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Guided Selling
Create a prompt that asks sales reps about the types of products they want when they’re adding products to a quote. Salesforce CPQ reviews their answers and shows the Add Products page with a list of products that match their responses. We call this process “guided selling.” (Salesforce CPQ Managed Package)
Required Editions
| Available in: Salesforce CPQ Summer ’15 and later |
Create a guided-selling process with the Quote Process object and add it to your quote or quote line group’s Quote Process field. The Guided Selling prompt appears when you click Edit Quote Lines for the first time on that quote. It also appears when you click Add Products in the quote line editor or within a quote line group.
You can also let your sales reps select the prompt they want to use from a picklist in the quote line editor.
A guided-selling process contains these components.
- Quote Process: This object defines how the prompt appears and how it adds items based on user input.
- The quote process record contains a related list for process inputs. These records are the questions and possible answers that the guided selling prompt shows. Each process input represents one question.
- The process input record contains a related list for process input conditions. You can define process input conditions so that the guided selling prompt only shows the process input only in response to the values of other process inputs. This feature is useful if you want to create a complex guided selling prompt that guides users down several paths based on their needs. It also keeps your guided selling prompt organized by showing only required questions.
Note If your reps use Lightning Experience, include no more than five process
inputs in a quote process. Additional process inputs are cut off in the dialog
box.
Let’s have a look at important fields for each of these objects.
Quote Process Fields
- Default
- Select if you’re offering multiple quote processes in a picklist and want this process to appear as the default selection.
- Auto Select Product?
- If your guided selling prompt returns only one product, Salesforce CPQ adds it to the quote.
- Guided Only
- Users can search for and add products only through the guided-selling prompt. When users access the Product Selection page for a quote containing this quote process, the filter panel button is disabled.
- Product Configuration Initializer
- Looks up to a custom Visualforce page that sets bundle options to true or false. Salesforce CPQ applies the initializer to any bundle product that the guided-selling prompt filters for selection.
- Sort Order
- Define the position of this quote process in your quote process picklist. Use this field only if your quote has multiple quote processes.
Process Input Fields
- Label
- Define the question that your prompt shows to users.
- Input Field
- Salesforce CPQ evaluates this field to determine the possible answers that users can select. If the field is a picklist, the process input’s selectable values match your picklist’s values. For any other type of field, Salesforce CPQ shows a text box below the process input question.
- Product Field
- Salesforce CPQ evaluates how this field’s value compares to the user’s answer to this process input relative the operator field.
- Operator
- Define how Salesforce CPQ compares a user’s answer to the value of your product field. If the comparison is true, Salesforce CPQ shows the product on the Add Products page when the user completes the guided-selling prompt.
- Conditions Met
- Define whether any or all your process input conditions must evaluate to true for Salesforce CPQ to show matching products on the Add Products page. Use this field only if you’re using process input conditions on this quote process.
Process Input Condition Fields
- Process Input
- The process input that appears in response to this condition.
- Master Process Input
- The values of this process input determine whether this process input condition evaluates to true.
- Value
- Select a possible value for your master process input. Salesforce CPQ evaluates this value in relation to your Operator field. If the evaluation is true, this process input condition evaluates to true.
- Operator
- Define how Salesforce CPQ evaluates your master process input’s value.
- Create a Quote Process for Guided Selling
Create a quote process to store setup information for your guided selling prompt. (Salesforce CPQ Managed Package) - Guided Selling: Basic Example
Create a basic guided-selling prompt to help sales reps select a product from multiple options. (Salesforce CPQ Managed Package) - Guided Selling: Advanced Example
Use process input conditions to create multiple paths through a guided selling prompt. This feature is useful for building detailed guided-selling prompts that cover several business needs. This use case contains an example of a guided-selling setup driven by process input conditions. (Salesforce CPQ Managed Package)
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