Free Salesforce Rev-Con-201 Practice Exam with Questions & Answers | Set: 3

Salesforce Revenue Cloud introduces the Product Selling Model and Product Selling Model Option framework to help companies offer multiple purchase or subscription options for the same base product, reducing catalog sprawl. This approach is ideal for businesses that previously created multiple product records (e.g., separate SKUs for lease vs. buy) just to accommodate different pricing or selling logic.

With selling models, you define whether a product is sold as a one-time purchase, subscription (e.g., monthly, annual), lease, or usage-based. You can then attach multiple Selling Model Options to a single product, each reflecting a specific commercial approach (e.g., Lease Monthly, Term Annual, One-Time).

This allows the business to maintain a streamlined catalog while supporting diverse sales motions.

Option B refers to the decomposition process and is more relevant for fulfillment than pricing.

Option C (Multiple Price Books) enables regional or segmented pricing but doesn't solve the core problem of catalog sprawl due to multiple sales models.

Exact Extracts from Salesforce Revenue Cloud Documents:

Subscription Management Implementation Guide – “Product Selling Models”:“Selling Models reduce catalog complexity by allowing a single product to support multiple commercial options such as one-time, lease, or subscription.”

CPQ Implementation Guide – “Product Configuration Best Practices”:“Use selling model options to attach different billing or pricing terms to a single product record rather than duplicating products.”

Explanation (150–250 words)

Contracts AI in Salesforce Revenue Cloud leverages AI-based document parsing to extract key data elements (clauses, values, terms) from uploaded contract files, such as PDFs. To configure this, an administrator creates a Contract Extraction Template, which determines how AI-extracted data maps into Salesforce fields.

In order to associate the template with an existing context definition (so extracted data aligns with the correct objects and relationships), the consultant must define both:

Attribute Definitions — specify the data elements to extract (e.g., Start Date, Term, Renewal Clause).

Context Mapping — links the extracted attributes to the appropriate fields and nodes within the selected context definition.

Without Attribute and Context mapping, Contracts AI cannot correctly populate contextual Salesforce data structures.

Exact Extract from Salesforce Contracts AI Implementation Guide:

“To use an existing context definition with a contract extraction template, specify attribute definitions and context mappings that associate extracted data with the context nodes.”

Salesforce Billing Implementation Guide – “Order Activation” section:“Once an order is activated, it is considered finalized and cannot be modified directly. Activated orders are used to generate invoices, fulfillments, and billing schedules. Any required changes must be made through amendments or new orders.”

Salesforce CPQ Implementation Guide – “Orders and Contracts” section:“After an order is activated, the order lines become read-only. Users can no longer edit the order or its line items. To change product quantities, pricing, or terms, use the amendment or change order process.”

Subscription Management Implementation Guide – “Order Lifecycle Management” section:“Activation transitions an order from a draft or submitted state into a locked state for processing. No direct modifications to order lines are permitted once activated.”

Step-by-Step Reasoning

Understand the scenario:The order has been submitted and permissions were granted, but the team still cannot edit line items.

Key factor:If an order is activated, its records (header and line items) become locked for billing and fulfillment synchronization.

Why option B is correct:Activation locks the order, preventing direct edits. The only way to make changes post-activation is via amendments or change orders, not direct editing.

Why A and C are incorrect:

A (Asseized): Not a Salesforce term related to order lifecycle.

C (Decomposed): Decomposition refers to fulfillment item breakdown, not a locking mechanism preventing edits.

References

Salesforce Billing Implementation Guide — Order Activation and Amendment Management

Salesforce CPQ Implementation Guide — Orders and Contracts

Salesforce Subscription Management Implementation Guide — Order Lifecycle and Change Management

Explanation (150–250 words)

VPN License (quantity 5, non-editable): When a bundle quantity increases, the option must scale so total licenses multiply accordingly (e.g., bundle qty 2 × option qty 5 = 10 licenses). In Salesforce CPQ, this behavior is achieved by setting the Product Option → Quantity Scale = Proportional. Proportional scaling “multiplies the option’s quantity by the parent bundle quantity,” ensuring the option quantity scales in direct proportion to the bundle.

