Study With Simplus: The Complete CPQ Specialist Study Guide

STUDY WITH SIMPLUS
The Complete CPQ Specialist Study Guide
Created by
Leader in Salesforce Quote-to-Cash

STUDY WITH SIMPLUS
The Complete CPQ Specialist Study Guide
Become a Salesforce Certified CPQ Specialist
Created by
Leader in Salesforce Quote-to-Cash

ST U DY W I T H S I M P LU S
CONTENTS
Introduction . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10
About the Exam . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10
Why We Created This Guide . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10
How to Use This Guide. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 11
Guide Structure. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 11
Recommended Training and Resources. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 12
How To Create a “CPQ Playground”. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 13
Create a New Developer Org. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 13
Install Salesforce CPQ in Your New Developer. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 13
PART 1: PRODUCTS AND BUNDLES . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 14
Objectives . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 15
All About Products . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 16
Products . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 16
What Are Products?. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 16
Product Fields. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 16
Price Books. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 23
What Are Price Books?. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 23
Price Book Fields. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 23
Price Book Entries . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 24

What Are Price Book Entries?. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 24
Price Book Entry Fields. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 24
All About Product Bundles . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 25

Scenario #1: Set Up Product Bundles. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 25
Scenario #2: Recommend Product Bundle Types. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 25
©Copyright 2018 Simplus, inc. All rights reserved. 3

Product Features. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 25
What Are Product Features?. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 25
Product Feature Fields. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 25
Product Options. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 27
What Are Product Options? . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 27
Product Option Fields . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 27
Option Constraints . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 32
Scenario #3: Set Up Option Constraints. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 32
What Are Option Constraints? . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 32
Option Constraint Fields. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 32
Configuration Attributes. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 33
Scenario #4: Set Up Configuration Attributes. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 33
What Are Configuration Attributes?. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 33
Configuration Attribute Fields. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 33
Dynamic Product Code and Description . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 35

Scenario #5: Dynamically Generate Product Codes and Descriptions. . . . . . . . . . . . . 35
What Are Dynamic Product Codes and Descriptions . . . . . . . . . . . . . . . . . . . . . . . . . . . 35
Product Option: Component Code and Component Code Position . . . . . . . . . . . . . . 35
Subscription Pricing. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 35
Scenario #6: Set Up Asset and Subscription Products. . . . . . . . . . . . . . . . . . . . . . . . . . 35
All About Product Rules. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 36
Product Rules. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 36
Scenario #7: Create Product Rules . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 36
What Are Product Rules?. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 36
Product Rule Fields. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 36
Configuration Rules. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 38
What Are Configuration Rules?. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 38
Configuration Rule Fields . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 38
Lookup Queries. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 39

What Are Lookup Queries?. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 39

Lookup Query Fields . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 39
Error Conditions. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 41
What Are Error Conditions?. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 41
Error Condition Fields . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 41
Product Actions. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 43
What Are Product Actions?. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 43
Product Action Fields. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 43
All About Guided Selling . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 45

Scenario #8: Configure Guided Selling Process. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 45
Guided Selling Tutorial . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 45
Quote Process . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 46
What Are Quote Processes? . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 46
Quote Process Fields . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 46
Process Input. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 47
What Is a Process Input?. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 47
Process Input Fields. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 47
Process Input Condition. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 49

What Are Process Input Conditions?. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 49
Process Input Condition Fields. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 49
All About Search Filters and Custom Actions . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 50

Scenario #9: Set Up Search Filters. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 50
Search Filters . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 50
What Are Search Filters? . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 50
Search Filter Fields. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 50
Custom Actions. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 52
What Are Custom Actions?. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 52
Custom Action Fields. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 52

PART 2: QUOTE TEMPLATES . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 54
Objectives . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 55
Quote Templates. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 56
Scenario #10: Create Quote Templates . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 56
What Are Quote Templates?. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 56
Quote Template Fields. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 56
Troubleshooting Output Documents. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 63

Scenario #11: Troubleshoot Output Documents . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 63
How to Troubleshoot Output Documents . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 63
Quote Terms. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 63
Scenario #12: Set Up Quote Terms. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 63
What Are Quote Terms?. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 63
Quote Term Fields . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 63
Term Condition . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 65
What Are Term Conditions? . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 65
Term Condition Fields . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 65
Template Content . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 66
What Is Template Content?. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 66
Template Content Fields. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 66
Template Sections. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 68
Scenario #13: Set Up Template Sections. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 68
What Are Template Sections?. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 68
Template Section Fields. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 68
Line Columns. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 71
Scenario #14: Set Up Line Columns . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 71
What Are Line Columns?. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 71
Line Column Fields. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 71
PART 3: PRICING AND DISCOUNTS. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 75
Objectives . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 76

Pricing Method . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 77
Scenario #15: Determine Pricing Methods. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 77
List Pricing. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 77
What Is List Pricing?. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 77
Cost + Markup Pricing. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 77

What Is Cost + Markup Pricing?. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 77
Block Pricing With Optional Overage Rate. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 77

What Is Block Pricing?. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 77
What Is an Overage Rate?. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 77
Custom Pricing (Special Price). . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 77
Multi-Dimensional Quoting (MDQ) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 77
Contracted Prices. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 77
All About Price Rules. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 78
Price Rules. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 78
Scenario #16: Set Up Price Rules. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 78
What Are Price Rules? . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 78
Price Rule Fields . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 78
Price Conditions. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 80
What Are Price Conditions?. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 80
Price Condition Fields . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 80
Lookup Queries. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 82
What Are Lookup Queries?. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 82
Lookup Query Fields . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 82
Price Actions. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 84
What Are Price Actions?. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 84
Price Action Fields . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 84
All About Discount Schedules. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 86
Discount Schedules. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 86

Scenario #17: Set Up Discount Schedules. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 86

What Are Discount Schedules?. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 86
Where Discount Schedules Are Used . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 86
Discount Schedule Fields . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 86
Discount Tiers. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 89
What Are Discount Tiers? . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 89
Discount Tier Fields . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 89
All About Multi-Dimensional Quoting (MDQ). . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 90

Scenario #18: Create Price Dimensions. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 90
What Is Multi-Dimensional Quoting? . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 90
Watch a Multi-Dimensional Quoting tutorial. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 90
Price Dimension Fields. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 90
Troubleshooting Calculated Prices. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 92

Scenario #19: Troubleshoot Calculated Prices . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 92
Contracted Prices. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 92
Scenario #20: Configure Contracted Prices. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 92
What Are Contracted Prices? . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 92
Contracted Price Fields . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 92
PART 4: CPQ PLATFORM . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 94
Objectives . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 95
Troubleshoot CPQ Data Flow. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 96

Scenario #21: Troubleshoot CPQ Data Flow . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 96
Auto-Mapping Twin Fields: Graphic. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 96
Auto-Mapping Twin Fields: Object Table . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 97
User Interface. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 98
Scenario #22: Adjust User Interface. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 98
Data Security . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 98
Scenario #23: Adjust System Permissions . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 98

Who Sees What: Salesforce Classic. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 98

Who Sees What: Lightning Experience. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 98
Contracting Process. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 99
Scenario #24: Predict Contracting Outcome. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 99
Contracting Process Requirements. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 99
Troubleshoot Amendments and Renewals. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 99

Scenario #25: Troubleshoot Amendments and Renewals. . . . . . . . . . . . . . . . . . . . . . . 99
Localization. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 99
Scenario #26: Translate User Interfaces and Outputs . . . . . . . . . . . . . . . . . . . . . . . . . . 99
What Is Localization?. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 99
Translation For Salesforce CPQ. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 99
Localization Fields . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 100
Example Exam Questions. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 101
Question #1. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 101
Question #2. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 101
Question #3. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 102
Question #4. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 102
Answers To Example Exam Questions. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 103
Appendix . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 103
Salesforce CPQ Package-Level Settings . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 103

Salesforce CPQ Object Relationships. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 103
Salesforce CPQ Product and Pricing Objects. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 103
Salesforce CPQ Transactional Objects. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 104

INTRODUCTION
The purpose of this study guide is to help you become a Salesforce Certified CPQ Specialist.
This guide is based on the business scenarios found in the official CPQ Specialist exam
guide, which was created by Salesforce. You will find those business scenarios throughout
this guide.
ABOUT THE EXAM

The Salesforce Certified CPQ Specialist
exam includes 60 multiple-choice/ 15%
CPQ
multiple-select questions. The exam
Platform
is broken down into four sections, 32%
each with multiple business scenarios.
This guide outlines the information
15% Products and
Bundles
Quote
needed to understand each of these templates
26 scenarios. To the right is a list of
each section with the approximate
weighting: 38%
Pricing and
Further information regarding the exam Discounts
can be found in official CPQ Specialist
exam guide.
WHY WE CREATED THIS GUIDE

At Simplus, we believe knowledge should be shared.
As a Certified Platinum Salesforce Partner and the leading Salesforce Quote-to-Cash

partner, we know a thing or two about Salesforce CPQ, and we want to share some
of that knowledge with you.

HOW TO USE THIS GUIDE

This study guide is designed to help you review CPQ Specialist exam objectives and key
Salesforce CPQ concepts, not learn Salesforce CPQ from scratch. If you would like to
attend CPQ training, please contact our training team.
Salesforce recommends six to twelve months of experience of Salesforce CPQ experience

before taking the exam.
Ideally, you will gain experience working on five to ten Salesforce CPQ projects. If you do
not have the ability to work on Salesforce CPQ projects, we strongly suggest you practice
building solutions based on real-world business scenarios in a practice org.
Simplus updates this study guide after each major release. This guide is based on the
Summer ’17 release of Salesforce CPQ.
GUIDE STRUCTURE
This study guide is divided into four main sections, which align with the official CPQ
Specialist exam guide.
Within each section, you will find business scenarios from the official exam guide along
with the Salesforce CPQ topics you must understand to build solutions for each business
scenario.
Following those scenarios, you will find the functionality required to solve them. We
suggest using your CPQ Playground to imagine, design, and build solutions for each
scenario. Taking that approach will help you learn the material more deeply than reading
alone.
In general, each topic includes a summary and table of fields with help text and additional
information. For example, the Products topic provides a brief definition of products, a link
to learn more about products, and a table of product fields with help text and additional
information about the fields in the table.

