AP-223 CPQ and Billing Consultant Accredited Professional Question and Answers

User Story:

“Sales users should be able to create new quotes with rate cards and account-specific discounts that honor originally negotiated pricing.”

This means the system must pre-store customer-specific negotiated prices.

In Revenue Cloud, the object used for this is:

✔ Contracted PricingContracted Pricing stores:

Account-specific price overrides

Custom discounting

Negotiated flat rates

Validity windows

When a new quote is created, Salesforce CPQ automatically applies Contracted Pricing to the relevant products.

Why the other options are incorrect:Option

Why Incorrect

B — Subscription

Tracks ongoing services, not negotiated pricing.

C — Order Product

Not used for quoting or negotiated rates.

D — Entitlements

Applies to support or warranty, not pricing.

SKU rationalization reduces catalog complexity and improves CPQ performance by merging duplicate or similar products.

✔ A — Same product names with different attribute valuesUse Product Options, Attributes, or Configuration Attributes instead of separate SKUs.

✔ C — Same product names with different bulk discount levelsUse Discount Schedules instead of duplicating products.

✔ E — Same product names commonly found in the same bundleUse one product with options/rules, rather than multiple redundant SKUs.

Why others are incorrect:Option

Why Wrong

B — Same products with different serial numbers

Serial numbers belong on Assets, not separate products.

D — Same names with different terms

Use Subscription Term or Term picklist, not separate SKUs.

Thus A, C, E is correct.

Requirement:

Provide an aggregated view of current goods and services on a contract.

This refers to consolidating all active entitlements, subscriptions, assets, and amendments.

Salesforce Revenue Cloud feature for this:✔ E. Customer Asset Lifecycle Management (CALM)CALM provides:

A unified, aggregated view of:

Active assets

Entitlements

Subscriptions

Amendments

Renewed services

Tracks lifecycle changes from:

Orders

Amendments

Cancellations

Upgrades

Represents the source of truth for what the customer owns today.

Why not the others?Option

Why Incorrect

A. Amendments

These modify contracts but do NOT aggregate current products.

B. Orders

Represent transactions, not current state.

C. Subscriptions

Only subscription items, not full lifecycle items or non-subscription goods.

D. Renewals

Only track renewal processes, not aggregated state.

Only CALM provides an aggregated, contract-aligned view of all customer entitlements.

During UAT, any incident related to invoice totals must include information that allows the consultant or tester to reproduce and diagnose the issue quickly.

✔ B — Quote number, Order number, or Invoice numberThese IDs allow the consultant to immediately:

Locate the exact transaction

Review invoice lines, tax, proration, billing rules

Check data mapping and calculation sequence

This is essential for any Revenue Cloud troubleshooting scenario.

✔ D — Steps to replicate the issueWithout reproducible steps, diagnosis is almost impossible.

UAT defect triage requires:

Exact user actions

Fields populated

Sequence of operations (e.g., "Bill Now", "Invoice Run", etc.)

This is a Salesforce UAT best practice.

✔ E — Expected resultsCrucial for determining:

Whether the system is incorrect

Whether requirements were misunderstood

Whether recalculation logic (tax, proration, discounts) was expected to behave differently

Why Other Options Are IncorrectOption

Why Wrong

A — Description of new requirements

UAT incidents are not for new requirements; they are for defects.

C — Expected resolution date

Not part of incident description; it's part of project management, not defect logging.

Final Answer: B, D, E

A partner leading a Revenue Cloud Scoping session requires:

✔ A — Strong communication skillsEssential for facilitating workshops, documenting requirements, and aligning stakeholders.

✔ B — Effective at planning, monitoring, reviewingScoping is structured, requires:

Agenda control

Risk identification

Note capture

Validation cycles

✔ E — Understanding design pitfalls & mitigationCritical in CPQ + Billing, where poor scoping leads to:

Wrong pricing model

Incorrect renewal logic

Billing edge cases

Data migration problems

A good partner surfaces these risks early.

Why the wrong answers are incorrect:Option

Why Incorrect

C — Knowledge of competitor products

Not relevant to scoping Salesforce Revenue Cloud.

D — Experience with quota-carrying sales roles

Helpful but not foundational to scoping complex CPQ + Billing architecture.

Final answer for Q49 = A, B, E

Salesforce Billing’s Hold Billing field on Order Product works exactly as follows:

When Hold Billing = Yes, Salesforce Billing does not generate invoice lines for that Order Product.

Once the user sets Hold Billing back to No, Billing:

Calculates the missed invoice periods

Creates catch-up invoice lines so billing is not lost

Correct Behavior (per Documentation)This means:

✔ Invoicing is suspended

✔ Catch-up invoice lines are created for the entire period Hold Billing was active

Thus, C is the correct and documented behavior.

