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CPQ Object and Term Glossary
When you’re working with Salesforce CPQ, review important terms and definitions. (Salesforce CPQ Managed Package)
Required Editions
| Available in: All Salesforce CPQ Editions |
- Batch Quantity
- This feature allows you to price products component or accessory product options by lots or bunches, such as $10 for every 32 units. Batch pricing recalculates the quantity you enter by a divisor you assign to a product. Salesforce CPQ divides the product option's quantity by its batch quantity and uses that value for the resulting quote line's quantity. For example, a $500 App License product option has a batch quantity of 4, and your sales rep enters a quantity of 8 for that product option in the configurator. The resulting quote line has a quantity of 2 and a net total of $1000.
- Block Price
- Allows you to assign a fixed price to a product based on quantity, overriding the automatic calculation of quantity * unit price.
- Configuration Attribute
- Help guide the configuration when tied to product rules. For example, they can allow a user to specify the number of students of a training product. They can be associated to features and be specified where they are displayed so there can be different sets of Configuration Attributes within each feature. Configuration attributes are mapped to fields on the product option object and can be mapped to the quote Line object. They can be used to enter information on the quote line specific to certain products or used to drive Product Selection rules.
- Contracted Prices
- Prices that you have negotiated with specific customers and should be automatically applied to all quotes for that customer. They are available on the account and can be applied to any product in any price book. Contracted prices can be constrained to a specific time period.
- Co-Terminated Subscriptions
- Users can add subscription products to an active contract. Salesforce CPQ automatically prorates prices to co-terminate the subscription with the contract. Users are presented with a prompt at the time of quote creation if the account has an active contract eligible for co-termination.
- Customer Price
- Price of the product after applying discretionary discount. It is calculated as regular price - additional discount.
- Distributor Discount
- This is a discount that is applied to partner price and reflected in the net price.
- Guided Selling
- Create a set of questions to prompt users to narrow down the number available to select from based on their responses. Users can quickly find the products they’re looking for even if you have a large catalog. You can also display different prompts for the rep for different groups of products. This is useful if you have two different product lines on a single quote and you want a different guided selling process invoked for these product lines based on the quote line group.
- Line Column
- Record that allows an administrator to define a specific quote line field to be displayed in one or multiple line items template sections.
- List Price
- Salesforce CPQ handles list prices like Salesforce product pricing on opportunities. Each quote line has a list price that originated in the price book.
- Markup Price
- Salesforce CPQ can determine price by the product cost plus a markup amount. The calculated value is stored in the regular price.
- Merge Fields
- Salesforce CPQ quote Templates allow you to create mail-merge documents that dynamically populate your quote. Merge Fields allow you to set up placeholders for this data in your template content or dynamic quote terms, and generate a PDF Document using the layout in your quote Template.
- Option Constraints
- Constraints placed on products defined in the Options Related List. They control which options may or may not be purchased together. Option Constraints are used to set up option dependencies and exclusions; they can be applied to real-time rule processing, which gives immediate feedback to the sales rep.
- Partner Discount
- If your organization sells through a channel/VARl, you can give a “partner discount” on quote or the individual product line item on the quote. By default, partner discounts are applied after all automatic and discretionary discounts. Salesforce CPQ applies the partner discount to the price and stores the result in the Partner Price.
- Price Rules
- Price rules set individual fields or a combination of fields within the Edit Lines screen. A flexible way of automating price calculations and updating quote line fields. Set price rules to automatically discount quote line items based on product or quote attributes. You can set as many conditions as you like and specify whether one or all conditions should be met to trigger the resulting actions. In this case, each price rule must have at least one condition and one action, allowing you to deliver the desired discount when your conditions are met. You can also specify the order in which multiple price rules should be evaluated.
- Product
- Anything that can be identified as an individual line item on the quote. Core product offerings that the customer sells are products. Ancillary products, options, accessories, add-ons, spares, or other forms of supplementary products are also products. Any product, component, accessory, or part that could possibly be a quote line or an option in a bundle, needs to be added as a product record in Salesforce.
