{"id":3761,"date":"2026-08-28T09:00:00","date_gmt":"2026-08-28T07:00:00","guid":{"rendered":"https:\/\/brentasoft.com\/blog\/quotation-generation-crm-odoo-19-pmi-italiane-guida-9\/"},"modified":"2026-06-10T14:53:26","modified_gmt":"2026-06-10T12:53:26","slug":"quotation-generation-crm-odoo-19-pmi-italiane-guida-9","status":"publish","type":"post","link":"https:\/\/brentasoft.com\/blog\/quotation-generation-crm-odoo-19-pmi-italiane-guida-9\/","title":{"rendered":"Quotation generation da CRM Odoo: workflow, e-signature, automation (guida 9 di 15)"},"content":{"rendered":"<p><em>Ottantaduesima guida operativa Odoo 19 per PMI italiane. Nona della serie 15 guide CRM Odoo. Il preventivo \u00e8 il documento pi\u00f9 importante in B2B sales: vincente sintetizza valore + price + terms in una pagina convincente. La differenza tra &#8220;preventivo scritto in Word&#8221; e &#8220;quote generated da CRM&#8221; \u00e8 abissale: data accurata, branding professionale, follow-up automatic, conversion tracking. In questa guida vediamo come generare preventivi dal CRM Odoo, dalla creazione al confirm \u2014 closing automatico del loop CRM-Sales-Order.<\/em><\/p>\n<p>Vediamo: workflow Opportunity \u2192 Quotation, product configuration, pricing rules + discount, send + e-signature, conversion to Sale Order, casi pratici PMI italiane.<\/p>\n<h2>Workflow Opportunity \u2192 Quotation<\/h2>\n<h3>Direct conversion<\/h3>\n<ul>\n<li>Da opportunity: button &#8220;New Quotation&#8221;<\/li>\n<li>Customer pre-popolato<\/li>\n<li>Sales team inherited<\/li>\n<li>Currency da opportunity<\/li>\n<li>Pricelist auto-applicata<\/li>\n<li>Reference opportunity tracked<\/li>\n<\/ul>\n<h3>Multiple quote per opportunity<\/h3>\n<ul>\n<li>1 opportunity pu\u00f2 avere N quotation<\/li>\n<li>Versioning naturale (offer 1, offer 2)<\/li>\n<li>Comparison side-by-side<\/li>\n<li>Customer pu\u00f2 scegliere variant<\/li>\n<\/ul>\n<h3>Bidirectional link<\/h3>\n<ul>\n<li>Quote conosce opportunity origin<\/li>\n<li>Opportunity vede quote linkati<\/li>\n<li>Status sync (quote sent \u2192 opp activity)<\/li>\n<li>Cleanup automatico se opp Lost<\/li>\n<\/ul>\n<h2>Creazione preventivo<\/h2>\n<p>Dalla opportunity, click &#8220;New Quotation&#8221;. Sistema apre form preventivo pre-compilato con customer, sales team, currency. Sales aggiunge prodotti + quantit\u00e0 + opzionali sconto. Process minutes:<\/p>\n<p><img decoding=\"async\" src=\"https:\/\/brentasoft.com\/blog\/wp-content\/uploads\/2026\/06\/odoo-qte-01-create.png\" alt=\"Creazione quotation da opportunity CRM Odoo 19 PMI italiane\" class=\"aligncenter size-full wp-image-3756\"\/><\/p>\n<ul>\n<li>Customer (Partner) pre-set<\/li>\n<li>Sales team + salesperson<\/li>\n<li>Validity date (es. 30 giorni)<\/li>\n<li>Payment terms (es. 30 gg DF)<\/li>\n<li>Pricelist applicabile<\/li>\n<li>Currency match<\/li>\n<li>Reference numbering automatic<\/li>\n<\/ul>\n<h2>Product configuration<\/h2>\n<p>Aggiunta prodotti con quantit\u00e0, descrizione customizable, prezzo. Per prodotti configurabili (modulari, varianti) wizard guidato. Bundle + servizi inclusi nello stesso quote:<\/p>\n<p><img decoding=\"async\" src=\"https:\/\/brentasoft.com\/blog\/wp-content\/uploads\/2026\/06\/odoo-qte-02-products.png\" alt=\"Product configuration quotation Odoo 19 PMI italiane sales\" class=\"aligncenter size-full wp-image-3757\"\/><\/p>\n<ul>\n<li>Add product line<\/li>\n<li>Quantity + Unit of Measure<\/li>\n<li>Description editable<\/li>\n<li>Optional products suggested<\/li>\n<li>Bundle\/kit possible<\/li>\n<li>Sections\/notes per organize<\/li>\n<li>Tax auto-computed<\/li>\n<\/ul>\n<h2>Pricing rules + discount<\/h2>\n<p>Prezzo auto da