Salesforce CPQ Specialist Sample Questions

Candidates that have experience deploying the Salesforce CPQ solution should apply for the Certified Salesforce CPQ Specialist credential. This exam is targeted for Salesforce users who want to demonstrate their expertise in creating, developing, and implementing quoting flows using the Salesforce CPQ platform. These users include Salesforce clients, partners, and staff. The Salesforce Certified CPQ Specialists will be able to prove their proficiency in organizing package settings, pricing, output documents and renewals, and amendments after passing the qualification exam. The Salesforce CPQ Specialist Sample Questions covers the following topics:

• CPQ Platform: 23%
• Bundle Configurations: 17%
• Pricing: 16%
• Quote Templates: 7%
• Product Selection: 7%
• Orders, Contracts, Amendments, and Renewals: 15%
• Products: 11%
• Approval: 4%

Advanced Sample Questions

What is Salesforce CPQ Specialist?

• A) A sales acceleration platform that enables sales teams to configure, price, and quote products and services.
• B) A customer relationship management (CRM) platform that provides a centralized repository of customer information.
• C) A platform for developing and deploying custom applications on the Salesforce platform.

Answer: A) A sales acceleration platform that enables sales teams to configure, price, and quote products and services.

Explanation: Salesforce CPQ is a sales acceleration platform that enables sales teams to configure, price, and quote products and services quickly and accurately. It provides a guided, automated solution for generating quotes, proposals, and contracts, and streamlines the sales process by eliminating manual data entry and minimizing errors. Salesforce CPQ integrates with other Salesforce products, such as Sales Cloud, Service Cloud, and Marketing Cloud, and provides real-time access to data and business rules, enabling sales teams to make informed decisions and close deals faster.

What are the key features of Salesforce CPQ Specialist?

• A) Product and pricing configuration, quote generation, proposal management, contract management, and reporting.
• B) Customer relationship management, marketing automation, and social media management.
• C) Project management, team collaboration, and document management.

Answer: A) Product and pricing configuration, quote generation, proposal management, contract management, and reporting.

Explanation: Salesforce CPQ provides a comprehensive set of features to support the entire sales process, from product and pricing configuration to quote generation, proposal management, contract management, and reporting. It enables sales teams to easily configure products and services based on customer needs, generate accurate quotes and proposals, manage contracts and approvals, and track the performance of their sales efforts. Salesforce CPQ integrates with other Salesforce products, such as Sales Cloud, Service Cloud, and Marketing Cloud, providing a seamless sales experience for both sales teams and customers.

What are the benefits of using Salesforce CPQ Specialist?

• A) Improved sales productivity, increased accuracy and efficiency, reduced manual data entry, and streamlined sales processes.
• B) Enhanced customer experience, improved marketing automation, and increased social media engagement.
• C) Improved project management, enhanced team collaboration, and streamlined document management.

Answer: A) Improved sales productivity, increased accuracy and efficiency, reduced manual data entry, and streamlined sales processes.

Explanation: Salesforce CPQ provides a number of benefits for sales teams, including improved sales productivity, increased accuracy and efficiency, reduced manual data entry, and streamlined sales processes. By automating many of the manual and time-consuming tasks involved in generating quotes and proposals, Salesforce CPQ enables sales teams to focus on selling and closing deals. It also provides real-time access to data and business rules, enabling sales teams to make informed decisions and close deals faster. Additionally, Salesforce CPQ integrates with other Salesforce products, such as Sales Cloud, Service Cloud, and Marketing Cloud, providing a seamless sales experience for both sales teams and customers.

What is the purpose of the pricing rule in Salesforce CPQ Specialist?

• A) To define the pricing logic and calculations for products and services.
• B) To manage product and service information in a centralized repository.
• C) To manage customer data and interactions in a centralized repository.

Answer: A) To define the pricing logic and calculations for products and services.

Explanation: The pricing rule in Salesforce CPQ is used to define the pricing logic and calculations for products and services. It enables sales teams to set up complex pricing rules and calculations, such as discounts, rebates, and fees, based on specific product and customer attributes. The pricing rule also allows sales teams to define and manage pricing levels, such as list price, discounted price, and net price, for different products and services. This helps ensure that sales teams can quickly and accurately generate quotes and proposals that meet the specific needs of their customers.

What is the purpose of the quote template in Salesforce CPQ?

• A) To define the structure and format of quotes and proposals generated by Salesforce CPQ.
• B) To manage product and service information in a centralized repository.
• C) To manage customer data and interactions in a centralized repository.

Answer: A) To define the structure and format of quotes and proposals generated by Salesforce CPQ.

