1.What is Difference between Salesforce Standard Quoting vs Salesforce CPQ?
Quoting
Salesforce Standard Quoting: Allows syncing quotes with opportunities, adding products, selecting quantity, and applying manual discounts.
Salesforce CPQ: Provides a more advanced line editor, guided selling experiences, and dynamic quote document generation.
Product Bundling
Salesforce Standard Quoting: Does not support product bundling outofthebox. Users must manually select individual products.
Salesforce CPQ: Allows creating custom product bundles, which include optional features or components on a single quote line.
Discounting
Salesforce Standard Quoting: Offers basic percentage discounts per product line item. No automatic discounting.
Salesforce CPQ: Supports multitiered discount schedules, automatic volume discounts, and partner/distributor discounts.
Product Validation
Salesforce Standard Quoting: Uses standard validation rules, with limited flexibility.
Salesforce CPQ: Offers multiple types of product rules (Alert, Validation, Selection, Filter) to ensure accurate configurations.
Generated Quote Documents
Salesforce Standard Quoting: Allows generating PDFs using customizable templates. Limited in dynamic content.
Salesforce CPQ: Provides powerful document generation with dynamic content sections, conditional inclusion, translations, and automatic sending.
2. What is a Quote?
There are Two Meanings of “Quote” in Salesforce CPQ:
1. The document given to customers, detailing products, pricing, and terms.
2. The electronic record in Salesforce that stores quote data, such as product details, pricing, expiration dates, and discount information.
3. How are Salesforce CPQ Quote and Opportunities connected?
Quotes in Salesforce CPQ are linked to opportunities. When creating a quote, sales reps select products and services, and these selections are recorded under the opportunity. Each quote can have different configurations and pricing, allowing sales reps to present multiple options to the customer under one opportunity.
4. What is Role of the Primary Quote?
The primary quote has a special relationship with the opportunity, where it syncs the quote’s total amount and product details with the opportunity record. This means the primary quote’s information updates the opportunity’s Amount field and the Products related list. Only one quote per opportunity can be designated as the primary quote.
Imagine a sales rep working for a software company that uses Salesforce CPQ. The rep has an opportunity with a client who is interested in purchasing software solutions. To meet the client’s needs, the rep creates multiple quotes within the same opportunity:
1. Quote A includes the full suite of solutions with all features enabled.
2. Quote B offers a scaleddown version with fewer features, aimed at meeting a lower budget.
3. Quote C focuses on a specific subset of solutions relevant to the client’s immediate needs.
The sales rep designates Quote A as the primary quote because it represents the best possible outcome for the company. The primary quote’s total amount and product details automatically populate the associated fields in the opportunity record.
During negotiations, the client may express interest in one of the other quotes, at which point the rep can switch the primary designation to Quote B or C. This update instantly reflects the new pricing and product details on the opportunity, ensuring that all sales data is accurate and uptodate.
5. Can multiple quotes be created for a single opportunity in Salesforce CPQ, and if so, why?
Yes, multiple quotes can be created for a single opportunity in Salesforce CPQ. This is often done because the sales process can involve presenting various options to the customer.
6. What happens to the opportunity when a different quote is designated as the primary quote?
When a different quote is designated as the primary quote, Salesforce CPQ automatically updates the opportunity with the new primary quote’s details. This includes updating the Amount field with the new total and adjusting the Products related list to reflect the products included in the new primary quote.
7. What is a “quote output document” in Salesforce CPQ?
A “quote output document” in Salesforce CPQ is the PDF version of the quote that is generated from the electronic quote record. This document is typically shared with the customer and includes details such as product descriptions, pricing, terms, and conditions, and other relevant information needed to understand the offer.
8. Describe a scenario where using multiple quotes within an opportunity would be beneficial?
A scenario where multiple quotes are beneficial is during a negotiation phase with a customer who is considering different service levels or product bundles. For instance, a sales rep might create one quote that includes the full suite of products and services and another quote with a more budget friendly selection.
9. How can you automate the creation of quotes with preassigned values in Salesforce CPQ?
This can be done using a custom button or a Lightning quick action.