- Product Configuration Rules
- Configuration rules tie a product rule to one or several product bundles.
- Product Features
- Categories or groups of product options within a bundle. Product options of the same feature may have several constraints, such as “pick one or more” and “pick 2 of 5.”
- Product Options
- Components of a bundle that are also products and could contribute to the bundle price. Product options can be associated with features; how the different components behave in relation to configuration, pricing, and constraints can also be configured.
- Product Rules
- Checks the quote line items and verifies that there are no invalid product combinations at the line editor level. The number of active quote product rules affects performance of the Edit Lines screen and should be limited to avoid Salesforce governor limits.
- Product Selection Rules
- These rules perform an action in a bundle allowing automation of a bundle configuration. They contain a set of conditions and a set of actions. They can be used to automatically select or deselect product options of a bundle, or enable or disable them, or show or hide them.
- Product Validation Rules
- Ensure that the data a user selects meets certain standards. These contain a condition to be met, and an error message; they can be used to ensure that the configured bundle is valid. Summary variables can be used to see if conditions are met. These rules can target either quote ines, or product options in a bundle.
- Prorated List Price
- For subscription products, this is the adjusted price for the total contract value, considering the subscription’s duration. The duration of the subscription is determined by the subscription term, start date, or end date.
- Quote
- Stores all the details of the products and prices quoted for an opportunity. Just like opportunities have many product line items, quotes have many quote line items. An opportunity can have many quotes that you can view from a quotes related list on an Opportunity page layout.
- Quote Line Editor
- The Line Editor is where you edit and configure the Line Items that appear in your quote.
- Renewals
- A process by which subscription products (those with a price per time period) are renewed for another term. The renewals process automates the creation of opportunities and quotes for subscription products that renew at the end of a contract. Salesforce CPQ uses Salesforce's standard account-related contracts. A renewal creates assets for each non-renewable quote line item on the account record based on the value of a picklist field on the product record. It also creates subscription records for each renewable quote line item on the contract.
- Quote Template
- A quote template is a combination of predetermined formatting elements for the arrangement of quote data for presentation, typically in PDF format. Similar to Salesforce email templates, a quote template contains the design, content, and layout of your generated quote documents. Some content can be dynamic, such as the Expiration Date, while other content can be static, like the Company Address or Slogan. You can define dynamic content using merge fields as you would elsewhere in Salesforce.
- Regular Price
- Price of the product after volume and term discounts, after application of a contracted price, or as set in special price.
- Special Price
- Allows users to change a product's list price. When special pricing is in effect, it overrides the regular price.
- Subscription Pricing
- This can be based on a fixed price, or a percent of the total, which Salesforce CPQ calculates dynamically. Also, the percent of total can be based on some quote items using a filter, quote items in a group, or all quote items.
- Template Content
- An element of the quote template where the content is stored and is used to display the varying portions of the template. Administrators can create and modify these records using the supplied rich text editor, or by modifying the underlying HTML and inline CSS directly.
- Template Section
- This contains the template content you want displayed and where to display it vertically on the quote document. Template sections represent the structure of the content throughout the quote template.
- Total Price
- Automatically calculated as: unit price * quantity, and prorated as necessary for subscription products.
- User Profile
- Allows proper permissions and provisioning of Salesforce CPQ licenses to the appropriate users. Not every Salesforce user has to be a Salesforce CPQ user, but all Salesforce CPQ users must be Salesforce users. They must also have a standard Salesforce user license and a custom profile. You can determine which Salesforce users get a Salesforce CPQ license by assigning them a Salesforce CPQ license from the managed package.
- Volume Discount
- Discount schedules allow you to specify discounts in terms of percentage or amount to be discounted off the product's price using the quantity purchased or term. You can set the quantity or term ranges in tiers of different discount percentages. This discount is applied to both the List Price and the resulting discount.
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