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

These three patterns negatively impact Revenue Cloud scalability and performance:

✔ A — Multiple automation types on a single objectTriggers + Workflows + Flows create:

CPU limit issues

Debug complexity

Recursion

Unpredictable execution order

This is a major anti-pattern.

✔ B — External API calls during pricing sequenceQCP or Price Rules must never call external APIs because:

They block calculator execution

Cause timeouts

Dramatically slow down quote save time

This is a severe performance issue.

✔ C — Extensive custom fields on Quote LineEvery Quote Line field:

Increases calculation payload size

Increases JSON transmitted to the calculator

Slows down Quote Calculation

Impacts large quotes significantly

Why D and E are not performance design flawsOption

Why Not a Design Problem

D — Quotes with 200 lines

CPQ supports scaling to far more than 200 lines with proper configuration.

E — Invoices with 200 lines

Billing handles this volume normally. Performance issues arise at thousands of lines.

Setting Legal Entity on:

Order Product

Order Product Consumption Schedule

Must be scalable, bulk-safe, and future-proof.

The most performant and Salesforce-recommended approach is:

No additional DML required

Runs before insert and update

Bulk-safe

Better performance than Workflow or Process Builder

No need to use QCP, which only affects Quotes—not Orders or Schedules

✔ Before-Save Flow (Record-Triggered Flow)Thus D is correct.

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.

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.

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

✔ Correct definition:R — Responsible

A — Accountable

S — Supporting

I — Informed

C — Consulted

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

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.

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When a Revenue Cloud project is escalated, the Project Manager is the role accountable for:

Overall project success

Scope, timeline, budget

Risk management

Issue resolution

Stakeholder coordination

Salesforce implementation methodology is clear:

The Project Manager owns project outcomes.

Thus D is correct.

User Story“As a pricing manager, bulk discounts must include previously purchased quantities for pricing calculations on the quote to reward loyal customers.”

This refers to historical purchases influencing tiered or volume discounts.

In Salesforce CPQ, the only native feature that supports “include prior purchases when calculating discount tiers” is:

✔ Discount Schedules with Cross Orders enabledThis setting tells CPQ to:

Look at existing subscriptions, assets, orders, and previous quote lines

Aggregate prior quantities

Apply tiered volume discount based on the total owned quantity + new quantity

But for Cross Orders functionality to work…

✔ Historical Subscriptions / Assets must existSo you must migrate historical:

Contracts

Subscriptions

Assets (if asset-based ordering)

Without that data, CPQ cannot aggregate historical quantities.

Correct answer: B and E✔ B — Populate Contracts, Subscriptions, and Assets with historical dataCPQ needs these to calculate previously purchased quantities.

✔ E — Discount Schedules with Cross Orders checkedThis is the actual feature that uses prior purchased amounts to determine discount tiers.

Why the other options are not correct:Option

Why Incorrect

A — Custom Action

Unnecessary. CPQ has native Cross Orders behavior.

C — Summary Variable

Summary variables do not summarize external historical purchases.

D — Migrate Orders & Invoices

Not required for CPQ pricing. Only Subscriptions/Assets matter.

The requirement:

One Order Product must invoice 2 months of charges on the next invoice, without affecting the other 4 Order Products.

To do this, you must tell Billing to:

Skip 1 billing cycle

Jump ahead to a future billing date

Without impacting other Order Products

Without modifying invoicing schedule globally

The correct way is to set:

✔ Override Next Billing Date→ This forces the next invoice line to include charges up to the new date, resulting in multiple periods billed together.

Why others are wrong:Option

Explanation

B — Hold Billing

Pauses billing entirely; does NOT create multi-month invoices.

C — Target Date

Controls invoice run date, not multi-period billing.

D — Bill Through Date Override

Controls end date of a prorated period, not the number of periods billed.

E — Bill Now

Generates an immediate invoice but still only bills 1 period unless dates are overridden.

Thus A (Override Next Billing Date) is correct.

Revenue Cloud implementations should NOT replicate outdated legacy CPQ logic.

Instead, Salesforce best practices require business transformation:

Understand current and future-state processes

Challenge legacy limitations

Use standard functionality wherever possible

Remove unnecessary customizations

✔ Correct Answer: COptions A, B, and D represent anti-patterns:

Option

Why Incorrect

A — Map legacy CPQ logic

Leads to replicating outdated processes rather than improvement.

B — Customize UI to mimic legacy

Increases technical debt and destroys scalability.

D — Keep legacy CPQ

Two CPQ systems create conflicts and are not recommended.

Thus C is correct.

Universal Containers wants:

ARR__c on Opportunity Line Item (Opportunity Product)

But ARR is currently on SBQQ__QuoteLine__c

They want ARR captured in pipeline reports without adding automation.

