Understand CPQ Data Model

Core objects used in CPQ 

Quote: The main proposal sent to the customer, linked to a sales deal (Opportunity). It holds all items, prices, and customer details.


Quote Line: Each row in the quote, like “5 Laptops at 50,000 each”. Every product, quantity, and price is one quote line.


Product: What you sell. It can be a simple item (one laptop) or part of a bundle (Laptop + Mouse + Warranty).


Price Book: A price list, like “Standard Prices” or “Partner Prices”.


Price Book Entry: Connects one product to one price list with its list price (e.g., Laptop in Standard Price Book at 50,000).


Product Options: The individual choices inside a bundle, like adding a mouse or extra warranty to a laptop.


Product Features: Groups of related options, like “Accessories” or “Support Plans”, to keep options organized.


Configuration Attributes: Extra questions asked during setup, such as color, size, or memory, to fine-tune the product.


Quote Line Group: A way to group lines on a quote, like “Hardware” and “Services” sections, to keep complex proposals clear and easy to read.


Quote Life cycle


Sales reps create quotes for mobile phones in Salesforce CPQ by linking to a sales opportunity and adding products step-by-step.

Mobile Phone Quote Example

  1. Select Opportunity: Pick the customer’s sales deal, like “John’s New Phone Upgrade”.
  2. Add Quote: Create a new quote tied to that opportunity, set expiry date.
  3. Choose Products: Add “iPhone 15 Pro” (standalone) or bundle “Galaxy S24 + Case + Charger”.
  4. Quote Lines Appear: Each item shows as a line—e.g., 1x iPhone at $999, 1x Case at $49 from Standard Price Book.
  5. Review & Share: Final quote with totals, discounts, and details gets emailed as a PDF.



Salesforce CPQ uses smart rules to guide product setups and pricing without mistakes.


Product Rules: These enforce logic when picking products.

  • Validation Rules: Block invalid choices, like “Can’t pick laptop without charger”
  • Selection Rules: Auto-add related items, e.g., select phone and it adds a case.
  • Alert Rules: Warns but lets you continue, like “Add warranty for best coverage?”


Product Rule



Price Rules: Auto-changes prices on quotes. Example: Buy 10 phones, get 10% off automatically.


Constraint Rules: Forces or limits options. Example: High-end phone requires premium screen protector. It is mandatory.

Price Rule


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