# Pricing procedures, decision tables and price adjustments

*Revenue Management Consultant Study Guide · Configure, Price, Quote · Last updated October 29, 2026 · https://www.certifyforce.com/study-guide/revenue-management-consultant/configure-price-quote/pricing-procedures-decision-tables-and-price-adjustments*

Where each pricing procedure is selected, how to clone a template and build a procedure from pricing elements, how versions, rank, Include in Output and variable mappings behave, when to refresh decision tables, and which price adjustment schedule fits a customer pricing rule.

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

**Official exam objective:**

> Configure and apply pricing procedures to customer-specific business cases.

## What the exam expects

- Select the right pricing procedure on the right settings page for catalog browsing, quotes and orders, and headless calls.
- Clone a template or build a custom procedure, meeting its prerequisites and date rules, with the right permission sets.
- Assemble pricing elements and map their variables, set version rank and Include in Output, and control the price waterfall.
- Keep decision tables current and activate procedures safely after table changes.
- Choose a price adjustment schedule (tiers, attribute based, bundle based) for a customer-specific pricing rule.

Key terms: **pricing procedure** (Salesforce Pricing expression set with usage type Pricing that calculates prices); **pricing element** (a step such as List Price, Volume Discount, Manual Discount or Aggregate Price); **decision table** (lookup that an element reads, such as Price Book Entries); **rank** (picks among enabled versions); **price adjustment schedule** (tier, attribute or bundle rules that adjust prices).

## Key facts

| Fact | Detail | Source |
|---|---|---|
| Quotes and orders procedure | Revenue Settings, Set Up Salesforce Pricing | [Select a Pricing Procedure](https://help.salesforce.com/s/articleView?id=sf.pricing_set_default_pricing_procedure.htm&language=en_US&type=5) |
| Headless calls only | Salesforce Pricing Setup | [Select a Pricing Procedure](https://help.salesforce.com/s/articleView?id=sf.pricing_set_default_pricing_procedure.htm&language=en_US&type=5) |
| Templates | Not executable; clone with Save As | [Select a Pricing Procedure](https://help.salesforce.com/s/articleView?id=sf.pricing_set_default_pricing_procedure.htm&language=en_US&type=5) |
| Clone start date | Later than the context definition's Effective From | [Select a Pricing Procedure](https://help.salesforce.com/s/articleView?id=sf.pricing_set_default_pricing_procedure.htm&language=en_US&type=5) |
| New procedure | Initial version is blank; add elements and decision tables | [Configure Your Pricing Procedure](https://help.salesforce.com/s/articleView?id=ind.pricing_configure_your_pricing_procedure.htm&language=en_US&type=5) |
| Build or edit procedures | Salesforce Pricing Design Time User; use them with Run Time User | [Configure Your Pricing Procedure](https://help.salesforce.com/s/articleView?id=ind.pricing_configure_your_pricing_procedure.htm&language=en_US&type=5) |
| Version choice | Highest rank among matching enabled versions | [Configure Your Pricing Procedure](https://help.salesforce.com/s/articleView?id=ind.pricing_configure_your_pricing_procedure.htm&language=en_US&type=5) |
| No response data | Include in Output not selected on any element | [Configure Your Pricing Procedure](https://help.salesforce.com/s/articleView?id=ind.pricing_configure_your_pricing_procedure.htm&language=en_US&type=5) |
| Exclude Price Waterfall | Not supported by Quotes in Revenue Management | [Configure Your Pricing Procedure](https://help.salesforce.com/s/articleView?id=ind.pricing_configure_your_pricing_procedure.htm&language=en_US&type=5) |
| After decision table edits | Minor change, save, then activate | [Configure Your Pricing Procedure](https://help.salesforce.com/s/articleView?id=ind.pricing_configure_your_pricing_procedure.htm&language=en_US&type=5) |
| List Price lookup inputs | Product, Price Book, Product Selling Model | [Simple Pricing Procedure Example](https://help.salesforce.com/s/articleView?id=ind.pricing_simple_pricing_procedure_example.htm&language=en_US&type=5) |
| Schedule types | Price Adjustment Tiers, Attribute Based, Bundle Based | [Price Adjustment Schedules](https://help.salesforce.com/s/articleView?id=sf.pricing_price_adjustment_schedules_salesforce_pricing.htm&language=en_US&type=5) |

## Check yourself

- Why does a pricing element that reads a local list variable too early get an empty value?
- When can't you exclude an element from the price waterfall?
- Why do you usually not map Net Unit Price and Subtotal on the Pricing Setting element?
- What does Input Unit Price map to on the Volume Discount element in Help's Laptop Sales example?

## Sources

- [Configure Your Pricing Procedure](https://help.salesforce.com/s/articleView?id=ind.pricing_configure_your_pricing_procedure.htm&language=en_US&type=5)
- [Select a Pricing Procedure](https://help.salesforce.com/s/articleView?id=sf.pricing_set_default_pricing_procedure.htm&language=en_US&type=5)
- [Simple Pricing Procedure Example](https://help.salesforce.com/s/articleView?id=ind.pricing_simple_pricing_procedure_example.htm&language=en_US&type=5)
- [Explore Price Adjustment Schedules](https://help.salesforce.com/s/articleView?id=sf.pricing_price_adjustment_schedules_salesforce_pricing.htm&language=en_US&type=5)
- [Salesforce Pricing Editions, Permission Sets, and Personas](https://help.salesforce.com/s/articleView?id=ind.pricing_permissions_salesforce_pricing.htm&language=en_US&type=5)
- [Extend the Sales Transaction Context Definition](https://help.salesforce.com/s/articleView?id=sf.qocal_extend_and_use_sales_transaction_context_definition.htm&language=en_US&type=5)

## About the full unit

The "Core concepts", "Exam traps" and "Worked scenario" sections of this unit, its 18 linked practice questions, and unlimited timed mock exams are included with the Revenue Management Consultant pack (USD $19): https://www.certifyforce.com/practice-exams