B2B-Solution-Architect Practice Test Questions

Explanation:

On-demand retrieval via API ensures real-time accuracy. Account managers always see the most recent financial data from ERP at the time of order approval.
Read-only display in Salesforce ensures ERP remains the system of record for financial data, avoiding duplication and sync issues.
Lightning component (or Lightning Web Component) provides a user-friendly way to surface ERP data directly inside Salesforce.
This is the scalable and future-proof approach, as the ERP remains the authoritative source, and Salesforce only consumes what’s needed.

❌ Why Not the Other Options?
A. Change Data Capture (CDC)
CDC is for capturing changes in Salesforce, not ERP → ERP is the source here.
Even if ERP supported eventing, replicating data into Salesforce would create unnecessary complexity and data storage issues.
B. Scheduled Data Loader (nightly)
Nightly sync = stale data. Financial info changes ad-hoc during the day, so this won’t meet business needs.
D. MuleSoft batch job (nightly)
Same issue as B: data will be stale if it changes multiple times per day.
Batch syncs are fine for reference/master data but not for real-time financial data.

🔍 References
Salesforce External Data Access (Salesforce Connect, APIs)
MuleSoft API-led connectivity best practices
Salesforce Architect Best Practice: Keep system of record authoritative; surface external data on-demand rather than duplicating unnecessarily.

Explanation:

SharpField’s ongoing acquisitions require a scalable Salesforce org strategy. Conducting an in-depth org strategy analysis evaluating Business (processes, customer models), Technology (data, integrations), Governance (compliance, security), and Operations (user management, support) ensures the best approach—single-org, multi-org, or hybrid—for the current and future acquisitions. This avoids premature decisions that could lead to complexity or technical debt.

A: Prematurely assuming a single-org strategy risks scalability and flexibility issues without analysis.
B: Migrating before analyzing could cause data conflicts or rework, misaligning with strategic needs.
D: Assuming a multi-org strategy without analysis may create unnecessary integration complexity.

Reference: Salesforce Org Strategy Guide

Explanation:

Why D is optimal
Single pricing/catalog pipeline: The Salesforce CPQ ↔️ B2B Commerce connector is designed to sync product/pricing objects from CPQ into B2B Commerce—a one-way push that keeps the storefront aligned with CPQ quoting and contract pricing logic. You feed CPQ from the ERP (the upstream master), then publish to Commerce via the connector.
Promotions belong in Commerce: Seasonal events, coupons, qualifiers/segments, and storefront discounts are managed natively in B2B Commerce Promotions, which target specific customer groups and campaigns on the site.
Billing is the SoR for invoices: Salesforce Billing handles invoice generation, payments, and revenue processes. You then present invoices to portal buyers on your B2B Commerce/Experience site via Lightning/Experience components or Transaction Management exposure—don’t author invoices in Commerce.

Why the other options fall short
A: Says ERP ➜ B2B Commerce via the CPQ Connector to CPQ — the direction is wrong. The connector syncs from CPQ to B2B Commerce, not ERP to B2B Commerce or B2B to CPQ. Promotions and surfacing Billing data are fine, but the core product/pricing flow is incorrect.
B: Puts promotions in CPQ and invoicing in B2B Commerce pushed to Billing. Promotions should be storefront-driven (Commerce), and Billing, not Commerce, must own invoices.
C: Proposes pushing ERP to both CPQ and B2B Commerce in parallel. That duplicates pricing/catalog governance and bypasses the standard CPQ ➜ B2B Commerce sync path, risking drift between channels.

References
CPQ ↔️ B2B Commerce Connector (sync CPQ product/pricing to Commerce) — Trailhead & Help.
B2B Commerce Promotions (seasonal discounts, coupons, segments).
Salesforce Developers
Salesforce Billing (invoicing/payments as SoR) and surfacing in Experience/B2B sites.

Final pick: D — aligns with standard patterns: ERP (master) ➜ CPQ (Salesforce pricing/quote brain) ➜ B2B Commerce (storefront), with promotions in Commerce and invoicing in Billing, displayed in the portal.

