Enterprise Sales Management gives you several ways to adjust pricing on a quote: discounts, promotions, and price adjustments. Understand what each one does so that you pick the right tool and avoid pricing mistakes.
Required Editions
This feature is part of the Communications Cloud managed package.
| Available in: Lightning Experience |
| Available in: Enterprise, Performance, Unlimited, and Developer Editions with Enterprise Sales Management. |
Enterprise Sales Management gives you several ways to adjust pricing on a quote: discounts, promotions, and price adjustments. Each works a little differently. Understanding what each one does helps you pick the right tool and avoid pricing mistakes.
Pricing Controls
Pricing Controls puts discounts, promotions, and price adjustments behind one button on the Enterprise Sales Management Summary page.
- Discounts tab – Apply blanket or account-wide order-level pricing. Use this tab when a discount reduces the cost of the entire quote or affects all selected products equally.
- Promotions tab – View all active promotions currently on the quote.
- Bulk Adjust Price panel – Adjust prices or apply upcharges for specific line items. Use this panel for complex B2B negotiations where different products require unique pricing changes without affecting the rest of the quote.
The Pricing Controls panel uses distinct UI indicators and alert text to indicate scope:
- Discounts – A UI indicator reminds you that "Discounts apply only at the account or order level."
- Bulk Adjust Price – A separate indicator reminds you that "Bulk Price Adjustment applies only to selected line items."
Understanding Discounts
A discount is a price reduction applied to a specific product, an entire catalog, or cart contents. After you negotiate and get approval for a discount, you activate it to apply to current or future purchases of services and products. You can configure and apply discounts at the account level, or directly within quotes or orders.
Applying a discount involves three main stages: negotiation, approval, and activation. Your org can automate the approval process or use custom logic for manual approvals. A discount takes effect immediately upon activation and remains active until its specified end date. For a custom discount, duration is optional — if you don't specify one, the discount remains active indefinitely.
The Enterprise Product Catalog (EPC) includes two discount categories, based on how you apply them:
- Standard Discounts – Pre-qualified discounts defined in the EPC. Apply a qualified discount without modifying it. You can view disqualified discounts for informational purposes, but you can't apply them.
- Custom Discounts – Ad-hoc discounts you define yourself, for negotiations that don't match a standard discount. Sales reps create custom discounts to make a deal more attractive, match a competitor's price, or provide a one-time concession. You allocate a custom discount to an account or order, and apply it to all items or to selected products, as a one-time or recurring, absolute or percentage adjustment.
For more information, see Types of Discounts in EPC and Approve Discounts in Industries CPQ.
Understanding Promotions
You can customize the working cart in Enterprise Sales Management to let both sales reps and customers add promotions directly, supporting multiple promotions on a single product or bundle. This flexibility maximizes customer engagement and drives sales.
You can apply promotions to new and existing line items in the cart, ensuring seamless integration with ongoing orders. Enterprise Sales Management also supports:
- Penalty fees — discourage early cancellations or other undesirable actions
- Service continuation rules — keep customers engaged even after a promotion ends
Sales reps get enhanced visibility and control over promotions through a more accurate and streamlined workflow. You can view and manage Quote Line Item (QLI) associations, clearly differentiate between active and applied promotions, and have precise control over promotion cancellations.
For more information, see Promotions Capabilities in EPC, Promotions List in the Cart, and Add and Assign Promotions in Enterprise Sales Management (Managed Package).
How Discounts Differ from Price Adjustments
While both discounts and price adjustments can reduce (or increase) a price by a percentage or an absolute amount, their underlying workflows and scopes are different:
- Discounts are created for an account or order and applied to matching line items within that scope. For example, an account-level discount is automatically applied when a line item meets the discount criteria. This is order-level pricing.
- Price Adjustments are applied directly to specific line items you select — in the working cart, or updated in bulk from the Summary tab. This is line-level pricing.
- Apply Cart-Level Discounts in Enterprise Sales Management (Managed Package)
Use cart-level discounts when you need to apply pricing changes to the entire quote or account. Discounts here affect all products in the quote, not individual line items. - View Promotions on the Summary Tab in Enterprise Sales Management (Managed Package)
Manage promotions at the quote line item level. Learn how to apply promotions in the working cart and understand the difference between removing them individually or globally via the Summary tab. - Disconnect Promotions in Enterprise Sales Management (Managed Package)
Disconnect a promotion from product bundles using the working cart or the Summary tab. You can remove a promotion during the initial quoting process or later, after the products become assets. - Adjust Line-Item Pricing with Bulk Price Adjustment (Managed Package)
Use bulk price adjustment when you need to change the price of specific products in your quote without affecting others. Use Standard Selection to adjust selected root products. Use Advanced Selection to target specific child line items in one product hierarchy. This is ideal for complex B2B deals where different products have different negotiated prices.