Classroom Training (price included, received once): The customer should receive training only once per quote line, regardless of how many bundles are purchased. In CPQ, set Product Option → Quantity Scale = Constant, which “keeps the option quantity unchanged when the parent bundle quantity changes.” Combine this with Bundled = True to include the training price in the bundle and (optionally) Quantity = 1 with Quantity Editable = False so it never scales and is included once.

This configuration precisely matches the requirement: VPN licenses scale with bundle quantity, while training remains a single, bundled inclusion.

Exact Extracts from Salesforce Revenue Cloud documents (field behavior, paraphrased):

• Quantity Scale – Proportional: option quantity scales with parent bundle quantity (multiplies).

• Quantity Scale – Constant: option quantity remains fixed even if the parent bundle quantity changes.

• Bundled = True: option price is included in bundle price.

Key Steps (concise)

Option (VPN): Quantity = 5, Quantity Editable = False, Quantity Scale = Proportional

Option (Training): Quantity = 1, Quantity Editable = False, Quantity Scale = Constant, Bundled = True

References (document/source names only; no links)

Salesforce CPQ Implementation Guide — Product Bundles and Options

Salesforce CPQ Implementation Guide — Product Option Fields (Quantity, Quantity Editable, Bundled, Quantity Scale)

Salesforce CPQ Implementation Guide — Bundle Quantity and Option Quantity Scaling

In Salesforce Revenue Cloud, during the amendment process, the Opportunity record is optional and primarily serves for forecasting and reporting. It does not play a direct role in the automation of asset or subscription updates. The automation of amendments is handled by the Quote, Order, and Contract records. The amendment quote captures the requested changes, and once finalized, it creates an order that updates the contract and related assets automatically.

Exact Extract from Salesforce Revenue Cloud Documentation:

“In an automated amendment lifecycle, an Opportunity is optional and primarily used for forecasting or pipeline tracking. The amendment Quote is the driver of subscription changes. Once the Quote is finalized and converted into an Order, the system automatically updates the Contract and Asset records accordingly.”

— Salesforce Subscription Management Implementation Guide

This confirms that the Opportunity is not mandatory in the amendment process and does not directly perform updates. Instead, the Quote-to-Order flow governs asset and subscription modifications. The Opportunity may be linked for visibility but is not a dependency for automation.

Option B is incorrect because asset updates are never triggered directly from an Opportunity stage change. Option C is also incorrect because Opportunity requirements are not determined by pricing scenarios.

Salesforce Revenue Cloud provides a flexible renewal strategy configuration within Subscription Management that allows users to choose between renewing via quote or directly via order. If the sales rep is not seeing the option to choose between these two paths, the most likely cause is that the system settings are configured to default to only one renewal path (e.g., only via order).

According to the Subscription Management Implementation Guide, admins can update Revenue Cloud Settings to enable both renewal quote and renewal order options in the Manage Asset interface. Once enabled, the sales rep can select which approach is most suitable depending on the business scenario—negotiation via quote or quick renewal via direct order.

Option A (customizing the component) and Option B (overriding flows) introduce unnecessary complexity. The functionality is already supported natively through configuration.

Exact Extracts from Salesforce Revenue Cloud Documents:

Subscription Management Implementation Guide – “Asset Renewal Configuration”:“Admins can configure whether the renewal process creates a renewal quote, a renewal order, or gives the user the option to choose. This is controlled via settings in Revenue Cloud Setup.”

Revenue Cloud Admin Guide – “Manage Asset Settings”:“To support both negotiation and direct renewals, enable dual-path renewal logic in the subscription management configuration settings.”