Explanation:

AC Computers is launching a subscription bundle service to be sold through direct sales and a website storefront, requiring complex deal configuration, subscription management, and seamless integration between customer-initiated requests from the storefront and sales finalization. Below is a concise analysis of why these three recommendations meet the requirements and why the other options are less relevant:

A. Salesforce CPQ:
Salesforce CPQ (Configure, Price, Quote) is essential for direct sales to configure complex deals and manage subscriptions. It automates product configuration, pricing, discounting, and quote generation, ensuring accuracy and efficiency for subscription-based offerings. CPQ supports subscription billing, recurring revenue, and contract renewals, aligning with AC Computers’ need for subscription management.
Reference: Salesforce CPQ
B. Salesforce Order Management:
While Salesforce Order Management is valuable for managing order fulfillment, inventory, and post-sale processes, it is not directly required for configuring complex deals or enabling customers to initiate requests from the storefront and send them to sales for quote finalization. It focuses on downstream processes like order orchestration, which are secondary to the stated requirements.
Reference: Salesforce Order Management
C. Salesforce Billing:
Salesforce Billing automates invoicing, payment collection, and revenue recognition, which are important for subscription services. However, it is not critical for configuring complex deals or enabling the storefront-to-sales workflow for quote finalization. CPQ and B2B Commerce with the connector address the core requirements more directly.
Reference: Salesforce Billing
D. B2B Commerce:
Salesforce B2B Commerce is necessary to provide a website storefront for existing customers to initiate requests for additional products and services. It supports self-service purchasing, product configuration, and digital carts, allowing customers to start the process online and seamlessly transition to sales for finalization.
Reference: Salesforce B2B Commerce
E. CPQ B2B Commerce Connector:
The CPQ B2B Commerce Connector enables seamless integration between the B2B Commerce storefront and Salesforce CPQ. It allows customers to configure products in the storefront, add them to a digital cart, and send the request to direct sales for quote finalization, ensuring a unified experience across channels. This directly addresses the requirement for a seamless handoff from the storefront to sales.
Reference: CPQ B2B Commerce Connector

Recommended Approach:
Salesforce CPQ: Use for direct sales to configure complex deals and manage subscriptions, ensuring accurate pricing and quote generation.
B2B Commerce: Implement a storefront for existing customers to initiate requests for additional products and services.
CPQ B2B Commerce Connector: Integrate CPQ and B2B Commerce to enable customers to start requests in the storefront and seamlessly send them to sales for quote finalization.

Why Not B or C?
B (Order Management): Focuses on order fulfillment, not deal configuration or storefront-to-sales workflows.
C (Billing): Relevant for post-sale billing but not critical for the core requirements of deal configuration or storefront integration.

Explanation:

The question asks for the "system of record for its sales process." A system of record is the authoritative data source for a specific business function. The key to identifying it is to find where the core business object that defines the sales process is mastered and managed.

Why C is Correct:
The sales process at Universal Containers is fundamentally tied to the Opportunity object, as stated: "The overall pipeline is tied back to opportunities and opportunity products for forecasting." The Opportunity is the central object in the Salesforce Sales Cloud that represents a sales deal, tracks its stage, and is used for pipeline reporting and forecasting. While CPQ creates Quotes and B2B Commerce creates Carts, these are all related to the Opportunity. The Opportunity is the primary record that defines and drives the sales process. Therefore, Sales Cloud is the system of record for the sales process.

Why A is Incorrect:
Salesforce B2B Commerce is the system for the storefront and the shopping cart. The cart is the starting point for a request, but it is not the system of record for the sales process. The cart is converted into or related to an opportunity for the sales team to work on.

Why B is Incorrect:
Salesforce CPQ is the system for configuring, pricing, and quoting. It generates Quotes based on the products and rules. However, a Quote is a child object that is always associated with an Opportunity in Salesforce. The Quote supports the sales process but does not define it; the Opportunity does.

Why D is Incorrect:
The third-party data warehouse is a system of analytics and consumption. It might contain a copy of the data for reporting, but it is not the operational system of record where the sales process is executed and updated in real-time. The question explicitly states the warehouse is for "data consumption to other systems," not for running the sales process.

Reference:
This answer is based on the core data model of the Salesforce platform. The Opportunity object is the undisputed system of record for the sales pipeline and forecasting process within the Salesforce ecosystem.
The Salesforce Architect's Guide to Data Management emphasizes that the system of record is where data is originally created and is the most trusted source for that business function. In this scenario, the sales process is created and managed within the Opportunity object in Sales Cloud.

