Exploring Different Pricing Options

You can offer competitive pricing to your customers when working with sales quotes and sales orders. Your administrator has pre-configured the product price list, allowing for flexibility in pricing strategies.

You have the ability to manually apply discounts and miscellaneous surcharges to both sales quotes and orders. Below is an overview of the various pricing types and options available:

Standalone and ERP/CRM external pricing through predefined integration ensures consistency across all customer interactions.

• Standard integration for pricing and currency conversion rates offers ERP and CRM benefits.
• Consistent pricing across all customer interactions.
• Low maintenance costs using standard pricing.
• Integration with ERP and CRM systems.

• List price
• Discount
• Additional price elements (surcharges and freight cost estimates)

In SAP Sales Cloud, you can make flexible pricing decisions by creating or uploading price lists and discount lists for internal pricing, or by using external pricing from an SAP ERP or CRM system.

Typically, pricing relies on relevant master data, primarily sourced from a price list that specifies a mandatory list price. Additionally, optional discount lists provide details on applicable discounts. Other pricing elements, such as freight costs and surcharges, are also important for calculating the total value.

Price master data is managed within the products work center, and SAP Sales Cloud offers a predefined set of price elements. Some of these elements can be activated during the scoping of business configuration and fine-tuning processes.

SAP Sales Cloud offers several internal price elements for sales quotes and sales orders. In the Products tab of the table view for either the sales quote or sales order, the most important pricing information is displayed. This information can be easily modified based on your specific configuration.

When a Sales Quote or Order is created in the SAP Sales Cloud, a pricing request is sent to the SAP On-Premise system. This system then returns a price calculation for the quote or order, which finalizes the document's creation and is sent back to the On-Premise ERP system.

Pricing is processed remotely in the execution system. Detailed price information is stored within the SAP Sales Cloud container for external pricing, and selected prices are adjusted in the SAP Sales Cloud quote or order. Finally, the quote is transferred to the execution system, ensuring that role-based authorization levels are maintained for external pricing.

Additional option:

Your administrator has correctly set up external pricing. To create a quote, request pricing from the external system by clicking Actions -> Request Pricing. Similarly, you can use the action Simulate to retrieve external pricing for a sales order.

The external system then simulates a complete document, and you receive the results in your quote or order.

In the solution, you can adapt the following header hidden fields and make them visible for external pricing:

• Pricing Status - Only a successfully calculated quote can be submitted.
• Pricing Date - A hidden field, also available in internal pricing.
• Pricing Procedure.
• Total (Gross).

On the detailed tab of the sales quote Products tab, the following fields are displayed:

• Product Pricing - Displays the pricing overview for the selected Product.
• Total Pricing - Displays the pricing overview for the complete sales quote.
• Adjusted Item Price - Considers item and header price elements.
• Adjusted Item Value - Considers item and header price element times requested quantity.

The main difference between internal and external pricing lies in where the pricing conditions are created. With internal pricing, the price list is derived from conditions defined in the SAP Sales Cloud. In contrast, external pricing involves the creation of pricing conditions in external SAP systems, which are then retrieved for use. Since pricing already exists and is utilized in these external systems, it can be easily applied to sales documents in the SAP Sales Cloud. This integration simplifies the lead-to-order process and maintains consistent pricing across the sales landscape. Additionally, pricing data from the sales order flows directly into SAP ERP, allowing for any necessary changes or adjustments to be made before billing occurs. Currency conversion rates can also be applied for global customers.

This video demonstrates how to work with discount pricing in the SAP Sales Cloud System.

List prices are centrally defined and managed in Price Lists. The system takes multiple parameters into account in order to enable flexible pricing. The access sequence, or search strategies for prices are as follows:

1. Customer-specific prices are searched first, if nothing is found move to step 2.
2. Customer group-specific price lists are searched, if nothing is found move to step 3.
3. The system keeps looking to the distribution chain-specific price list after that, and if nothing is found there, the base price list is referenced when pricing products. Basically, the top-down approach to price determination is used.

Optionally, you can use a base price list by product category, but the business configuration needs to be adjusted for this option. Product Discounts are centrally defined and managed in Discount Lists. The system takes multiple parameters into account in order to enable flexible pricing.

SAP Sales Cloud supports percentage discounts, not fixed value amounts. Therefore, the sequence to searching for discounts is as follows:

1. The first discount searched for is the customer-specific discount.
2. Then the customer-specific discount list by product category.
3. Then it searches the overall customer discount list.
4. The last search is the overall customer group discount list.
5. If nothing is found, no discounts are applied.