RECOMMENDED TRAINING AND RESOURCES

In addition to reviewing this guide, Simplus recommends a combination of hands-on
experience, self-study, and enrollment in instructor-led training courses to prepare for the
exam.
To enroll in a CPQ class, simply contact Simplus at Simplus.com/contact. Simplus

instructors teach both of the official Salesforce CPQ classes offered.
SALESFORCE CPQ ADMIN ESSENTIALS FOR NEW ADMINISTRATORS (CPQ 201)
CPQ 201 is a 2-day foundational training that enables your success with Salesforce CPQ.
We recommend new administrators take this course before starting a Salesforce CPQ
implementation or when taking over an existing implementation.
View syllabus
SALESFORCE CPQ ADMIN ESSENTIALS FOR EXPERIENCED ADMINISTRATORS (CPQ 211)
CPQ 211 is a 4-day course is designed for 1) Administrators who will have experience
implementing Salesforce CPQ solutions in a customer-facing role, and 2) Solution
Architects, Implementation Consultants, and Developers seeking to understand full
capabilities in order to formulate technical solutions within Salesforce CPQ.
View syllabus

HOW TO CREATE A “CPQ PLAYGROUND”

To practice concepts laid out in this study guide, we recommend you create a practice org
called a “CPQ Playground.” Like Trailhead Playgrounds, creating your own CPQ Playground
lets you practice building CPQ solutions in a safe environment.
Create business scenarios for each CPQ Specialist exam objective and build solutions
for those scenarios in your CPQ Playground. That approach will help you understand
Salesforce CPQ more deeply than simply reading and memorizing the content in this study
guide.
“Try things and break stuff,” says one of our Salesforce certified instructors. “That is the
best way to learn.”
To install Salesforce CPQ in a free developer org, take the following steps.
CREATE A NEW DEVELOPER ORG

1. Go to https://developer.salesforce.com/signup
2. Enter your information and click Sign me up
3. Click Verify Account in the email you get from Salesforce
INSTALL SALESFORCE CPQ IN YOUR NEW DEVELOPER

1. Go to http://steelbrick2.force.com/Installcpq
2. Click Production next to Spring ‘18
3. Select Install for All Users
4. Select the checkbox and click Continue
NOTE: Installing Salesforce CPQ can take a while. You will get an email from Salesforce with
the subject “Package Salesforce CPQ Install Successful” when your installation is complete.

PART 1
PRODUCTS AND
BUNDLES

15%
CPQ
Platform
32%
Products and
15% Bundles
Quote templates
38%
Pricing and
Discounts
OBJECTIVES
Given a customer product catalog, set up
  Given a customer product catalog,
the appropriate product bundle to meet recommend the appropriate type of
customer needs. product bundle that meets customer needs.
Given a customer product catalog, set

 Given a customer requirement, setup

up option constraints that ensures a products to dynamically generate product
technically viable configuration of the code and description.
bundle.
Given details about a customer's business,

Given a customer's business logic, create
 set up all necessary assets or subscription
applicable product rules that ensures products.
a technically viable configuration of a
Given a customer's selling process,

bundle.
configure guided selling to suggest
Given a customer product catalog,
 applicable products.
identify configuration attributes that can
Given a customer requirement, identify

manipulate options while ensuring a
and setup applicable search filters to
technically valid configuration.
narrow large product catalogs.

ALL ABOUT PRODUCTS
PRODUCTS
What Are Products?
Products are a base catalog of all the items and services you sell and their standard prices.
Price Books let you create a custom collection of products with associated List Prices for
specific uses.
Learn more about Products
Product Fields
Field Label Help Text Additional Information
Product Name Standard Field
Product Code Standard Field
Product Description Standard Field
Active Standard Field
Product, Price Book, and

Price Book Entry must
all be active for Product
to display in Product
Selection screen.
Product Family Standard Field
You can add your own

values to this picklist.
Allocate POT on Orders Select to base its calculations within

an order on the targets.
Asset Amendment Behavior Select a behavior when amending Default

assets representing this Product. Allow Refund
By default, asset quantities cannot
decrease unless an upgrade is added,
and no refund is applied.
Asset Conversion Indicates how this Product is One per quote line
converted to asset. One per unit

Batch Quantity Non-blank value designates this

Product is sold in batches. Enter
quantity in each batch. Quantity
entered in quote will be divided by
this value and rounded up to the
nearest integer.
Billing Frequency Determines how often this Product Monthly

will be invoiced. Quarterly
Semiannual
Annual
Billing Type The Billing Type that defines when the Advance
billing occurs. Billing in advance lets Arrears
you bill your customers for Products
or services before you provide them;
Billing in arrears lets you bill your
customers after the Products or
services are provided.
Block Pricing Field Field used to calculate Block Pricing. Quantity
Charge Type The type of the Product charge. One-Time

Recurring
Usage
Component Marks this Product as a component,

excluding it from selection in Product
lookup.
Compound Discount (%) Discount rate compounded by

quantity.
Configuration Event Use this to control when Configure Always

Products screen shows up for this Add
Product. Choose "Add" to limit to Edit
initial configuration. Choose "Edit" to
subsequent configuration. Controlling Field:
Configuration Type
Configuration Field Set The API name of the field set that Option Configuration
will be used for this Product during
configuration.
Configuration Fields

Configuration Form Title Title of the configuration form

rendered from specified configuration
fields.
Configuration Type Configuration type of this Product: Required

Choose Allowed if the user is allowed Allowed
to configure the Product/bundle, but Never
not required to, Disabled when your
bundle automatically selects options, Field Dependency:
or Required if the Product/bundle Configuration Event
must be configured.
Configuration Validator JavaScript function used to validate

configuration of this Product.
Configured Code Pattern Pattern used to generate Product

code (SKU) for configured Products.
Configured Description Pattern used to generate dynamic

Pattern Product description for configured
Products.
Cost Editable Controls whether cost for this Product

may be modified on individual
quotes.
Cost Schedule Discount schedule used as a Cost

Schedule with this Product.
Custom Configuration Page
Custom Configuration
Required
Customer Community Select how this Product should be Only when already
Availability available in Customer Communities. owned
Always
Never
Default Pricing Table Segmented

Standard
Default Quantity Specify the starting quantity of the

Product when added.

Lock Description Flag that indicates this Product's

description is locked (not editable on
the quote).
Discount Category Specify discount category for this

Product.
Discount Schedule Discount Schedule for use with this

Product
Percent Of Total Constraint Use to place constraints on List price is minimum

Dynamically Calculated Prices. List price is maximum
Exclude From Percent Of Check to always exclude this Product

Total from percent of total calculations
(normally non-subscription Products
are included in percent of total
calculations).
Exclude From Opportunity Indicates this Product should not be

transferred to the opportunity.
Externally Configurable When checked, indicates that

configuring this Product automatically
launches the External Configuration
URL, defined in Salesforce CPQ
settings.
Generate Contracted Price Will generate a Contracted Price Price

based on the adjusted quote line if Discount Schedule
flagged. Do Not Generate
Has Configuration Attributes
Hidden Excludes this Product from appearing

on the quote PDF.
Hide Price in Search Results Select checkbox to hide this Product's

price in the Product Search Results.
Include In Percent Of Total Check to always include this Product

in percent of total calculations
(normally Subscription Products
are excluded from percent of total
calculations).

New Quote Group Check to create a New Quote Group

when this Product is added (unless
the current group is empty).
Non Discountable Marks this Product as Not

Discountable.
Non Partner Discountable Check to make this Product Non-

Discountable for partners.
Option Layout Determines how options are Sections

presented to users. Tabs
Wizard
Option Selection Method Determines how user selects options Click

attached to this Product. "Click" Add
method presents options with
checkboxes next to them. "Add"
renders a button which brings up a
dialog box with available options.
Optional Select if this Product is optional by

default. Optional Products don't
contribute to quote total or get
transferred to the opportunity.
Price Editable Indicates this Product allows for price

to be freely editable when building a
quote.
Pricing Method Editable Select if Pricing Method can be

changed when this Product is added
to quote.
Pricing Method Pricing method that should be List

applied to this Product. Cost
Block
Percent of Total
Product Picture Id ID of Document or Content record

that holds the picture for this Product.
Quantity Editable Allow or prevent changing the

quantity for this Product.

Quantity Scale Specifies the number of decimal

places used in the Quantity field.
Disable Reconfiguration When checked this Product can only

be configured when first added to a
quote. If selected, users will not have
access to a Configure link on the Edit
Lines page after Product has been
added.
Renewal Product Product that replaces this Product on

renewal. Use this to quote a different
SKU when renewing.
Sort Order Determines a default sort order of

Products in the Product Lookup page,
and therefore the order in which they
are added to the quote.
Specifications Formatted specifications for this

Product for use in quote templates to
produce spec sheets.
Percent Of Total Base Determines whether Percent of Total List

is calculated off List or Net Product Regular
prices. Customer
Net
Percent Of Total Category Use this to limit percent of total Hardware

calculations to certain Product Software
categories. For example, software
maintenance should only calculate You can add your own
percentage on Products with a values to this picklist.
software maintenance percent of total
category.
Subscription Conversion Indicates how this Product is One per subscribed asset
converted to Subscriptions
Percent Of Total (%) Percent of non-subscription total

to be used as the price of this
subscription.
Subscription Pricing Type of pricing to use for this Fixed Price

subscription. "None" means this Percent of Total
Product is not a subscription.

Percent Of Total Target Use this field to override a Product

that is included in a percent of total
calculation. Point this lookup to a
Product with a list price you would
like to use for the current Product?s
Percent of Total calculations.
Subscription Term Term length of this subscription.