Explanation:

Salesforce Connect and External Objects are the ideal solution for this scenario. They allow Salesforce to display, search, and report on data stored in an external system without copying it into the Salesforce database. This directly addresses the customer's concerns about:
Data Storage Issues: The data remains in the on-premise legacy systems, preventing it from consuming Salesforce data storage limits.
Data Residency Requirements: Since the data isn't physically stored in Salesforce, it stays in its original location, satisfying data residency rules.
On-Demand Viewing and Reporting: External Objects and Salesforce Connect allow users to access and work with the data in real-time within the Salesforce UI, making it available for day-to-day operational processes and reporting.

Why the other options are incorrect:
A. Use Salesforce Orchestrator with MuleSoft to retrieve the data when it is needed:
While MuleSoft is great for integration, and Orchestrator is a powerful workflow tool, this approach is more suited for complex process automation that spans multiple systems, not for a simple, on-demand view of external data. This solution would be overly complex and not the most direct method for the stated requirement.
B. Push the data into Salesforce and implement an archival strategy:
This recommendation directly contradicts the requirement to "prefer not to store the data in Salesforce." Even with an archival strategy, the data would still temporarily reside in Salesforce, violating the data residency requirement.
C. Write custom Apex code to retrieve the data in real time from external systems:
While technically possible, writing custom Apex code for every data view is not a scalable or maintainable solution. Salesforce Connect provides a declarative, low-code/no-code way to achieve the same result, which is the recommended best practice for this type of integration.

Explanation:

To address AW Heat & Cooling’s business pain points and strategic goals, the roadmap should be sequenced based on urgency, dependencies, and value delivery. Here's why Sales Cloud + Revenue Cloud first is the right move:
🧩 Phase 1: Sales Cloud + Revenue Cloud
Problem addressed: Long turnaround times, lack of flexibility, and confused salespeople.
Sales Cloud enables:
Better lead and opportunity management
Collaboration tools (e.g., Chatter, Account Teams)
Customer intelligence via activity tracking and CRM data

Revenue Cloud (which includes CPQ and Billing) enables:
Faster and more accurate quote generation
Subscription and pricing flexibility
Streamlined quote-to-cash processes
This phase directly tackles the core sales inefficiencies and sets the foundation for customer-facing improvements.

🧩 Phase 2: Service Cloud
Once sales is stabilized, Service Cloud improves:
Case management
Omni-channel support (chat, email, phone)
Knowledge base and self-service
Addresses the need for new communication channels and customer support improvements

🧩 Phase 3: Experience Cloud
Enables digital self-service portals for customers
Can expose:
Product catalogs
Case tracking
Knowledge articles
Quote requests (if integrated with CPQ)
This phase enhances the customer experience end-to-end, but depends on the foundational CRM and service setup.

❌ Why the Other Options Fall Short
A. Service Cloud first
Doesn’t address the sales process bottlenecks, which are the root cause of customer churn.
B. All clouds at once
Risky for a mid-sized company. High complexity, cost, and change management burden.
C. Fast-track Service Cloud
Again, prioritizes support before fixing the broken sales and quoting process.

📚 References
Salesforce Revenue Cloud Overview
Salesforce Well-Architected Framework
Salesforce Implementation Roadmap Best Practices

Explanation:

3D Scanners requires automatic discounts on Quote Lines for Distributors in the Quote Line Editor based on Distributor Account and Product attributes, with additional discounts requiring an approval process that allows resubmission only to previous rejectors. The solution must prioritize user experience. Below is a concise analysis of the options:

