Pre-Sales: Inquiries, Quotations and Contracts

Keep this: job aid

Pre-sales reference card

• Inquiry (IN, VA11) = interest. Quotation (QT, VA21) = binding offer with valid-from / valid-to.
• Always create orders with reference; never retype quoted prices.
• Copy control (VTAA) decides what is copied; the pricing type decides kept vs re-determined prices.
• Completion rule decides when a partly referenced quotation item is complete.
• Contracts (VA41, Manage Sales Contracts): quantity (CQ) or value → release orders consume the balance.
• Scheduling agreement (LZ, VA31) → deliveries straight from schedule lines; new schedules replace old ones.
• Close lost quotations with a reason for rejection; chase expired-but-open ones.
• Conversion rate = converted ÷ created, by value or count, for a stated period.
• Evidence: predecessor and successor side by side, plus document flow and the predecessor's updated status.