Only applicable if the Product is a
subscription.
Subscription Type Renewable Subscriptions will transfer Renewable

to Renewal Quotes. One-time One-time
Subscriptions will not.
Tax code Specifies the tax code for taxation

rules.
Taxable Indicates whether this Product is

taxable.
Term Discount Level Specify subscription term level that Line

should be used in calculating term Group
discount. Leave blank to indicate Quote
default.
Term Discount Schedule Schedule for discounts based on

subscription term.
Upgrade Credit Use to specify credit when quoting

upgrades to this Product.
Upgrade Ratio The conversion rate between this

Product's quantity and that of its
source Product.
Upgrade Source Product being upgraded. Populating

this field makes this Product an
upgrade.
Upgrade Target Specify the upgraded Product. Only

applicable if this Product is an upgrade
as indicated by Upgrade Source field
being populated or having related
Upgrade Source records.

PRICE BOOKS
What Are Price Books?
Price Books track the prices of Products and services that your company offers to
customers.
Learn more about Price Books
Price Book Fields
Price Book Name Standard Field

selection screen.
Description Standard Field
Is Standard Price Book Standard Field

PRICE BOOK ENTRIES

What Are Price Book Entries?
Price Book entries track different types of Prices for each of your Products to fit the way
you sell to different market segments and customers.
Learn more about Price Book Entries
Price Book Entry Fields
Price Book Standard Field
Product Standard Field
List Price Standard Field

selection screen.
Use Standard Price Standard Field
Product Code Standard Field

ALL ABOUT PRODUCT BUNDLES
Try it out!
Scenario #1: Set Up Product Bundles

Given a customer product catalog, set up the appropriate product bundle to meet
customer needs.
Scenario #2: Recommend Product Bundle Types

Given a customer product catalog, recommend the appropriate type of Product Bundle
that meets customer needs.
PRODUCT FEATURES
What Are Product Features?
Learn more about Product Features
Product Feature Fields
Feature Name Standard Field
Discount Schedule Discount schedule to be applied to

the Products selected by all options
in this feature. This overrides discount
schedule selected on the Products.
Dynamic Option Filter The API name of the field set that Configurator Filter
Field Set will be used when filtering dynamic
options for this feature during
configuration.
Dynamic Option Lookup The API name of the field set that ConfiguratorLookup
Field Set will be used when viewing dynamic
options for this feature during
configuration.

Max Options Maximum number of options for this

feature that can be selected as part of
the Products bundle.
Min Options Minimum number of options for

this feature that must be part of the
Products bundle.
Number A sequential number that determines

how the features are sorted in the
related list on the Products.
Option Selection Method Determines how user selects options Click

attached to this Products. "Click" Add
method presents options with Dynamic
checkboxes next to them. "Add"
renders a button which brings up “Dynamic” is used in
predefined options. "Dynamic" conjunction with a
renders a button which brings up all Products rule when
active Productss. building dynamic
bundles.
Category Assign this feature to a category such Hardware

that multiple features with related Software
options are grouped together.
Configuration Field Set The API name of the field set that Option Configuration
will be used for this feature during
configuration.
Configured SKU The Products bundle that includes

this feature. If you created the feature
from the Products detail page, this
should already be populated.

PRODUCT OPTIONS
What Are Product Options?
Learn more about Product Options
Product Option Fields
Option Name Standard Field
Apply Immediately Context Apply Immediately on Select applies Always

changes immediately on selection of On Selection
product, whereas Apply Immediately On Quantity Change
on Quantity Change does that on
change of quantity. 'Always' applies
changes both the times, on selection
of product and on change of quantity.
Apply Immediately Select the checkbox to immediately

apply changes to this option.
Use sparingly to avoid slow user
experience.
Bundled Select the checkbox to indicate that

the related product is bundled with
the main product. Bundled options
have fixed quantity and zero price as
price is included in the main product.
Leave this unchecked if the price
should be added to the option.
Component Code Position Position of this component in the

generated product code for the
configuration.
Component Code Code for the component represented

by this option.
Component Description Position of this component in the

Position generated Product description for the
configuration.

Component Description Description for the component

represented by this option. This
is used in conjunction with the
Configured Description Pattern field
on the Product object.
Configured SKU Product SKU of the bundle that is

being configured with this option.
If you create the option from the
Product detail page, this should
already be populated.
Default Pricing Table Select the pricing table this product Segmented
should appear in by default when Standard
price dimensions are defined.
Discount (Amt) Discount (Amt), based on the field,

when the product referenced for this
option is offered standalone. But, you'll
need to extend a discount if purchased
a part of this product bundled.
Discount Schedule Lookup the Discount Schedule to be

applied to the product selected by
this option. This Discount Schedule
overrides the Discount Schedule
selected on the product or feature.
Discount (%) Enter a Discount (%), based on the

field, when the product referenced
for this option is offered standalone.
But, you'll need to extend a
discount if purchased a part of this
product bundled.
Discounted By Package Check to automatically apply

additional discount from parent
package to this component. Only
percentage-based discount can
be applied.
Existing Quantity Existing Quantity of this product.

Computed by looking at the assets
attached to the account.

Feature Enter or lookup the feature that

includes this option. This will be
dependent on the Configured SKU.
Max Quantity Maximum quantity allowed for this

option.
Min Quantity Minimum quantity allowed for this

option.
Number Set the display order of this option

within the feature it's assigned to.
Optional SKU Enter or lookup the product SKU that

should be added when this product is
selected.
Price Editable Select to mark the price as editable,

allowing users to make changes to
option prices.
Product Code Product Code for the optional

product SKU.
Product Configuration Type Pulls in the value of Configuration

Type on Product object in order to
avoid loading related product record.
Product Description Description for the optional SKU.
Product Family Product Family for the optional

product SKU.
Product Name Name for the optional SKU.
Product Quantity Scale Specifies the number of decimal

Product Subscription Pricing Type of pricing to use for this

subscription. "None" means this
product is not a subscription.
Quantity Editable Check to allow quantity to be edited

even though it's specified on the
option.

Quantity Quantity of the related product that

should be added to the quote.
Quote Line Visibility Configure visibility of quote line Always

generated by this option. Editor Only
Document Only
Never
Renewal Product Option Product option that replaces this

product option on renewal. Use
this to quote a different SKU when
renewing.
Required Select the checkbox if this product is

required on the bundle.
Selected Select the checkbox if this product

option should be automatically
selected by default.
Percent of Total Scope Choose how this percent of total Package

product option is calculated. Package Components
is specific to the parent product. Both
Components is specific to sibling
components. Both is specific to the
parent and sibling components.
System Select the checkbox to indicate this

option is managed by the system
which makes it unavailable for user
selection.
Type Use "Component" if this option, Component

including quantity, is dependent on Accessory
parent. Use" Accessory" if this option Related Product
is dependent on parent but quantity
is independent. Use "Related Product"
for related but fully independent
products.
Unit Price Unit price for this option. This will

override the value from price book.

Uplifted By Package Check to automatically apply

uplift from parent package to
this component. Only applies
to components that are multi-
segmented products.
Location

OPTION CONSTRAINTS
Try it out!
Scenario #3: Set Up Option Constraints
Given a customer product catalog, set up Option Constraints that ensures a technically
viable configuration of the Bundle.
What Are Option Constraints?

Learn more about Option Constraints
Option Constraint Fields

Constraint Name
Constrained Option Select the option in the bundle that

you want applied to this constraint.
Active Marks this constraint as active or
inactive.
Check Prior Purchases Check if you want to look up prior
purchases of Constraining Option
within the Account.
Configured SKU Product SKU being constrained.
Constraining Option Choose an additional option if the

Constrained Option is constraining
another option.
Option Constraint Group If multiple Option Constraints target
the same Constrained Option, putting
the Option Constraints in the same
group will require ALL Constraining
Options to be selected.
Type Choose the behavior of this constraint: Dependency
dependency means inclusion is Exclusion
required while exclusion means the
option constraint is not selected when
the constraining option is or vice versa.

CONFIGURATION ATTRIBUTES
Try it out!
Scenario #4: Set Up Configuration Attributes
Given a customer Product Catalog, identify Configuration Attributes that can manipulate
options while ensuring a technically valid configuration.
What Are Configuration Attributes?

Learn more about Configuration Attributes
Configuration Attribute Fields
Attribute Name Standard Field
Apply Immediately Select the checkbox to immediately

apply changes to this option.
Use sparingly to avoid slow user
experience.
Apply To Product Options Select the checkbox to apply

configuration attribute selection to
Product options.
Auto-Select Set the value of this attribute when

adding a product from a Dynamic
Feature using the value of the added
product's matching field.
Column Order Columns are comprised of a picklist 1

(of 1, 2, or 3) for each Configuration 2
Attribute. A maximum of 3 columns is 3
allowed.
Default Field API of the target field on the default

object for the default value of the
attribute.
Default Object Target object for the default value of Quote

the attribute. Quote Line Group

Row Order If there is no display order associated

with a Configuration Attribute, order
is determined by Related Content
name.
Feature Specify the feature in which this

attribute should be entered.
Global Indicates if this attribute has a global

target field.
Hidden Values Enter values from the corresponding

picklist field on Product Option object
that you want to be hidden on this
bundle.
Hidden If flagged as hidden, the

Configuration Attribute will not
appear on the Product Configurator
Page.
Position Specify position of this attribute. Top Top

renders above the options. Bottom Bottom
renders below.
Product Specify Product on which you are

creating the attribute.
Required Specify whether this attribute requires

a value.
Shown Values Enter values from the corresponding

picklist field on Product Option object
that you want to be shown on this
bundle.
Target Field Specify field on Product Option that Unit Price

will hold this attribute's value. Discount (Amt)
Discount (%)


DYNAMIC PRODUCT CODE AND DESCRIPTION
Try it out!
Scenario #5: Dynamically Generate Product Codes and Descriptions
Given a customer requirement, set up Products to Dynamically Generate Product Code
and Description.
What Are Dynamic Product Codes and Descriptions

Learn more about Dynamic Product Codes and Descriptions
Product Option: Component Code and Component Code Position

The Component Code and Component Code Position fields are located on the
Product Option Object
SUBSCRIPTION PRICING
Try it out!
Scenario #6: Set Up Asset and Subscription Products
Given details about a customer’s business, set up all necessary asset or subscription
products.
Learn more about Subscription Pricing

ALL ABOUT PRODUCT RULES
PRODUCT RULES
Try it out!
Scenatio #7: Create Product Rules
Given a customer's business logic, create applicable Product Rules that ensures a
technically viable configuration of a Bundle.
What Are Product Rules?

