A practical, screenshot-driven guide to common Salesforce CPQ interview topics: product rules (selection & filter), subscription pricing, pricing methods (list, cost, block, percentage of total, MDQ), overage and price rules with examples and implementation steps.
Introduction
Salesforce CPQ (Configure, Price, Quote) is commonly covered in interviews and real projects. This post consolidates core interview topics with clear use cases and step-by-step implementation notes: Product Rules (Validation, Alert, Selection, Filter), Summary Variables, Subscription Pricing, Pricing Methods, MDQ and Price Rules.
Product Rules: Types & Use Cases
Product Rules ensure correct bundle configuration by enforcing business logic. Types include:
- Validation Rule – Prevents invalid configurations.
- Alert Rule – Shows messages without blocking actions.
- Selection Rule – Adds/removes/enables/disables options dynamically.
- Filter Rule – Filters options shown to the user (useful for dynamic bundles).
Selection Rule Example: Hide Camera when USB-HUB-4PORT selected
High-level steps:
- Create a Product Rule (Type: Selection, Scope: Product, Evaluation Event: Always).
- Add Error Condition: Tested Object – Product Option, Tested Field – Product Code, Operator – Equals, Value – USB-HUB-4PORT.
- Add Product Action(s): Type – Hide and Remove, Filter Field – Product Code, Filter Value – CAMERA.
Filter Rule Example: Show only Hardware family in Laptop feature
For dynamic bundles set the Feature Option Selection Method to Dynamic and then:
- Create formula fields to expose the Product Family on both Product (
Product_Family__c) and Product Option objects. - Create a Product Rule (Type: Filter) and add a Product Action: Default Filter where Filter Field = Product Family and Filter Value = Hardware.
Summary Variable & Validation
Use Summary Variables to aggregate CPQ related records. Example: Count USB-related product quantities and block a save when total > 5.
- Create a Summary Variable: Target Object = Product Option, Aggregate Function = Sum, Aggregate Field = Quantity, Condition: Product Code contains “USB”.
- Create a Product Rule (Type: Validation, Scope: Quote, Evaluation Event: Save) with an Error Condition that tests the Summary Variable and shows message: “USB product quantity cannot exceed 5.”
Subscription Pricing: Concepts & Setup
Subscription products are services billed for a duration. Key fields:
- Subscription Pricing (Fixed Price or Percentage of Total)
- Subscription Term (duration in months or configured term unit)
- Subscription Type (Renewable, Evergreen, One-Time)
Important: Subscription Term Unit (monthly or daily) is an org-level CPQ setting and applies to all products. Configure proration precision in CPQ package settings (Calendar Day, Month Weighted, Monthly + Daily, etc.).
Testing Subscription Pricing
- Add subscription products to a quote and set Start Date and Subscription Term on the quote line.
- CPQ calculates prices using the proration multiplier: prorated days / total days × list price (depending on term unit & proration precision).
Pricing Methods
Common pricing methods and quick implementation notes:
- List Price – Standard Price Book entry drives price.
- Cost Price – Set product Pricing Method = Cost Price; add a Cost record (one per currency) and show Markup in QLE by adding fields to Quote Line Field Set.
- Block Pricing – Define Block Price ranges (lower/upper bounds and price); upper bound excluded. For overage, add an Overage Rate on the product to charge for quantities beyond the highest tier.
- Percentage of Total (POT) – Define a product with Pricing Method = Percentage of Total and set the percentage and Total Base/Category.
- Multi-Dimensional Quotation (MDQ) – Add Price Dimensions to split long subscriptions into smaller pricing segments (e.g., different yearly pricing).
Price Rules: Dynamic Field Updates
Price Rules let you automatically set or update fields on Quote, Quote Line, Quote Line Group and Product Options based on conditions.
- Create a Price Rule and add Price Conditions (entry criteria) and Price Actions (target field updates).
- Evaluation Events include On Initialization, On Calculate, Before/After Calculate. Scope can be Configurator or Calculator.
Example: Account Type Discount
Use a Price Rule (Scope: Calculator, Evaluation Event: On Calculate) that populates a discount field based on the Account Type on the Quote. Example formula for the target value:
CASE( SBQQ__AccountType__c, "Direct Customer", 0.10, "Channel Partner", 0.15, "Technology Partner", 0.20, 0 )
Overage
Overage charges apply when quantities exceed the highest block in Block Pricing. Configure an Overage Rate on the product and CPQ will apply the per-unit overage to the extra quantity.
Key Takeaways
- Use Selection and Filter Product Rules to guide correct bundle configuration and reduce errors during quoting.
- Summary Variables are powerful for aggregations across quote lines and options.
- Choose Subscription Term Unit carefully (org-level) and test proration behavior thoroughly.
- Pick the right pricing method (List, Cost, Block, POT, MDQ) for your business model and expose necessary fields in QLE for usability (e.g., Markup, Unit Cost).
- Price Rules automate discounts and conditional pricing to reduce manual calculation errors.
Why this matters: For Salesforce admins, developers and business users, mastering CPQ product rules, subscriptions and pricing methods speeds up quoting accuracy, reduces rework, and enables scalable pricing strategies that align with commercial models.