A. CPQ license:
The Salesforce CPQ license is essential to enable the Quote Line Editor, which allows sales users to manage quotes and apply discounts efficiently. CPQ supports automated discount schedules based on attributes (e.g., Distributor Account and Product fields) and includes a robust approval process for additional discounts. CPQ’s approval rules can be configured to route resubmissions only to previous rejectors, streamlining the process while maintaining a user-friendly interface for sales reps.
Reference: Salesforce CPQ
B. Flow:
While Salesforce Flow could theoretically automate discount calculations and approvals, it would require significant custom development to replicate CPQ’s Quote Line Editor functionality and approval routing logic (e.g., resubmission to rejectors). This approach would be less user-friendly, as Flow is not natively integrated with the Quote Line Editor, potentially disrupting the sales user experience.
Reference: Salesforce Flow
C. Price Rules:
CPQ Price Rules are the ideal mechanism to automatically apply discounts based on Distributor Account and Product attributes. Price Rules evaluate conditions (e.g., Account Type = Distributor, Product Category) and apply percentage discounts directly in the Quote Line Editor, ensuring a seamless user experience. They integrate natively with CPQ, allowing sales reps to focus on selling while discounts are calculated automatically.
Reference: CPQ Price Rules
D. CPQ Plus license:
The CPQ Plus license includes advanced features like multi-dimensional quoting and billing integrations, which are not required for the stated requirements of automatic discounts and approval processes. The standard CPQ license (Option A) is sufficient, making CPQ Plus an unnecessary cost for 3D Scanners.
Reference: Salesforce CPQ Pricing

Recommended Approach:
CPQ License: Implement Salesforce CPQ to provide the Quote Line Editor, enabling sales users to manage quotes and apply discounts with a user-friendly interface. Configure CPQ approval processes to handle additional discounts, with logic to resubmit only to previous rejectors.
Price Rules: Use CPQ Price Rules to automate discount calculations based on Distributor Account and Product attributes, ensuring discounts are applied seamlessly in the Quote Line Editor.

Why Not B or D?
B (Flow): Requires custom development, lacks native integration with the Quote Line Editor, and disrupts user experience compared to CPQ’s out-of-the-box functionality.
D (CPQ Plus): Includes unnecessary advanced features, increasing costs without addressing the core requirements.

Explanation:

Appointment Assistant Self-Service Scheduling is a feature within Salesforce Field Service that is specifically designed to allow customers to book, reschedule, or cancel appointments based on real-time availability. It supports:
📅 Forward-looking scheduling (e.g., next month’s availability)
🔧 Asset-based service appointments
🌐 Integration with Experience Cloud for customer-facing portals
🔁 Dynamic slot visibility based on technician availability and service territories
This aligns perfectly with UC’s goals of:
Enabling customer self-service
Supporting maintenance scheduling on Assets
Providing a modern, digital experience via Experience Cloud

❌ Why the Other Options Fall Short
A. Lightning Web Components Calendar Module
Generic UI component. Doesn’t connect to Field Service availability or scheduling logic.
C. Salesforce Scheduler
Designed for internal appointment booking (e.g., financial advisors, retail staff). Not optimized for Field Service scenarios or asset maintenance.
D. Standard Salesforce Asset Calendar
No native calendar view for assets. Doesn’t support customer-facing scheduling or appointment logic.

🧠 Pro Tip for Architects
When implementing Appointment Assistant, consider:
Enabling Guest User access via Experience Cloud
Configuring Service Territories, Operating Hours, and Work Types
Ensuring Asset relationships are properly modeled
Using Flow or LWC to customize the portal experience if needed

Explanation:

Why this best fits the scenario
B2B Commerce gives partner outlets a self-service storefront to browse the product catalog and place bulk orders, with buyer groups, account-specific price books, and tiered/volume discounts for large purchases.
Partner Relationship Management (PRM) (via an Experience Cloud Partner site) enables co-selling with UC reps (opportunity sharing, deal registration) and provides partner reporting/analytics and partner scorecards to summarize sales by partner and classify partners.
Sales Cloud remains the system for opportunity management and collaboration between UC reps and partners, so questions on SKUs within opportunities are handled in one place. (PRM is built to extend Sales Cloud data securely to partners.)

Why the others fall short
B. Sales Cloud, B2B Commerce, and Customer Community
“Customer Community” licensing doesn’t support partner co-selling with Opportunities like Partner licenses do.
C. Sales Cloud, Service Cloud, and PRM
Lacks B2B Commerce for catalog browsing and bulk purchasing—a core requirement.
D. Sales Cloud, PRM, and Einstein
Missing B2B Commerce for the ordering experience; Einstein isn’t required to meet the stated needs.

Bottom line:
Use Sales Cloud + PRM for partner co-sell and reporting, and B2B Commerce to power the partner storefront with bulk ordering and discounting.