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| Section | Weight | Objectives |
|---|---|---|
| Topic 1: Qualify and prioritize leads using AI | 15–20% | - Configure Sales Qualification Agent and monitor its performance - Configure lead and opportunity experience - Fine-tune predictive scoring model |
| Topic 2: Configure Dynamics 365 Sales core features for AI | 15–20% | - Evaluate prerequisites for deploying Sales - Configure mailboxes and business process flows - Examine Sales security model - Configure timeline and data import/export |
| Topic 3: Extend and enhance Sales | 10–15% | - Deploy and configure Sales mobile app and Teams calling - Create Power Platform components (Power Automate, Power Apps, Power BI) |
| Topic 4: Develop deals using intelligent opportunity research | 25–30% | - Configure and use Sales Research Agent insights - Optimize opportunity management and pipeline views - Configure Sales Close Agent and interpret actions |
| Topic 5: Optimize AI-driven sales | 20–25% | - Design AI-first sales strategy with Copilot and agents - Configure predictive scoring and relationship intelligence - Set up conversational intelligence and forecasting - Prepare and deploy AI agents in Sales |
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NEW QUESTION # 40
You are a Dynamics 365 administrator. The sales team uses goals to track actual to target opportunity amounts.
A salesperson reviews their goals chart and observes the following:
* An opportunity updated today is not included in the chart.
* The time period for the goal is not accurate.
You need to resolve these issues.
What should you do? To answer, select the appropriate options in the answer area.
NOTE: Each correct selection is worth one point.
Answer:
Explanation:
Explanation:
Issue
Action
Opportunity updated today is NOT included in the chart
Update roll-up settings
Time period for the goal is inaccurate
Have the manager update the goal
For the opportunity updated today not appearing in the goals chart, the issue is the goal rollup timing , not the opportunity record itself. Dynamics 365 Sales goal actuals are calculated through rollup processing.
Microsoft states that automatic goal rollup duration and frequency are controlled from the Goals tab in system settings, and that manual rollup can also be performed when needed. Therefore, the correct action is to update the roll-up settings so goal charts reflect recent opportunity changes more appropriately. Microsoft also notes that selecting Recalculate updates goal actuals based on the latest data, confirming that goal charts depend on rollup recalculation rather than instant real-time updates.
For the inaccurate goal time period, the correct action is to have the manager update the goal . In Dynamics
365 Sales goal management, the goal manager is responsible for setting or modifying goal targets, adjusting the goal time period, and assigning the goal owner. The salesperson is typically the goal owner who is measured against the target, but the manager controls the goal definition and period.
References/topics: Dynamics 365 Sales goals; goal rollup settings; goal recalculation; goal manager responsibilities; opportunity target tracking.
NEW QUESTION # 41
Hotspot Question
A company generates leads from a webform. Salespeople manage leads by country/region. All salespeople are part of the same Dynamics 365 Sales team.
The sales manager requires the following functionality:
- Automate lead assignments.
- Ensure each seller can never have more than 20 open leads.
You create a country/region attribute for the process. You must simplify the process. You plan to use segments when possible.
You need to create a lead assignment rule for each country/region.
Which configurations should you use? To answer, select the appropriate options in the answer area.
NOTE: Each correct selection is worth one point.
Answer:
Explanation:
Explanation:
The clean configuration is to create one reusable segment for webform leads, then add the varying country/region condition inside each country-specific assignment rule. Dynamics 365 Sales assignment rules are built by selecting the eligible segment first, then adding rule conditions to further filter records. Microsoft also recommends splitting conditions between segments and assignment rules to keep rules simpler and more efficient.
For routing to the correct sellers, use sellers with matching attributes. The scenario says salespeople manage leads by country/region and that a country/region attribute has been created. Assignment rules support assigning records to sellers who satisfy matching seller attributes or existing seller record fields, which avoids hardcoding individual sellers and is much easier to maintain as sellers change regions.
