# Product selling models and proration policies

*Revenue Management Consultant Study Guide · Catalog Management · Last updated October 29, 2026 · https://www.certifyforce.com/study-guide/revenue-management-consultant/catalog-management/product-selling-models-and-proration-policies*

How ProductSellingModel types and pricing terms define how a product is sold, how ProductSellingModelOption links several models to one product with a proration policy and an optional default, and how price book entries price each model.

- Certification: Salesforce Revenue Management Consultant
- Exam section: Catalog Management
- Study guide: https://www.certifyforce.com/study-guide/revenue-management-consultant

**Official exam objective:**

> Explain Catalog Management core concepts and capabilities.

## What the exam expects

- Choose One Time, Term-Defined or Evergreen for a selling requirement and set the pricing term correctly (blank for one-time).
- Name the core objects that define how a product is sold (ProductSellingModel, ProductSellingModelOption) and reject legacy CPQ package objects.
- Sell one product several ways by linking several selling models and pricing each through its own price book entry.
- Configure a selling model option with a proration policy and an optional, single default.

Key terms: **product selling model** (one method by which a product is sold, with its pricing term); **product selling model option** (the junction between a selling model and Product2); **proration policy** (whether a subscription can start partway through a pricing period and where leftover amounts go); **pricing term** (PricingTerm plus PricingTermUnit, the length of one priced period).

## Key facts

| Fact | Detail | Source |
|---|---|---|
| Selling model types | One Time, Term-Defined, Evergreen | [Manage Product Selling Model](https://help.salesforce.com/s/articleView?id=ind.product_catalog_product_selling_model.htm&language=en_US&type=5) |
| Optional feature | Product Catalog Management works without selling models | [Manage Product Selling Model](https://help.salesforce.com/s/articleView?id=ind.product_catalog_product_selling_model.htm&language=en_US&type=5) |
| One-time pricing term | PricingTerm and PricingTermUnit must be null | [ProductSellingModel](https://developer.salesforce.com/docs/atlas.en-us.revenue_lifecycle_management_dev_guide.meta/revenue_lifecycle_management_dev_guide/sforce_api_objects_productsellingmodel.htm) |
| PricingTermUnit values | Months, Quarterly, Semi-Annual, Annual | [ProductSellingModel](https://developer.salesforce.com/docs/atlas.en-us.revenue_lifecycle_management_dev_guide.meta/revenue_lifecycle_management_dev_guide/sforce_api_objects_productsellingmodel.htm) |
| Status defaults | Draft by default; can't return to Draft after Active or Inactive | [Create a Product Selling Model](https://help.salesforce.com/s/articleView?id=ind.product_catalog_create_a_product_selling_model.htm&language=en_US&type=5) |
| Auto-renew default | Term-Defined models only; stored on the line item | [Create a Product Selling Model](https://help.salesforce.com/s/articleView?id=ind.product_catalog_create_a_product_selling_model.htm&language=en_US&type=5) |
| Selling model option | Junction between ProductSellingModel and Product2 | [ProductSellingModelOption](https://developer.salesforce.com/docs/atlas.en-us.revenue_lifecycle_management_dev_guide.meta/revenue_lifecycle_management_dev_guide/sforce_api_objects_productsellingmodeloption.htm) |
| Default option | Optional; only one per product | [ProductSellingModelOption](https://developer.salesforce.com/docs/atlas.en-us.revenue_lifecycle_management_dev_guide.meta/revenue_lifecycle_management_dev_guide/sforce_api_objects_productsellingmodeloption.htm) |
| Proration policy | Selected for term-defined or evergreen options | [Assign a Selling Model](https://help.salesforce.com/s/articleView?id=ind.product_catalog_assign_a_product_selling_model_to_a_product.htm&language=en_US&type=5) |
| Price per model | PriceBookEntry has a ProductSellingModelId lookup | [PriceBookEntry](https://developer.salesforce.com/docs/atlas.en-us.revenue_lifecycle_management_dev_guide.meta/revenue_lifecycle_management_dev_guide/sforce_api_objects_pricebookentry.htm) |

## Check yourself

- When can a selling model no longer be set back to Draft?
- Which PricingTermUnit values does the object reference list?
- When does Automatically Renew Asset by Default apply?
- Which three objects does a ProductSellingModelOption look up to?

## Sources

- [Manage Product Selling Model in Revenue Management](https://help.salesforce.com/s/articleView?id=ind.product_catalog_product_selling_model.htm&language=en_US&type=5)
- [Create a Product Selling Model](https://help.salesforce.com/s/articleView?id=ind.product_catalog_create_a_product_selling_model.htm&language=en_US&type=5)
- [Assign a Product Selling Model to a Product](https://help.salesforce.com/s/articleView?id=ind.product_catalog_assign_a_product_selling_model_to_a_product.htm&language=en_US&type=5)
- [ProductSellingModel](https://developer.salesforce.com/docs/atlas.en-us.revenue_lifecycle_management_dev_guide.meta/revenue_lifecycle_management_dev_guide/sforce_api_objects_productsellingmodel.htm)
- [ProductSellingModelOption](https://developer.salesforce.com/docs/atlas.en-us.revenue_lifecycle_management_dev_guide.meta/revenue_lifecycle_management_dev_guide/sforce_api_objects_productsellingmodeloption.htm)
- [ProrationPolicy](https://developer.salesforce.com/docs/atlas.en-us.revenue_lifecycle_management_dev_guide.meta/revenue_lifecycle_management_dev_guide/sforce_api_objects_prorationpolicy.htm)
- [PriceBookEntry](https://developer.salesforce.com/docs/atlas.en-us.revenue_lifecycle_management_dev_guide.meta/revenue_lifecycle_management_dev_guide/sforce_api_objects_pricebookentry.htm)
- [Trailhead: Build a Simple Product](https://trailhead.salesforce.com/content/learn/modules/product-catalog-management-with-revenue-cloud/build-a-simple-product)
- [Build Your Product Catalog in Revenue Management](https://help.salesforce.com/s/articleView?id=sf.product_catalog_introduction.htm&language=en_US&type=5)

## About the full unit

The "Core concepts", "Exam traps" and "Worked scenario" sections of this unit, its 5 linked practice questions, and unlimited timed mock exams are included with the Revenue Management Consultant pack (USD $19): https://www.certifyforce.com/practice-exams