CPQ-Specialist Practice Test Questions

Explanation:

1. List Unit Price ($150)
This is the standard price of Product A as defined in the Price Book.
Reference: Salesforce CPQ pricing hierarchy always starts with the List Price.

2. Regular Unit Price ($100)
This reflects the contracted price negotiated by Cloud Kicks (CK).
Salesforce CPQ applies Contract Price overrides before any discounts.

3. Customer Unit Price ($90)
After applying the 10% discretionary discount on the Regular Unit Price ($100):
$100 - (10% of $100) = $90
This is the price visible to the customer before additional fees/taxes.

4. Net Unit Price ($90)
Since no additional adjustments (like fees or taxes) are mentioned, this matches the Customer Unit Price.

Why Not Other Options?

A: Incorrect because the List Unit Price should remain $150 (original price).
B: Incorrect because the Regular Unit Price should be the contracted price ($100), not $150.
C: Incorrect because the Customer Unit Price is calculated from the contracted price ($100), not the List Price ($150).

Key CPQ Concepts Tested:

✔ Pricing Hierarchy (List Price → Contract Price → Discounts → Net Price)
✔ Discount Application (Percentage discounts apply to the current price, not List Price)

Explanation:

In Salesforce CPQ, the Conference Pass Product (or any automatically added product) is typically added to a Quote when:
📘 A Configuration Attribute value triggers it (e.g., selecting "Attend Conference" in a checkbox or dropdown).
📘 Product Rules or Configuration Rules are set up to add the Conference Pass based on user selections.

Why Not Other Options?

❓ A. "User calculates a Quote": Calculation applies pricing but doesn’t add new products.

❓ C. "User saves the Quote": Saving doesn’t trigger dynamic product additions.

❓ D. "User selects a Product for the Quote": The Conference Pass is added based on how the product is configured, not just by selecting it.

Key Concept:

Configuration Rules or Product Rules can auto-add products when certain conditions (like attribute selections) are met.

Example: If a user selects "Premium Support" on a software product, a "Support Package" might auto-add.

Explanation:

To group Order Products by Start Date and generate separate Orders, Salesforce CPQ provides the "Order By" field on the Quote object. Here's how it works:

1. "Order By" Field (SBQQ__OrderBy__c)
When set to SBQQ__StartDate__c, CPQ automatically groups Quote Lines with the same Start Date into separate Orders.

Example:
Quote Line 1 → Start Date = Jan 1, 2024 → Order A
Quote Line 2 → Start Date = Feb 1, 2024 → Order B

2. "Ordered" Checkbox (SBQQ__Ordered__c)
Must be True to enable Order generation.

Why Not Other Options?

A. Separate Quotes for each Start Date → Not scalable (manual work, duplicates).
B. Order by Quote Line Group + Ordered → Groups by Quote Line Groups, not Start Dates.
C. Default Order Start Date setting → Only sets a default date, doesn’t split Orders.

Key Concept:
✔ "Order By" Field → Splits Orders dynamically based on a field (e.g., StartDate__c).
✔ "Ordered" Checkbox → Must be enabled for Order generation.

Explanation:

In Advanced Approvals, the Delegated Approver feature is designed specifically for temporary approval reassignments (like leave of absence). Here’s why this works:

1. Delegated Approver Field
Temporarily assigns approval requests to another user (e.g., a substitute manager).
No changes to approval chains or rules are needed.

2. Delegation End Field
Automatically reverts approvals to the original manager after the specified return date.

Why Not Other Options?

A. Next Approver Lookup → Used for sequential approvals, not temporary delegation.
B. Approval Rule with Effective Dates → Overcomplicates the process; requires manual rule creation/removal.
D. Replace Approver Record → Permanently replaces the approver (no automatic reversion).

Key Concept:
✔ Delegated Approver = The correct way to handle temporary absences in Advanced Approvals.
✔ Delegation End Date = Ensures automatic reversion to the original approver.

Explanation:

When Opportunity Products are not syncing from Quotes, the issue is typically related to Quote-to-Opportunity linkage. Here’s why these steps matter:

B. Opportunity’s Primary Quote Lookup Populated
The SBQQ__PrimaryQuote__c field on the Opportunity must reference the correct Quote.
Why? Only the Primary Quote syncs its line items to the Opportunity.

C. Quote’s Primary Checkbox = True
The SBQQ__Primary__c checkbox on the Quote must be checked (True).
Why? This designates the Quote as the "source of truth" for product sync.

D. Quote’s Opportunity Lookup Populated
The SBQQ__Opportunity2__c field on the Quote must link back to the Opportunity.
Why? Without this, the system doesn’t know which Opportunity to sync to.

Why Not the Other Options?

A. Quote’s Account Lookup → Irrelevant for product sync (Account is for billing, not line items).
E. Primary Checkbox = False → Would prevent sync (must be True).

