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Guided Selling In Salesforce CPQ (Salesforce CPQ – Volume 5)

Author: Rishabh Dubey

Guided selling is used to help sales reps find the correct product during the quoting process. Salesforce CPQ Administrator can add a series of questions on the Quote line editor and based on the response from the Sales Rep correct products will be displayed.

This is a helpful feature if your organization has a large product catalog.

Steps to Create Guided Selling:
Requirement:

For example, we are working for a Food and Beverages Company and the users should be able to find the items by their type as below:

1. The first question that should be prompted to users is: What type of item they are looking for?

Food

Beverage

2. Based on the selection from the first option, they should be prompted next question.

Food: What type of food are you looking for?

Pizza

Burger

Fries

Beverages: What type of drink are you looking for?

Soft Drinks

Mocktails

3. Based on the selection, the third question should be prompted to the user.

Pizza: Please specify the size of your Pizza.

6 Inch

9 Inch

12 Inch

Burger: Please specify the type of your Burger.

Aloo Tikki

Chicken

Fries: Please specify the type of your Fries.

Salted

Peri Peri

Steps to Meet the Above Requirements:
  1. We will create a field called Item type on the Product.
  1. Go to the Object manager
  2. Open Product Object
  3. Click on fields and relationship
  4. Click on new
  5. Select Picklist as Data Type
  6. Label: Item Type
  7. Values: (Food, Beverage)

2. Create a field called food type on products

  1. Go to the Object manager
  2. Open Product Object
  3. Click on fields and relationship
  4. Click on new
  5. Select Picklist as Data Type
  6. Label: Food Type
  7. Values: (Pizza, Burger, Fries)

3. Create a field called Pizza Size on the product

  1. Go to the Object manager
  2. Open Product Object
  3. Click on fields and relationship
  4. Click on new
  5. Select Picklist as Data Type
  6. Label: Pizza size
  7. Values: (6 Inch,9 Inch,12 Inch)

4. In the same way, additional fields will be required (Beverage type, Burger Type, Fries type)

Note: After creating these fields, we will need to update these fields on existing product records, and start using the fields for new products.

5. Now we will need to create mirror fields on the process input object with the same label and API name.

Item type

  1. Go to the Object manager
  2. Open Process input Object
  3. Click on fields and relationship
  4. Click on new
  5. Select Picklist as Data Type
  6. Label: Item Type
  7. Values: (Food, Beverage)

Food type

  1. Go to the Object manager
  2. Open Process Input Object
  3. Click on fields and relationship
  4. Click on new
  5. Select Picklist as Data Type
  6. Label: Food Type
  7. Value: (Pizza, Burger, Fries)

Pizza Size

  1. Go to the Object manager
  2. Open Process Input Object
  3. Click on fields and relationship
  4. Click on new
  5. Select Picklist as Data Type
  6. Label: Pizza size
  7. Values: (6 Inch,9 Inch,12 Inch)

Perform the same for (Beverage type, Burger Type, and Fries type)

6. Update the Picklist values of the Product field on the process input object.

  1. Go to the Object manager
  2. Open Process Input Object
  3. Click on fields and relationship
  4. Open Product Field
  5. Click New on the Values Section
  6. Add values (Item_Type__c,Food_Type__c,Beverage_Type__c,Pizza_Size__c,Burger_type__c,FriesType__c)

7. Update the picklist values of the Input field on the process input object.

  1. Go to the Object manager
  2. Open Process Input Object
  3. Click on fields and relationship
  4. Open Input field
  5. Click New on the Values Section
  6. Add values (Item_Type__c,Food_Type__c,Beverage_Type__c,Pizza_Size__c,Burger_type__c,FriesType__c)

8. Create Quote Process

  1. Go to the Salesforce CPQ application
  2. Open Quote Processes Tab
  3. Click on New
  4. Process name: Item Selection
  5. Guided only: True

9. Create Process Input for the first Question.

Our first question Is “What type of item you are looking for?”. As this is the first question, we will not need a condition for this.

  1. Go to the related tab of the Item Selection quote process and click new on Process Input
  2. Name: Item type
  3. Label: What type of item are you looking for?
  4. Display order: 10
  5. Input field: Item_type__c
  6. Condition met: All
  7. Product field: Item_type__c
  8. Operator: Equal

10. Create Process Input and Process Input condition for the second question.

If someone selects food in the first question, the second question will be “What type of food are you looking for?”.

  1. Go to the related tab of the Item Selection quote process and click new on Process Input
  2. Name: Food Type
  3. Label: What type of Food are you looking for?
  4. Display order: 20
  5. Input field: Food_type__C
  6. Condition met: All
  7. Product field: Food_type__C
  8. Operator: Equal

As this question should only appear if someone selects food in the first question, add a process input condition for this question.

  1. Go to the related list of Food type processes Input
  2. Click new in the Process input condition
  3. Process Input Condition Name: Food type Condition
  4. Active: true
  5. Master process Input: item type
  6. Operator: equal
  7. Value: Food

11. Create Process Input and Process Input condition for the third question.

If someone selects Pizza in the Food type, then the next question will be “Please specify the size of your Pizza”.

  1. Go to the related tab of the Item Selection quote process and click new on Process Input
  2. Name: Pizza Size
  3. Label: Please Specify the Size of your Pizza
  4. Display order: 30
  5. Input field: Pizza_Size__C
  6. Condition met: All
  7. Product field: Pizza_Size__C
  8. Operator: Equal

As this Question should only appear if someone selects Pizza in the previous question, add a process input condition for this question.

  1. Go to the related list of Pizza Size processes Input
  2. Click new in the Process input condition
  3. Process Input Condition Name: Pizza Size Condition
  4. Active: true
  5. Master process Input: Food Type
  6. Operator: equal
  7. Value: Pizza

12. Same process (9-11) needs to be followed for the rest of the Fields.

To Test the Guided Selling:

a. Open any quote.

b. Update the Quote process ID field with the record Id of the Quote Process (Item Selection).

(You can create an automation to update this field as per your requirement).

c. Click on edit lines on the quote.

d. Then click on Add products, below prompt will pop up.

e. Select Food and then the second question will pop up.

f. Select Pizza and then the third question will pop up.

g. Select the size and then only the filtered product will show to add.

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