Understanding Volume-Based Upselling

If you want to recommend that customers purchase a larger quantity to receive a lower price, you can specify adjustments and a percentage tolerance that determine when the system issues a notification that an order line qualifies for an upsell notification.

To activate upselling notifications, you must enter a tolerance percentage in the Alert for Volume Based Up-Sell field within the Tolerance processing option on the Volume UpSell tab in the Sales Order Entry program. This tolerance percentage specifies how sensitive the system is when issuing the notification. The system checks for upsell opportunities by increasing the order quantity on the sales order line by the upsell percentage that you specify, and then it determines whether another quantity break is available using the larger quantity.

For example, assume an upsell adjustment has a quantity break for 10 EA (each) and the tolerance percentage is set to 15 percent. If you enter a qualifying order for 9 EA, the system displays the upsell alert because a 15 percent increase of 9 EA equals 10.35 EA, which qualifies for the next level break on the adjustment. In this case, if you set the tolerance percentage to 10 percent, the system does not display the upsell alert because a 10 percent increase of 9 EA equals 9.9 EA. In this example, you use these calculations:

(Order Quantity × Tolerance Percent) + Order Quantity

(9 × 0.15) + 9 = 10.35

The Price Adjustment Type table (F4071) processes the volume-based upselling information.

When you complete a sales order detail line, the system displays a notification if the order line has upselling opportunities. The system issues a warning message and places a check mark in the Upsell Exists field, enabling Volume Based Upsell from the Row menu. The system displays all of the upsell opportunities existing for the order line. You specify a reason code and a level break to return the quantity that you select to the Sales Order Detail Revisions form, updating the sales order price and Price History (P4074) program.

See also:

• Understanding Sales Order Entry.