Key Fixes for Sync Issues:
✔ Verify Primary Quote is set on the Opportunity.
✔ Confirm the Quote is marked Primary (True).
✔ Ensure bidirectional lookup (Quote → Opportunity and Opportunity → Quote).

Explanation:

The issue is that the error message appears too early (before clicking Save). Here’s why option D fixes it:

1. Product Rule Evaluation Event
By default, Product Rules can trigger validation errors immediately when conditions are met (e.g., during configuration).
Setting Evaluation Event = Save ensures the rule only runs when the user clicks Save, delaying the error until then.

2. Why Not Other Options?

A. "Evaluation Action = Save" → No such field exists in Product Rules.
B. "Apply Immediately = False" on Config Attribute → Affects attribute behavior, not rule timing.
C. "Apply Immediately = True" on Product Option → Would make the error appear even sooner (opposite of the goal).

Key Concept:
✔ Evaluation Event controls when a Product Rule executes (e.g., on Save vs. during configuration).
✔ For validation rules, Save is the correct event to avoid premature errors.

Explanation:

To implement multi-currency pricing with conditional discounts (e.g., a processor priced lower in a bundle), here’s why Option B is correct:

1. Discount % on Product Option
The Discount % field on the Product Option applies only when the product is part of a bundle.

10% Discount Logic:
Standalone Price (USD 200 → EUR 150) remains unchanged.
Bundled Price: Automatically reduces by 10% (USD 180 / EUR 135).

Multi-Currency Support: Works seamlessly with Salesforce’s native multi-currency features.

2. Why Not Other Options?

A. *Unit Price = 180* → Overrides standalone pricing (breaks a la carte sales).
C. Bundled = True → Marks the product as only sellable in bundles (invalid for a la carte).
D. New Product Record → Unnecessary duplication; complicates maintenance.

Key Concept:
✔ Product Option Discount % = Best for conditional pricing (e.g., bundle discounts).
✔ Multi-Currency = Automatically adjusts discounts across currencies if exchange rates are defined.

Explanation:

✔ A. Add a Search Filter to the add Products Custom Action to filter Products based on the current user.

A Custom Search Filter can further limit visibility of products.
You can filter products using custom fields on Product/User, e.g., Region__c.
Useful for UI-level enforcement, even if a common Price Book is used.

✔ C. Create a Price Book per region for sales reps. Share the regional Price Book with appropriate sales reps.

Salesforce CPQ supports price book segmentation.
Sales reps can only see products in their assigned Price Book.
Managers can be given access to all Price Books to override.
This is the most scalable and secure way to segment product access by region.

❌ Incorrect Options:

B. Create a single Price Book with all Products. Share the Price Book with all users.
Violates the requirement of region-based product restriction.
All users would see all products, which is not acceptable for reps.

D. Use Product rules to hide Products from some sales reps.
Product Rules are not designed for access control.
They’re for product logic/validation, not security.
Hiding via rules is not secure or scalable, and complex to maintain.

Explanation:

To ensure one Asset record is created per Quantity of a Product, the Asset Conversion setting on the Product record must be configured correctly. Here’s why:

Asset Conversion = One per Unit
This setting ensures that each unit (Quantity) of the Product generates a separate Asset record.
Example: If a Quote Line has Quantity = 5, 5 Asset records will be created.

Why This Fixes the Issue?
Currently, zero Assets are generated because the default setting might be "One per Line" or "None".
"One per Unit" explicitly enforces the requirement.

Why Not Other Options?

B. Renewal Model = Asset Based → Controls renewal behavior, not Asset creation.

C. Account Renewal Model → Also affects renewals, not initial Asset generation.

D. Asset Amendment Behavior → Governs changes to existing Assets (e.g., refunds), not creation.

Key Concept:
✔ Asset Conversion on the Product record determines how Assets are created during contracting.
✔ "One per Unit" = Best for tracking individual units (e.g., hardware devices, licenses).

Explanation:

To display the sum of a custom field in the Line Editor without replacing the standard subtotal or total fields, the Summary Fields field set is the correct choice. Here's why:

1. Summary Fields Field Set
Allows admins to add custom summary calculations (e.g., sum, average) below the Line Editor table.
Does not interfere with standard subtotal/total fields.
Example: If you have a custom field like Discount_Amount__c, adding it here will show its sum across all line items.

2. Why Not the Other Options?

B. Totals Field package setting → Controls which standard totals (like Net Total) are displayed, not custom sums.
C. Segmented Summary Fields field set → Used for grouped summaries (e.g., by product category), not a simple sum.
D. Line Subtotals Total field package setting → Affects subtotal behavior, not custom field totals.

Steps to Implement:

1. Navigate to:
Setup → CPQ Settings → Field Sets

2. Edit the Summary Fields field set and add your custom field.

3. The sum will now appear below the Line Editor table.