---
schema_version: "1"
id: b1ab0b98227dbbf1aa5cdddf9edd6de360fea38cd8eea265e39e0b27da60824a
title: Pricing in Enterprise Sales Management (Managed Package)
collection: admin
version: current
locale: en-us
portal_url: https://docs.salesforce.com/admin/current/en-us/ind/264-0-0/comms_t_pricing_in_enterprise_sales_management_55471.md
canonical_url: https://help.salesforce.com/s/articleView?id=ind.comms_t_pricing_in_enterprise_sales_management_55471.htm&release=264.0.0&type=5
source_site: help.salesforce.com
content_type: documentation
content_hash: ba573f56505def4c9a553f6cc7517d29b10f78a2f9b473c495ee054a0911e539
description: Enterprise Sales Management product model offerings include detailed pricing, promotions, and volume discounts build using Enterprise Product Catalog (EPC) and CPQ's pricing definitions.
products:
  - Communications
release: "264"
---
# Pricing in Enterprise Sales Management (Managed Package)

Enterprise Sales Management product model offerings include detailed pricing, promotions, and volume discounts build using Enterprise Product Catalog (EPC) and CPQ's pricing definitions.

![Managed Package Icon](https://sf-zdocs-cdn-prod.zoominsoftware.com/tdta-ind-communications-264-0-0-production-enus/444efb86-ea1e-477e-afbc-56eaac192eaf/communications/images/media_package_icon.png) _This feature is part of the Communications Cloud managed package._

## Pricing Definition

Enterprise Sales Management includes most of the pricing configurations needed to support its default product catalog. To satisfy more specific business needs, you can define or adjust the following:

<table class="slds-table slds-table_bordered slds-max-medium-table_stacked slds-m-bottom_small ">
        <colgroup>
          <col>
          <col>
        </colgroup>
        <thead class="slds-text-title_caps ">
          <tr class="">
            <th scope="col" class="slds-cell-wrap" style="vertical-align:top;" id="d68006e54">
              <p style="margin-bottom:0;">Item</p>
            </th>
            <th scope="col" class="slds-cell-wrap" style="vertical-align:top;" id="d68006e60">
              <p style="margin-bottom:0;">Description</p>
            </th>
          </tr>
        </thead>
        <tbody>
          <tr class="">
            <td data-label="Item" class="slds-cell-wrap" style="vertical-align:top;" headers="d68006e54 ">
              <p style="margin-bottom:0;">Attribute-based pricing</p>
            </td>

            <td data-label="Description" class="slds-cell-wrap" style="vertical-align:top;" headers="d68006e60 ">
              <p>The AttributePricingMatrix matrix supports
                attribute-based pricing based on the following contract term picklist
                values:</p>
              <ul>
                <li>
                  <p>Month-To-Month</p>
                </li>

                <li>
                  <p>1 Year</p>
                </li>

                <li>
                  <p>2 Years</p>
                </li>

                <li>
                  <p>3 Years</p>
                </li>

                <li>
                  <p>4 Years</p>
                </li>

                <li>
                  <p>5 Years</p>
                </li>

                <li>
                  <p>10 Years</p>
                </li>

              </ul>
            </td>

          </tr>
          <tr class="">
            <td data-label="Item" class="slds-cell-wrap" style="vertical-align:top;" headers="d68006e54 ">
              <p style="margin-bottom:0;">Calculation matrices</p>
            </td>

            <td data-label="Description" class="slds-cell-wrap" style="vertical-align:top;" headers="d68006e60 ">
              <p>A set of <a href="https://help.salesforce.com/s/articleView?id=xcloud.os_calculation_matrices.htm&amp;type=5&amp;language=en_US" target="_blank">Vlocity Calculation Matrices</a> support
                attribute-based and quantity-based pricing calculations. They're located
                in the App Launcher by searching for Vlocity Calculation Matrices.</p>
              <p style="margin-bottom:0;">For example, the B2BQuantityBasedDiscounts matrix
                provides quantity ranges and corresponding discount percentages that you
                can adjust according to your volume tiers.</p>
            </td>

          </tr>
          <tr class="">
            <td data-label="Item" class="slds-cell-wrap" style="vertical-align:top;" headers="d68006e54 ">
              <p style="margin-bottom:0;">Default pricing plan</p>
            </td>