Explanation: The quote template in Salesforce CPQ is used to define the structure and format of quotes and proposals generated by Salesforce CPQ. It enables sales teams to create custom quotes and proposals that meet the specific needs of their customers and their businesses. The quote template defines the layout, sections, and fields that are included in quotes and proposals, and provides control over the overall look and feel of quotes and proposals. By customizing quote templates, sales teams can create quotes and proposals that are both professional and effective in communicating the value of their products and services to their customers.

What is the purpose of the contract in Salesforce CPQ?

• A) To define the terms and conditions of a sales agreement between a customer and a vendor.
• B) To manage product and service information in a centralized repository.
• C) To manage customer data and interactions in a centralized repository.

Answer: A) To define the terms and conditions of a sales agreement between a customer and a vendor.

Explanation: The contract in Salesforce CPQ is used to define the terms and conditions of a sales agreement between a customer and a vendor. It provides a centralized repository for managing contracts, and enables sales teams to quickly and easily generate contracts that meet the specific needs of their customers. The contract includes details such as pricing, delivery, and support, and provides a legal agreement between the customer and the vendor. By using contracts in Salesforce CPQ, sales teams can streamline the sales process, minimize manual data entry and errors, and ensure that their customers have a clear understanding of the terms and conditions of the sales agreement.

What is the purpose of the product catalog in Salesforce CPQ?

• A) To manage product and service information in a centralized repository.
• B) To define the pricing logic and calculations for products and services.
• C) To manage customer data and interactions in a centralized repository.

Answer: A) To manage product and service information in a centralized repository.

Explanation: The product catalog in Salesforce CPQ is used to manage product and service information in a centralized repository. It enables sales teams to create, manage, and organize product and service information, including descriptions, pricing, and availability. The product catalog also provides sales teams with a single source of truth for product and service information, which helps ensure that sales teams are working with accurate and up-to-date information. By using the product catalog in Salesforce CPQ, sales teams can streamline the sales process, minimize manual data entry and errors, and ensure that their customers have access to accurate and complete information about the products and services they are interested in purchasing.

What is the purpose of the opportunity in Salesforce CPQ Specialist?

• A) To manage the sales process for a specific customer or product.
• B) To define the pricing logic and calculations for products and services.
• C) To manage customer data and interactions in a centralized repository.

Answer: A) To manage the sales process for a specific customer or product.

Explanation: The opportunity in Salesforce CPQ is used to manage the sales process for a specific customer or product. It enables sales teams to track and manage the entire sales process, from initial contact to final closing, in a centralized repository. The opportunity includes information such as customer information, product information, quotes, contracts, and sales stage. By using the opportunity in Salesforce CPQ, sales teams can streamline the sales process, minimize manual data entry and errors, and ensure that they are making the most of every sales opportunity.

What is the purpose of the approval process in Salesforce CPQ?

• A) To manage the approval of quotes and proposals generated by Salesforce CPQ.
• B) To define the pricing logic and calculations for products and services.
• C) To manage customer data and interactions in a centralized repository.

Answer: A) To manage the approval of quotes and proposals generated by Salesforce CPQ.

Explanation: The approval process in Salesforce CPQ is used to manage the approval of quotes and proposals generated by Salesforce CPQ. It enables sales teams to automate the approval process, from initial submission to final approval, and ensure that quotes and proposals are approved in a timely and efficient manner. The approval process includes the ability to assign approvers, set approval rules, and monitor the status of quotes and proposals. By using the approval process in Salesforce CPQ, sales teams can streamline the sales process, minimize manual data entry and errors, and ensure that their quotes and proposals are approved by the appropriate individuals in a timely and efficient manner.

What is the purpose of the contract in Salesforce CPQ?

• A) To manage the sales process for a specific customer or product.
• B) To define the pricing logic and calculations for products and services.
• C) To manage and track customer agreements and commitments.

Answer: C) To manage and track customer agreements and commitments.

Explanation: The contract in Salesforce CPQ is used to manage and track customer agreements and commitments. It enables sales teams to create, manage, and track contracts for customers, including information such as contract terms, pricing, and delivery schedules. The contract also provides sales teams with a single source of truth for contract information, which helps ensure that sales teams are working with accurate and up-to-date information. By using the contract in Salesforce CPQ, sales teams can streamline the sales process, minimize manual data entry and errors, and ensure that their customers have access to accurate and complete information about the agreements and commitments they have made.

Basic Sample Questions

Q1)A contract must be changed, and prices must be updated to reflect new discounts for assets and subscriptions that are currently in use. How does the user go about doing this?

• A. Set the contract’s status to Draft. Make price adjustments to the initial quote that was used to create the contract, then check Contracted once more under the Opportunity.
• B. To reflect the new pricing, create a price book with price book entries. To create Amendment Lines with updated pricing, fill in the Contract Amendment Price Book ID field with the new Price Book ID.
• C. Copy the Quote Lines that require updating. on the copied Quote Lines, changed the desired discounts. Change the quantity of the initial Quote Lines to zero.
• D. Modify the Net Price values in the asset’s Price or Subscription fields. Use Refresh Prices and amend the contract.

