Salesforce AP-223 CPQ and Billing Consultant Accredited Professional Exam Practice Test

The requirement is:

When configuring a bundle, if the customer has previously purchased a hardware firewall, the Hardware Firewall product option should be hidden during bundle configuration.

This means the Product Rule must evaluate immediately when the bundle configuration UI loads, so that the option is hidden before the user begins configuring.

Salesforce CPQ documentation clarifies the evaluation events for Product Rules:

Evaluation Events in CPQ Product RulesEvaluation Event

When it Fires

Use Case

Load

Fires immediately when the configurator opens

Use this when hiding options or preselecting options based on external or historical data, Assets, Subscriptions, etc.

Load and Edit

Fires on initial load and every time the user makes changes

Use when rules may need re-checking with every MODIFY step.

Save

Only fires when clicking Save

Use when validating configuration before saving (e.g., preventing invalid combinations).

Always

Fires during all events including load, edit, and save

Rarely used; typically only for enforcement rules.

You need the option hidden right when the configurator loads.

The rule uses historical data (previously purchased hardware firewall).That data does not change in real time during the configuration session.

There is no need to re-check during every selection or on save.

Why Load is the correct answer:Therefore, using Load provides:

Optimal performance

Immediate user experience consistency

No unnecessary re-evaluations

Overkill; runs multiple times unnecessarily.

Negative impact on performance in large quotes/bundles.

Why the other options are incorrect:❌ A. Always

Hiding an option at save time is too late.

The user should not see the firewall option at all if they already purchased it.

❌ B. Save

This re-evaluates the product rule every time the user interacts.

Not required because the “past purchase” condition does not change during configuration.

Adds unnecessary processing.

❌ C. Load and Edit

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

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.

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.

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.

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 runs in a designated Service Region. Performance increases significantly when:

The service region is geographically close to the Salesforce org.

Since the org is hosted in the EU:

✔ D — Europeis the correct service region, which reduces latency and speeds calculation.

Why the others are wrong:Option

Why Incorrect

A — No performance impact

100% incorrect; region affects latency heavily.

B — North America

Far from EU, adds latency.

C — Japan

Even slower.

E — Australia

Worst possible latency option.

Thus D is correct.

Invoice Scheduler Settings:

Target Date = Jan 15

Bill Usage Charges = FALSE

This means:

The scheduler will generate invoice lines for Order Products only, not usage summaries.Thus the correct rule is:

✔ A — Order Products with Next Billing Date equal to or earlier than January 15

Why the other options are wrong:Option

Why Incorrect

B — Usage Summaries

Ignored because Bill Usage Charges = False.

C — Next Billing Date equal to or after

Billing only generates lines for dates <= Target Date.

D — Next Charge Date

Not used by Invoice Scheduler.

Thus A is correct.

Scenario SummaryUniversal Containers sells a bundle “Corporate IT Solutions.”

Inside it is a product option: Hardware Firewall.

Requirement:

If the customer previously purchased that Hardware Firewall (historical purchase),

Then hide the product option inside the bundle during configuration.

This is a Configuration Rule

Using Selection/Filter logic to hide options

The rule must trigger as soon as the bundle loads, because the product option must be hidden before the user interacts with the bundle.

What type of Product Rule?Which Evaluation Event is Correct?Salesforce CPQ Product Rule Evaluation Events:

Event

When it Fires

Typical Use

Load

When the configuration page loads the first time

Hide/show options, preselect options, set initial values

Edit

On any user modification

Rerun rules based on changes

Load and Edit

Both events above

When both initial setup and change handling are required

Save

When the quote line editor is saved

Validation rules that block save

We need the product option to be hidden immediately when configuring the bundle.

It is not dependent on user edits.

It uses historical purchase data (Opportunity Product / Asset / Subscriptions).

In this requirementTherefore, the rule should fire at initial load only, not waiting for user interaction.

Always → not a valid Product Rule Event type in CPQ.

Save → too late; user would see the option before it's hidden.

Load and Edit → unnecessary; we do not need edits to trigger this rule.

Edit → would fail because hiding must occur before user interaction.

Why Not the Others?Salesforce CPQ Documentation AlignmentCPQ Product Rules documentation states:

Use Load when you want the rule to evaluate immediately when the configurator opens, typically for hiding, filtering, or preselecting options.

