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Salesforce CPQ Specialist Certification Exam Guide

Salesforce CPQ Specialist Certification Exam Guide.

The Salesforce CPQ Specialist credential is designed for individuals who have experience implementing Salesforce CPQ. This credential is a great way to demonstrate skills and knowledge in designing, building, and implementing quoting flows with Salesforce CPQ.

1. About the Salesforce CPQ Specialist Certification Exam

  • Content: 60 scored, multiple-choice/multiple-select questions and up to 5 non-scored questions
  • Time allotted to complete the exam: 105 minutes
  • Passing score: 65% (39 out of 60 Questions)
  • Registration fee: USD 200, plus applicable taxes as required per local law
  • Retake fee: USD 100, plus applicable taxes as required per local law
  • Prerequisite: None

2. Salesforce CPQ Specialist Certification Exam Outline

CPQ Platform: 23%

  • Design, configure, and troubleshoot price rules using lookup objects and formula fields to meet business requirements.
  • Apply understanding of quote calculation sequence and quote line pricing fields to meet pricing and business requirements.
  • Utilize out-of-the-box and custom permissions, record types, field sets, and page layouts to ensure users can fulfill their job requirements.
  • Given a business process, demonstrate knowledge of CPQ data flow (e.g., twin fields) across CPQ objects.
  • Demonstrate knowledge about the CPQ object data model as it relates to data migration.
  • Set up CPQ for localization and multi-currency for international customers and users.
  • Given a scenario, determine the necessary CPQ package-level settings.
  • Determine how the CPQ managed package fits within a Salesforce org.

Bundle Configurations: 17%

  • Given a scenario, set up a bundle structure to meet business requirements.
  • Given a scenario, set up product rules to meet business requirements.

Pricing: 16%

  • Given a scenario, identify the appropriate pricing strategy (discount schedules, block pricing, contracted prices, subscription pricing, percent-of-total).
  • Given a scenario, determine expected pricing outcomes.

Quote Templates: 7%

  • Given a scenario, set up a quote template to meet business requirements.

Product Selection: 7%

  • Given a scenario, use search filters, field sets, and custom actions to enable product selection and configuration.

Orders, Contracts, Amendments, and Renewals: 15%

  • Demonstrate understanding of the data required to generate orders and contracts.
  • Demonstrate understanding of how to generate renewal and amendment quotes to meet business requirements.
  • Given a scenario, recommend when to use orders, contracts, subscriptions, and assets to meet business requirements.

Products: 11%

  • Demonstrate how to set up products, pricebooks, and pricebook entries.
  • Demonstrate how product catalog setup impacts overall CPQ data flow.

Approvals: 4%

  • Select and set up advanced or native approvals to meet business requirements.

3. Salesforce CPQ Specialist Exam Guide

4. Salesforce CPQ Specialist Exam Trailmix

5. Important Topics for Salesforce CPQ Specialist Exam

5.1. CPQ Platform: 23% (14 Questions)

5.2. Bundle Configurations: 17% (10 Questions)

  • Product Rules – ensures that the correct Product is displayed to the user. There are four kinds of Product Rules:
    • Validation Rules – Confirms that a quote’s product combinations or quote line field values match predetermined conditions
    • Selection Rules – Automatically adds, removes, hides, enables, or disables options in a bundle
    • Filter Rules – Prefilters the products available to add to a bundle
    • Alert Rules – Guides and informs through messages during configuration or pricing

5.3. Pricing: 16% (10 Questions)

  • Pricing Methods for Salesforce CPQ
  • Pricing Methods
    • Block Pricing – You can price a product based on several different quantity ranges, called block prices. When a sales rep adds that product to a quote, Salesforce CPQ checks where it falls in the quantity ranges and prices the quote line accordingly.
    • Cost-and-Markup Pricing – Set a price based on its cost plus a markup amount, rather than list price and discount.
    • Batch Pricing – Price component and accessory bundle product options by static amounts based on quantity ranges.
    • Contracted Pricing – When sales reps create a contract, they can use quote line prices from their original quote on future quotes within that contract’s account. This process, known as contracted pricing, is useful when your sales reps have negotiated a price for a product and want to continue using that price after making a contract. Salesforce CPQ uses the negotiated price on new quotes, renewal quotes, and amendment quotes.
  • Subscription Pricing
  • Discounting Tools
  • Price Rules
  • Pricing Waterfall – Salesforce CPQ uses a multi-step pricing process to derive a net price from a list price when using ‘List’ as the pricing method. The pricing waterfall by default flows as follows:
List PricePrice pulled from the quote’s associated Price Book
System Discounts and adjustmentsIncludes contracted prices, discount schedules, proration, and Special Price if a value exists for Special Price Type
Regular PriceProrated list price after system discounts or the Special Price if a Special Price Type is specified
Additional DiscountsValue entered by sales users or pricing guidance
Customer PriceRegular Price minus Additional Discount
Partner DiscountDiscount given to selling partner, entered by sales user
Partner PriceCustomer Price minus Partner Discount
Distributor DiscountDiscount given to distributor, entered by sales user
Net PricePartner Price minus Distributor Discount, final price for the line
Salesforce CPQ Pricing Waterfall

5.4. Quote Templates: 7% (4 Questions)

5.5. Product Selection: 7% (4 Questions)

  • Guided Selling – recommends products to users based on answers provided by the users during the Guided Selling Process. A guided-selling process contains these components:
    • Quote Process: This object defines how the prompt appears and how it adds items based on user input
    • The quote process record contains a related list for process inputs. These records are the questions and possible answers that the guided selling prompt shows. Each process input represents one question
    • The process input record contains a related list for process input conditions. You can define process input conditions so that the guided selling prompt only shows the process input only in response to the values of other process inputs. This feature is useful if you want to create a complex guided selling prompt that guides users down several paths based on their needs. It also keeps your guided selling prompt organized by showing only required questions

5.6. Orders, Contracts, Amendments, and Renewals: 15% (9 Questions)

5.7. Products: 11% (6 Questions)

5.8. Approvals: 4% (3 Questions)


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