12/25/2014

Sales Deals Introduction

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Sales Deals
Introduction
Sales deals are a flexible and comprehensive pricing solution designed to execute very complex
promotional sales scenarios, beyond the standard buy one get one free, on the sales order. The
deal, which is similar to a Vistex agreement, is housed in a workbench that is a user-friendly front
end used to maintain complex pricing situations capable of variable qualifications.
One or more pricing factors can be defined at any level. The sales deal summarizes the pricing
conditions of the items and the settlement parameters. Deals can be specified as a price or a
percentage discount or surcharge. Free (or discounted) items can be added to an order (add-ons),
and rebuys can be set up to offer benefits on subsequent purchases.
Deals can depend on various combinations of sales area, distributor, end customer, and
material. Each sales deal can pertain to many customers or just one. They can be national, local, or
limited to a specific customer location.
To be effective, a sales deal requires a minimum of the following rules (SD condition types):
Eligibility: Who the deal is applicable for
Examples: West coast only, Internet sales, specific customer partner numbers, customer
groups
Qualification: What materials qualify and the minimum order quantity or value
Predefined or dynamic groups of materials can be used. A maximum can be set, but is more
appropriate for free goods and surcharges.
Benefits: Pricing, discounts, add-ons
Special pricing, discounts, free goods, add-ons (buy quantity of X and a free Y is added to the
order), rebuys (buy 2 now and receive a discount on a future purchase)
Available deal results include the following:
Special Pricing
A special price or discount may be offered on products if the customer orders a minimum
volume or quantity. Can provide a specific price, or a dollar amount or percentage discount.
The special pricing can be incremental based on the quantity purchased. For example, an
incremental quantity discount might be: Buy 1 of X and receive 10% off, buy 2 of X and
receive 20% off, buy 3 of X and receive 30% off.
Add-ons
An add-on is a free (100% discount) item that is added to an order when certain conditions
are met. For example, if a certain quantity of X and U are purchased, the customer might have
the option to add either one free Y or Z to the order.
NOTE: You may set the add-on to be automatically added as a line item on the sales order. In

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addition, you may choose to have the system determine the number of free/discounted items
proportionately. To specify that a condition is an add-on, it is necessary to categorize it as
such in configuration.
Rebuys
Aggregate your information on one sales order or subsequent sales order(s). Standard or
discount pricing applies on the initial purchase, and then discount pricing applies for
subsequent purchases. This pricing is usually limited to a certain quantity or an end date by
which they can make the purchases at the deal price. First time customer purchases may
receive no discount, but when system sees that a customer is purchasing again may give 10%
off for up to 5 more purchases or until a specific date.
Once the deals are created, a standard SAP sales order verifies if there are any existing deals that
qualify the order as eligible to receive the special pricing, add-ons, and so on. The best deal found
or a specific deal is applied according to the method configured. The applicable deals and qualified
add-ons are stored in the sales order in the deal log. The deal log has two views: eligible deals
found and an alternate view of the sales order items and their applicable deal. A maximum number
of free goods may be set regardless of the purchased amount.
Deals can tie into Funds when budgeting in funds (having a license for IP is required to use the
Funds application). Mass processing jobs are available for mass extensions and mass changes. A
comprehensive change log is available for a specific deal or across multiple deals.

Sales Order Entry Using Deals

Sales order entry using deals follows standard business processes. However, prior to using deals,
there are required modifications to the following:
GUI status
Code to initiate processing of the deals
User exits
Depending on the business need, the Check Deals, Add-ons, and Deal Log functions may be shown
as toolbar buttons and/or in the menu bar. The Additional Data 2 tab provides additional
functionality for suggesting and controlling the selected deal. The Uses button displays the dealss
associated sales orders.
After entering the sales order line items, the user must click on the Check Deals button (if
configured) or from the menu bar select Deal Deal Check Deals. The Check Deals option
evaluates any existing deals that are applicable to the sales order. It looks at eligibility,
qualifications, and benefits. If additional line items are entered, the user must again select the
Check Deals function. (This function can be automated, as needed.)
A deal log will automatically appear after determining the best deal according to the pricing
procedure. The log has two views:
Item View, which shows eligible deals, qualified deals (why the deal did or did not qualify),
and benefits (the determined deal and the reason chosen).
Deal View, which shows all eligible deals and whether the conditions listed were met.
The log will also list any add-ons the sales order is eligible for, such as free goods or additional
goods for a discounted price. If the Add-on Auto Add flag is marked either at the Header/Terms tab
level or at the individual rule level, the system will automatically apply the add-on to the sales order
without user intervention. If the flag is not checked, when the user clicks on the Check Deals button,

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the log will show the add-on(s) that are found, however the user must select Deals Add-Ons from
the menu bar. A pop-up window will display the add-ons; the user clicks on the Update button to
bring the add-ons into the order.
Vistex delivers a predefined screen that may be attached to the Additional Data 2 tab. The screen
contains fields for suggesting another deal by entering either a description or deal number. After
entering the description/deal number, the user selects the Check Deals option from the menu
bar. The system will then list the deal it finds in the Deal Determined field based on the
description/deal number. After finding the deal suggested, the system then determines the best deal
(suggested or other) based on the pricing procedure listed in the Deal field. If there is a deal group
assigned to the determined deal, it will be displayed in the Deal Group field. To override the applied
deal with the requested/suggested deal the user may check the Fix Deal checkbox.

Copyright 2013 Vistex Inc.

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