Sales · Configure-Price-Quote
Quotes & CPQ
Turn a Deal Into a Priced, Approved Document
A "quote" is a document that tells a customer exactly what they'd pay for the products or services they want. "CPQ" stands for Configure, Price, Quote — the process of building that document correctly, every time. How to price out real products, apply your discount rules automatically, and send big discounts to a manager for approval before the quote ever reaches the customer.
About & Business Case #
Why quotes need guardrails #
"I want to send a clean, correctly-priced quote today. I don't want to wait for finance to double-check my math, and I don't want to accidentally give away a discount I'm not allowed to approve."
An "Account Executive" is a rep who owns the relationship with a customer and negotiates the deal. A "discount" is money knocked off the normal price to help close a sale.
Hand-built quotes in a spreadsheet are slow, and it's easy to make a mistake. Nothing stops a rep from typing in whatever discount closes the deal fastest — which quietly costs the company money, deal after deal.
What you'll achieve
Every quote is priced the same consistent way. Discounts above a set amount automatically need a manager's sign-off, and a rep never has to do pricing math by hand.
Implementation #
What's inside a quote #
A quote has two parts. First, header details: Name, a linked Opportunity (the deal this quote is for), Expiration Date, an overall Discount %, a Tax Rate, and Notes. Second, a list of Line Items — each one is a single product you're selling, either picked from the Product Catalog or typed in by hand, with a Quantity, Unit Price, its own Discount %, and a Description.
Every quote also has a status that shows where it is in the process:
| Quote Status | What it means |
|---|---|
| Draft | You can still edit everything — the header and every line item |
| Pending Approval | Submitted, and locked until a manager approves or rejects it |
| Approved / Rejected | The manager's decision, with optional notes explaining why |
| Sent / Accepted / Declined | Tracks what happened after the quote reached the customer |
Discount Rules do the math for you
A "discount rule" is a setting an admin configures in advance — for example, "always apply 5%" or "apply 10% once the quote total crosses $10,000." Click "Apply Discount Rules" and SmartLite checks your org's rules and updates the quote for you. If a rule is flagged as needing sign-off, the quote moves to Pending Approval automatically. It then shows up in Quote Approvals, where a manager can Approve or Reject it.
1 Build and submit a quote #
How to Use #
Day-to-day: account executives #
Day-to-day: sales managers #
What to try next
Once a quote is approved, look at the E-Signature trail to send it straight out for signing.