This matches the required behavior perfectly.

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.

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.

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.

Requirement:

Product may be taxable or tax-exempt depending on a custom field (Industry).

In Salesforce Billing:

Tax rules determine whether a product line is taxable or exempt.

Tax rules can be driven by custom logic using:

Custom fields

Flow

Apex

Determination scripts

Therefore:

✔ C. Use automation to set the Tax Rule based on the custom field.Why not the others?Option

Why Incorrect

A. Tax Treatment

Outputs tax result, but the rule determining taxability is the Tax Rule, not Tax Treatment.

B. Billing Rule

Controls invoice schedule, NOT taxability.

D. Revenue Recognition Rule

Controls revenue, not tax.

Thus C is the only valid solution.

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.

Error:

“Attempt to de-reference a null object” while amending migrated contracts/subscriptions.

This is the classic CPQ issue when legacy contract/subscription data is missing required fields.

Subscription Start / End Dates

Quantity

Price fields

Billing Frequency

Term

Amendment-related fields (AmendmentStartDate, etc.)

Subscription Product

Related Order Product

Related Asset (if asset-based)

During amendment, CPQ expects:Missing or incorrectly populated fields cause CPQ code to attempt to reference null values → null pointer exception.

Thus:

✔ C. Required fields are missing or incorrectly populated

Why the other options are incorrect:Option

Why Incorrect

A. Migrated contracts cannot be amended

False. Salesforce explicitly supports amendments on migrated data if fields are populated correctly.

B. Asset-based renewal required

Not required—CPQ supports quote-based and asset-based renewal models.

D. Missing lookup to source Quote Line

Not required for legacy subscriptions; CPQ amendments work without source quote lines.

Thus C is the only valid root cause.

A solid governance structure is a required component of every Salesforce Revenue Cloud implementation (CPQ + Billing). Salesforce's project methodology stresses governance for:

Clear roles and responsibilities

Alignment across business and technical teams

Controlled communication flows

Coordinated delivery

Risk and issue management

Change control

Let's evaluate each option:

✅ A. To get agreement on the roles and responsibilities of the implementation team and customerThis is one of the core purposes of governance.

The RACI structure (Responsible, Accountable, Consulted, Informed) is part of governance setup and ensures:

No duplication of work

No gaps in ownership

Clear escalation paths

✔ This is correct.

❌ C. To ensure the implementation team can work independently with little customer inputThis is the opposite of governance.

Revenue Cloud projects require constant alignment with the customer across:

Catalog structure

Pricing rules

Billing cycles

Renewals

Integration design

Customer involvement is essential.

✖ Not a valid reason.

❌ E. To assign more work to the customerGovernance is not a method to increase customer workload.

It ensures collaboration, not burden shifting.

✖ Incorrect.

✅ B. To establish a communication plan between teams and coordinate the workGovernance defines how:

PMs communicate

Status reports occur

Risks/issues are escalated

Decisions are documented

This is a fundamental governance objective.

✔ Correct.

✅ D. To ensure the implementation team is aligned with the customer on assigned workExactly.

Governance guarantees alignment on:

Scope

Requirements

Sprint commitments

Priorities

Change requests

✔ Correct.

✔ Final Verified AnswerA, B, D

In Salesforce CPQ + Billing (Revenue Cloud), heavy use of cross-object formula fields can create serious performance, calculation, and reliability issues. Salesforce product documentation and CPQ study guides highlight several risks related to:

Quote calculation engine performance

SOQL query depth

Runtime evaluation limits

Data availability timing during synchronous calculations

Below is the breakdown of the options:

✅ A. Formula field data is not always available during CPQ quote calculationCorrect.

Salesforce CPQ reads values at calculation time, but cross-object formula fields may:

Not resolve in time if they depend on parent records updated within the same transaction

Return stale values because formula evaluation is not recalculated in real time mid-calculation

Fail during QCP or price rule evaluation due to record access/state issues

This is a known risk documented in CPQ technical architecture guidance.

❌ B. Formula fields have unlimited access to object many relationships away which makes it vulnerable to data changes.Incorrect.

Formula fields do NOT have unlimited access. They are limited to 10 relationship levels.

