Salesforce CPQ Specialist Certification Exam

Sample Questions and Answers

 

Which Salesforce CPQ object stores data about price adjustments based on account-specific contracts?
A. Price Schedule
B. Product Option
C. Contracted Price ✅
D. Quote Term
Explanation: Contracted Price records hold negotiated prices per account.

What is the function of the ‘Guided Selling’ feature?
A. To automate discount approvals
B. To generate quote documents
C. To guide sales reps through product configuration based on customer needs ✅
D. To set subscription terms
Explanation: Guided Selling asks questions and recommends products accordingly.

How can Salesforce CPQ handle usage-based pricing?
A. Only with custom development
B. Using Price Rules exclusively
C. Through usage-based products and pricing methods ✅
D. By setting discount schedules
Explanation: Usage-based pricing tracks customer usage and bills accordingly.

What determines whether a Quote Line’s price can be manually overridden?
A. Price Rule settings
B. Product Family
C. The Price Editable field on the product record ✅
D. Contract terms
Explanation: Price Editable controls manual price overrides.

How can you ensure that discounts applied on a quote do not exceed a certain percentage?
A. Use Discount Schedules only
B. Apply manual checks only
C. Use Price Rules with validation to limit discount percentages ✅
D. Set product prices accordingly
Explanation: Price Rules can enforce max discount limits through validation.

What does the ‘Primary’ checkbox on a Product Feature indicate?
A. It’s the most expensive feature
B. It cannot be removed
C. It’s the default or main feature in a bundle ✅
D. It has no special meaning
Explanation: Primary marks the main or default feature in a product bundle.

Which feature enables you to automate quote document creation and delivery?
A. Price Rules
B. Approval Processes
C. Quote Templates combined with Salesforce automation tools (e.g., Flows) ✅
D. Discount Schedules
Explanation: Quote Templates and automation tools streamline document generation and sending.

 

What Salesforce CPQ object controls the billing frequency for subscription products?
A. Price Rule
B. Product Feature
C. Price Schedule ✅
D. Quote Term
Explanation: Price Schedules define billing frequency, such as monthly or annually, for subscription products.

Which type of Product Rule is used to automatically add, remove, or replace products based on user selections?
A. Validation
B. Alert
C. Selection ✅
D. Filter
Explanation: Selection Product Rules automate product additions/removals depending on conditions.

How do Product Bundles improve quoting efficiency?
A. They allow unlimited discounting
B. They simplify approval processes
C. They group related products together for streamlined selection ✅
D. They override contract pricing
Explanation: Bundles let sales reps add multiple related products as one package.

What happens when you enable ‘Dynamic Bundles’ in Salesforce CPQ?
A. Bundle prices are fixed and cannot change
B. Users can customize options within bundles dynamically during quoting ✅
C. Product options are hidden
D. Discount schedules are disabled
Explanation: Dynamic Bundles let users select and configure options at quote time.

Which field controls whether a product is active and available in Salesforce CPQ?
A. Price Editable
B. Subscription Pricing
C. Active checkbox on the Product record ✅
D. Contracted Price
Explanation: The Active checkbox determines if a product is available for quoting.

How can a CPQ admin restrict products so they only appear for specific user profiles?
A. Use Price Rules
B. Set Product Families
C. Use Salesforce sharing settings or permission sets ✅
D. Create separate product records
Explanation: Profile and permission settings control user access to products.

Which pricing method should be used for a product whose price changes depending on the customer’s tier?
A. Cost Plus
B. Block Pricing
C. Contracted Price ✅
D. Percent of Total
Explanation: Contracted Price stores customer-specific negotiated prices.

What is the purpose of the ‘Quote Term Type’ field?
A. To specify subscription length
B. To calculate discounts
C. To categorize quote terms into legal, payment, or shipping terms ✅
D. To set product availability
Explanation: Quote Term Type organizes terms by their purpose on the quote.

How does Salesforce CPQ handle multi-currency pricing?
A. Only supports USD
B. Requires custom development
C. Supports multiple currencies via Salesforce currency management ✅
D. Uses price schedules exclusively
Explanation: CPQ supports multi-currency if enabled in Salesforce org.

Which tool allows CPQ admins to create complex pricing calculations using formulas and variables?
A. Discount Schedules
B. Price Schedules
C. Price Rules ✅
D. Quote Terms
Explanation: Price Rules use formulas and conditions for dynamic pricing.

What is a ‘Feature’ in Salesforce CPQ?
A. A product
B. A quote term
C. A way to group product options within a bundle ✅
D. A pricing method
Explanation: Features organize product options inside bundles for better management.

How do ‘Approval Processes’ integrate with Salesforce CPQ?
A. They automatically approve all quotes
B. They set product pricing
C. They enforce approval steps based on quote conditions ✅
D. They control subscription terms
Explanation: Approval Processes manage quote approvals based on rules.

