Salesforce CPQ Certification Questions and Answers
The Salesforce CPQ Specialist Certification is designed for professionals who want to demonstrate their expertise in Salesforce CPQ (Configure, Price, Quote) — a powerful sales tool that helps companies produce accurate quotes, manage product configurations, and automate pricing and approvals. Whether you are a Salesforce administrator, consultant, or a sales operations professional, this certification validates your ability to implement and configure Salesforce CPQ solutions effectively.
What You Will Learn
By preparing for and passing the Salesforce CPQ Specialist Certification exam, you will gain a deep understanding of the key functionalities and best practices involved in CPQ processes, including:
Product Configuration and Bundling: Learn how to create product bundles and configure product options, ensuring efficient quoting and upselling. You will understand the use of Features to group options and the use of Configuration Attributes to collect important customer inputs.
Pricing Strategies: Master different pricing methods like Cost Plus, Block Pricing, Contracted Price, and subscription pricing using Price Schedules. You’ll learn how to apply discounts and create complex pricing rules that adjust prices dynamically based on customer or quote conditions.
Product Rules and Validation: Understand how to enforce product dependencies and exclusions using Product Rules such as Selection, Validation, and Alert rules. This knowledge ensures accurate and compliant product configurations.
Subscription and Renewal Management: Gain insights into how Salesforce CPQ manages subscriptions, including billing frequencies and renewal products, helping sales teams maintain long-term customer relationships.
Quote Management and Approval: Learn how to use Quote Terms to add legal or payment conditions and configure approval processes to control discounts and pricing overrides for accurate and compliant quotes.
Multi-Currency and Usage-Based Pricing: Prepare to manage global pricing scenarios and usage-based pricing models to handle diverse customer needs.
Who Should Take This Exam?
This certification is ideal for professionals involved in the sales process and implementation of Salesforce CPQ:
Salesforce Administrators: Those who manage Salesforce CPQ configurations and want to prove their technical skills.
Sales Operations Professionals: Individuals responsible for streamlining the quote-to-cash process and ensuring accurate pricing and product selection.
Salesforce Consultants: Professionals who implement Salesforce CPQ solutions for clients and need to demonstrate their expertise.
Business Analysts: Those who work with sales teams and technical staff to define product configurations, pricing rules, and approval workflows.
Why Get Certified?
Salesforce CPQ is rapidly becoming a critical tool for organizations that want to accelerate sales cycles, improve quoting accuracy, and increase deal size through product bundling and pricing automation. The Salesforce CPQ Specialist Certification:
Demonstrates your mastery of Salesforce CPQ concepts and best practices.
Enhances your credibility and value as a Salesforce professional.
Opens up new career opportunities in Salesforce consulting, sales operations, and administration.
Helps your organization optimize sales processes and improve customer satisfaction.
Exam Preparation Tips
Focus on understanding how Product Rules, Pricing Methods, Bundles, and Subscription Management work within Salesforce CPQ.
Practice configuring Price Rules and Discount Schedules to dynamically adjust pricing.
Review how Approval Processes integrate with CPQ for quote validation.
Gain hands-on experience by using Salesforce CPQ in a sandbox environment.
Use practice exams and quizzes to test your knowledge on key exam topics.
Conclusion
The Salesforce CPQ Specialist Certification is an excellent way to validate your expertise in a vital Salesforce cloud offering. Whether you are new to CPQ or looking to deepen your knowledge, this certification covers the core concepts necessary to configure and manage Salesforce CPQ effectively, ensuring you can help your organization or clients streamline their sales process.
Ready to take the next step? Prepare well, practice consistently, and join the growing community of Salesforce CPQ experts!
Sample Questions and Answers
1. What happens if a Product Option is marked as “Required”?
A. The option will be added automatically to the quote.
B. The user can remove the option from the quote manually.
C. The option can be selected only during the amendment process.
D. The product option becomes optional during configuration.
Answer: A
Explanation: A “Required” product option is automatically selected and added to the bundle and cannot be deselected by the user.
2. Which object is used to store product prices in Salesforce CPQ?
A. Product2
B. PricebookEntry
C. Price Rule
D. Quote Line
Answer: B
Explanation: The PricebookEntry object links a product with a specific price and currency. CPQ relies on this to fetch product prices.
