The following are the major categories of promotions that you see on the Incentives page:

  • Normal promotion: This is the default promotion that CPQ allows you to create. Promotions are applicable on the Cart.
  • Order-level promotions: Order-level promotions are called rebates. For more information, refer to Rebates Management on Salesforce Administrator Guide
  • Sales promotion: A marketing manager or pricing manager can define promotions that can be grouped with the adjustments defined by the Sales Representative. A sales promotion allows the Sales Representative to modify the promotion in the shopping cart and structure discounts for deals. A sales promotion can be bucketed with the adjustments defined by the Sales Representative. Adjustments that are made to the Cart for a sales promotion are listed in the adjustment bucket.

To create a sales promotion

Perform the following steps to create a sales promotion:

  1. Go to Setup > Create > Objects > Incentives.
  2. In the Buttons, Links, and Actions related list, click New Button or Link. The New Button or Link page is displayed.
  3. Enter the following details:
    1. Label: Enter a label for the button, for example, New Sales Promotion.
    2. Name: Enter a name for the button. This field is auto-populated based on the Label when you click inside the field. 
    3. Description: Enter a description for the button.
    4. Display Type: Select a display type for the button, for example, List Button.
    5. Behavior: Select what should happen when the user clicks the button or link.
    6. Content Source: Select a content source, for example, URL.
    7. In formula editor, enter the following formula for the button:

      /apex/Apttus_Config2__IncentiveManager?DisplaySetting=Promotion&UseType=Promotion&SubUseType=Sales&DataSource=Apttus_Config2__OrderLineItem__c&ApplicationMethod=Buy X Get X
      CODE
  4. Click Save.
  5. Add the new button to the layout of the Incentives page.

An action button is created on the Incentives page. You can now create a new sales promotion. 


Furthermore, you can create the following types of promotion for each major category:

You can configure how the benefit must be applied on a selected product. For example, a promotion can be a discount in price or an increased quantity of product.

Promotion TypeDescriptionExample
Buy X Get X

When the customer purchases a product, you offer some benefit on the same product. 

As a marketing manager of a mobile phone company, you need to promote a new smart phone. You create a promotion where you offer your customers 20% discount on the price of the phone that they buy. 
Buy X Get YWhen the customer purchases a product, you offer some benefit on a different product. As a marketing manager of an e-commerce company, you need to increase the sales of a refrigerator. You create a promotion where you offer your customers a free voltage stabilizer when they buy the refrigerator.
For every X Get XWhen the customer purchases a certain quantity of a product, you offer some benefit on the same product.

As a marketing manager of a telecommunications company, you need to retain existing enterprise customers. You create a promotion where you offer your customers 10% discount on the price of each subscription for every 10 subscriptions that they buy.

For every X Get Y

When the customer purchases a certain quantity of a product, you offer some benefit on a different product.

As a marketing manager of a software company, you need to provide competitive pricing to a software as a service product during heavy competition. You create a promotion where you offer your customers free training for every 10 licenses that they buy.