Why the other answers are incorrectOption

Description

Why Incorrect

A

Prevents invoice document generation and emails

Misleading: the function specifically stops invoice line creation for the order product; it does not manage email notifications.

B

Hold Billing auto-resets on activation

False. Hold Billing is a manual field and does not auto-clear.

D

Only invoices after Hold Billing is set to No are created

Incorrect—Billing creates catch-up invoices for missed time.

Thus, C is completely aligned with Salesforce Billing behavior.

INVEST criteria is a standard Agile user story quality framework.

Correct breakdown:

I — Independent

N — Negotiable

V — Valuable

E — Estimable

S — Small

T — Testable

Thus D is the correct choice.

Revenue Cloud Billing does not allow reparenting or reallocating payments across accounts.

To correct a misapplied payment:

Un-allocate the payment if already applied

Refund the payment

Create a new payment under the correct account (Account B)

Allocate it to the appropriate invoice

This follows Billing best practices for financial audit integrity.

To save a new credit card Payment Method for future payments, the correct Salesforce Billing process is:

Correct documented methodFrom the Account Page:

Go to the Payment Methods related list

Click New Payment Method – Credit Card

Enter card details

Card is tokenized (via Payment Gateway)

Saved for future payments

This is exactly what option D describes.

Why the other answers are incorrectOption

Why Incorrect

A. Tokenize button

Outdated UI/legacy workflow; new UI and gateways tokenize automatically.

B. Payment credit cards related list

Not the standard Billing object structure; Salesforce Billing uses Payment Method object, not "Payment Credit Card".

C. Enter card details + encryption

PCI does not allow storing full credit card numbers in Salesforce even with Platform Encryption — credit cards must be tokenized via gateway, not stored directly.

Therefore:

The only correct Salesforce Billing approach is D.

Efficient UAT requires:

B – Define acceptance criteria upfront

D – Train UAT testers on new Revenue Cloud processes and CPQ/Billing functionality

E – Finalize test plans before build phase completes to ensure readiness

Options A and C are incorrect:

Consultants should NOT execute tests for the customer (UAT = customer validation).

Not every issue in UAT is a change request; many are defects that must be fixed.

All answers you provided are confirmed correct based on Salesforce CPQ & Billing documentation and implementation methodology.

Send the next set whenever you're ready!

The CPQ Quote Calculator is hosted by Salesforce in specific service regions.

Performance is optimized when the service region matches the Salesforce org location.

Since the German operation is hosted in the EU Salesforce instance, the performance-optimized setting is:

✔ Europe regionThis keeps latency minimal and significantly improves quote calculation speed.

When users log in to Salesforce CPQ for the first time, the Post-Install Script must run.

This script:

Initializes CPQ user settings

Creates required calculation metadata

Ensures Quote + Quote Line permissions and defaults work

Enables Primary Quote logic

If an automation tries to set a new Quote as Primary, but the user has not run the CPQ post-install script, CPQ raises errors because internal references and fields are not yet initialized for that user.

This is a documented CPQ requirement.

Thus, A is correct, and all other options point to permission issues that do NOT cause this specific failure pattern.

Scenario:

A payment is posted on the wrong Account

It must be applied to an invoice on a different Account

Payment is already posted

Salesforce Billing rules:

A posted payment cannot be reparented

A payment allocated to an invoice cannot simply be moved

Correct process is:

✔ B — If allocated, create a refund, then create a new payment on the correct accountDetailed steps:

Reverse (refund) the incorrect payment

Create a new payment on the correct account

Allocate that payment to the correct invoice

This ensures:

Proper audit trail

Compliance with financial controls

Correct ledger entries

Why the other options are wrongOption

Why Incorrect

A. Allocate payment to Account B invoice

Not allowed: payment is tied to Account A.

C. Reparent payment to Account B

Posted payments cannot be reparented.

D. Cancel the payment

Cancelling alone does not reverse ledger impact; refund process is required.

Thus B is correct.

This use case describes a three-dimensional pricing model where the price of a product is determined by length × width × height. These values are user selections (likely stored on Quote Line fields), and CPQ must determine the correct price based on a matrix of dimensions.

Salesforce CPQ documentation identifies Lookup Tables used with Price Rules as the standard method for implementing matrix or multi-attribute pricing.

✔ Why Price Rule with Lookup Table is the correct answerSalesforce CPQ Lookup Tables allow you to store pricing data externally from the product record and return the correct price based on multiple inputs.

Lookup tables can key off of multiple dimensions, e.g.:

Length

Width

Height

A price rule performs the lookup at calculation time and sets:

List Price, or

Custom price field

Create custom fields on Quote Line:

Length__c

Width__c

Height__c

Build a Lookup Table with key columns:

Length range

Width range

Height range

Resulting price

Build a Price Rule that uses:

Price Conditions → to map entered dimensions

Lookup Query → to fetch matching price

Price Action → to set the Quote Line's Unit Price

Relevant capabilities:Typical CPQ design for dimensional pricing:This is exactly the pattern Salesforce recommends for multi-attribute pricing.

