Use quotation prognosis to indicate the time in which a quotation might become a sales order or a project. Defining a prognosis code for the quotation is optional and can be defined when a quotation is created.

The prognosis that you define for each quotation affects sales statistics for sales management and sales pipeline management by defining which quotations are in the pipeline and helping define what the expected value of the quotations in the pipeline is.

Depending on how your company defines its sales process, a quotation prognosis interval might be expressed in shorter time periods, such as days or weeks, or longer ones, such as months.

The quotation prognosis is defined by a prognosis code and two fields: Prognosis from daysand Prognosis to days. These fields define the start and end period of the prognosis code, and they are measured in the number of days after the quotation has been created.

When you set up each prognosis code, make sure that the prognosis days do not overlap.

Use quotation probability codes to indicate the probability that the quotation will become a sales order or a project. The quotation probability is expressed as a percentage between 0-100 percent, and each quotation must have a probability defined for it when it is created.

You can define the expected value of a quotation in the pipeline by adjusting the total value of the quotation by the probability of the quotation actually becoming an order. Because this adjustment determines the expected value, set the probability as correctly as possible for the given quotation. For example, if the total value of a quotation is $1000 US and the quotation probability is 80%, your expected value might be $800 US.

You can also include quotations with item demands in the master scheduling. By specifying a base probability on the master plan, you can additionally delimit the quoted items to be considered in the planning.