3. When should you use a Price Rule in Salesforce CPQ?
A. To apply discounts based on volume.
B. To modify field values during quote calculation.
C. To trigger workflows on Opportunities.
D. To configure static picklist values.
Answer: B
Explanation: Price Rules dynamically update quote line fields, product fields, or summary variables based on certain logic during quote calculations.
4. What is the function of a Lookup Query in Product Rules?
A. To search for fields in the Opportunity object.
B. To retrieve values dynamically from related records.
C. To prevent product selection.
D. To apply discount rules.
Answer: B
Explanation: Lookup Queries pull data from custom objects or standard objects to use in rules for dynamic behavior and condition evaluation.
5. Which setting must be enabled to use Advanced Approvals in Salesforce CPQ?
A. Enable Multiple Currencies
B. Enable Advanced Calculations
C. Enable Advanced Approvals
D. Enable Price Books
Answer: C
Explanation: To use Advanced Approvals, the dedicated setting must be enabled in CPQ Package Settings.
6. What is a Product Rule used for in CPQ?
A. Automatically generate Quote PDFs
B. Dynamically display UI elements
C. Enforce logic during product selection/configuration
D. Apply permission sets to users
Answer: C
Explanation: Product Rules enforce logic during product configuration, such as validating selections, suggesting other products, or hiding options.
7. Which action type in a Price Rule allows you to copy a value from a custom object to a quote line field?
A. Static Value
B. Formula
C. Lookup
D. Field Set
Answer: C
Explanation: The Lookup action type is used to dynamically pull values from another record (custom or standard) into quote lines.
8. What is a Summary Variable in Salesforce CPQ?
A. A calculated formula field on the Opportunity
B. A variable that holds the sum of numeric values on a quote
C. A type of product option
D. A custom price rule object
Answer: B
Explanation: Summary Variables are used to hold roll-up values (e.g., total quantity or total price) across quote lines or product groups.
9. What happens if a user forgets to enter a value for a required custom field on a Quote?
A. The quote is saved but not submitted.
B. The quote will fail validation.
C. The quote will be submitted with a default value.
D. An error message is shown and the save fails.
Answer: D
Explanation: Required fields must be filled. If a user omits one, an error message is triggered, and the quote does not save.
10. Which object is primarily used to store discount schedules?
A. Price Rule
B. Quote Line
C. Discount Schedule
D. Product Option
Answer: C
Explanation: Discount Schedule objects define tiered or volume-based pricing and are linked to products or pricebook entries.
11. Which quote field determines whether a quote can be edited?
A. Status
B. Locked
C. Quote Name
D. Is_Editable__c
Answer: B
Explanation: The Locked field, when set to true, prevents further editing of the quote.
12. How can a sales rep apply a one-time discount to a quote line?
A. Modify the Product2 record.
B. Use the Additional Discount field.
C. Update the List Price field.
D. Change the Unit Price directly.
Answer: B
Explanation: The Additional Discount field on the quote line allows reps to enter a manual discount without changing the list price.
13. What is a Configuration Attribute in Salesforce CPQ?
A. A field on the Quote object
B. A UI element used to filter product options
C. A discount type
D. A feature for applying taxes
Answer: B
Explanation: Configuration Attributes let users set global values (e.g., color, size) that influence multiple product options in a bundle.
14. What is the purpose of the “Option Layout” field in a Product Option?
A. To specify pricing conditions
B. To determine quote currency
C. To organize how options are displayed in the configurator
D. To enforce mandatory selections
Answer: C
Explanation: Option Layout controls whether options appear in tabs, sections, or as a list in the configurator UI.
15. When is a Constraint Rule used in Salesforce CPQ?
A. To prevent duplicate quote creation
B. To limit field access
C. To restrict product selection based on business logic
D. To define email templates
Answer: C
Explanation: Constraint Rules prevent or enforce selections of products based on defined relationships or conditions.