10. Describe the steps to create a New Quote Quick Action in Salesforce CPQ?
1. Navigate to Setup > Object Manager > Opportunity > Buttons, Links, and Actions.
2. Create a new action with:
Action Type: Create Record
Target Object: Quote
Label: New Quote
3. Add fields like Primary, Subscription Term, Start Date, and End Date to the action layout.
4. Set predefined values for fields like account (using Opportunity.AccountID) and opportunity name (using Opportunity.Id).
5. Add this action to the Opportunity Page Layout under the Salesforce Mobile and Lightning Experience Actions section.
Scenario: Dell’s sales team found that this setup reduced quote
11. How is the Subscription Term used in Salesforce CPQ quotes, and what happens if both the Subscription Term and End Date fields are filled?
The Subscription Term sets the duration of the quote, often in months. If both the Subscription Term and End Date are provided, Salesforce CPQ uses the End Date as it is more specific.
12. How does Salesforce CPQ handle the Start Date and End Date for subscriptions in a quote?
The Start Date indicates when the subscription services begin. If a Subscription Term is provided, the system can calculate the End Date. If both fields are filled, the End Date takes precedence.
13. What is Template Content in Salesforce CPQ, and how is it used?
Template Content in Salesforce CPQ stores specific data or text that can be inserted into different sections of a quote. Options for content include HTML for formatted text, Line Items for quote line item tables.
14. How do Template Sections function in Salesforce CPQ?
Template Sections are blocks of information that contain a piece of template content. They are created by navigating to the Quote Template’s related list and adding a new section.
15. How do Dynamic Quote Templates enhance the quoting process in Salesforce CPQ?
Dynamic Quote Templates in Salesforce CPQ enhance the quoting process by allowing for customized branding, dynamic content, and flexible document generation. They enable the inclusion of specific sections based on customer criteria, improving both the efficiency and accuracy of quotes.
16. What is the significance of HTML in Salesforce CPQ Templates?
HTML plays a crucial role in Salesforce CPQ Templates as it allows for extensive customization and flexibility in designing quote documents. Users with HTML knowledge can create dynamic, branded, and professional-looking quotes.
17. How do you start creating a basic ‘Out of the Box’ CPQ Template in Salesforce?
To create a basic ‘Out of the Box’ CPQ Template:
1. Navigate to App Launcher > Search “Quote Template” > New.
2. Fill in the Company Address & Logo ID on the Quote Template Object.
3. Upload the company logo to the Documents object, mark it as externally available, and copy the ID from the URL.
18. How can you customize the columns displayed in a Salesforce CPQ Template?
Customize the columns by editing the “Line Columns” related list on the Quote Template. You can modify the column Name, Width, and the field that is displayed.
19. Describe the process of creating and editing sections in a Salesforce CPQ Template.
1. Navigate to the “Sections” related list on the Quote Template.
2. Create a new Section and reference the “Content.”
3. If there is no existing content, click the + to create new content.
20. What options are available when creating new Template Content in Salesforce CPQ?
Options for new Template Content include:
- HTML: Key in your own HTML.
- Line Items: Ties back to the line item columns specified in the Quote Template.
- Quote Terms: Ties back to another object called Quote Terms.
- Custom: Lets you start from scratch.
- Template Bottom: Pre-configured template bottom.
- Template Top: Pre-configured template top.
21. How do you add and use Conditional Quote Terms in Salesforce CPQ Templates?
To add Conditional Quote Terms:
1. Go to the quote term where you want to add a display condition.
2. In the Use Conditions related list, click New Term Conditions.
3. Create a logical condition using fields such as Tested Field, Tested Variable, Operator, and Value.
22. How can you modify quote terms that are not “Locked” in Salesforce CPQ?
To modify quote terms:
1. Go to the Quote detail page.
2. Click the “Modify Quote Terms” button.
3. Click into the template and term you want to modify.
23. Explain the purpose of the “Modify Quote Terms” button in Salesforce CPQ.
The “Modify Quote Terms” button allows users to make modifications to any quote term that is not “Locked.” This enables sales teams to adjust terms based on customer-specific needs directly from the quote detail page.