Salesforce CPQ Behavior:During Quote → Opportunity sync, CPQ automatically maps fields only if:

The same API name exists on both objects

The field types match

The field-level security is correct

If these conditions are met, CPQ automatically handles field synchronization.

Therefore:

✔ C. Create ARR__c on Opportunity Line Item with matching field configurationThis leverages native CPQ field mapping, requires zero automation, and is the recommended Salesforce approach.

Why the other options are incorrect:Option

Why Incorrect

A. Price Rule to copy value

Price rules do not run on Opportunity Products; rules run only on Quote Line Editor.

B. Flow

Extra overhead and maintenance—unnecessary when CPQ already supports native field sync.

D. Cross-object formula

Opportunity Line Item cannot reference Quote Line fields (different object trees). Salesforce prevents this.

Thus, C is the only correct and efficient solution.

The user story states that sales users should inherit previously negotiated pricing when quoting for existing customers.

In Salesforce CPQ, the object that stores account-specific negotiated prices is:

Contracted Pricing (SBQQ__ContractedPrice__c)

This object overrides standard list prices during quoting based on:

Account

Product

Pricebook

Contract linkage

Therefore, in addition to migrating Accounts, Contracts, and Quotes, the missing legacy pricing data must be loaded into Contracted Pricing.

Salesforce upgrades Preview sandboxes before production. To ensure testing is done on the next release before go-live:

✔ A — Review status.salesforce.com for release and sandbox cutoff datesThis tells you:

When sandboxes will upgrade

Deadlines for refreshing to get onto Preview

Release milestones

✔ C — Determine whether your sandbox is on a preview or non-preview instanceThis determines your next action:

Preview instance → sandbox upgrades early

Non-preview → sandbox upgrades after production

This is essential to test the implementation before production is upgraded.

Why B and D are incorrectOption

Why Incorrect

B — “All sandboxes upgrade at the same time”

False: preview vs non-preview sandboxes upgrade at different times.

D — “Submit a ticket to support to upgrade sandbox”

Salesforce does not move or upgrade sandboxes via support case. Release timing follows the published schedule only.

Final Answer: A, C

The Salesforce CPQ calculation sequence includes:

Internal Initialization

QCP: onInitialization()

CPQ: Calculate Formulas (pre-calculation)

Price Rule Evaluation: Before Calculate

QCP: onCalculate()

Price Waterfall (Pricing Engine)

QCP: AfterCalculate()

Option D matches this exact order:

internal initialization → on Initialization → calculate formulas → Before Calculate → calculate quantities → On Calculate → Price Waterfall → After Calculate

Before a scoping session, the consultant should understand:

A – Sample proposals → reveals quoting format, pricing models, product structure.

B – Product brochures → clarifies offerings, catalog categories, bundles.

D – Approval matrix → shows governance controls required in CPQ.

Incorrect:

C Salesforce release notes are irrelevant to understanding customer requirements.

E Financial statements do not contribute to CPQ/Billing scoping.

Correct answers: A, B, D.

Salesforce CPQ Renewals use two fields:

Used for pipeline forecasting

Should be checked as soon as the contract activates

Indicates revenue is expected at renewal

Indicates the renewal quote has actually been generated

Should be checked close to the contract end date

1. Renewal Forecasted2. Renewal QuotedThis is standard Salesforce CPQ renewal process guidance.

Correct logic:Forecast early, quote late.

Thus:

✔ D — “Renewal Forecasted should be checked early; Renewal Quoted should be checked near Contract End Date.”

The customer asks for customization because of a legacy system process.

Salesforce methodology says:

First validate whether the requirement is truly necessary in Salesforce or whether the legacy process should be transformed.

Therefore, the first step is:

✔ A — Ask follow-up questions to ensure the legacy process has business justificationYou must determine:

Why the process exists today

Whether it is needed in the new system

Whether CPQ or Billing already support the requirement natively

Whether it introduces unnecessary technical debt

Only after justification should you:

Consider customization

Estimate hours

Add developers or change orders

Thus, A is the correct first step.

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.

When an escalation occurs on a Revenue Cloud implementation, the question is:

Who is ultimately responsible for the success of the project?

While many roles contribute, the Project Manager (PM) is the one accountable for:

Scope

Budget

Timeline

Risk & issue management

Cross-team coordination

Customer communication

Driving escalations and resolutions

Salesforce project methodology is clear:

The Project Manager owns overall project success.

Why the other roles are not the primary accountable party:Role

Why Not Responsible for Overall Success

Technical Architect

Owns technical integrity, not project success.

Solution Architect

Owns functional solution design, not delivery metrics.

Developer

Executes tasks, not responsible for project outcome.

Customer Success Manager

Supports customer relationship but not delivery execution.

Thus, the correct answer is:

✔ B — Project Manager