16. How does CPQ handle multi-currency support in quotes?
A. CPQ converts all quotes to USD.
B. The quote currency is determined by the Opportunity.
C. Quotes inherit currency from Price Book.
D. CPQ uses the User’s locale settings.
Answer: B
Explanation: The Opportunity’s currency drives the quote currency, ensuring alignment with pricing and revenue reporting.
17. Which condition must be met to merge multiple quote lines into one?
A. All quote lines must have the same discount schedule.
B. The products must have the same pricing method.
C. The Quote Line Group must be identical.
D. The Configuration Code and Product must match.
Answer: D
Explanation: To merge quote lines, CPQ requires that Product, Configuration Code, and other key attributes match.
18. What is the purpose of the “Calculate Immediately” checkbox on Price Rules?
A. Delays calculation until approval
B. Ensures the rule runs during quote calculation
C. Forces recalculation after quote save
D. Makes pricing editable for users
Answer: B
Explanation: Calculate Immediately ensures the price rule executes as soon as the quote or quote line field it depends on is updated.
19. Which object contains the subscription pricing logic?
A. Quote Line
B. Product Option
C. Contract
D. Product2
Answer: D
Explanation: The Product2 object has fields like Subscription Term, Subscription Pricing, etc., that govern CPQ’s subscription logic.
20. Which field on the Product object enables block pricing?
A. Pricing Method
B. Block Price
C. Price Type
D. Billing Rule
Answer: A
Explanation: Setting Pricing Method = Block enables block pricing where quantity ranges are priced in tiers.
21. What is the use of “Twin Fields” in CPQ?
A. They allow mirroring of fields between objects.
B. They generate summary fields on Quotes.
C. They auto-create price books.
D. They sync pricing from ERP systems.
Answer: A
Explanation: Twin Fields have the same API name on both Quote and Opportunity/Quote Line and are used to copy data between them.
22. Which type of Product Rule runs after configuration is complete and before saving the quote?
A. Selection
B. Alert
C. Validation
D. Filter
Answer: C
Explanation: Validation Rules check for invalid selections and stop users from saving configurations with errors.
23. What does a Custom Action in Salesforce CPQ allow you to do?
A. Trigger custom APIs
B. Display a button to run predefined actions in the configurator or quote line editor
C. Lock quote fields
D. Override user permissions
Answer: B
Explanation: Custom Actions add custom buttons in configurator or quote line editor to perform guided actions like adding products or navigating.
24. What defines the number of decimal places shown in quote line prices?
A. Currency Format
B. Field-Level Security
C. CPQ Package Settings
D. Profile Settings
Answer: C
Explanation: Decimal precision is configured under CPQ Package Settings, allowing consistent formatting.
25. What is the purpose of MDQ (Multi-Dimensional Quoting)?
A. To support quoting in multiple countries
B. To quote different price tiers
C. To allow different pricing for the same product across time segments
D. To apply blended discounts
Answer: C
Explanation: MDQ allows breaking down a single product quote line into multiple time segments (monthly, quarterly) with separate pricing.
26. What action allows for automation of record updates in CPQ without user input?
A. Guided Selling
B. Workflow Rules
C. Price Rules
D. Configuration Attributes
Answer: C
Explanation: Price Rules can automatically update values across CPQ records during calculation, without user input.
27. What object holds the quote line data after a quote is contracted?
A. Subscription
B. Asset
C. Contract Line
D. Opportunity Line Item
Answer: C
Explanation: After quote to contract conversion, Contract Line records are created from quote lines.
28. Which feature allows bundling of services and products with logic-driven selections?
A. Guided Selling
B. Product Bundles
C. Price Books
D. Discount Schedules
Answer: B
Explanation: Product Bundles package multiple products and options with configurable logic and dependencies.
29. How does CPQ handle non-subscription products in contract generation?
A. They are ignored.
B. They are stored as subscriptions with zero term.
C. They become assets.
D. They are converted to MDQ lines.
Answer: C
Explanation: Non-subscription quote lines are converted to Assets on the Account after contracting.
30. What is required for a Quote Line Group to apply group-level discounts?
A. Product options must be required.
B. The group must be locked.
C. A Group Discount field must be visible.
D. A line editor plugin must be installed.
Answer: C
Explanation: The Group Discount field must be on the Quote Line Group layout and editable to apply group-level discounts.