24.How does using Salesforce CPQ Templates enhance the quote creation process?
Using Salesforce CPQ Templates enhances the quote creation process by automating the generation of quotes, reducing manual errors, saving time, and producing professional, accurate quotes. Dynamic templates ensure that each quote is tailored to the customer’s needs.
25. What are the primary limitations of Salesforce CPQ templates?
The primary limitations of Salesforce CPQ templates include limited flexibility and customization. While they are easy to build using preset content types like Line Items, HTML, and Custom content, these templates are restricted to pulling data only from CPQ objects unless formula fields are used. Code offers more customization but requires technical skills.
26. How do document generation apps enhance the functionality of Salesforce CPQ?
Document generation apps enhance Salesforce CPQ by allowing for more robust customization and automation. They enable the creation of documents that pull data from all standard and custom Salesforce objects, dynamically include or exclude content based on business rules, and offer complete styling customization. These apps can output documents in various formats and integrate with e-signature tools to streamline the sales process.
27. What are the benefits of integrating e-signature solutions with Salesforce CPQ and document generation apps?
Integrating e-signature solutions with Salesforce CPQ and document generation apps ensures a seamless and efficient process for finalizing sales documents. It streamlines the workflow from quote generation to contract signing, reducing delays and improving the customer experience. This integration helps accelerate the sales cycle and achieve a faster time to close.
28. How do document generation apps support the creation of complex quotes with large numbers of line items?
Document generation apps are designed to handle large and complex documents efficiently. They can manage quotes with hundreds or thousands of line items, reducing the likelihood of running into Salesforce’s governor limits. These apps also provide features for bulk processing and can dynamically adjust the document layout based on the content.
29. How does the process of creating a quote in Salesforce CPQ begin, and what preliminary steps are necessary?
The process begins with the creation of a lead, either through campaigns or the website. Once a sales rep receives the lead, a related account and contact are created. Subsequently, an opportunity is created, filled with basic information such as the stage, expected close date, and projected revenue.
30. Can you describe the process of creating multiple quotes for a single opportunity in Salesforce CPQ?
Salesforce CPQ allows for the creation of multiple quotes for a single opportunity, which is beneficial during negotiations. Different combinations of products and services can be presented to the customer. If a customer rejects an initial quote, another can be created with modifications.
31. What is the importance of the ‘Primary’ checkbox in Salesforce CPQ, and how does it affect the opportunity?
The ‘Primary’ checkbox designates a specific quote as the main quote associated with an opportunity. This primary quote influences the opportunity’s total amount, updates the Products related list, and reflects in forecasting and pipeline metrics. Only one quote can be marked as primary, ensuring that the most relevant information is used for reporting and decision-making.
32. How does Salesforce CPQ handle order and contract creation after a quote is approved?
After a quote is approved, an order is generated.
The sales rep then activates the order and can proceed to create a contract by checking the ‘Contracted’ checkbox.
This process ensures that the agreed-upon products and services are formally recorded and committed to a legal contract, ready for fulfillment.
33. Explain how discounts are applied to products in a Salesforce CPQ quote.
In Salesforce CPQ, discounts can be applied directly to individual products within a quote. The system allows for percentage discounts, which are specified during the quote configuration process. After entering the discount, the system recalculates the net unit price and the total amount for the line items. This feature provides flexibility in pricing and helps tailor offers to customer needs.
34. What steps are necessary to preview and finalize an order in Salesforce CPQ?
To preview and finalize an order, the user first needs to ensure that the quote is accurate and complete. They can use the ‘Preview Document’ feature to review the order’s layout and details, including product information, pricing, and terms. Templates can be used to standardize the appearance and content.
After verifying the details, the order can be finalized by clicking on the ‘Activate Order’ button.
35. What is the purpose of the Quote Line Editor in Salesforce CPQ?
The Quote Line Editor in Salesforce CPQ is used to manage the details of a quote, including product selection, pricing, discounts, and other important fields. It provides a comprehensive interface to edit line items, apply discounts, group products, and perform various operations to ensure the quote is accurate and meets customer requirements.