For distribution, use load balancing because the requirement is capacity-based: no seller should exceed 20 open leads. Dynamics 365 Sales load balancing distributes records based on seller workload/capacity, and seller capacity is calculated by subtracting active assigned records from the maximum configured capacity. Round robin is weaker here because it primarily considers assignment order, not workload.
NEW QUESTION # 42
A company uses the Sales Close Agent in Dynamics 365 Sales to help sellers close deals.
The sales managers want to ensure the agent is used only in specific scenarios.
You need to identify the behavior of the Sales Close Agent.
What should you use to review the agent's behavior?
Answer: C
Explanation:
The correct answer is C. To review the Sales Close Agent behavior for an opportunity, you open an opportunity researched by the agent and select See full research. Microsoft's current Dynamics 365 Sales documentation describes this flow: sellers open the My top opportunities from AI agent view, open an opportunity, review the summary section, and then select See full research to open the Opportunity research page, which contains the complete research insights and recommendations.
This page is the right place to understand what the agent is surfacing and why it is helping progress deals. The Opportunity research page includes deal importance, deal risks and mitigations, deal overview, key signals, and other research-driven insights.
NEW QUESTION # 43
A seller is reviewing an opportunity in Dynamics 365 Sales. The Sales Close Agent in Research mode generates a summary.
The seller must decide how to proceed with the opportunity. The seller plans to use the research insights to move the deal forward.
You need to identify the information that the agent provides.
Which agent-provided insights should you share with the seller?
Answer: B
Explanation:
The correct insight to share is Recommended actions . Sales Close Agent in Research mode is opportunity- focused: it helps sellers understand the state of a deal, identify risks, and decide what to do next. Microsoft explains that the opportunity agent provides critical insights and recommendations so sellers can ramp up on opportunities, engage the right stakeholders, and mitigate risks effectively. The Responsible AI FAQ also describes the agent as identifying deal risks early and providing recommended mitigation strategies based on historical data and communication analysis.
The question specifically says the seller must decide how to proceed and wants to move the deal forward.
That points directly to recommended actions, not static context. Financial health may be part of a broader opportunity view, but it is not the best answer for next-step guidance. Budget, Authority, Need, and Timeline is BANT qualification and belongs to lead qualification scenarios, especially Sales Qualification Agent, not opportunity research. Blueprints are generated by the Sales Research Agent on a research canvas for analytics-style exploration, not by the Sales Close Agent opportunity summary. Therefore, the correct insight category is Recommended actions .
References/topics: Sales Close Agent Research mode; opportunity recommendations; deal risk mitigation; Sales Opportunity Agent insights; opportunity progression.
NEW QUESTION # 44
A company is using Dynamics 365 Sales.
The company is NOT using predictive lead scoring. The company has historical sales records for the last three years.
You need to configure a predictive lead scoring model.
What is the minimum number of records required?
Answer: A
Explanation:
The minimum dataset for a predictive lead scoring model is 40 qualified leads and 40 disqualified leads. Microsoft's Dynamics 365 Sales documentation states that an organization must have created and closed at least 40 qualified and 40 disqualified leads within the selected training period to train the model. The broader lead and opportunity scoring documentation confirms the same threshold and distinguishes lead scoring from opportunity scoring: lead scoring requires qualified and disqualified leads, while opportunity scoring requires won and lost opportunities.
This distinction is critical. Predictive lead scoring predicts the likelihood that a lead will qualify or convert based on historical lead outcomes, so the model needs examples of both successful and unsuccessful lead qualification results. Won and lost opportunities are not the correct training records for lead scoring; they apply to predictive opportunity scoring. The question also states that the company has historical sales records for three years, but the model requirement is based on the minimum qualifying lead dataset, not merely the total age of available data. Therefore, the required minimum is 40 qualified leads and 40 disqualified leads.
NEW QUESTION # 45
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