Learn more about Product Rules
Product Rule Fields
Product Rule Name Standard Field
Active Indicates whether this rule is active or

inactive.
Advanced Condition Can only be entered if the Conditions
Met is Custom. Enter a combination
of the Error Condition Index
Numbers, AND, OR, and parenthesis
(e.g. (123 AND 124) AND 125).
Conditions Met Choose the behavior for your All
conditions: All is AND, Any is OR, Any
Custom is a combination of AND/OR. Custom
Message Enter a message to displayed when
rule is activated. An error message
will be displayed when a Validations
is fired. A warning message will be
displayed when an Alert is fired. Does
not apply to Filter rules.
Evaluation Event Specify when this rule should be Load
evaluated. Edit
Save
Always

Evaluation Order Specify the order of evaluation for this

price rule. Higher ordered rules are
evaluated last which means they "win"
in case of conflict.
Lookup Message Field Field on Lookup Object corresponding
to Product Rule Message. Field must
be text.
Lookup Object API Name of the Custom Object that
stores the lookup data.
Lookup Product Field Field on Lookup Object corresponding
to Product Action Product Lookup. Field
must be a lookup to the Product object.
Lookup Required Field Field on Lookup Object corresponding
to Product Action Required checkbox.
Field must be checkbox.
Lookup Type Field Field on Lookup Object corresponding
to Product Action Type picklist. Field
must be a Picklist or Text.
Scope Applies the rule to the entire quote or Product
specific product. Quote
Product evaluates
product rule in Configure
Products screen.
Quote evaluates product

rule in Edit Lines screen.
Type Type of rule. Validation displays Validation
error messages. Selection causes Selection
products to be added or suggested. Alert
Alert displays a warning, but requires Filter
no rectification. Filter refines option
lookup results for Dynamic Bundles.

CONFIGURATION RULES
What Are Configuration Rules?
Learn more about Configuration Rules
Configuration Rule Fields
Rule # Standard Field

(Auto Number)
Product Rule Select the Product Rule that contains

the logic to validate your product
configurations.
Active Indicates whether this rule should be

used in validating configurations.
Parent Bundle Condition Include Parent Bundle Configuration 1

Level with the specified level when
evaluating this rule's conditions in the
configurator for alert, validation and
selection rules.
Child Bundle Action Level Allow Child Bundle Configurations up 1

to the specified level to be targeted by
this rule's actions when executing in the
configurator for selection rules only.
Child Bundle Condition Include Child Bundle Configurations 1

Level to the specified level when evaluating
this rule's conditions in the
configurator for alert, validation and
selection rules.
Product Feature Select the Product Feature you want

this rule to validate.
Product Select the configured Product you

want this rule to validate.
Rule Evaluation Event Specify when this rule should be

evaluated.
Rule Type Type of Product Rule referenced by

this configuration rule.

LOOKUP QUERIES
What Are Lookup Queries?
Learn more about Lookup Queries
Lookup Query Fields
Lookup Query # Standard Field

(Auto Number)
Lookup Field API Name of the custom field used in SBQQ__Category__c

the query. You can add your own
values to this Picklist.
Match Type If Match Type = Field Value, select Field Value

a Tested Object and Tested Field. If Static Value
Match Type = Static Value, enter the Configuration Attribute
value into Tested Value. If Match Type Value
= Configuration Attribute, specify a
Configuration Attribute.
Operator The operator that is applied when equals

comparing the Field with the Value. not equals
less than
less or equals
greater than
greater or equals
ParentRuleIsActive
Price Rule Price Rule associated with this Lookup

Query. Replaces the legacy master-
detail field.
Product Rule Product Rule associated with this

Lookup Query
Parent Rule Lookup Object
RuleTargetsCalculator

Tested Configuration Configuration Attribute that is

Attribute evaluated by this query. Required if
Match Type = Configuration Attribute
and only if this Query is associated
with a Product Rule.
Tested Field Field on Quote, Quote Line or Product Product Code

Option object that is evaluated by this
query. Required if Match Type = Field You can add your own
Value. values to this picklist.
Tested Object Object against which the query is Quote

evaluated. Required if Match Type = Quote Line
Field Value. Product Option
Tested Value The value you want to match in the

field you selected using the operator
chosen. Required if Match Type =
Static Value.

ERROR CONDITIONS
What Are Error Conditions?
Learn more about Error Conditions
Error Condition Fields
Condition # Standard Field

(Auto Number)
Rule Parent rule for this condition (that

runs this condition).
Filter Type Choose Variable to evaluate this Variable

rule against a Summary Variable; Value
otherwise, choose Value.
Filter Value Enter the value you want the tested

variable to be evaluated against.
Filter Variable Choose the summary variable you

want this rule to evaluate.
Index Assign an unique number to this

Condition to reference it in the
Product Rule's Advanced Condition.
Operator Choose the operator to use when equals

evaluating your tested selection. not equals
less than
less or equals
greater than
greater or equals
starts with
ends with
contains
ParentRuleIsActive
RuleTargetsQuote
Tested Attribute Used to identify the specific attribute

if the Tested Field is a global
Configuration Attribute field.

Tested Field Field on the Quote object that should Group Line Items
be used in testing this condition. Unit Price

Tested Object Specify the object that contains the Quote

tested field. Quote Line
Quote Line Group
Product Option
Configuration Attributes
Upgraded Asset
Tested Variable Select the Summary Variable you

want this rule to evaluate.

PRODUCT ACTIONS
What Are Product Actions?
Learn more about Product Actions
Product Action Fields
Product Action # Standard Field (Auto

Number)
Rule Rule that runs this Product action.
Filter Field Choose the field to update when the Product Code
rule is triggered. Product Family

Filter Value Enter the value to be updated in the

chosen Filter Field.
Operator Choose the operator that determines equals

how the Filter Field will apply to the not equals
Filter Value. starts with
contains
Product Choose the Product to be

automatically selected on the quote.
Note: The Product rule Type must be
set to "Selection".
Required Select if you want the Product in the

Product Lookup field to be selected
on the quote.
Type Specify the type of action. Add

Remove
Enable
Disable
Enable & Add
Disable & Remove
Show
Hide
Show & Add
Hide & Remove
Default Filter
Optional Filter

Value Attribute Used to identify the specific

attribute if the Value Field is a global
Configuration Attribute field.
Value Field Compares the Filter Field with this Product Code
field instead of the Filter Value.
Value Object Select the Salesforce Object where Quote

the Value Field is defined. Product
Configuration Attributes

ALL ABOUT GUIDED SELLING
Try it out!
Scenario #8: Configure Guided Selling Process

Given a customer's selling process, configure Guided Selling to suggest applicable
Products.
GUIDED SELLING TUTORIAL

Guided Selling Introduction
Creating Product Fields
Creating Process Input Fields
Updating Process Input Fields
Creating a New Quote Process
Testing the Guided Selling Process

QUOTE PROCESS
What Are Quote Processes?
Learn more about Quote Processes
Quote Process Fields
Process Name Standard Field
Default Select the checkbox to default the

quote process selector to this process
in Line Editor. This only applies when
quote process selector is rendered as
a picklist.
Guided Only Select the checkbox if you want

quotes covered by this process
forced into guided product selection;
otherwise, this defaults to ad-hoc
filtering.
Auto Select Product? Select the checkbox to determine

whether the product is auto selected
if it's the only one returned by
a search.
Product Configuration Custom Visualforce page that will

Initializer be invoked on every configurable
product to initialize the options.
Product Search Executor VisualForce page that performs

custom product search.
Sort Order Specify the sequential number that

determines the quote process's
display order.

PROCESS INPUT
What Is A Process Input?
Learn more about Process Inputs
Process Input Fields
Input Name Standard Field
Quote Process Quote process that owns the input.
Active Select the checkbox to activate this

process input.
Binary Choice Yes

No
Conditions Met Indicate which Process Input All

conditions must be met. Any
Default Field Quote field that sources default value Bill To Country
for this input. Ship To Country
Display Order Enter the order that the process input

should be displayed.
Input Field Select the API name for the field that BinaryChoice__c
accepts the user entry. IntegerInput__c

Integer Input Enter a numerical value.
Label The text that you want displayed to

the user in the prompt.
Operator Select the operator to use when equals

comparing the Input Field entry with not equals
the Product Field. less than
less or equals
greater than
greater or equals
starts with
ends with
contains

Process Input Condition
Product Field Field on Product object used in Product Name

filtering products that match this Product Code
input. Product Family


PROCESS INPUT CONDITION

What Are Process Input Conditions?
Learn more about Process Input Conditions
Process Input Condition Fields
Process Input Conditions Standard Field

Name
Process Input Process Input that owns the

condition.
Active Flag that indicates whether this rule is

active or inactive.
Master Process Input Values of this process input will

determine the visibility of the current
input.
Operator Select the operator to use when equals

comparing process input values. not equals
less than
less or equals
greater than
greater or equals
starts with
ends with
contains
Value The value used to compare to the

controlling process input.

ALL ABOUT SEARCH FILTERS & CUSTOM ACTIONS
Try it out!
Scenario #9: Set Up Search Filters

Given a customer requirement, identify and set up applicable Search Filters to narrow large
Product Catalogs.
SEARCH FILTERS
What Are Search Filters?
Learn more about Search Filters
Search Filter Fields
Filter Name Standard Field
Action Action to which this filter applies.

