Glossary

Key terms and concepts used throughout this guide.

Account - A customer or outlet record that visits, orders, and relationship data are tied to. Accounts sit in a hierarchy and drive routing, pricing eligibility, and reporting.

Account plan - A planning document for a key account that contains volume forecasts, promotions, and financial metrics across a defined period.

Agent (Ava) - An AI capability within Ava that handles a domain (for example visits, accounts, or promotions). Users interact with agents through natural language in the Ava app or embedded experiences.

Assortment - A defined set of products that a customer or segment of customers is eligible to order. Used in conjunction with selective distribution rules.

Audit - A structured check performed during a visit to capture compliance, stock, or execution data, often using a guide or task list.

Commercial policy - A pricing and discount rule set that determines the prices and discounts applicable to a customer or segment. Policies can contain pricing tiers, discount rules, and product-level overrides.

Company configuration - A custom metadata record in Salesforce that controls global application settings for the Aforza platform.

Disaggregation - The process of breaking down aggregated volume forecasts into more granular levels (for example, from account plan level to individual product level).

Discount rule - A rule within or linked to commercial policy that applies a discount under defined conditions (percentage, fixed amount, sequential stack, and so on).

Effectivity - A date range that controls when a record (product, assortment, promotion) is active and available for use.

Eligibility - The rules that determine which customers or segments qualify for a promotion, commercial policy, or assortment.

Endorsement - A product-level flag or relationship that indicates promoted, recommended, or restricted behaviour in the catalogue (for example pairing or cross-sell prompts).

Guide - A structured form or survey that can be executed during a visit. Guides contain steps, elements, and logic to collect data in the field.

Guide step element - An individual input field or display component within a guide step (for example text input, number, photo capture, barcode scan).

Inventory - Stock held in a depot, van, or similar location that can constrain or inform ordering when inventory features are enabled.

Outlet asset - Media or files associated with an account or outlet (for example planograms or photos) used in retail execution and visits.

Permission set - A Salesforce permission set that grants users access to specific Aforza functionality (for example Aforza Base, Aforza Visit, Aforza Sell).

Post event analysis (PEA) - The process of evaluating promotion performance after execution by comparing planned versus actual metrics.

Price book - A collection of products and their base list prices. Each customer can be assigned a specific price book.

Profit & loss (P&L) - A financial view within trade promotion management that shows revenue, costs, and margins for promotions and account plans.

Promotion - A funded trade activity (discount, fixed price, multi-buy, and so on) with eligibility, dates, and tactics, usually managed in trade planning.

Rate of sale - An AI-driven prediction of what products a customer is likely to order based on historical order data and configurable parameters.

Retail execution - The application area focused on in-store activities: visits, audits, surveys, photo capture, and outlet asset management.

Route - An ordered sequence of accounts to visit, built and maintained in visit planning and consumed on mobile for agendas and navigation.

Segment - A group of accounts that share common attributes. Segments determine eligibility for pricing, promotions, and assortments.

Selective distribution - Rules that restrict which products can be sold to which customers, layered on top of assortments.

Smart action - A configurable automated action on mobile that triggers based on defined conditions (for example auto-creating a follow-up visit after order placement).

Synchronisation (sync) - The process by which data is transferred between Field and the Salesforce or cloud servers.

Tactic - A specific pricing mechanism applied within a promotion (for example buy-one-get-one, percentage off, fixed price).

Trade promotion management (TPM) - The suite of features for planning, executing, and analysing trade promotions, including account plans, promotion builder, budgets, and post-event analysis.

Unit of measure (UOM) - The measurement unit for product quantities (for example each, case, pallet). Products can have multiple UOMs with conversion factors.

Virtual segment - A segment that is dynamically calculated based on rules rather than statically assigned accounts.

Visit template - A pre-configured set of tasks and settings that can be applied when creating visits, ensuring consistency across the field team.