            <td data-label="Description" class="slds-cell-wrap" style="vertical-align:top;" headers="d68006e60 ">
              <p>The Default Pricing Plan specifies the sequence of how
                offers are priced. You can find the sequence in the Vlocity Pricing
                Console &gt; Pricing Plan &gt; Search for Default Pricing Plan &gt;
                Pricing Plan Steps tab. Some of the steps have parameters that call
                preconfigured calculation procedures and matrices.</p>
              <div>
                <a name="comms_t_pricing_in_enterprise_sales_management_55471__uuid-5df25796-61e6-4b31-7143-2fe32654302f-en.png__d42e120264a1310"><!-- --></a><img id="comms_t_pricing_in_enterprise_sales_management_55471__uuid-5df25796-61e6-4b31-7143-2fe32654302f-en.png__d42e120264a1310" src="https://sf-zdocs-cdn-prod.zoominsoftware.com/tdta-ind-communications-264-0-0-production-enus/444efb86-ea1e-477e-afbc-56eaac192eaf/resources-product/images/b2b_default_pricing_plan.png" alt="An image of a Default Pricing Plan">
              </div>
              <p>After a user <a href="https://help.salesforce.com/s/articleView?id=ind.comms_t_product_selection_and_configuration_in_enterprise_salesmanagement_56470.htm&amp;release=264.0.0&amp;type=5" title="When you create an enterprise quote or enterprise order, add products to the quote or order and then configure, price, and validate the quote or order using Enterprise Sales Management capabilities.">selects and configures offersProduct Selection
                  and Configuration in Enterprise Sales Management</a> for a group or
                individual quote members, Enterprise Sales Management's Default Pricing
                Plan calculates:</p>
              <ol>
                <li>
                  <p>Attribute-based pricing</p>
                </li>

                <li>
                  <p>Context discounts</p>
                </li>

                <li>
                  <p>Offer adjustments</p>
                </li>

                <li>
                  <p>Promotion adjustments</p>
                </li>

                <li>
                  <p>Manual adjustments</p>
                </li>

                <li>
                  <p>Rollup pricing to display totals</p>
                </li>

              </ol>
              <p style="margin-bottom:0;">For example, if you change the contract term to a
                longer interval while configuring an offer, the Default Pricing Plan
                recalculates the monthly recurring charges (MRC).</p>
            </td>

          </tr>
          <tr class="">
            <td data-label="Item" class="slds-cell-wrap" style="vertical-align:top;" headers="d68006e54 ">
              <p style="margin-bottom:0;">Price lists</p>
            </td>

            <td data-label="Description" class="slds-cell-wrap" style="vertical-align:top;" headers="d68006e60 ">
              <p>Adjust the default base prices or create additional
                price lists to provide multiple base prices for a product. A customer's
                frame contract is tied to a specific price list.</p>
              <p>When you create an enterprise quote, the user
                interface prompts you to select a price list and an opportunity.</p>
              <p style="margin-bottom:0;">See <a href="https://help.salesforce.com/s/articleView?id=ind.comms_price_lists_in_epc.htm&amp;type=5&amp;language=en_US" target="_blank">Price Lists</a>.</p>
            </td>

          </tr>
          <tr class="">
            <td data-label="Item" class="slds-cell-wrap" style="vertical-align:top;" headers="d68006e54 ">
              <p style="margin-bottom:0;">Time plan</p>
            </td>

            <td data-label="Description" class="slds-cell-wrap" style="vertical-align:top;" headers="d68006e60 ">
              <p style="margin-bottom:0;">Limits the duration of the change in price. See <a href="https://help.salesforce.com/s/articleView?id=ind.energy_create_a_time_plan_for_a_product_s_price_in_the_product_console.htm&amp;type=5&amp;language=en_US" target="_blank">Creating a Time Plan for a
                  Product's Price</a>
              </p>
            </td>

          </tr>
          <tr class="">
            <td data-label="Item" class="slds-cell-wrap" style="vertical-align:top;" headers="d68006e54 ">
              <p style="margin-bottom:0;">Time policy</p>
            </td>

            <td data-label="Description" class="slds-cell-wrap" style="vertical-align:top;" headers="d68006e60 ">
              <p style="margin-bottom:0;">Determines when price adjustments begin and end. See
                <a href="https://help.salesforce.com/s/articleView?id=ind.energy_create_a_time_policy_for_a_product_s_price_in_the_product_console.htm&amp;type=5&amp;language=en_US" target="_blank">Creating a Time Policy for a
                  Product's Price</a>
              </p>
            </td>

          </tr>
        </tbody>
      </table>

![Note](https://sf-zdocs-cdn-prod.zoominsoftware.com/tdta-ind-communications-264-0-0-production-enus/444efb86-ea1e-477e-afbc-56eaac192eaf/images/icon_note.png)

Note

You can optionally negotiate a frame agreement with a customer and use Vlocity Pricing Console to adjust a [contract-based discount](https://help.salesforce.com/s/articleView?id=ind.energy_t_types_of_discounts_in_epc_310379.htm&type=5&language=en_US), which is used as the basis for multiple orders over time. You can adjust the duration of the frame agreement, the date range when it is effective, the negotiated discount, the price list that it applies to, and add any context rules.

![An image of a Frame Contract discount in Vlocity Pricing Console](https://sf-zdocs-cdn-prod.zoominsoftware.com/tdta-ind-communications-264-0-0-production-enus/444efb86-ea1e-477e-afbc-56eaac192eaf/resources-product/images/b2b_frame_contract_pricing_console.png)

## Approvals

Pricing approvals use Salesforce approval flows.

## Related Links

- [Pricing Definition in Industries CPQ](https://help.salesforce.com/s/articleView?id=ind.comms_pricing_definition.htm&type=5&language=en_US)
- [Types of Discounts in EPC](https://help.salesforce.com/s/articleView?id=ind.comms_t_types_of_discounts_in_epc_203177.htm&type=5&language=en_US)