36. How can you add a custom field to the quote information in the Quote Line Editor?
To add a custom field to the quote information, navigate to Setup > Object Manager > Quote > Field Sets > Line Editor. You can then drag and drop the desired field, such as “Notes,” into the field set and save. This will add the field to the quote information section in the Quote Line Editor.
37. How do you add a custom field to the quote line items?
To add a custom field to the quote line items, navigate to Setup > Object Manager > Quote Line > Field Sets > Line Editor. Drag and drop the desired field, such as “Description,” into the field set and save. This will include the field in the quote line items section of the Quote Line Editor.
38. What is the function of the “Additional Discount” field in the Quote Line Editor?
The “Additional Discount” field allows users to apply an overall discount to the entire quote. This discount is applied to all line items by default. However, individual line items can have their own specific discounts, which will override the additional discount for that particular item.
39. Explain the purpose of the “Add Product” button in the Quote Line Editor.
The “Add Product” button allows users to add new products to the quote.
Users can filter products by categories such as Hardware, Software, and Miscellaneous, and select the desired products to include in the quote.
40. What does the “Add Favorite” button do in the Quote Line Editor?
The “Add Favorite” button allows users to add frequently used products to a favorites list. Sales reps can quickly access and add these favorite products to their quotes, improving efficiency and consistency in quoting.
41. How does grouping work in the Quote Line Editor?
Grouping allows users to organize different types of products into separate groups within a quote.
For example, products can be grouped into “Hardware” and “Software” categories. Users can apply discounts and other actions to entire groups, making it easier to manage complex quotes with multiple product categories.
42. What is the “Quick Save” function in the Quote Line Editor?
The “Quick Save” function allows users to save changes made to the quote without navigating away from the editor. This feature ensures that updates are saved immediately, and users can continue editing without interruptions.
43. Describe the process of applying a discount to a specific group of products in the Quote Line Editor?
To apply a discount to a specific group of products, first, create a group and add the relevant products to it. Then, specify the discount percentage for that group. The discount will be applied only to the products within the selected group, allowing for targeted pricing adjustments.
44. What happens when you clone a line item in the Quote Line Editor?
When you clone a line item, a duplicate of the selected line item is created. This feature is useful for quickly replicating product configurations, saving time, and ensuring consistency across similar line items in the quote.
45. Scenario: Sales Rep is preparing a custom quote for a large enterprise client who needs a combination of hardware and software products. The client has requested a detailed breakdown of costs, including discounts for bulk purchases and specific product groupings for easier review. Explain the process?
Sample Process
1. Account and Contact Creation: The sales rep creates a new account and contact for the client in Salesforce CPQ.
2. Opportunity Creation: An opportunity is created for the new deal with basic information such as the stage, expected revenue, and close date.
3. Quote Creation: The sales rep navigates to the Quotes related list on the opportunity and clicks “New Quote.” They use a custom quick action to pre-fill values like account and opportunity, ensuring consistency.
4. Adding Products: The sales rep clicks on “Edit Lines” in the Quote Line Editor. They use the “Add Product” button to select various hardware and software products from the filtered list.
5. Grouping Products: The products are grouped into “Hardware” and “Software” categories using the “Add Group” feature. This helps organize the quote and apply group-specific discounts.
6. Applying Discounts: A 10% additional discount is applied to the entire quote, while a specific 15% discount is applied to the “Hardware” group only. The sales rep uses the “Calculate” button to update the pricing.
7. Custom Fields: Custom fields such as “Description” and “Cost per Unit” are added to the quote line items for detailed information.
8. Review and Save: The sales rep uses the “Quick Save” feature to save changes without leaving the editor. After finalizing the quote, they click “Save” to complete the process.
9. Generating Quote Document: A dynamic quote template is used to generate a professional, branded PDF document. This document includes all relevant details, grouped product sections, and applied discounts.