Blank value means the filter is global.
Display Order Order in which this filter is displayed

in the UI.
Filter Source Field Field that sources value for use in Type
filtering. Status

Filter Source Object Object that sources value for use in Quote
filtering.
Filter Value Static value used in filtering.
Hidden Source Field Specify the field that sources value for Primary
use in determining whether the filter
is hidden. You can add your own
Hidden Source Object Specify object that sources value for Quote
use in determining whether the filter
is hidden.

Hidden Select the checkbox to mark this

filter as hidden. Hidden filters do not
display in the UI but contribute to
search queries.
Operator Specify the operator to use with this equals

filter. not equals
less than
less or equals
greater than
greater or equals
starts with
ends with
contains
between
Target Field Specify the field to search. Name

Product Code
Product Family
Product Description
Quantity
Status

Target Object Specify object to search. Product

Asset
Subscription

CUSTOM ACTIONS
What Are Custom Actions?
Learn more About Custom Actions
Custom Action Fields
Name Standard Field
Action Action that this custom action

performs.
Active Select the checkbox to make this

action available for use.
Brand Button Indicates this Custom Action is a

Brand Button. Affects styling of un-
nested Actions only.
Class Css class of the custom action for easy

identification on HTML.
Conditions Met Choose the behavior for your

conditions: All is AND; Any is OR.
Default Select checkbox to set action as the

default overriding action.
Description Enter the value for what you want to

appear when a user hovers over the
Custom Action button.
Display Order The order in which this action display

in the UI.
Event Handler Name Method name for the click handler of

this custom action.
Icon Class CSS class name for the icon of this

custom action.
Icon Icon for this custom action
Label Label displayed for this action in the

UI.
Location Location of this action on the page.

Page Handler Name Page name for this custom action.
Page The page of which to add the custom

action.
Parent Custom Action Reference to the parent custom

action that this action is grouped
under.
Return URL URL to return to after successful

execution. Not applicable to all
actions.
Target Object Object targeted by this action.
Type UI element that this custom action is

rendered as.
URL Target Method of navigating to the URL.
URL Specify URL to navigate to. You have

access to Line, Group, and Quote
record fields dependent on selected
location. Examples: http://www.
salesforce.com, http://www.yoursite.
com/{!Id}, or /{!SBQQ__Quote__c.
Name}/{!SBQQ__YourCustomVar__c}

PART 2
QUOTE TEMPLATES

15%
CPQ
Platform
32%
15%
Products and
Bundles
Quote Templates
38%
Pricing and
Discounts
OBJECTIVES
Given desired output requirements,
 Given desired output requirements,

create an accurate quote template based set up template sections to accurately
on design specifications and business produce in a generated document.
rules determined by the customer.
Given desired output requirements, set

Given an unexpected result in the
 up line item sections and Line Columns
rendering of the document output, to accurately produce the items in a
identify investigation paths to generated document.
resolve issues.
Given desired output requirements,


set up appropriate quote terms and
template sections to accurately produce
terms in a generated document.

QUOTE TEMPLATES
Try it out!
Scenario #10: Create Quote Templates
Given desired output requirements, create an accurate quote template based on design
specifications and business rules determined by the customer.
What Are Quote Templates?

Learn More about Quote Templates
Quote Template Fields
Template Name Standard Field
Show All Package Product Select the checkbox if all package

products should be printed on quote
documents; otherwise, only ones that
are non-zero are printed.
Bill To Title Title used for Bill To section. Default

value is "Bill To".
Border Color Color of table borders expressed as a

hexadecimal value.
Bottom Margin Bottom margin on the page.
Show Bundled Products Select the checkbox if quote line

items with Bundled enabled are
displayed on quote documents
generated from this template.
Company City City portion of company address

displayed on quote documents.
Company Country Country portion of company address

Company Email Company email displayed on quote

documents. Eg: sales@mycompany.
com
Company Fax Company FAX displayed on quote

documents.

Company Name Name of the company as displayed on

quote documents.
Company Phone Company phone displayed on quote

documents.
Company Postal Code Postal code portion of company

address displayed on quote
documents.
Company Slogan Company slogan displayed on quote

documents.
Company State State portion of company address

Company Street Street portion of company address

Hide Component Products Select the checkbox if component

products with the Component
enabled should not be printed on
quote documents.
Customer Discount Field Field on the Quote object that Total Discount (Amt)
computes the customer discount.
Customer Discount Label Label used for customer discount in

subtotals and totals sections.
Show Customer Discount Select the checkbox if you want

quote-level customer discount
displayed in the quote totals.
Default Select this checkbox to mark this

template as default.
Deployment Status Deployment status of this template. In Development

Change to "Deployed" to make this Deployed
template visible to non-admin users.
Show Discount Schedule Choose how to display discount Per Quote Line
schedules on the quote document.
Per Quote Line will show the discount
schedule and Tiers right-aligned
under each Quote Line.

Exclude Header & Footer Excludes template header and footer First Page
for First Page, Last Page, or both the Last Page
First and Last Page. First and Last
Exclude Page Numbers Excludes page numbering for All All Pages
Pages, First Page, Second Page, and/ First Page
or both the First and Second Page. Last Page
First and Last
Font Family Family of the font that should be Courier

applied to text in this template. Dosis
Droid Sans
Droid Serif
Helvetica
Merriweather
Montserrat
Noto Sans JP
Noto Sans KR
Noto Sans SC
Noto Sans TC
Open Sans
PT Sans
PT Serif
Roboto
Roboto Light
Times
Titillium Web
Font Size Default font size for text in this quote

document.
Footer Content Template content that should be

rendered in the footer.
Footer Height Height of the footer on documents

Generator Name Name of the Visualforce page that

should be used by this template to
generate XSL FO tree.
Grand Total Prefix Prefix for subtotal and total labels in

grand totals.

Group Field Select the field that has the values Product Family
you want to use when grouping and
subtotaling line items. You can add your own
Group Font Family Family of the font that should be Courier

applied to Group title text in this Dosis
template. Droid Sans
Droid Serif
Helvetica
Merriweather
Montserrat
Noto Sans JP
Noto Sans KR
Noto Sans SC
Noto Sans TC
Open Sans
PT Sans
PT Serif
Roboto
Roboto Light
Times
Titillium Web
Group Font Size Default font size for Group titles
Group Font Style Font style for Group titles. Default is Normal
normal if left blank. Bold
Italic
Underline
Group Gap (px) Gap between groups in pixels.
Group Shading Color Color of the shading for table

cells that contain group title and
description.
Group Text Alignment Specifies the alignment of Group title Left

and Group Description. Defaults to Center
Left if left blank. Right
Group Text Color Color for the group title and

description text.
Header Content References template content that

should be rendered in the header.

Header Height Height of the header on documents

Hide Group Subtotals Select the checkbox if you want to

hide group subtotals on documents
Introduction Title Title of the section displayed on the

Introduction field. To display no title,
leave this field blank.
Left Margin Left margin on the page.
Line Numbering Specify how to number line items Start at quote

on generated documents. "Start at Start at group
quote" numbers all lines sequentially
across groups (if any). "Start at group"
resets numbers within each group.
Line Sort Field Specify the field used in sorting line Number
items on the document.
Logo Document Id Salesforce ID for the document

containing the logo image used in the
quote PDF.
Notes Title Title of the section that displays the

Notes field. To display no title, leave
this field blank.
Page Height Page height in inches.
Page Number Alignment Specify the page number alignment Center

for the document. Defaults to Center Left
if the field is blank. Right
Page Number Position Specify where the page numbers are Footer
displayed in the document. Defaults Header
to Footer if the field is blank.
Page Number Text Declare the text description of the

page number. "{0}" independently
represents the current page. "{1}" is
dependent of "{0}" and it represents
the total pages with page numbers.
Defaults to "Page {0} of {1}" if the field
is blank.

Page Orientation Page orientation of PDF documents Portrait

generated with this template. Landscape
Page Width Page width in inches.
Partner Discount Label Label used for partner discount in

subtotals and totals sections.
Show Partner Discount Select the checkbox if you want

quote-level partner discount displayed
in the quote totals.
Show Renewed Products Select the checkbox if renewed

products should be shown on
Renewal quotes generated from this
template.
Right Margin Right margin setting on the page.
Roll-Up Field Quote line field used for roll-up. All Product
lines where this field returns the same
value will be rolled up into the first You can add your own
line where the value occurs. values to this picklist.
Shading Color Color of shading in column headers

expressed as a hexadecimal.
Ship To Title Label used for "Ship To" section.

Default value is "Ship To".
Sub Group Field Field used to sub group line items. Product Family

Subtotal Field Select a Field to sum and display as List Total

group/quote subtotal. Customer Total
Net Total
Regular Total
Subtotal Label Enter a label for the subtotal field.
Term Body Indent (px) Indent in pixels of quote term body

relative to the term number.
Terms & Conditions Title Title of the section that displays Terms
& Conditions.

Terms & Conditions Terms & Conditions printed on

every document generated with this
template.
Number Terms Select the checkbox if the quote

terms rendered by this template
should be numbered.
Text Color Default color (in HEX) applied to text

in this template.
Top Margin Top margin on the page.
Total Field Select the Field to sum and display as Net Total
group/quote total. List Total
Customer Total
Total Label Enter the label for the field set in Total
Field.
Hide Totals Select the checkbox to hide quote

totals on the quote document.
Watermark ID Salesforce ID for the document

containing the watermark image used
in the quote PDF.

TROUBLESHOOTING OUTPUT DOCUMENTS
Try it out!
Scenario #11: Troubleshoot Output Documents
Given an unexpected result in the rendering of the Document Output, identify
investigation paths to resolve issues.
How to Troubleshoot Output Documents

Learn more about Troubleshooting Output Documents
QUOTE TERMS
Scenario #12: Set Up Quote Terms
Given desired output requirements, set up appropriate Quote Terms and template
sections to accurately produce terms in a generated document.
What Are Quote Terms?

Learn more about Quote Terms
Learn more about creating multiple Quote Term sections
Quote Term Fields
Term # Standard Field (Auto

Number)
Active Indicates that this quote term is

available for use.

of the Term Condition Index #s, AND,
OR, and parenthesis (e.g. (123 AND
124) AND 125).
Body Text content of this term.


