Commerce Pricing And Promotions

Commerce Pricing and Promotions

This skill activates when a practitioner needs to configure pricebook assignment, tiered pricing, or promotions (including coupons and cart-level discounts) for a Salesforce B2B or D2C Commerce store. It covers the full pricing resolution stack — from pricebook attachment through discount application at checkout — and explains all silent-failure limits that cause real production bugs.

Before Starting

Gather this context before working on anything in this domain:

• Store type and Id: B2B and D2C stores share the same pricing objects but differ in guest-buyer access patterns. Retrieve the WebStore.Id first.
• Pricebook resolution limit: The price engine evaluates at most 25 pricebooks per API call. Pricebooks ranked beyond 25 are silently excluded — no error is raised. Count assigned pricebooks before adding new ones.
• Promotions do not self-apply: Activating a Promotion record does not automatically apply discounts at checkout. The checkout flow must include the PromotionsCartCalculator subflow. Confirm this before debugging "promotion not working" reports.
• API version floor: PriceAdjustmentSchedule (tiered pricing parent) requires API v60.0+. PriceAdjustmentTier requires API v47.0+. Verify the org's API version before deploying tiered pricing metadata.

Core Concepts

1. Pricebook Attachment via Junction Objects

Commerce stores do not use the standard Sales Cloud Pricebook2Id field on Account or Opportunity. Two dedicated junction objects control pricebook visibility:

• WebStorePricebook — links a Pricebook2 to a WebStore. Maximum 5 pricebooks per store. This is the platform hard limit; the 6th record raises a validation error.
• BuyerGroupPricebook — links a Pricebook2 to a BuyerGroup. Maximum 50 pricebooks per BuyerGroup and 100 BuyerGroups per pricebook.

During price resolution, the engine collects all pricebooks visible to the buyer (via their BuyerGroup memberships and the store's WebStorePricebook assignments), ranks them by the Priority field on the junction record, then evaluates at most 25 pricebooks. Pricebooks ranked 26th or higher are silently skipped — no error, no log entry.

2. Tiered Pricing with PriceAdjustmentSchedule

Tiered pricing (quantity-based price breaks) uses two objects linked to a PricebookEntry:

• PriceAdjustmentSchedule (API v60.0+) — the parent record that defines the adjustment method (Percent, Amount, or Price) and the associated PricebookEntry.
• PriceAdjustmentTier (API v47.0+) — child records on the schedule, each defining a LowerBound, optional UpperBound, and the adjustment value.

The engine applies the matching tier at add-to-cart time. If no tier matches (e.g., quantity falls outside all defined bounds), the base PricebookEntry.UnitPrice is used without adjustment.

3. Promotions, Segments, and the Checkout Flow Requirement

A Promotion record activates a discount but does nothing by itself. The full promotion execution stack is:

1. Promotion — defines the discount type, priority, start/end dates, and whether it is automatic or coupon-gated.
2. PromotionSegmentSalesStore — scopes the promotion to a specific WebStore.
3. PromotionSegmentBuyerGroup — further scopes the promotion to a specific BuyerGroup (optional; omit for store-wide promotions).
4. PromotionCode — links a coupon code string to the promotion (only for coupon-gated promotions).
5. Checkout flow with PromotionsCartCalculator subflow — at checkout, the platform's evaluate API runs all applicable automatic promotions (up to 50) and all applied manual/coupon promotions (up to 50) ranked by Priority. Promotions beyond rank 50 in either category are silently excluded.

Hard cart limits enforced at checkout:

• Maximum 5 coupon codes per cart — adding a 6th raises a user-visible error.
• Maximum 24 item-level adjustments per cart.
• Maximum 6 order-level adjustments per cart.

Common Patterns

Pattern A: Store-Wide Automatic Promotion

When to use: A discount applies to all buyers in the store with no coupon required — e.g., a site-wide 10% off sale.

How it works:

1. Create a Promotion record with IsActive = true, Priority set relative to other promotions, and StartDate/EndDate defined.
2. Create a PromotionSegmentSalesStore record linking the promotion to the target WebStore.
3. Leave PromotionSegmentBuyerGroup absent (store-wide scope).
4. Confirm the checkout flow includes the PromotionsCartCalculator subflow — without it, the promotion never fires.
5. Test by adding qualifying products to a cart and completing checkout.

Why not the alternative: Simply activating the Promotion record and assuming it applies is the most common production bug. The checkout flow integration is non-optional.

Pattern B: BuyerGroup-Scoped Pricebook with Tiered Pricing

When to use: Different buyer tiers (e.g., Distributors vs. Retailers) need different base prices, with further quantity-based discounts layered on top.

How it works:

1. Create one Pricebook2 per buyer tier with appropriate PricebookEntry records and UnitPrice values.
2. Create a BuyerGroupPricebook junction record for each Pricebook2 → BuyerGroup pairing. Set Priority to control resolution order within the group (lower number = higher priority).
3. Create a WebStorePricebook junction record for each pricebook that should also be discoverable at the store level (keep total under 5).
4. For products with quantity breaks, create a PriceAdjustmentSchedule linked to the relevant PricebookEntry, then add PriceAdjustmentTier child records for each quantity band.
5. Verify tier bounds are contiguous and non-overlapping — gaps cause the base price to apply silently.