❌ Why the other options are incorrectA. Percent of TotalUsed for:

Support fees

Add-on fees based on parent productsNot for dimensional pricing.

B. Multi-Dimensional Quoting (MDQ)Used for:

Term-based pricing (Year 1, Year 2, Year 3)

Usage tiers over time

MDQ does not support 3-dimensional physical attributes.

C. Discount ScheduleSupports:

Volume tiering

Quantity-based pricing

Does not support multi-attribute dimensional pricing.

The three customer teams that must be involved in Revenue Cloud scoping are:

✔ A — Information (Product / Pricing owners)They define product catalog rules, pricing models, and offerings.

✔ B — Technology (IT/Architecture)Ensures integration, data migration, security, and platform alignment.

✔ C — Sales OperationsOwns quoting flows, approvals, discounting, sales motions, and user experience.

These teams define core CPQ processes.

Why others aren't required at scoping:Team

Why Not Required

D — Accounting/Finance

Essential for Billing scoping, but not required for CPQ-only scoping unless Billing is in scope.

E — Customer Service

Usually relevant for Service Cloud and CALM, not initial CPQ scoping.

F — Human Resources

Irrelevant to CPQ and Billing.

Thus A, B, C is correct.

RASIC is a well-known responsibility matrix used in Salesforce projects.

✔ Correct definition:R — Responsible

A — Accountable

S — Supporting

I — Informed

C — Consulted

To correctly load and rate Usage in Salesforce Billing, a Usage Record must contain the minimum required fields that allow the Billing Engine to:

Identify which subscription/order product the usage belongs to

Determine the billing period

Retrieve the correct rating method (per unit, tiered, etc.)

Apply account-level and billing-level context

Roll up usage into a Usage Summary for invoicing

Salesforce Billing documentation specifies that the following fields are required for rating:

Required Fields for Usage RatingField

Why it is required

Order Product (SBQQB__OrderProduct__c)

Links usage to the billable product and its pricing model

Start Date/Time

Used to determine billing period & usage summary matching

(End Date/Time)

Optional, depending on rating model

Quantity

Required for rating calculation

Unit of Measure

Required to match usage with the product's usage rate

Usage Summary Lookup (optional but required for import batching)

Groups usage records for processing

Account

Required for Billing Context

Option B is the only choice that correctly includes:

Order Product (mandatory for rating)

Start Date/Time

Quantity

Unit of Measure

Usage Summary Lookup

Account

This matches Salesforce Billing’s usage rating prerequisites.

✔ Why other options are incorrect:A – Missing Order Product IDUsage cannot be rated without knowing which subscription/order product it belongs to.

So A is invalid.

“Matching ID” and “Matching Attribute” are not standard required fields for usage rating.

Overly broad and mixes irrelevant fields.

C – Includes fields that Salesforce does not require

D – Only includes UOM + QuantityInsufficient. Missing the essential contextual fields (Order Product, Date/Time, Account).

✔ Final Confirmed AnswerB. lookup start date time, order product ID, unit of measure, quantity, usage summary lookup, account

Requirement:

Set Legal Entity on Order Product and OP Consumption Schedule in a scalable way.

Runs before insert, so no second update transaction is needed.

Scalable (bulk-safe, low CPU, no recursion).

Modern Salesforce best practice for field population.

Works consistently across:

Order Products

Usage/Consumption Schedules

Why D. Before-Save Flow is correctWhy not the others?Option

Why Incorrect

A. Workflow Rule

Deprecated, not scalable, cannot run before-save.

B. Custom Setting

Storage mechanism, not automation logic.

C. QCP

Only affects Quote stage, not Order Products or Consumption Schedules AFTER order creation.

Thus **D is the correct, scalable, and recommended pattern.

When a Salesforce CPQ user logs into production for the first time, CPQ requires running the Post-Install Script. This script:

Creates default settings

Ensures CPQ-managed fields are initialized

Grants required permissions

Creates default Primary Quote logic metadata

Updates field values such as IsPrimary, quote calculation settings, etc.

Why the issue happenedThe customer implemented automation that automatically sets a new quote as Primary at creation.

If a user has not executed the CPQ Post-Install Script on their first login, then Salesforce CPQ has not yet initialized several objects and fields that are required for the Primary Quote creation process.

Therefore, the “first time users tried to create quotes” → they encountered errors, because:

Their user-specific CPQ installation metadata was not initialized

CPQ could not run its internal logic that depends on Primary Quote setup

Salesforce’s installation documentation explicitly states:

Each CPQ user must run the Post-Install Script after first login, or they may encounter errors when creating quotes, setting a quote primary, or performing calculations.

Thus the correct answer is A, and it is consistent with CPQ installation best practices.