Locked Controls a Quote Term being editable

by a user.
Parent Term Parent term for this term.
Print Order Specifies the order in which the terms

are printed on quote document.
Quote Quote to which this term applies. Left

blank if this is a standard term.
Standard Term Specifies the standard term that is

being modified.
Status Status of this quote term. Draft

In Review
Approved
Rejected
Template Content Template Content to which this term

is applied.
Type Indicates if the term is standard,

custom, or modified.

TERM CONDITION
What Are Term Conditions?
Learn more about Term Conditions
Term Condition Fields
Quote Term Parent term for this term.

Condition to reference it in the Quote
Term's Advanced Condition.
Operator Choose the operator for the field. equals

not equals
less than
less or equals
greater than
greater or equals
starts with
ends with
contains
Tested Field Field on quote object used for testing List Amount
this condition. Regular Amount
Customer Amount
Net Amount

Tested Variable Summary variable used in testing this

condition.
Value Value to test against.

TEMPLATE CONTENT
What Is Template Content?
Learn more about Template Content
NOTE: Template Top and Template Top Template Content looks like HTML Template
Content. However, you should convert Template Top and Template Bottom Template
Content into HTML Template Content if you intent to translate your Template Content into
another language.
Learn more about Custom Template Content
NOTE: Custom Template Content is not tested on the CPQ Specialist exam.
Template Content Fields
Content Name Standard Field
Custom Source URL to a VisualForce page that

generates content when type is set to
"Custom".
Font Family Font family to use when rendering this Courier

content in the generated PDF quote Dosis
document. Droid Sans
Droid Serif
Helvetica
Merriweather
Montserrat
Noto Sans JP
Noto Sans KR
Noto Sans SC
Noto Sans TC
Open Sans
PT Sans
PT Serif
Roboto
Roboto Light
Times
Titillium Web
Font Size Font size to use when rendering this

content on the generated PDF quote
document.

Markup Contains the markup if this content is

of type "Markup".
Raw Markup Original HTML version of the content

in the Markup field.
Table Style Style of the table used for line items. Standard
Standard (default) = user-defined Price Dimensions as
fields as columns with line items listed Columns
vertically. Price Dimensions as Rows
with Summary
Text Color Default color (in HEX) applied to text

rendered by this content.
Type Type of this content. HTML

Line Items
Quote Terms
Custom

TEMPLATE SECTIONS
Try it out!
Scenario #13: Set Up Template Sections
Given desired output requirements, set up Template Sections to accurately produce in a
generated document.
What Are Template Sections?

Learn more about Template Sections
Template Section Fields
Section Name Standard Field
Template Quote template that uses this

template section.
Border Color Color of table borders expressed as a

hexadecimal value.
Bottom Margin Margin left at the bottom of this

section.
Hide Column Header Select the checkbox to hide the

column header. Only applies to
sections pointing to template content
of type "Line Items".
Conditional Print Field Field on quote object that controls Group Line Items
whether this section prints on Primary
generated PDF documents.
Content Select the template content to display

in this template section.
Display Order Specify the order (top down) in which

this section is rendered relative to
other sections on the template.

Filter Field Field used to filter records rendered Optional

by this section.
Filter Operator Operator used for filtering records equals

rendered by this section. not equals
less than
less or equals
greater than
greater or equals
starts with
ends with
contains
Filter Value Value used in filtering records

rendered by this section.
Group Field Specify field used in grouping lines Product Family

rendered by this section. Only Subscription Category
applicable to Line Items section.
Keep Together Specifies whether an attempt should Always

be made to keep contents together Auto
on the same page.
Keep With Next Specifies whether an attempt should Always

on the same page with next block of
content.
Keep With Previous Specifies whether an attempt should Always

on the same page with previous block
of content.
Page Break Specifies whether page break should Before

be inserted before, after or both After
before/after this content. Both
Print Quote Totals Select the checkbox to print quote

totals after this section. Only
applicable to Line Items sections.

Roll-Up Field Quote line field used for roll-up. All Product
lines where this field returns the same
value will be rolled up into the first You can add your own
line where the value occurs. values to this picklist.
Summary Display Choose "Always" to display subtotal, Always

discounts and grand total regardless Never
of any other settings. Choose "Never"
to never display regardless of other
settings. Leaving this field blank
will render summary as defined by
template fields.
Top Margin Margin left at the top of this section.

LINE COLUMNS
Try it out!
Scenario #14: Set Up Line Columns
Given desired output requirements, set up line item sections and Line Columns to
accurately produce the items in a generated document.
What Are Line Columns?

Learn more about Line Columns
Line Column Fields
Column Heading Standard Field
Template Template on which this field is to be

displayed.
Alignment Determines how the column label Left

and values are aligned. Center
Right
Bottom Margin (px) The amount of space in pixels

between bottom border and content.
Column Heading Field The field that sources the dynamic Type
heading for this column.
Conditional Print Field Field on quote object that controls Group Line Items
whether this column prints on
generated PDF document. You can add your own
Display Order Order in which the column hosting

this field is displayed.
Dynamic Number Scale The decimal scale for numbers in the

column are set based on the largest
precision in the column.
Field Name API name for the field on the Quote

Line object you want displayed in this
column.

Font Family Select font family to apply to this Courier

column. Leaving blank inherits form Dosis
the template. Droid Sans
Droid Serif
Helvetica
Merriweather
Montserrat
Noto Sans JP
Noto Sans KR
Noto Sans SC
Noto Sans TC
Open Sans
PT Sans
PT Serif
Roboto
Roboto Light
Times
Titillium Web
Font Size (pt) Specify font size (in points) for text
in this column. Leaving black inherits
from the template.
Font Weight Specify font weight for text in this Normal

column. Leaving blank defaults to Heavy
"Normal".
Heading Text Color Specify color (in Hex) for text in the
heading of this column. Leaving
blank inherits from text color for this
column.
Hide On Product Options Hides value in this column if line item

is a Product Option.
Left Margin (px) Amount of space in pixels between

left border and content.
Right Margin (px) Amount of space in pixels between

right border and content.
Roll Up Indicates whether this field should

be rolled up into master line. Only
applicable if Roll-Up Field is specified
on the template.

Section Section to which this line column

applies. No section means the
column applies to all sections.
Separate Line Select the checkbox in order for this

field to be printed on its own line. Use
for long text fields such as product
description.
Sub Group Summary Label Summary label for sub Group level.
Summary Font Weight Specify font weight for text in the Normal
summary row for this column Leaving Heavy
blank defaults to font weight for the
column overall.
Summary Function Function used to summarize values in SUM

this column.
Summary Label Label output for this column in the

summary row.
Summary Level Set the level on which this column All

should be summarized. Sub Group
Summary Shading Color Specify color (in Hex) for cell

background in the summary row for
this column. Leaving blank inherits
shading color for the template.
Summary Text Color Specify color (in Hex) for text in the
summary row for this column. Leaving
blank inherits from text color for this
column.
Text Color Specify color (in Hex) for text in this

column. Leaving blank inherits from
the template.
Top Margin (px) Amount of space in pixels between

top border and content.

Discard Width When Select the checkbox for conditionally

Hidden displayed column to replace
another column(s). Leaving this box
unselected will re-allocate width
of this column when it's hidden to
another column therefore keeping
table width unchanged.
Width Width (percentage) of the column

taken up by this field.

PART 3
PRICING AND
DISCOUNTS

15%
CPQ
Platform
32%
15%
Products and
Bundles
Quote templates
38%
Pricing and
Discounts
OBJECTIVES
Given a customer’s pricing model for
 Given a customer’s products, ramping,

a product, determine the appropriate and escalator requirements, create
pricing method. appropriate price dimensions.
Given a price waterfall, set up price rules

 Given unexpected calculated prices,

that will meet customer needs. determine investigation paths that will
produce accurate pricing.
Given a customer’s tiered pricing model,

determine the appropriate characteristics  Given a customer-specific pricing
of volume-based or term-based discount requirement, configure correct
schedules. contracted prices.

PRICING METHOD
Try it out!
SCENARIO #15: DETERMINE PRICING METHODS

Given a customer’s pricing model for a Product, determine the appropriate pricing
method.
LIST PRICING
What Is List Pricing?
Learn more about List Pricing
COST + MARKUP PRICING

What Is Cost + Markup Pricing?
Learn more about Cost + Markup Pricing
BLOCK PRICING WITH OPTIONAL OVERAGE RATE

What Is Block Pricing?
Learn more about Block Pricing
What Is an Overage Rate?

Learn more about Overage Rates
CUSTOM PRICING (SPECIAL PRICE)

See Price Rules
MULTI-DIMENSIONAL QUOTING (MDQ)

See Multi-Dimensional Quoting
CONTRACTED PRICES
See Contracted Prices

ALL ABOUT PRICE RULES
PRICE RULES
Try it out!
Scenario #16: Set Up Price Rules
Given a price waterfall, set up Price Rules that will meet customer needs.
What Are Price Rules?

Learn more about Price Rules
Price Rule Fields
Price Rule Name Standard Field
Active Indicates whether this rule is active or

not.

of the Price Condition Index #s, AND,
OR, and parenthesis (e.g. (123 AND
124) AND 125).

Configurator Evaluation When None or Save is selected, the Save

Event Configurator scoped price rules will Edit
fire on save. When Edit is selected, the
Configurator scoped price rules will
fire on edit and save.
Calculator Evaluation Event Specify when this rule should be On Initialization

evaluated. Only to be used when Before Calculate
targeting Quote Line and not On Calculate
supported on legacy calculator. After Calculate

Evaluation Order Specify the order of evaluation for this

price rule. Higher ordered rules are
evaluated last which means they "win"
in case of conflict.
Lookup Object API Name of the Custom Object that SBQQ__LookupData__c

stores the lookup data.
Product Choose a product to associate to this

rule.
Evaluation Scope Event during which this rule is Calculator

evaluated. Configurator
Calculator evaluates
price rule when
calculation is triggered:
 User clicks Calculate,
Quick Save, or Save
 User adds or removes
products
 User edits field in
Calculating Fields
field set
 User edits field on
quote line record
Configurator evaluates
price rules during
product configuration.