While data changes on parent objects can affect formula results, this is not a primary risk emphasized in Revenue Cloud implementation guidance.

Therefore, not one of the three correct risks.

✅ C. They are computationally expensive.Correct.

Formula fields—especially cross-object ones—are recalculated at runtime every time:

The referenced record is queried

CPQ calculator reads them during price rule evaluation

Billing processes (Invoice Run, Usage Rating, etc.) reference them

This can significantly slow down:

Quote calculations

Order/Invoice generation

Any multi-object SOQL-heavy logic

This is a well-known performance risk.

✅ D. They can easily exceed limits if not carefully designed and testedCorrect.

Cross-object formulas contribute to:

SOQL query depth limits

CPU time limits

Formula size complexity

Relationship depth limits

In CPQ/Billing, where Quote and Quote Line processing already push platform limits, too many formula fields can cause:

Calculation failures

Invoice/Order creation errors

Apex limit exceptions

Salesforce documentation warns against heavy formula usage for precisely these scalability concerns.

❌ E. Formula fields are editable, after calculation a user/process can overwrite the valueIncorrect.

Formula fields are never editable by users or automation.

Their values are dynamically calculated from their formula expressions.

Therefore, this option is not a valid risk.

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 uses Usage Summary to combine usage records per:

Billing period

Order Product

Rating characteristics

To simplify future usage uploads after amendments, Billing requires a stable reference to group or map usage lines.

✔ Matching ID is designed exactly for this purpose.It is:

Unique

Persistent across amendments

Used by external rating or mediation systems

Can be used as an External ID

Other fields cannot uniquely support usage upload reconciliation.

Thus, E is the correct answer.

Correct CPQ Calculation Evaluation Order:

Internal Initialization

QCP — onInitialization()

Calculate Formulas (pre-calculation)

Price Rule — Before Calculate

Calculate Quantities

QCP — onCalculate()

Price Waterfall Calculation

QCP — AfterCalculate()

Option E is the only sequence that matches this.

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.

The requirement:

"Bulk discounts include previously purchased quantities for pricing calculations."

This refers to cross-order discounting, where historical quantities affect pricing on the new quote.

To support this:

✔ B – Contracts, Subscriptions and Assets should be populated with historical dataCPQ reads existing Subscriptions/Assets to determine previously purchased quantities.

Historical install base must be migrated for correct discounting.

✔ E – Discount schedules with Cross Orders checkedSalesforce CPQ includes an OOTB feature:

Discount Schedule → Cross Orders = TRUEThis allows the quantity tiers to consider historical purchases.

Incorrect options:

A Custom Action unnecessary unless data is external (not indicated here).

C Summary variables cannot aggregate off-contract historical quantities.

D Migrating invoices is not required for quantity-based pricing.

Thus, the validated answers are B and E.

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.

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.

The consultant discovers:

Multiple triggers

Workflows

Flows

Possibly recursion or conflicting automations… on the Opportunity, which is foundational for CPQ.

Salesforce Revenue Cloud Best Practice:Use one automation type (preferably Flow) to avoid conflicts, recursion, performance issues, and unpredictable ordering.

Too many automation types cause issues with:

CPQ Quote Sync

Opportunity → Quote event handling

Performance and CPU limits

Unpredictable execution order

Therefore:

✔ A — Recommend using a single automation type for best performanceThis aligns with:

Salesforce Well-Architected Framework

Salesforce CPQ implementation guidelines

General platform automation best practices

Why other options are incorrect:Option

Why Not Correct

B

Large Quote Threshold affects calculator performance, not Opportunity automation.

C

Multiple automation types is the problem, not the solution.

D

Accepting the current messy automation is not recommended before CPQ implementation.

Thus A is correct.

When dealing with large quotes, Salesforce CPQ may hit platform governor limits (CPU time, SOQL limits, etc.) during save and recalculation.

Salesforce CPQ provides the Large Quote Threshold setting, which instructs CPQ to switch to a more efficient calculation mode once the quote line count exceeds the threshold.

The Salesforce documentation states:

Large Quote Threshold should be set to a number below the volume that triggers governor limits during testing.

It is not set arbitrarily; it must be based on empirical volume testing results.

This avoids synchronous processing of too many quote lines and forces CPQ to optimize its calculation path.

Therefore, option D is the correct implementation.