ul_mcs_51j_vzb} ## Add cost books in Quote Management {#quote-management__section_k4d_jd1_bbc} A cost book contains the unit costs for product offerings. Cost books provide your agents with the following benefits: * Profit margin calculation: Ability to calculate the profit margin by subtracting the cost price from the quoted selling price, helping your sales team verify that their pricing strategy aligns with desired profit margins, * Discount management: Apply discounts to quotes based on cost prices to incentivize bulk purchases or long-term commitments for flexible pricing strategies while maintaining profitability and competitive incentives to your customers. * Negotiation support: Use cost prices as a reference during negotiations with your customers or suppliers. It provides a transparent basis for discussions, helping you build trust and facilitating fair and mutually beneficial agreements. {#quote-management__ul_ljz_cm1_bbc} To learn more about cost books and their configuration, see [Pricing Management](https://servicenow-prod.fluidtopics.net/dzelPcu62AJ5okyyWFhlRw "The Pricing Management application enables your organization to set, manage, and optimize pricing strategies for any Sales Customer Relationship Management solution. These pricing strategies enable your sales team to generate opportunities, quotes, and orders with accurate and competitive pricing quickly."), [Create and publish a cost book](https://servicenow-prod.fluidtopics.net/kK6Zra0yyU_OAx8EX1llAQ "Create a cost book that defines the unit costs for products and services in Sales Customer Relationship Management."), [Create a cost book line](https://servicenow-prod.fluidtopics.net/18hyYrA8PIJjtrN2kz48uw "Create a cost book line that defines the unit cost for a product offering."), and [Install and configure Quote Management](https://servicenow-prod.fluidtopics.net/xCrgKYQaRepoIgAuzkQfiw "Learn how to set up Quote Management so that your sales agents can create and manage customer quotes."). ## Enable a sales agreement in Quote Management {#quote-management__section_g3m_2kt_pcc} Enabling a sales agreement in Quote Management changes the quote to a sales agreement workflow that sets the products and services according to the sales agreement. Agents can add simple products or configurable products including product bundles to a sales agreement. * Configurable bundles with the ability to choose from all available child offers and optional products. * Category level discounting * Offer level discounting. {#quote-management__ul_sjl_4lt_pcc} ## Add a sales agreement to a quote in Quote Management {#quote-management__section_z2f_zds_42c} Agents can either enable a sales agreement or apply an existing sales agreement as they begin to build the quote. Applying a sales agreement forces the quote to use the sales agreement including: * Catalogs specified within the sales agreement * Pricing controls stipulated in the sales agreements * Customer information in the sales agreement {#quote-management__ul_bxy_2fs_42c} The system defaults sales agreement on the quote to the latest active sales agreement available for the customer. If no active agreement is found, the field is left blank. If the quote is for generating a new sales agreement, the user can check Enable sales agreement quote the sales agreement reference should be deleted and the field should be locked If the user unchecks the Enable sales agreement quote, the sales agreement reference field is unlocked and the user can select any available agreement. To learn more about creating sales agreements, see [Create a sales agreement](https://servicenow-prod.fluidtopics.net/gs7JWaijPMDq5veBnyzjpw "Create a sales agreement from a quote between a buyer and a seller for future transactions."). See [Apply a sales agreement to a quote in Quote Management](https://servicenow-prod.fluidtopics.net/RY8U2mhyUUiQlGWYuwcBVA "Agents can add a sales agreement to a quote while they are building the quote. The sales agreements conditions are then applied to the quote.") to learn more about adding a sales agreement to a quote in Quote Management. ## Set a location for product inventories {#quote-management__section_c5j_njr_tcc} Use the location feature to set a location for products available in the product catalog. * Select a location to add products and services to the quote line. * Copy all products and services from one location to another. {#quote-management__ul_utg_1rr_tcc} ## Create PDF documents for a quote {#quote-management__section_csb_w5q_vdc} Sales agents can create a PDF document for a quote that can be sent to customers for review and electronic signatures. * Quote PDF documents can be linked to electronic signature apps like Docusign that enable customers to sign quotes electronically. * Quote PDF document templates can be created that reflect customer branding and logos. * Quotes PDF documents that can be sent to customers for review and approvals. {#quote-management__ul_omw_hvq_vdc} See [Configuring quote PDF documents](https://servicenow-prod.fluidtopics.net/CCPGkXd3hoULkuokbqNpKw "As a sales operation specialist, you can generate professional-looking PDF templates that present quotes in a standardized format that reflects company branding and logos. You can also set up Docusign to enable signers to sign quotes electronically and send them through email.") and [Create a quote PDF document](https://servicenow-prod.fluidtopics.net/Rk6773w530vHip5zu~y9CQ "In Quote Management, sales agents can create a PDF of a quote that can be sent to customers for review and signatures.") for more information about creating PDF documents for quotes. ## What to do next {#quote-management__section_e1l_wvw_y1c} To learn about setting up Quote Management, see [Install and configure Quote Management](https://servicenow-prod.fluidtopics.net/xCrgKYQaRepoIgAuzkQfiw "Learn how to set up Quote Management so that your sales agents can create and manage customer quotes.").