PRICE CONDITIONS
What Are Price Conditions?
Learn more about Price Conditions
Price Condition Fields

(Auto Number)
Price Rule Price rule running this condition.
Field Choose the field that should contain Product Code

the value you enter in the Value field.
Filter Formula Enter a formula with operators,

functions, and available fields
on quote and target object. Not
supported on legacy calculator.
Filter Type Choose Variable to evaluate this Value

condition against a Summary Variable
Variable; otherwise, choose Value. Formula
Filter Variable Select the Summary Variable you

want this condition to use as a filter.

Condition to reference it in the Price
Rule's Advanced Condition.
Object Object against which the condition is Quote

evaluated. Quote Line
Product Option
Summary Variable

Operator Select the operator to apply when equals

comparing the Field with the Value. not equals
less than
less or equals
greater than
greater or equals
starts with
ends with
contains
ParentRuleIsActive
Tested Formula Enter a formula with operators,

Tested Variable Summary variable tested by this price

condition.
Filter Value Enter the value you want to match

in the field you selected using the
operator chosen.

LOOKUP QUERIES
What Are Lookup Queries?
Learn more about Lookup Queries
Lookup Query Fields
Lookup Query # Standard Field (Auto

Number)
Lookup Field API Name of the custom field used in SBQQ__Category__c

the query.
Match Type If Match Type = Field Value, select Field Value

a Tested Object and Tested Field. If Static Value
Match Type = Static Value, enter the Configuration Attribute
value into Tested Value. If Match Type Value
= Configuration Attribute, specify a
Configuration Attribute.
Operator The operator that is applied when

comparing the Field with the Value.
ParentRuleIsActive
Price Rule Price Rule associated with this Lookup

Query. Replaces the legacy master-
detail field.
Product Rule Product Rule associated with this

Lookup Query
Parent Rule Lookup Object
Tested Configuration Configuration Attribute that is

Attribute evaluated by this query. Required if
Match Type = Configuration Attribute
and only if this Query is associated
with a Product Rule.

Tested Field Field on Quote, Quote Line or Product Product Code

Option object that is evaluated by this
query. Required if Match Type = Field You can add your own
Value. values to this picklist.
Tested Object Object against which the query is Quote

evaluated. Required if Match Type = Quote Line
Field Value. Product Option
Tested Value The value you want to match in the

field you selected using the operator
chosen. Required if Match Type =
Static Value.

PRICE ACTIONS
What Are Price Actions?
Learn more about Price Actions
Price Action Fields
Action # Standard Field (Auto

Number)
Rule Price rule running this action.
Target Field Select the field you want updated Unit Price
when the conditions are met. Discount (%)
Discount (Amt)
Markup (%)
Markup (Amt)

Formula Enter a formula with operators,

Order Number which determines the order

in which multiple actions on a rule are
executed.
ParentRuleIsActive
Rule Lookup Object
Source Lookup Field API Name of the field to return from SBQQ__Value__c
the row matching the condition.
Source Variable Summary variable that sources value

for this action.

Target Object Select the object on which the field is Quote

defined Quote Line
Product Option
Source Field If the value you want inserted is

calculated in another Quote Line field,
select the field here.
Value Enter the value you want inserted into

the Target Field when conditions are
met.

ALL ABOUT DISCOUNT SCHEDULES
DISCOUNT SCHEDULES
Try it out!
Scenario #17: Set Up Discount Schedules
Given a customer's tiered pricing model, determine the appropriate characteristics of
Volume-Based or Term-Based Discount Schedules.
What Are Discount Schedules?

Learn more about Discount Schedules
Where Discount Schedules Are Used

1. Product: Discount Schedule
2. Product: Term Discount Schedule
3. Feature: Discount Schedule
4. Option: Discount Schedule
5. Price Dimension: Discount Schedule
6. Contracted Price: Discount Schedule
Discount Schedule Fields
Schedule Name Standard Field
Account Account that this discount schedule

applies to. Only used in combination
with Discount Schedule Override on
Quote Line Editor UI.
Aggregation Scope Specify how to aggregate quantities Quote

of quote lines for products using this Group
schedule. By default quantity of each
line (even for the same product) is
considered independently.
Constraint Field Select the field that you want to match Account__c
against the same field on the quote.

Cross Orders Select the checkbox if you want to

extend volume discounts on total
volume owned by customer (i.e.
quantity quoted plus prior purchases).
Cross Products Select the checkbox to aggregate

quantities of all products using this
schedule for the purpose of volume
discount calculation. Slab discounts
cannot be used for Cross Product
discounts.
Description Description for this Discount Schedule.
Discount Unit Specify the Discount Unit: Amount or Percent

Percent. Amount
Price
Excluded Pricebook IDs Enter a list of price book IDs

separated by commas that should not
be applied to this discount schedule.
Include Bundled Quantities If checked, the Quantities of Bundled

Product Options will be included in
the Aggregation Scope
Order Product Order product that this discount

schedule applies to.
Order Order that this discount schedule

applies to.
Original Discount Schedule The original Discount Schedule that

was overridden to create this Discount
Schedule.
Override Behavior Determines if the current Discount All

Tier that the product falls within Current Tier Only
is editable, if all Discount Tiers are
editable, or none.
Price Scale Decimal places for prices produced by

this discount schedule.
Price Book Price book that this discount schedule

with Product lookup to assign
product/price book specific schedule.

Product Product that this discount schedule

with Price Book lookup to assign
product/price book specific schedule.
Quote Line Quantity Field Field used to calculate discount Quantity

schedule pricing.
Quote Line Quote Line that this discount

schedule applies to. Only used in
combination with Discount Schedule
Override on Quote Line Editor UI.
Quote Quote that this discount schedule

with Discount Schedule Override on
Quote Line Editor UI.
Type Choose the type of discount that Range

determines how the amount or Slab
percentages will be subtracted from
price.
Use Price For Amount If checked, the user defined Discount

Schedule's Discount Unit will be set to
Price.
User Defined Identifies whether this schedule was

created by an end user or an admin.

DISCOUNT TIERS
What Are Discount Tiers?
Learn more about Discount Tiers
Discount Tier Fields
Tier Name Standard Field
Schedule Discount Schedule to which this tier

belongs.
Discount ({0}) Discount amount applied when

quantity falls in this tier.
Discount (%) Discount percentage applied when

quantity falls in this tier.
Lower Bound Lower bound of the quantity range for

this tier.
Number Number indicating this tier's position

within the schedule.
Price The actual price of this discount tier.

This field will be populated when a
new set of discount schedules are
created for a new Order record.
Upper Bound Upper bound of the quantity range

for this tier.

ALL ABOUT MULTI-DIMENSIONAL QUOTING (MDQ)
Try it out!
Scenario #18: Create Price Dimensions
Given a customer's Products, ramping, and escalator requirements, create appropriate
Price Dimensions.
What Is Multi-Dimensional Quoting?

Learn more about Multi-Dimensional Quoting
Watch a Multi-Dimensional Quoting Tutorial

1. Introduction to Multi-Dimensional Quoting
2. Time-Based Dimensions
3. Non-Standard Term Lengths
4. One-Time Dimensions
5. Amendments and Renewals
6. Discount Schedules and Block Prices
7. Output Document
Download a transcript of the Multi-Dimensional Quoting tutorial here.
Price Dimension Fields
Dimension Name Standard Field
Cost Editable Controls whether cost for this product Inherit

may be modified on individual Yes
quotes. No
Default Quantity Specify the starting quantity of the

product when added.
Discount Schedule Discount schedule for use with this

dimension

Non Discountable Marks this dimension as not Inherit

discountable. Yes
No
Non Partner Discountable Marks this dimension as non- Inherit

discountable for partners. Yes
No
Price Book Associates this dimension to a

particular Price Book
Price Editable Indicates this dimension allows for Inherit

price to be freely editable when Yes
building a quote. No
Product Select a Product to associate this Price

Dimension with.
Quantity Editable Allow or prevent changing the Inherit

quantity for this dimension. Yes
No
Quantity Scale Specifies the number of decimal

Taxable Indicates whether this product is Inherit

taxable. Yes
No
Term Discount Schedule This is a schedule for discounts based

on Subscription Term. Values entered
into these fields will override the
values entered at the Product level.
Type Select the type of Price Dimension: Year

One-Time or Yearly. Yearly Dimensions Quarter
are always treated as Subscriptions. Month
Custom
One-time
Unit Price Unit price for this Dimension. This

will override the value from the Price
Book.

TROUBLESHOOTING CALCULATED PRICES

Try it out!
Scenario #19: Troubleshoot Calculated Prices
Given unexpected calculated prices, determine investigation paths that will produce
accurate pricing.
CONTRACTED PRICES
Scenario #20: Configure Contracted Prices
Given a customer-specific pricing requirement, configure correct Contracted Prices.
What Are Contracted Prices?

Learn more about Contracted Prices
Contracted Price Fields
Contracted Price Number Standard Field (Auto

Number)
Account Account for which this price was

negotiated.
Contract Sales contract that governs this price.
Description Description for this Contracted Price.

This will be copied into "Special Price
Description" of Quote line items using
this price.
Discount Schedule Volume discount schedule to use for

this product with this customer.
Discount Discount off the Price Book price

(percent) represented by this
Contracted Price. Either this field or
Price should be set but not both.
Effective Date Date this contracted price becomes

effective.
Expiration Date Date this contracted price expires.

Filter Field Select a field to use in a filter, such as Product

Product Family, if you want to apply Product Code
this price to a set of products. If you Product Family
are using a custom field, add the API
name to the Filter Field as a picklist You can add your own
value. values to this picklist.
Filter Value Value the filter field is tested against

to determine if this contracted price
should apply.
Non Discountable Select the checkbox to disallow

further discounting of this product.
Operator Select the operate to use when equals

matching the contents of the Filter not equals
Field with the Filter Value. less than
less or equals
greater than
greater or equals
ends with
contains
Original Quote Line The Quote Line that originated this

Contracted Price.
Price Enter the price that has been

negotiated with the customer. This
value will override any other price
such as the one from a price book or
a volume-discounted price.
Product Select a product from any price

book that you want to apply to this
discount.