Correct Answer: B

Q2)In order to hide Product Options that are incompatible with the selected square footage, Universal Containers requires sales representatives to select a Square Footage value on the Configuration Attribute on one of the packages. The Square Footage value that was set on the Configuration Attribute of the original Quote is reverted to its default value when the sales representatives reconfigure the bundle on a Renewal Quote. Currently, on the Renewal Quote, the sales representatives must again choose the square footage. How can the administrator make this procedure better such that the Configuration Attribute keeps its value after renewal?

• A. On the renewal Quote Lines, set the Renewed Asset lookup field to refer to the Original Assets.
• B. On the Quote Line object, create a Twin Field of the Square Footage field.
• C. On the renewal Quote Lines, set the Renewed Subscription lookup field to refer to the original Subscriptions.
• D. On the Asset and Subscription objects, add a Twin Field of the Square Footage field.

Correct Answer: D

Q3)Upon Contract activation, Universal Containers enables consumers to bargain a discount for Product A until a particular date. Which three fields on the record for the contracted price should be set up to meet this requirement? (Select three.)

• A. Effective Date
• B. Expiration Date
• C. Product
• D. Contract
• E. Discount

Correct Answer: B,C and E

Q4)After the Contract is activated, Universal Containers gives customers the option to negotiate a discount for Product A until a specific date. Which three fields should be configured on the record for the contractual price to satisfy this requirement in Salesforce CPQ Specialist? (Choose three.)

• A. Configurable
• B. Required
• C. Allowed
• D. None
• E. Disabled

Correct Answer: B,C and D

Q5)Sales representatives have complained that it takes too long to click the Calculate button after making changes in the Quote Line Editor. The Quote Line Editor has to be simplified so that calculations happen immediately once each modification is made, per the request from management. What Managed Package setting needs to be activated by the Admin to fulfill this requirement in Salesforce CPQ Specialist?

• A. Enable Quick Calculate
• B. Calculate Immediately
• C. Use Inactive Prices
• D. Use Legacy Calculator

Correct Answer: B

Q6)A Product Rule with an Advanced Condition is being created by an admin. How should the administrator refer to a particular Error Condition record in the Advanced Condition field’s text?

• A. The index field’s value
• B. The field’s API name in the tested field
• C. The Error Condition record’s Salesforce ID
• D. The Condition # field’s value

Correct Answer: A

Q7)An administrator wishes to add a second level of categorization by grouping Product Features into tabs that appear in the Configurator. Which action ought to the Admin take to fulfill this demand in Salesforce CPQ Specialist?

• A. Change the product’s option layout to tabs.
• B. Establish and select a Category for the Feature.
• C. Change the feature’s option layout to tabs.
• D. Select a Group on the Feature and set it.

Correct Answer: C

Q8)Product A has a Term Discount Schedule specified on its Product record, and an annual subscription costs $100. A Contracted Price that is relevant to Product A is connected to a volume-based Discount Schedule. A Quote for an Account using the Contracted Price adds Product A to it. As stated, Product A is eligible for a 20% term discount and a 10% volume discount. If the quote’s subscription term is 24 months, what special price and regular price values might be anticipated?

• A. Special Price = $90, Regular Price = $140
• B. Special Price = $100, Regular Price = $140
• C. Special Price = $100, Regular Price = $144
• D. Special Price = $72, Regular Price = $144

Correct Answer: A

Q9)All of the containers sold by Universal Containers (UC) must have the Configuration Attribute for Color. UC wants the output document to show the containers’ colors. To fulfill this need, which objects will the admin need to add the Color field to?

• A. Product, Product Option
• B. Product, Quote Line
• C. Quote Line, Asset
• D. Product Option, Quote Line

Correct Answer: D

Q10)Universal Containers wants to make sure that the custom fields’ data from the first Quote Lines appears on the Quote Lines for the Renewal Quotes as well. How ought the administrator to configure this data flow?

• A. Values from the original Quote Lines are automatically mapped to the Renewal Quote Line values.
• B. To bring Renewal Quote Lines back, a twin field should be added on both the Asset and Subscription objects.
• C. To access the original Quote Line, a custom formula field should use the SBQQ Source c Quote Line lookup.
• D. To transfer the value from the initial Quote Line to the renewal Quote Line, a Price Rule should be constructed.

Correct Answer: B

For more information, click on Salesforce CPQ Specialist online tutorial

Q11)Contracted Pricing is a method that Universal Containers employs to determine prices for particular distributors and their business units (child accounts). Product A has a list price of $300 and belongs to the Storage product family. The parent account has a filter based on the Storage product family and a Contracted Price of $200. Which two options do the administrators have to restore Product A’s list pricing on a business unit account? (Select two.)

