Ordering and Quoting - 12% Flashcards
What is a key benefit of using Industries CPQ for creating quotes and orders?
A) Provides guided-selling processes
B) Increases manual approvals
C) Reduces quote and order accuracy
D) Increases time to market for new products
E) Limits sales team access to customer information
A) Provides guided-selling processes
Explanation: Industries CPQ provides guided-selling processes to support sales teams, ensuring that products are correctly configured, compatible, and delivered at the right price for each customer.
Which of the following is NOT a benefit of Industries CPQ’s automated approval systems?
A) Reducing manual approvals
B) Reducing the strain on the approvals process
C) Streamlining the credit check process
D) Increasing bottlenecks in the sales process
E) Validating quotes and orders against predefined rules
D) Increasing bottlenecks in the sales process
Explanation: Industries CPQ’s automated approval systems are designed to reduce bottlenecks in the sales process, not increase them.
How does Industries CPQ improve customer service in the sales process?
A) Reduces product and service compatibility
B) Increases manual approvals
C) Provides personalized product and pricing display
D) Delays customer support response time
E) Requires customers to re-enter information
C) Provides personalized product and pricing display
Explanation: Industries CPQ improves customer service by providing personalized product and pricing display, ensuring that customers see only valid and deliverable items tailored to their requirements.
What is the purpose of the shared catalog in Industries CPQ?
A) To store customer contact information
B) To reduce the time it takes to design, develop, test, and deploy new products and services
C) To manage sales team performance
D) To handle customer complaints
E) To track inventory levels
B) To reduce the time it takes to design, develop, test, and deploy new products and services
Explanation: The shared catalog in Industries CPQ is a collaborative workspace for creating products, services, resources, rules, and prices as components and building them into customer offerings, ultimately reducing the time to market.
What is one of the main differences between quote-to-order processes for business-to-business (B2B) and business-to-consumer (B2C) orders in Industries CPQ?
A) B2B orders are less complex than B2C orders
B) B2C orders require more manual approvals than B2B orders
C) B2B orders use guided-selling processes, while B2C orders do not
D) B2C orders do not benefit from personalized product and pricing display
E) B2B and B2C orders have no differences in Industries CPQ
Answer: E) B2B and B2C orders have no differences in Industries CPQ
Explanation: The provided material does not specify any differences between quote-to-order processes for B2B and B2C orders in Industries CPQ.
What technology is the Cart in Industries CPQ based on?
A. Angular JS, HTML 5, and SMACSS
B. Java, CSS, and HTML
C. PHP, CSS3, and HTML 5
D. Python, Bootstrap, and HTML
E. React, HTML 5, and CSS3
A. Angular JS, HTML 5, and SMACSS
Explanation: The Cart in Industries CPQ is built on Angular JS, HTML 5, and SMACSS, providing an open architecture and extensible framework for customization.
What purpose does the Cart Header serve in Industries CPQ?
A. It shows the account, order, quote, or opportunity name, relevant price list, and OmniStudio Action buttons
B. It displays the products, promotions, and discounts available to the customer
C. It shows the items in the shopping cart as order line items
D. It provides a summary of the total price for items in the Cart area
E. It displays the product hierarchy including parent and child items
A. It shows the account, order, quote, or opportunity name, relevant price list, and OmniStudio Action buttons
Explanation: The Cart Header displays the account, order, quote, or opportunity name, relevant price list, and OmniStudio Action buttons, providing context and functionality for the Cart.
In the Cart, what does the Qualified tab display?
A. Items that are available to the customer and for which the customer is eligible
B. Items that are in the shopping cart as order line items
C. Promotions currently applied to the cart line items
D. Discounts currently applied to the cart line items
E. Items that cannot be added to the Cart due to unavailability or customer ineligibility
Answer: A. Items that are available to the customer and for which the customer is eligible
Explanation: The Qualified tab displays items that are available to the customer and for which the customer is eligible, allowing users to easily find and add suitable products to the Cart.
What does the Total Bar in the Cart View show?
