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Glossary

Request for Quote (RFQ)

A Request for Quote (RFQ) is a B2B form where buyers request pricing on a non-listed quantity, configuration, or terms. Distinct from a standard checkout because price is negotiated, not pre-determined; the form itself becomes the qualification surface.

NKNilesh KumarJune 1, 20263 min readUpdated May 31, 2026
Yokaify
An RFQ form is where pricing and qualification happen at the same time.

When RFQ is used

Three situations account for most B2B RFQs:

  • Custom quantities above the tier breaks. A buyer wants 8,500 units when the published tiers stop at 1,000, 5,000, and 10,000. The odd amount needs a custom-tier price.
  • Configuration variations. Custom imprint, packaging, or finishing that the standard catalog can't show for every combination, so the form captures the spec.
  • Terms variations. A buyer asks for Net-60 instead of Net-30, freight on the seller's account, or phased delivery. The form captures the request and routes it to sales.

For high-volume commodity wholesale, RFQ is rare because standard checkout with tier pricing handles most orders. For custom, specialty, or project-based work, it is the main way orders come in.

What an RFQ form should capture

The eight-field rule:

  1. Company name
  2. Contact name
  3. Business email
  4. Phone (optional, but it lifts the response rate)
  5. Product or SKU of interest
  6. Quantity (with the MOQ shown)
  7. Shipping ZIP or country
  8. Project timeline

Add more, like a budget question on a second page, file uploads, or configuration specs, only when the vertical calls for it. Fewer fields under-qualify; more fields drop completion sharply.

RFQ-form completion benchmarks

  • 5-field minimal form: 47% completion, 38% qualified-buyer ratio.
  • 8-field standard form: 38% completion, 64% qualified-buyer ratio.
  • 11-field extended form: 20% completion, 67% qualified-buyer ratio.
  • 14-field sales-call-style form: 11% completion, 69% qualified-buyer ratio.

The 8-field form is the sweet spot in the data.

Recovering abandoned RFQ forms

Yokaify notices when someone stalls on a quote form, leaving partway through, lingering on a field without filling it, or sitting too long on one question, and offers help that fits where they got stuck:

  • stuck on quantity → "Need help understanding our wholesale tiers?"
  • stuck on the timeline → "Looking for rush delivery? We have same-day options for X+ orders."
  • leaving mid-form → "Can I answer any questions about the quote process?"
  • Standard checkout: the price is set and the buyer pays at checkout. An RFQ negotiates the price and the buyer pays after the invoice.
  • Contact form: open-ended, with no specific spec. An RFQ is structured around quantity, SKU, and timeline.
  • Demo-request form: books a demo in a SaaS or services context. An RFQ produces a price in a purchase context.

See also

First defined: June 1, 2026.

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