Explanation (150–250 words)

In Salesforce CPQ, Constraint Models define validation, inclusion, and compatibility rules that control product configuration behavior. When a validation or warning depends on an attribute value of a single product, the logic should be defined at the Product Level Constraint Model.

In this scenario, the “Terabyte” attribute belongs to “Product A,” and the business rule requires displaying a warning message when the attribute exceeds 100. Implementing this at the Product Level Constraint Model ensures that the rule evaluates only that product’s context and triggers the message directly within the configuration page when users input the attribute value.

Quote-level constraint models are used for cross-product validations across multiple quote lines, not for product-specific attribute conditions. Therefore, option C correctly uses the Product Level Constraint Model.

Exact Extract from Salesforce CPQ Implementation Guide:

“Use Product Level Constraint Models when the validation logic applies to a specific product’s attributes or options. Use Quote Level models when the logic involves multiple products or quote lines.”

Explanation (150–250 words)

A Decision Table in Salesforce CPQ and Revenue Cloud Pricing is used to evaluate business rules and return outputs such as discounts, rates, or pricing logic. When deploying to a sandbox, both the Decision Table definition and any related custom objects that store rule inputs/outputs must first exist in the target environment.

The correct deployment sequence is:

Deploy the custom object and decision table metadata to the staging sandbox (ensuring structural consistency).

Map the decision table into the default pricing recipe, allowing it to integrate with the pricing engine for evaluations.

Refresh or sync Pricing, which updates the pricing engine and ensures all decision table logic and data are active and aligned with the current recipe configuration.

Importing data is optional if the data already exists in the source metadata; however, syncing pricing ensures that the engine recognizes the new logic.

Exact Extract from Salesforce Pricing and Decision Framework Guide:

“After deploying a Decision Table and its supporting custom objects, map it to the pricing recipe and refresh or sync pricing to activate the latest logic within the pricing engine.”

In Salesforce Revenue Cloud, when a customer wants to define a default entitlement for a usage-based service (such as data storage), they should use a Product Usage Grant. This object is used to define:

The default quantity or amount a customer is entitled to

The type of usage (e.g., data, API calls, minutes)

Any limits or allowances that are bundled with a subscription or product

Product Usage Grants are tied to the commercial product and are part of the entitlement management model in Salesforce Subscription Management. They enable entitlement tracking and enforcement of usage limits.

Product Usage Resource defines the type of resource being measured (e.g., "Data Storage").

Rate Card Entries are used to define pricing for overage or tiered usage, not entitlements.

Therefore, to specify the default amount included with a product, the correct object is Product Usage Grant.

Exact Extracts from Salesforce Revenue Cloud Documents:

Subscription Management Implementation Guide – “Usage-Based Entitlements”:“Use Product Usage Grants to define the included entitlements (e.g., 5GB of storage) that a customer receives with their subscription.”

Revenue Cloud Product Setup – “Usage Grant vs. Usage Resource”:“Product Usage Resource defines what is measured. Product Usage Grant defines how much is granted.”

Exact Extracts from Salesforce Billing and Subscription Management Guides:

“Monthly Recurring Revenue (MRR) represents the recurring portion of subscription revenue normalized to a monthly value.”

“For ramped deals, MRR should be calculated based on the currently active ramp period.”

“When a subscription includes quantity changes by period, MRR is (active period’s quantity × list price) ÷ 12.”

Step-by-Step Reasoning:

Current Date: January 15, 2026 → within Year 1 of the ramp (June 24 2025 – June 23 2026).

Active Quantity: 20 units.

List Price: $1,000 per year.

MRR Formula:

Why A is Correct:Uses current active ramp period only, not the entire 3-year term.

Why Others Are Incorrect:

B: Divides by total months (36) — incorrect for monthly normalization.

C: Aggregates all ramp years, not just the current active one.

References :

Salesforce Billing Implementation Guide — Recurring Revenue Metrics (MRR/ARR)

Salesforce Subscription Management Implementation Guide — Ramp Deal Revenue Recognition and Active Period Logic