Using Discount Negotiations View

If you have licensed Siebel Dynamic Pricing, then the end-user can use the Discount Negotiations view as a dashboard for negotiating discounts, gaining visibility into prices, and communicated those prices and discounts to customers.

Some key features of the line items list in the Discount Negotiation View include:

• Pricing waterfall. In the discount negotiation view, the user can click the Net Price field to display the net price waterfall, which shows all adjustments that were applied to arrive at the final net price

• Margin % field. Displays the profit margin for the line item. This value is calculated as (Net Price - Cost)/Net Price * 100%

• Other key features. The Discount Negotiation form provides sales users with referential price data, actionable price and discount data, as well as a quick view of how the net price was calculated.

The following fields in the discount negotiation form provide end users with data useful for negotiating discounts:

• Referential Pricing Data:

  • Cost. The cost of the product from the price list

  • List Price. The list price of the product from the price list

  • Minimum Price. The floor price of the product as set by Product or Pricing Administrators in the Price List.

  • Maximum Price. The ceiling price of the product as set by Product or Pricing Administrators in the Price List.

  • Current Volume Discount. The current volume discount that has applied to the line item, if applicable

  • Next Volume Discount. The next volume discount that would apply if to the line item if the quantity were incremented to meet the next volume discount requirements

  • Upsell. Upsell message for next volume discount quantity break.

  • Margin %. Displays the profit margin for the line item. This value is calculated as (Net Price - Cost)/Net Price * 100%

  • Line Discount %. Displays the total discount % for the line item. This value is calculated as (Total Line Discounts/Net Price) * 100%

• Actionable Pricing and Discount Data:

  • Price List. Allows the user to choose a price list for the line item that may differ from the price list on the header

  • Currency. Allows the user to choose a currency code for the line item that may differ from currency on the header. This option allows the sales user to quote individual line items on the same quote or order in different currencies.

  • Entitlement. Allows the user to associate a pricing entitlement with the line item.

  • Promotion. Allows the user to associate a promotion with the line item.

  • Manual Discount Amount. The end user can enter a manual discount amount for a line item. (The three fields that apply discounts to individual line items, Manual Discount Amount, Manual Discount % and Manual Price Override, are mutually exclusive. The end user can only use one of them.)

  • Manual Discount %. The end user can enter a manual discount percentage for a line item.

  • Manual Price Override. The end user can specify an override price for the

  • Line item. This price is used as the net price for the line item. Specifying a value in this field overrides any applicable policy discounts.

  • Override Policy Discounts. Selecting this check box overrides any policy discounts such as volume discounts and contractual discounts, generated by the application. The application does not apply policy discounts to that line item. Discounts depend only on manual discounts. Use this flag if you want the Manual Discount Amount or Manual Discount % to replace the policy discounts rather than being applied in addition to the policy discounts. This flag is deselected by default. Whenever the user selects or deselects this flag, the item is repriced. In earlier releases, this field was named Keep Discount.

• Data used to calculate the net price:

  • Start Price. The start price of the product, including any customizable product adjustments or attribute adjustments.

  • Policy Discounts. The sum of discounts applied by the application (such as volume discounts, contractual discounts, and so on.)

  • Manual Discounts. The sum of manual discounts applied by the user.

  • Net Price. The Net Price of the item. Calculated as Start Price - Policy Discounts - Manual Discounts.

  • Qty. The quantity of the item.

  • Extended Net Price. Calculated as Extended Qty * Net Price

  • Sub Total. The One-Time total. If the line item is a customizable product, then this value is the Sub Total of the Net Price for the customizable product and any components with a Price Type of One - Time.

  • Monthly Sub Total. The Monthly Sub total for the line item. If the line item is a customizable product, then this value is the Sub Total of the Net Price for the customizable product and any components with a Price Type of Per Month.

These fields of the Discount Negotiation form provide a top-down (highest to lowest) view of how the net price was calculated.

Using this view, the salesperson can see what the profit margin for the product is with the policy discounts that the pricing administrator has set and with different manual discounts that the salesperson is considering offering to the customer. The salesperson can set the manual discounts in this view, and see the margin for each.

To use the Discount Negotiations view

1. Navigate to the quote and line item that you are negotiating the discount for.

2. Click the Pricing view tab.

The Discount Negotiation form is under the Line Items list.