PART 4
CPQ PLATFORM

15%
CPQ
Platform
32%
15%
Products and
Bundles
Quote templates
38%
Pricing and
Discounts
OBJECTIVES
Given an unexpected result in the CPQ
  Given an unexpected result in the
data flow, determine investigations paths amendment / renewal data flow,
that will resolve the issue. determine investigations paths that will
resolve the issue.
Given a set of business requirements,

adjust the User Interface to display the  Given a set of translated values, use the
appropriate data. appropriate localization mechanism to
ensure translated user interfaces and
Given a set of business requirements,

outputs.
adjust permissions to ensure appropriate
data security.
Given a finalized quote, accurately


predict the outcome of the contracting
process.

TROUBLESHOOT CPQ DATA FLOW

Try it out!
Scenario #21: Troubleshoot CPQ Data Flow
Given an unexpected result in the CPQ data flow, determine investigations paths that will
resolve the issue.
Learn more about Auto-Mapping Twin Fields
Auto-Mapping Twin Fields: Graphic

Auto-Mapping Twin Fields: Object Table
From To
Contract Opportunity
Contract Renewal Opportunity
Service Contract Opportunity
Service Contract Renewal Opportunity
Opportunity Products Quote Line (applies only to standalone
products when opportunity products exist
before first primary quote is created)
Product Quote Line
Product Option (Configuration Attribute) Quote Line
Product Option (Editable Custom Fields) Quote Line
Quote Line Product Option (Configuration Attribute)
Quote Line Product Option (Editable Custom Fields)
Quote Order
Quote Line Order Product
Quote Line Favorite Product
Favorite Product Newly-Added Favorite Quote Line
Quote Line Opportunity Product
Quote Line Subscription
Quote Line Asset
Quote Line Contract Line Item
Subscription Renewal Opportunity Product/Quote Line
and Amended Opportunity Product/Quote
Line
Contract Line Item Renewal Opportunity Product/Quote Line
and Amended Opportunity Product/Quote
Line

USER INTERFACE
Try it out!
Scenario #22: Adjust User Interface

Given a set of business requirements, adjust the User Interface to display the
appropriate data.
Learn more about adjusting the User Interface
DATA SECURITY
Scenario #23: Adjust System Permissions
Given a set of business requirements, adjust permissions to ensure appropriate
data security.
Who Sees What: Who Sees What:

Salesforce Classic Lightning Experience
1. Overview 1. Overview
2. Organization Access 2. Organization Access
3. Object Access 3. Object Access
4. Organization-Wide Defaults 4. Organization-Wide Defaults
5. Record Access Via Roles 5. Record Access Via Roles
6. Record Access Via Sharing Rules 6. Field Level Security
7. Field Level Security 7. Record Access Via Sharing Rules
8. User Sharing 8. Record Types
9. Permission Sets 9. Permission Sets
10. Record Types

CONTRACTING PROCESS
Try it out!
Scenario #24: Predict Contracting Outcome
Given a finalized quote, accurately predict the outcome of the contracting process.
Contracting Process Requirements

1. Account populated on opportunity
2. Account and Opportunity populated on quote
3. Primary quote selected
4. Start Date populated on quote
5. Subscription Term or End Date populated on quote
6. Subscription products exist on quote
7. Contracted checkbox on opportunity is TRUE
TROUBLESHOOT AMENDMENTS AND RENEWALS

Scenario #25: Troubleshoot Amendments and Renewals
Given an unexpected result in the Amendment / Renewal Data Flow, determine
investigations paths that will resolve the issue.
LOCALIZATION
Scenario #26: Translate User Interfaces and Outputs
Given a set of translated values, use the appropriate localization mechanism to ensure
translated User Interfaces and Outputs.
What is Localization?
Learn more about Localization
Translation For Salesforce CPQ

Translating product and bundle fields
Translating template content
Translating quote templates
Upload translations with Salesforce Data Loader
Download localization data migration workbook

Localization Fields
Localization Number Standard Field (Auto

Number)
API Name The API Name of this content.
Description To describe where the text is located
Label This action?s label in the UI.
Language The language code for this translation.
Line Column The line column related to this

content.
Long Text Area This field stores translations for Long

Text fields.
Price Dimension The Dimension related to this content.
Product Feature The product feature related to this

content.
Product Option The product option that generated

this line.
Product The product related to this content.
Quote Template The template to use for this content.
Quote Term The parent term for this term.
Rich Text Area This field stores translations for Rich

Text fields.
Template Content The template content to use for this

content.
Text Area This field stores translations for Text

Area fields.
Text This field stores translations for Text

fields.
User Defined To indicate whether this field is user-

defined or not.

EXAMPLE EXAM QUESTIONS

The following example questions (and their answers) can be found in the official CPQ
Specialist exam guide, written by Salesforce.
QUESTION #1
Universal Containers sells a subscription for Product Z that is sold in yearly
segments, but would like to prevent the user from discounting the first segment.
How should the CPQ Admin ensure the user will not be able to discount the first
segment?
Choose one answer

A. Write a Price Rule to run when Product Code = Product Z and Segment Index = 1,
with a Price Action setting Non-Discountable to True.
B. Set First Segment Term Editable to Only Custom Segments in the yearly Price
Dimension record.
C. Create two Price Dimensions, then set Non Discountable to False on the first Price
Dimension.
D. Write a Price Rule to inject 0 into Additional Discount when Product Code =
Product Z and Initial Segment = True.
QUESTION #2
Universal Containers has a bundle configured and wants to add user selectable
products to the configuration that will affect the bundle price. How should the
CPQ Admin configure the bundle?
Choose one answer

A. As a Product Option.
B. As a Product Feature.
C. Add a Price Rule.
D. Add a Product Rule.

QUESTION #3
When configuring a bundle, Universal Containers users must select Product B
and Product C in order to add Maintenance Product A. How should the CPQ
Admin set this up to meet the requirement?
Choose one answer

A. Create an Option Constraint Group "Maintenance" to require that Product A can
only be selected when Products B and C are selected.
B. Create a "Dependency" Option Constraint for Product B and an "Exclusion" Option

Constraint for Product C.
C. Create two "Exclusion" Option Constraints for Products B and C and have Product A
as the constrained option for both Option Constraints.
D. Create two "Dependency" Option Constraints for Products B and C and have
Product A as the constraining option for both Option Constraints.
QUESTION #4
Based on a customer's requirements, the CPQ Admin has created multiple
configuration attributes and assigned them to a single feature. Which
configuration is valid for displaying the attributes?
Choose one answer

A. Above or below all product options in the feature.
B. Above or below the feature in the bundle.
C. Above or below all features in the bundle.
D Above all product options in the feature.

APPENDIX
SALESFORCE CPQ PACKAGE-LEVEL SETTINGS
Learn more about Salesforce CPQ package-level settings
SALESFORCE CPQ OBJECT RELATIONSHIPS

Learn more about Salesforce CPQ object relationships
SALESFORCE CPQ PRODUCT AND PRICING OBJECTS
Answers to Example Exam Questions:

1. A 2. A 3. A 4. A

SALESFORCE CPQ TRANSACTIONAL OBJECTS

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STUDY WITH SIMPLUS

The Complete CPQ Specialist Study Guide

Leader in Salesforce Quote-to-Cash

Leader in Salesforce Quote-to-Cash

About the Exam . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10

Why We Created This Guide . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10

How to Use This Guide. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 11

Recommended Training and Resources. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 12

How To Create a “CPQ Playground”. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 13

Create a New Developer Org. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 13

Install Salesforce CPQ in Your New Developer. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 13

PART 1: PRODUCTS AND BUNDLES . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 14

All About Products . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 16

Price Book Entries . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 24

All About Product Bundles . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 25

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Dynamic Product Code and Description . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 35

All About Product Rules. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 36

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What Are Lookup Queries?. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 39

All About Guided Selling . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 45

Guided Selling Tutorial . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 45

Process Input Condition. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 49

All About Search Filters and Custom Actions . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 50

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PART 2: QUOTE TEMPLATES . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 54

Troubleshooting Output Documents. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 63

PART 3: PRICING AND DISCOUNTS. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 75

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Scenario #15: Determine Pricing Methods. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 77

Cost + Markup Pricing. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 77

Block Pricing With Optional Overage Rate. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 77

Custom Pricing (Special Price). . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 77

Multi-Dimensional Quoting (MDQ) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 77

All About Price Rules. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 78

All About Discount Schedules. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 86

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Scenario #17: Set Up Discount Schedules. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 86

All About Multi-Dimensional Quoting (MDQ). . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 90

Troubleshooting Calculated Prices. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 92

PART 4: CPQ PLATFORM . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 94

Troubleshoot CPQ Data Flow. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 96

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Who Sees What: Salesforce Classic. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 98

Troubleshoot Amendments and Renewals. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 99

Question #1. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 101

Question #2. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 101

Question #3. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 102

Question #4. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 102

Answers To Example Exam Questions. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 103

Salesforce CPQ Package-Level Settings . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 103

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ABOUT THE EXAM

WHY WE CREATED THIS GUIDE

As a Certified Platinum Salesforce Partner and the leading Salesforce Quote-to-Cash

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HOW TO USE THIS GUIDE

Salesforce recommends six to twelve months of experience of Salesforce CPQ experience

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RECOMMENDED TRAINING AND RESOURCES

To enroll in a CPQ class, simply contact Simplus at Simplus.com/contact. Simplus

SALESFORCE CPQ ADMIN ESSENTIALS FOR NEW ADMINISTRATORS (CPQ 201)

SALESFORCE CPQ ADMIN ESSENTIALS FOR EXPERIENCED ADMINISTRATORS (CPQ 211)