pricelist. Discount applicable per item o per intero quote. Approval workflow per discount sopra threshold. Margin visible al venditore (se autorizzato):<\/p>\n<p><img decoding=\"async\" src=\"https:\/\/brentasoft.com\/blog\/wp-content\/uploads\/2026\/06\/odoo-qte-03-pricing.png\" alt=\"Pricing rules discount quotation Odoo 19 PMI italiane\" class=\"aligncenter size-full wp-image-3758\"\/><\/p>\n<ul>\n<li>Pricelist-based pricing<\/li>\n<li>Customer-specific prices<\/li>\n<li>Volume tier discount<\/li>\n<li>Manual discount line by line<\/li>\n<li>Header discount global<\/li>\n<li>Margin computation (cost vs price)<\/li>\n<li>Approval if &gt; threshold<\/li>\n<\/ul>\n<h3>Pricelist setup tipico<\/h3>\n<ul>\n<li>Public pricelist (catalog price)<\/li>\n<li>Reseller pricelist (-15%)<\/li>\n<li>Volume pricelist (tier-based)<\/li>\n<li>Customer-specific (negotiated)<\/li>\n<li>Promo pricelist (time-bound)<\/li>\n<\/ul>\n<h2>Send quotation + e-signature<\/h2>\n<p>Quote ready: click &#8220;Send by Email&#8221;. Template email pre-built. PDF preview included. Customer riceve link a quote-online interactive. Sign electronically + pay (se configured):<\/p>\n<p><img decoding=\"async\" src=\"https:\/\/brentasoft.com\/blog\/wp-content\/uploads\/2026\/06\/odoo-qte-04-send.png\" alt=\"Send quotation e-signature Odoo 19 PMI italiane\" class=\"aligncenter size-full wp-image-3759\"\/><\/p>\n<ul>\n<li>Template email customizable<\/li>\n<li>PDF auto-attached<\/li>\n<li>Online quote portal link<\/li>\n<li>E-signature support nativo<\/li>\n<li>Payment online optional<\/li>\n<li>Tracking apertura quote<\/li>\n<li>Reminder auto se non firmato<\/li>\n<\/ul>\n<h2>Confirm quotation \u2192 Sale Order<\/h2>\n<p>Customer firma o cliccca &#8220;Accept&#8221; online. Quote automaticamente diventa Sale Order confermato. Trigger: produzione (MO), spedizione (picking), fatturazione (invoice). Lo &#8220;close the loop&#8221; perfetto CRM-to-Cash:<\/p>\n<p><img decoding=\"async\" src=\"https:\/\/brentasoft.com\/blog\/wp-content\/uploads\/2026\/06\/odoo-qte-05-confirm.png\" alt=\"Confirm quotation Sale Order Odoo 19 PMI italiane CRM-to-Cash\" class=\"aligncenter size-full wp-image-3760\"\/><\/p>\n<ul>\n<li>Customer accept \u2192 status Confirmed<\/li>\n<li>Opportunity stage \u2192 Won automatic<\/li>\n<li>Sale Order created<\/li>\n<li>Trigger downstream processes<\/li>\n<li>Customer notification confirmation<\/li>\n<li>Internal tasks generated<\/li>\n<li>Analytics updated<\/li>\n<\/ul>\n<h2>Quote templates per ricorrenti<\/h2>\n<h3>Template definition<\/h3>\n<ul>\n<li>Pre-built quotation per common scenarios<\/li>\n<li>Products + quantities default<\/li>\n<li>Standard terms + conditions<\/li>\n<li>Apply with 1 click<\/li>\n<li>Customize as needed<\/li>\n<\/ul>\n<h3>Use cases tipici<\/h3>\n<ul>\n<li>Subscription monthly\/annual<\/li>\n<li>Service package standard<\/li>\n<li>Product bundle promo<\/li>\n<li>Renewal template<\/li>\n<li>Upsell variant<\/li>\n<\/ul>\n<h2>Quote analytics<\/h2>\n<h3>Per quote metrics<\/h3>\n<ul>\n<li>Time to send (created \u2192 sent)<\/li>\n<li>Time to view (sent \u2192 opened)<\/li>\n<li>Time to sign (sent \u2192 confirmed)<\/li>\n<li>Discount applied vs target<\/li>\n<li>Win\/loss outcome<\/li>\n<\/ul>\n<h3>Aggregate metrics<\/h3>\n<ul>\n<li>Quote-to-Win rate per template<\/li>\n<li>Average discount per segment<\/li>\n<li>Cycle time average<\/li>\n<li>Salesperson performance<\/li>\n<li>Product mix in won deals<\/li>\n<\/ul>\n<h3>Optimization insights<\/h3>\n<ul>\n<li>Best performing templates<\/li>\n<li>Discount level per win<\/li>\n<li>Negotiation patterns<\/li>\n<li>Customer hesitation signals<\/li>\n<\/ul>\n<h2>Quotation