10. Sending the Quote: The final quote document is reviewed and emailed to the client.
46. What are dynamic quote fields in Salesforce CPQ, and how are they used?
Dynamic quote fields in Salesforce CPQ refer to fields that can be customized and displayed in the Quote Line Editor based on business requirements. These fields allow users to add or remove columns, display specific data, and enhance the visibility of important information such as product descriptions, subscription terms, and custom fields. .
To update an existing field set to include new dynamic quote fields:
– Navigate to Setup > Object Manager > Quote Line > Field Sets > Line Editor.
47. How can Salesforce CPQ Quote Templates be customized according to business needs?
CPQ Quote Templates can be customized by modifying various elements, such as:
Cover Page: Adding company branding, customer information, and a summary.
Line Items Section: Customizing columns to display relevant information like product description, quantity, unit price, and total price.
Discount Details: Showing specific discount amounts or percentages applied.
Signature Block: Including fields for electronic signatures using tools like DocuSign or Adobe Sign.
Terms and Conditions: Customizing legal or policy statements according to business requirements.
48. Explain the process of generating a quote document in Salesforce CPQ?
First, ensure the “Generate Document” button is visible on the Quote object by configuring it in the Object Manager.
When ready, the sales representative clicks on “Generate Document” or “Preview Document” to create or view the quote.
PDF document is generated, which can be downloaded and reviewed.
This document includes all the configured elements, such as line items, pricing, discounts, and terms.
If any adjustments are needed, the template can be edited before finalizing the document.
49. What are the benefits of using a predefined Quote Template in Salesforce CPQ?
Consistency: Ensures that all quotes follow a standard format, providing a consistent presentation to customers.
Efficiency: Speeds up the quoting process by automating document creation, reducing manual work.
Accuracy: Reduces errors by automatically pulling data from the system, ensuring all details are up-to-date and accurate.
50. How does the integration of electronic signatures work with Salesforce CPQ Quote Templates?
Salesforce CPQ can integrate with electronic signature solutions like DocuSign or Adobe Sign. This integration allows for:
Automated Signature Requests: Once a quote is generated, it can be sent electronically to customers for signatures.
Real-Time Tracking: Sales teams can track the status of the signatures in real time, ensuring a faster and more transparent approval process.
Security and Compliance: Electronic signatures are legally binding and secure, providing an auditable trail of document approvals.
Customer Convenience: Customers can review and sign documents electronically from anywhere, speeding up the deal closure process.
51. Discuss a scenario where approval is required before generating a quote document in Salesforce CPQ?
An approval scenario might involve a quote that includes a significant discount or a high-value deal. For example, if a quote exceeds $10,000 or includes a discount greater than 20%, it may require approval from a senior manager or the finance team. In Salesforce CPQ, approval processes can be configured to route the quote for necessary approvals before the “Generate Document” action can be performed. This ensures that all large or sensitive deals are reviewed and approved by the appropriate personnel, maintaining financial controls and preventing unauthorized discounts.
52. What should be included in the terms and conditions section of a Salesforce CPQ Quote Template?
Payment Terms: Details about payment methods, deadlines, and penalties for late payment.
Delivery Terms: Information on delivery timelines, shipping methods, and responsibilities.
Warranty and Returns: Policies regarding product warranties, returns, and exchanges.
Renewals and Cancellations: Guidelines for renewing or canceling subscriptions or contracts.
Legal Disclaimers: Any legal disclaimers that protect the company, such as limitations of liability or intellectual property rights.
53. How can you add or remove columns in the Quote Line Editor?
Columns in the Quote Line Editor can be customized by modifying the field sets associated with the Quote Line object. To do this, navigate to the Object Manager, select the Quote Line object, and then adjust the fields in the relevant field set, such as the “Line Editor” field set. Fields can be added or removed by dragging and dropping them into the field set.
54. Explain how the Quote Line Editor handles applying discounts across all quote lines?
In the Quote Line Editor, there is a “Code Information” section where sales reps can apply discounts or markups across all quote lines. For example, if a 10% discount is entered in the “Additional Discount” field and the “Calculate” button is clicked, this discount will be applied to all products listed in the quote.
