Quotation Forecasting
You can use this report to predict future sales, based on the currently Outstanding Quotations and the probabilities that they will be converted to Orders. Outstanding Quotations are those whose Status is Open, that are not Closed and from which no Order has been created.
The report is a list of open Quotations sorted by Decision Date, showing for each the Quotation Number, the Customer Number and Name, the Salesman, the Quotation and Valid Until Dates, and the total value excluding VAT. There is an option to show an estimated Decision Date for each Quotation as well. Below this list, there is a summary section showing the number of open Quotations, the average, highest and lowest Quotation values, and the expected sales values. These are calculated by multiplying the Quotation value by the Probability.
This report is similar to the Pipeline report. The purpose of the Pipeline report is to provide estimates of monthly revenue based on Outstanding Quotations and their individual Decision Dates. The Quotation Forecasting report allows you to override the Probabilities and Decision Dates entered in individual Quotations and instead to use average probabilities and decision times based on past experience.
When printed to screen, the Quotation Forecasting report has Enterprise's Drill-down feature. Click on the Quotation Number of any Quotation in the report to open that Quotation record.
- Quotations
- Range Reporting
Numeric
- Enter a Quotation Number or a range of Numbers. Only open Quotations in the range will be listed.
- Quotation Class
- Paste Special
Quotation Classes setting, Quotations module
- Enter a Quotation Class code to limit the report to Quotations of a single Class.
- Salesman
- Paste Special
Person register, System module
- To limit the report to Quotations generated by a single Salesman, enter their initials here.
- Sales Group
- Paste Special
Sales Groups setting, System module
- To list Quotations with a particular Sales Group (shown on the 'Price List' card), enter that Sales Group here.
- Customer
- Paste Special
Customers in Customer register
- Enter a Customer Number to list the Quotations sent to a single Customer.
- Acceptance %
- The summary section at the end of the report contains three figures for the total sales value to be expected from the Quotations listed, as follows:
- Total
- The total value of the Quotations listed in the report.
- Probability from Quotations
- The total value of the Quotations listed in the report, multiplied by their average Probability.
- Calc Acceptance value
- The total value of the Quotations listed in the report, multiplied by the percentage figure entered here. This may be useful in situations where the Probabilities in the Quotations are not reliable and where there is a known rate of conversion. Use the Quotation Decision Statistics report to produce an accurate figure for the known rate of conversion.
- Days to Decision
- Enter the average number of days required for Quotations to be Accepted or Rejected. This figure can be obtained from the Quotation Decision Statistics report.
- If this field contains a value, the report will contain an extra column showing an estimated decision date for each Quotation. This will be calculated by adding the number of days specified here to the Quotation Date.
- Last Date of Decision
- Paste Special
Choose date
- Quotations whose estimated decision date is later than the date specified here will not be shown in the report. The estimated decision date for a Quotation is calculated by adding the Days to Decision (above) to its Quotation Date.
- This field will have no effect on the report if the Days to Decision field above is empty.
- Only Probability greater than
- To restrict the report to Quotations whose Probability is greater than a certain figure, enter that figure here.
- Object
- Paste Special
Object register, Nominal Ledger/System module
- To limit the report to Quotations containing a single Object, enter that Object here. This refers to Objects entered at Quotation level, not those entered for Quotation rows. If you enter a number of Objects separated by commas, only those Quotations featuring all the Objects listed will be shown.