automation<\/h2>\n<h3>Auto-create on stage<\/h3>\n<ul>\n<li>Opportunity moves to &#8220;Proposition&#8221;<\/li>\n<li>Auto-create draft quote<\/li>\n<li>Pre-populate based on opp data<\/li>\n<li>Sales review + adjust<\/li>\n<\/ul>\n<h3>Reminder workflow<\/h3>\n<ul>\n<li>Quote sent: reminder Day 3, 7, 14<\/li>\n<li>Different email per touch<\/li>\n<li>Auto-update activity<\/li>\n<li>Escalation manager Day 21<\/li>\n<\/ul>\n<h3>Expiration handling<\/h3>\n<ul>\n<li>Valid for 30 giorni default<\/li>\n<li>Auto-expire if not signed<\/li>\n<li>Optional re-quote with new validity<\/li>\n<li>Lost reason if expired without action<\/li>\n<\/ul>\n<h2>Errori comuni quotation<\/h2>\n<h3>&#8220;Quote in Word\/Excel&#8221;<\/h3>\n<p><strong>Problema<\/strong>: no CRM integration, manual track.<br \/>\n<strong>Soluzione<\/strong>: quote in Odoo always, branding template + automation.<\/p>\n<h3>&#8220;Discount senza approval&#8221;<\/h3>\n<p><strong>Problema<\/strong>: sales libero di scontare, margin eroded.<br \/>\n<strong>Soluzione<\/strong>: tier-based approval, dashboard margin tracking.<\/p>\n<h3>&#8220;No follow-up&#8221;<\/h3>\n<p><strong>Problema<\/strong>: quote sent + sperare.<br \/>\n<strong>Soluzione<\/strong>: cadence auto + manual touchpoint planned.<\/p>\n<h3>&#8220;Template stale&#8221;<\/h3>\n<p><strong>Problema<\/strong>: quote template di 2 anni fa, brand evolved.<br \/>\n<strong>Soluzione<\/strong>: quarterly template review + update.<\/p>\n<h3>&#8220;No e-signature&#8221;<\/h3>\n<p><strong>Problema<\/strong>: customer print + sign + scan = friction.<br \/>\n<strong>Soluzione<\/strong>: e-signature integration, 1-click accept.<\/p>\n<h2>Casi pratici PMI italiane<\/h2>\n<h3>Caso 1 \u2014 SaaS: high-velocity quoting<\/h3>\n<ul>\n<li>Quote-to-send: 5 min average<\/li>\n<li>3 template covering 80% scenari<\/li>\n<li>E-signature standard<\/li>\n<li>Win rate quote: 28%<\/li>\n<\/ul>\n<h3>Caso 2 \u2014 Manifattura: complex configurator<\/h3>\n<ul>\n<li>Product configurator wizard<\/li>\n<li>Custom pricing rules<\/li>\n<li>Multi-component bundle<\/li>\n<li>Margin computation strict<\/li>\n<\/ul>\n<h3>Caso 3 \u2014 Servizi: package templates<\/h3>\n<ul>\n<li>5 package size templates<\/li>\n<li>Optional add-on suggested<\/li>\n<li>Volume discount tier<\/li>\n<li>Renewal automation<\/li>\n<\/ul>\n<h3>Caso 4 \u2014 E-commerce B2B: self-service<\/h3>\n<ul>\n<li>Customer portal quote request<\/li>\n<li>Auto-quote per standard items<\/li>\n<li>Custom only per non-standard<\/li>\n<li>Volume scaling automatic<\/li>\n<\/ul>\n<h2>FAQ<\/h2>\n<h3>Quanto tempo per quote ready?<\/h3>\n<p>Standard quote: 5-15 min. Complex con custom config: 30-60 min. Template-based: 2-5 min. Speed = competitive advantage.<\/p>\n<h3>E-signature valida legalmente in Italia?<\/h3>\n<p>S\u00ec, FEA (Firma Elettronica Avanzata) e FES (Semplice) accepted per most B2B contracts. FEQ (Qualificata) per contratti notarili. Odoo Sign incluso Enterprise.<\/p>\n<h3>Posso quotare in valute diverse?<\/h3>\n<p>S\u00ec, multi-currency native. Tasso conversione auto-update. Customer pricelist per valuta. Margin always in company currency.<\/p>\n<h3>Quotation expiration policy?<\/h3>\n<p>30 giorni default tipico. Per long-cycle B2B: 60-90 giorni. Renewal con new validity se necessario. Track per template performance.<\/p>\n<h3>Approval workflow quanto importante?<\/h3>\n<p>Critical per discount management. Senza approval: -20-30% margin erosion potenziale. Setup tier (0-10% auto, 10-20% manager, 20%+ exec) raccomandato.<\/p>\n<h2>Prossimi passi<\/h2>\n<p>Nella prossima guida (10\/15 serie CRM) vedremo <strong>reporting + analytics CRM<\/strong>: dashboard sales, win\/loss analysis, pipeline analytics, sales velocity, KPI dashboard management.