Which CPQ feature helps ensure that required questions are answered before quote submission?
A. Discount Schedule
B. Price Rule
C. Configuration Attribute with ‘Required’ setting ✅
D. Product Option
Explanation: Required Configuration Attributes force input before quote completion.

How does Salesforce CPQ calculate the final price of a quote line?
A. Base Price + Discount only
B. List Price only
C. Base Price + Price Rules + Discounts + Adjustments ✅
D. Cost Price only
Explanation: The final price includes base price modified by rules, discounts, and adjustments.

What happens when a ‘Block’ discount schedule is applied to a product?
A. The product becomes unavailable
B. Discount is applied to the entire quote
C. Discounts apply only when the quantity reaches specified blocks ✅
D. The discount is a flat amount regardless of quantity
Explanation: Block discount schedules apply discounts based on quantity tiers.

 

Which object in Salesforce CPQ stores the details of a customer’s subscription contract?
A. Quote
B. Quote Line
C. Subscription ✅
D. Contracted Price
Explanation: The Subscription object holds details about customer subscriptions and their terms.

What is the main purpose of Configuration Attributes in Salesforce CPQ?
A. To control pricing rules
B. To create approval processes
C. To gather input from users during product configuration ✅
D. To generate quote documents
Explanation: Configuration Attributes are questions or options that gather info during quoting.

How does Salesforce CPQ handle product dependencies?
A. By deleting products automatically
B. Through price schedules
C. Using Product Rules to enforce dependencies and exclusions ✅
D. By creating separate bundles
Explanation: Product Rules enforce dependencies like requiring or excluding related products.

What is a key benefit of using Price Books in Salesforce CPQ?
A. They disable discounts
B. They automate approvals
C. They allow different pricing for products across multiple sales channels ✅
D. They create product bundles
Explanation: Price Books enable price variation by region, channel, or customer segment.

Which Salesforce CPQ feature can be used to create conditional questions that appear only when certain criteria are met?
A. Price Rule
B. Discount Schedule
C. Configuration Attributes with dependency logic ✅
D. Quote Terms
Explanation: Configuration Attributes can show/hide questions based on other inputs.

How do you set a default quantity for a product option in a bundle?
A. Set in Price Rule
B. Use Discount Schedule
C. Specify ‘Default Quantity’ on the Product Option record ✅
D. Set on Product record
Explanation: Product Option record includes a Default Quantity field for bundles.

What is the function of ‘Maximum Quantity’ on a Product Option?
A. It sets a default price
B. It applies discounts
C. It limits the maximum number of units a user can select ✅
D. It enables auto add
Explanation: Maximum Quantity restricts how many units of an option can be added.

How can Salesforce CPQ admins prevent discount overrides on a quote?
A. Use Product Rules
B. Set Active = False on products
C. Use Price Editable = False and validation rules ✅
D. Disable bundles
Explanation: Disallow manual price changes via product settings and validations.

What is a key characteristic of the ‘Cost Plus’ pricing method?
A. It uses list price only
B. It offers fixed discounts
C. It calculates price by adding a markup to the cost ✅
D. It is only for subscriptions
Explanation: Cost Plus adds a percentage or fixed markup on product cost.

How does Salesforce CPQ support usage-based pricing models?
A. Only through custom code
B. By using Discount Schedules
C. Via Usage-based products that track quantities for billing ✅
D. Through contract terms
Explanation: Usage-based products allow pricing tied to customer usage data.

What is the purpose of ‘Quote Calculator Plugin’ in Salesforce CPQ?
A. To manage approval workflows
B. To generate quote documents
C. To customize price calculation logic using Apex code ✅
D. To create discount schedules
Explanation: Quote Calculator Plugins allow advanced pricing customization.

How can you make a product mandatory in a bundle?
A. Use Price Rule
B. Use Discount Schedule
C. Check the ‘Required’ box on the Product Option ✅
D. Remove other options
Explanation: Required Product Options must be included when selecting the bundle.

What does ‘Block Pricing’ allow you to do in Salesforce CPQ?
A. Apply discounts by customer tier
B. Control approval steps
C. Set fixed prices for quantity ranges (blocks) ✅
D. Create product bundles
Explanation: Block Pricing assigns prices to quantity blocks or tiers.

How does Salesforce CPQ’s ‘Quote Term’ feature assist in quoting?
A. Calculates subscription terms
B. Applies discounts automatically
C. Adds legal, payment, or shipping terms to the quote ✅
D. Restricts product selection
Explanation: Quote Terms add contract-related text and conditions.

What setting controls whether a product is available for renewal in Salesforce CPQ?
A. Price Editable
B. Active checkbox
C. Renewal Product checkbox on the Product record ✅
D. Contracted Price
Explanation: Renewal Product checkbox indicates if a product can be renewed on subscriptions.