• A. Change the Parent Contracted Price’s Ignore Parent Contracted Prices setting to True.
• B. Add a new record for Product A’s contracted price to the business unit account and set the value of the field labeled “Ignore Parent Contracted Prices” to true.
• C. Establish a new $300 contracted price for Product A on the business unit account.
• D. Change the business unit account record’s Ignore Parent Contracted Prices setting to True.

Correct Answer: C and D

Q12)Quantity requirements are something Universal Containers wishes to have for specific Product Options in a bundle. The quantity of the bundle product must be multiplied by the quantity of the Product Option. How should the administrator configure this in the bundle to satisfy the need?

• A. On the Bundle, check the Multiplier box.
• B. Choose Component in the Product Option’s Type column.
• C. On the Product Option, tick the Quantity Editable box.
• D. On the Product Option, check the Bundled box.

Correct Answer: B

Q13)The sales operations team at Universal Containers generated an order using the Create Order button using only half of the available Quote Lines before checking the box next to Ordered. What modifications ought the sales operations team to anticipate?

• A. Creation of an Order without Order Products.
• B. The remaining Quote Lines are added to the existing Order.
• C. The leftover Quote Lines are used to create a second Order.
• D. A message informs the user that an Order already exists.

Correct Answer: C

Q14)A product sold by Universal Containers has to be priced at 10% of the amount of all other fixed-priced items on the quote. Which two would be a suitable configuration to satisfy this demand? (Select two.)

• A. Subscription pricing is set at Percent of Total with List as the pricing method.
• B. With the Subscription Pricing set to Custom and the Pricing Method set to Percent of Total
• C. Subscription Pricing is left empty, and Pricing Method is set to Percent of Total.
• D. Custom pricing methods and custom subscription pricing

Correct Answer: A and C

Q15)A user of Universal Containers claims that although a Configuration Attribute value may be set during the initial configuration, it is missing during subsequent configurations. What should the administrator check to make sure the value of the Configuration Attribute is saved correctly?

• A. The Product Option object requires the creation of a twin field.
• B. On the Product object, a twin field needs to be created.
• C. The Quote object needs to have a twin field created.
• D. The Quote Line object has to have a twin field added.

Correct Answer: A

Q16)A new custom field that is referenced on the Target Field of a Price Action in a Price Rule was recently developed by the Admin at Universal Containers. The administrator discovered that the Price Action had failed to fill the custom field while testing the Price Rule. The Triggers Disabled checkbox was selected when the Admin checked the CPQ Package Setting. Triggers Disabled was unchecked, yet the custom field still didn’t fill out. How can the administrator make sure the calculator can use this custom field?

• A. Cancel the Advanced Calculator and grant the Calculation Service new permission.
• B. To make sure the Calculator Referenced Fields are current, re-run the Post Install Script in the Package Settings.
• C. Rename the custom field label, then recreate the Price Action using the new field label as a point of reference.
• D. Since Price Rules do not permit custom fields, the administrator must make use of a standard CPQ field.

Correct Answer: C

Q17)Over 45,000 distinct Container Product records are used by Universal Containers with CPQ. When a sales representative accesses the Add Products page, an unorganized list of the first 2,000 Products is shown. The collapsible groups should be based on the product family, according to the product management team. How should a CPQ Specialist configure the Salesforce CPQ managed package settings to allow this functionality?

• A. On the Product object, add the Product Family field to the Search Results Field Set.
• B. Set Object to Quote Line, Name Field to Product Family, and Solution Groups Enabled to true.
• C. In the Product Search Plugin area in Plugins, choose Product Family.
• D. In the Product Results Group Form Name field under Additional Settings, choose Product Family.

Correct Answer: D

Q18)In addition to another quote line, Universal Containers’ quote also includes a quote line linked to an asset product. Which property must be present on the extra Quote Line at the time of Contract formation in order to result in a Subscribed Asset?

• A. Subscription Pricing equals Percent Of Total
• B. Package equals True
• C. Pricing Method equals Percent of Total
• D. Bundled equals True

Correct Answer: A

Q19)Which of the following situations requires an administrator to select a custom value for the Condition Met field of a price rule?

• A. A lookup to a Summary Variable exists in one or more rows of Price Condition.
• B. A formula in one or more Price Condition records makes use of a non-CPQ object field.
• C. When three or more Price Conditions are being considered, the Price Rule combines AND and OR logic.
• D. The Price Rule stores key-value pairs for Price Conditions in a unique lookup object.

Correct Answer: C

Q20)The product is offered by Universal Containers (UC) in 10 different colors and four different sizes. UC requires the sales representatives to specify location, color, and size during configuration rather than having a different SKU for every possible combination. What CPQ features may the UC’s Admin use to fulfill this requirement?

• A. Option Constraints
• B. Product Options
• C. Product Features
• D. Configuration Attributes

Correct Answer: D