<\/p>\n<p style=\"margin-top:30px;background:#f4f4f8;padding:18px;border-radius:8px;\"><strong>Vuoi quotation efficiente nella tua PMI?<\/strong><br \/>\nG Tech Group implementa quotation workflow CRM Odoo per PMI italiane: template library, configurator, e-signature, automation, analytics. Track record di quote-to-send time -75% post-implementation.<br \/>\n<a href=\"https:\/\/brentasoft.com\/preventivatore.php\"><strong>Richiedi un preventivo gratuito<\/strong><\/a> oppure prova la nostra <a href=\"https:\/\/odoo.brentasoft.com\/\">demo Odoo 19 live<\/a>. Oppure <a href=\"https:\/\/www.odoo.com?utm_campaign=partner-d192ce8a&amp;utm_source=partner_ref\" target=\"_blank\" rel=\"noopener noreferrer\">prova Odoo direttamente su odoo.com<\/a> (link partner Brentasoft).<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Ottantaduesima guida Odoo 19, nona serie CRM: quotation generation. Workflow Opp\u2192Quote, configurator, pricing, e-signature, casi pratici PMI.<\/p>\n","protected":false},"author":2,"featured_media":3756,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_seopress_titles_title":"Quotation CRM Odoo: guida PMI italiane","_seopress_titles_desc":"Quotation generation da CRM Odoo 19 per PMI italiane: workflow, configurator, pricing, e-signature, automation, casi pratici sales.","_seopress_robots_index":"","_seopress_robots_follow":"","_seopress_robots_imageindex":"","_seopress_robots_snippet":"","_seopress_robots_primary_cat":"","_seopress_robots_breadcrumbs":"","_seopress_robots_freeze_modified_date":"","_seopress_robots_custom_modified_date":"","_seopress_robots_canonical":"https:\/\/brentasoft.com\/blog\/quotation-generation-crm-odoo-19-pmi-italiane-guida-9\/","_seopress_social_fb_title":"","_seopress_social_fb_desc":"","_seopress_social_fb_img":"https:\/\/brentasoft.com\/blog\/wp-content\/uploads\/2026\/06\/odoo-qte-01-create.png","_seopress_social_fb_img_attachment_id":0,"_seopress_social_fb_img_width":0,"_seopress_social_fb_img_height":0,"_seopress_social_twitter_title":"","_seopress_social_twitter_desc":"","_seopress_social_twitter_img":"","_seopress_social_twitter_img_attachment_id":0,"_seopress_social_twitter_img_width":0,"_seopress_social_twitter_img_height":0,"_seopress_redirections_value":"","_seopress_redirections_enabled":"","_seopress_redirections_enabled_regex":"","_seopress_redirections_logged_status":"","_seopress_redirections_param":"","_seopress_redirections_type":0,"_seopress_analysis_target_kw":"","footnotes":""},"categories":[1,689],"tags":[],"class_list":["post-3761","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-crm","category-guide-odoo"],"_links":{"self":[{"href":"https:\/\/brentasoft.com\/blog\/wp-json\/wp\/v2\/posts\/3761","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/brentasoft.com\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/brentasoft.com\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/brentasoft.com\/blog\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/brentasoft.com\/blog\/wp-json\/wp\/v2\/comments?post=3761"}],"version-history":[{"count":0,"href":"https:\/\/brentasoft.com\/blog\/wp-json\/wp\/v2\/posts\/3761\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/brentasoft.com\/blog\/wp-json\/wp\/v2\/media\/3756"}],"wp:attachment":[{"href":"https:\/\/brentasoft.com\/blog\/wp-json\/wp\/v2\/media?parent=3761"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/brentasoft.com\/blog\/wp-json\/wp\/v2\/categories?post=3761"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/brentasoft.com\/blog\/wp-json\/wp\/v2\/tags?post=3761"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}