A. The total price for items in the Cart area, including one-time charges and recurring charges
B. The product hierarchy including parent and child items
C. The products, promotions, and discounts available to the customer
D. The account, order, quote, or opportunity name, relevant price list, and OmniStudio Action buttons
E. The items in the shopping cart as order line items
Answer: A. The total price for items in the Cart area, including one-time charges and recurring charges
Explanation: The Total Bar in the Cart View shows the total price for items in the Cart area, including one-time charges and recurring charges, providing a summary of costs for the user.
What functionality does the “Configure” option in the Cart view’s drop-down menu provide?
A. It takes you to the line item details
B. It creates a copy of the item that you can customize to re-purpose
C. It opens the configuration window for the item
D. It removes the item from the Cart
E. It applies a promotion or discount to the item
C. It opens the configuration window for the item
Explanation: The “Configure” option in the Cart view’s drop-down menu opens the configuration window for the item, allowing users to modify product and service configurations as needed.
What does the term “MACD” stand for in the context of Salesforce Industries CPQ?
A. Manage accounts, customers, and deals
B. Market and customer data
C. Maximum allowed concurrent devices
D. Monitor and control delivery
E. Move-add-change-delete
Answer: E. Move-add-change-delete
Explanation: MACD (move-add-change-delete) refers to the updates that can be performed on a quote or order, typically to accommodate changes in a customer’s assets.
What are the two primary processes of Industries Order Management (iOM)?
A. Decomposition and Orchestration
B. Consolidation and Distribution
C. Allocation and Reallocation
D. Segmentation and Integration
E. Transformation and Communication
Answer: A. Decomposition and Orchestration
Explanation: Industries Order Management (iOM) manages the data required to fulfill the products and services on an order through two processes: Decomposition (mapping commercial products to technical products) and Orchestration (communicating technical information with downstream fulfillment systems).
What is the difference between commercial products and technical products in Industries Order Management (iOM)?
A. Commercial products are for retail customers, while technical products are for business customers
B. Commercial products require billing, provisioning, and activation, while technical products do not
C. Commercial products are visible and understandable to customers, while technical products contain information needed by fulfillment systems
D. Commercial products are physical items, while technical products are digital services
E. There is no difference; the terms are interchangeable
Answer: C. Commercial products are visible and understandable to customers, while technical products contain information needed by fulfillment systems
Explanation: Commercial products are what customers see and understand, such as phones and home internet packages. Technical products contain information needed by fulfillment systems for billing, provisioning, activation, etc.
What can Industries CPQ and Industries Order Management (iOM) work together to support?
A. Canceling part of an order
B. Canceling the entire order
C. Automatically fulfilling orders
D. A and B
E. All of the above
Answer: D. A and B
Explanation: Industries CPQ and Industries Order Management (iOM) work together to support canceling part of an order and canceling the entire order.
Which of the following scenarios may require the use of Industries Order Management (iOM)?
A. A customer wants to cancel an order before it has been fulfilled
B. A customer wants to upgrade their home internet plan
C. A customer wants to add a new phone to their account
D. A customer wants to change the billing address for their account
E. A customer wants to dispute a charge on their bill
Answer: A. A customer wants to cancel an order before it has been fulfilled
Explanation: Industries Order Management (iOM) is required when a customer places an order but needs to cancel it before it has been completed.
What is an in-flight order in the context of Industries CPQ and Industries OM?
A. An order that has been canceled
B. An order that has been completed
C. An order that has been submitted but not completed
D. An order that is being processed by the system
E. An order that has been put on hold
Answer: C. An order that has been submitted but not completed
Explanation: An in-flight order refers to an order that has been submitted (from CPQ to iOM) but not completed yet.
What is a supplemental order in Industries CPQ and Industries OM?
A. An order created to revise an in-flight order
B. An additional order created for a customer
C. An order created to replace a canceled order
D. A temporary order created for tracking purposes
E. An order created as a backup for the original order
Answer: A. An order created to revise an in-flight order
Explanation: A supplemental order is an order created by Industries CPQ to revise an in-flight order. Supplemental orders supersede the original in-flight order.