Why not the alternative: Using a single pricebook for all buyers and applying manual price overrides at order entry bypasses the automated resolution stack and cannot scale across thousands of products or buyer groups.

Pattern C: Coupon-Gated Promotion

When to use: A discount applies only when a buyer enters a valid coupon code at checkout.

How it works:

1. Create a Promotion record with the discount definition. Set it as manual (not automatic) so it does not fire without a code.
2. Create a PromotionSegmentSalesStore junction to scope it to the correct store.
3. Create one or more PromotionCode records linked to the promotion, each with a unique Code string.
4. Buyers enter the code at checkout. The PromotionsCartCalculator subflow validates the code and applies the discount.
5. Enforce the 5-coupon-per-cart limit in UX design — surface a clear error message if a buyer attempts to add a 6th code.

Decision Guidance

Recommended Workflow

Step-by-step instructions for an AI agent or practitioner working on this task:

1. Audit current pricebook assignment. Query WebStorePricebook for the target WebStore.Id and count existing records. Confirm the count is under 5 before creating new ones. Query BuyerGroupPricebook for each relevant BuyerGroup and confirm counts are under 50.
2. Design the buyer-tier-to-pricebook mapping. Document which BuyerGroup maps to which Pricebook2 and what Priority value each junction record should carry. Confirm total unique pricebooks evaluated per buyer does not exceed 25.
3. Create or update pricebook junction records. Insert WebStorePricebook records for store-level visibility and BuyerGroupPricebook records for segment-level assignment. Set Priority fields deliberately — the evaluation order determines which price wins when multiple pricebooks contain the same product.
4. Configure tiered pricing if required. Create PriceAdjustmentSchedule linked to the target PricebookEntry, then add PriceAdjustmentTier child records with contiguous quantity bounds. Verify no gaps exist between tier upper and lower bounds.
5. Set up promotions and scope them correctly. Create Promotion records, then wire PromotionSegmentSalesStore (required) and optionally PromotionSegmentBuyerGroup. For coupon-gated promotions, create PromotionCode records. Confirm IsActive = true and date ranges are correct.
6. Verify the checkout flow includes the Promotions subflow. Open the active checkout flow in Flow Builder and confirm the PromotionsCartCalculator element is present in the cart calculation sequence. Without it, no promotions fire.
7. Run SOQL validation and end-to-end checkout test. Execute the validation queries in the template to confirm all junction records are wired correctly. Place a test order as a buyer in the affected BuyerGroup and confirm prices and discounts resolve as expected.

Review Checklist

Run through these before marking work in this area complete:

• WebStorePricebook count for the store is 5 or fewer
• BuyerGroupPricebook count per BuyerGroup is 50 or fewer; pricebook has 100 or fewer BuyerGroups
• Total pricebooks visible to any single buyer does not exceed 25
• PriceAdjustmentTier bounds are contiguous (no gaps, no overlaps) for every tiered product
• Each active Promotion has a PromotionSegmentSalesStore record for the correct store
• Checkout flow contains the PromotionsCartCalculator subflow element
• Cart-level adjustments stay within limits: 24 item-level, 6 order-level, 5 coupon codes
• Promotions ranked beyond 50 (automatic) or 50 (manual) have been removed or re-prioritized
• End-to-end checkout test performed as a buyer in each affected BuyerGroup

Salesforce-Specific Gotchas

Non-obvious platform behaviors that cause real production problems:

1. Silent pricebook exclusion at rank 26+ — The price engine evaluates at most 25 pricebooks per call. If a buyer belongs to multiple BuyerGroups with many pricebook assignments and the total visible pricebooks exceeds 25, the lowest-priority ones are silently skipped. No error is logged. Buyers may see wrong prices with no obvious cause.
2. Promotions require the checkout flow subflow — Activating a Promotion record and making it active does not apply any discount. The PromotionsCartCalculator must be present in the active checkout flow. Removing or bypassing the flow (e.g., during testing with a custom flow) silently disables all promotions.
3. 5 coupon codes per cart is a hard limit — Attempting to apply a 6th coupon code raises a user-visible error. Design the UX to surface a clear message before this limit is hit, not after.
4. Silent promotion exclusion at rank 51+ — The evaluate API processes at most 50 automatic and 50 manual promotions per checkout, ranked by Priority. Promotions outside that window are silently ignored. Regularly audit promotion counts and retire expired records.
5. Pricebook2Id on Account does not work for Commerce — The standard Sales Cloud field Account.Pricebook2Id is ignored by the Commerce pricing engine. Pricebook assignment for Commerce buyers must go through WebStorePricebook and BuyerGroupPricebook.

Output Artifacts

Related Skills

• admin/b2b-commerce-store-setup — covers WebStore, BuyerGroup, EntitlementPolicy, and catalog access wiring that must be in place before pricing configuration