55. How does the “Custom View” field set in the Quote Line Editor enhance functionality?
The “Custom View” field set in the Quote Line Editor allows dynamic changes to the column headers based on specific use cases. For instance, different sets of columns can be displayed depending on the type of quote being generated (e.g., cost-plus markup pricing).
56. Describe the “Clone Line” feature in the Quote Line Editor and its use case?
The “Clone Line” feature allows users to duplicate a quote line, including all its configurations and values. This is useful when similar products or configurations need to be added to a quote. After cloning, the sales rep can make any necessary adjustments to the new line, such as changing quantities or applying different discounts.
57. What is the significance of the “Calculate” button in the Quote Line Editor?
The “Calculate” button in the Quote Line Editor recalculates prices for all quote lines based on any recent changes, such as added products, adjusted quantities, or applied discounts. It updates the UI to reflect the latest calculations but does not save the changes to the quote record; for that, the “Save” or “Quick Save” buttons must be used.
58. How can sales reps customize the layout of the Quote Line Editor, such as adjusting column widths?
Sales reps can adjust the layout of the Quote Line Editor, including resizing column widths, using the feature introduced in Salesforce’s Summer ’20 release. They can drag the edges of column headers to resize them. This customization helps tailor the interface to their needs, ensuring better visibility of important data.
59. Explain the use of the “Enable Expand/Collapse Bundles” setting in the Quote Line Editor?
The “Enable Expand/Collapse Bundles” setting allows users to expand or collapse bundle products in the Quote Line Editor. This feature is particularly useful for large quotes with many bundled items, as it helps sales reps navigate and manage the quote more efficiently by focusing only on the necessary details at any given time.
60. What is the “Line Editor Package Setting” in Salesforce CPQ, and what does it control?
The “Line Editor Package Setting” in Salesforce CPQ includes various settings that control the behavior and appearance of the Quote Line Editor. This includes settings for hiding renewed assets, visualizing product hierarchies, preserving bundle structures, setting totals fields, and more.
61. Explain how the “Line Editor Drawer” enhances the functionality of the Quote Line Editor?
The “Line Editor Drawer” in the Quote Line Editor allows sales reps to view and edit additional fields related to each quote line without cluttering the main interface. By clicking the arrow icon next to a quote line, users can expand the drawer to see more detailed information and fields.
62. What is the significance of the “Enable Multi-Line Delete” setting in the Quote Line Editor?
The “Enable Multi-Line Delete” setting allows users to select and delete multiple quote lines at once. This feature is particularly useful for cleaning up quotes with numerous line items, providing a quicker way to remove unwanted products or configurations in bulk, rather than deleting each line individually.
63. How can you use custom actions in the Quote Line Editor, and what are their benefits?
Custom actions in the Quote Line Editor allow administrators to add additional buttons, menus, or links that perform specific actions. These actions can direct users to external URLs, apply specific filters to products, or perform custom calculations. Custom actions enhance the flexibility and functionality of the Quote Line Editor, allowing it to be tailored to the specific workflows and needs of a sales team.
64. How do you enable and use the “Column Resizing” feature in the Quote Line Editor?
To enable column resizing in the Quote Line Editor, administrators must first grant the necessary user permissions for column metadata and field set metadata objects. Once enabled, users can resize columns by clicking and dragging the edges of the column headers.
65. What is the role of the “Totals Field” setting in the Quote Line Editor’s package settings?
The “Totals Field” setting specifies which field on the quote line will be used to calculate the overall total displayed in the Quote Line Editor. Typically set to “Net Total,” this field helps provide a clear summary of the quote’s financial details, ensuring that sales reps have accurate and up-to-date information when finalizing a quote.
66. What is the purpose of the “Reset Column Widths” option in the Quote Line Editor?
The “Reset Column Widths” option allows users to revert the column widths to their default settings. This feature is useful if a user has adjusted column sizes and wants to return to the original layout, ensuring consistency across different sessions or users. It helps maintain a standard view.