What does PONR (Point of no return) represent in the context of order cancellation?
A. The point when an order can no longer be canceled
B. The point when an order can still be canceled
C. The point when an order has been completed
D. The point when a supplemental order is created
E. The point when an order has been submitted
Answer: A. The point when an order can no longer be canceled
Explanation: PONR (Point of no return) is the point in the order orchestration process that, once passed, order cancellation is no longer possible or permitted.
Question 4: What are the default picklist values for the Salesforce Status field on a new order?
A. In Progress and Completed
B. Ready and Pending
C. Draft and Activated
D. Submitted and Completed
E. Canceled and Discarded
Answer: C. Draft and Activated
Explanation: New orders use the Salesforce Status field, which has two default picklist values: Draft and Activated.
What are the common states for order cancellations that are not shown in the executing Orchestration Plan example?
A. In Progress and Completed
B. Canceled and Discarded
C. Ready and Pending
D. Draft and Activated
E. Submitted and Completed
Answer: B. Canceled and Discarded
Explanation: In the context of order cancellations, the two common states that are not shown in the executing Orchestration Plan example are Canceled (for a task that was canceled) and Discarded (for a task that has not been executed when a supplemental order required that it be canceled and will not be executed).
What does a Quote represent in Salesforce?
A. A contract between two companies
B. A company’s mission statement
C. The proposed prices of a company’s products and services
D. A customer’s feedback on a product
E. A company’s yearly financial report
Answer: C. The proposed prices of a company’s products and services
Explanation: In Salesforce, a Quote represents the proposed prices of a company’s products and services. It is created from an opportunity and its products, and can be viewed in the Quotes tab.
How can you create a quote from an asset using Industries CPQ?
A. By clicking the “Create New Quote” button in the Quotes tab
B. By selecting one or more assets and clicking “Change to Quote”
C. By creating a new opportunity and selecting the asset as a product
D. By manually entering the asset information into a new quote
E. By using a third-party integration to create the quote
Answer: B. By selecting one or more assets and clicking “Change to Quote”
Explanation: In the asset management layouts, you can select one or more assets, and then click the “Change to Quote” action button. This launches the CPQ Create Quote OmniScript, which creates a new quote for the selected assets and opens the quote in the Cart.
What is the main purpose of the Field Mapper tool in the order-capture lifecycle?
A. To automate customer support processes
B. To manage inventory levels of products
C. To provide a platform for sales team collaboration
D. To transform objects during different stages of the lifecycle
E. To handle billing and payment processing
Answer: D. To transform objects during different stages of the lifecycle
Explanation: Field Mapper is a declarative mapping tool that provides simple, extensible, and comprehensive capabilities for transforming objects in the order-capture lifecycle, such as converting opportunities to quotes, quotes to orders, orders to assets, and assets back to orders or quotes.
How does Field Mapper help in preventing not-assetizable products from being assetized?
A. By automatically removing not-assetizable products from the system
B. By creating a filter that specifies assetization only when the Not Assetizable option is un-selected
C. By requiring manual approval for each assetization process
D. By blocking users from selecting not-assetizable products during order creation
E. By sending a notification to the administrator when not-assetizable products are selected
Answer: B. By creating a filter that specifies assetization only when the Not Assetizable option is un-selected
Explanation: You can use the Field Mapper to create a filter that prevents not-assetizable products from being assetized. The filter specifies assetization only when the Not Assetizable option is un-selected. Filters allow you to limit source fields based on specified conditions, and you can define the conditions in a formula expression.
What is the main purpose of commercial assetization in Salesforce Industries applications?
A. To track the commercial value of customer assets
B. To manage inventory levels of products
C. To automate customer support processes
D. To handle billing and payment processing
E. To provide a platform for sales team collaboration
Answer: A. To track the commercial value of customer assets
Explanation: Commercial assetization is the act of setting a product as assetizable, which means that the product is tracked as an asset in the customer account. It stores instances of commercial products in Salesforce, creating a snapshot of the products or services the customer has purchased.
