Itcertkr의 덤프선택으로Microsoft AB-210인증시험에 응시한다는 것 즉 성공과 멀지 않았습니다. 여러분의 성공을 빕니다.
| Section | Weight | Objectives |
|---|---|---|
| Topic 1: Optimize AI-driven sales | 20–25% | - Copilot and AI assistant capabilities in Sales - Sales productivity and automation enhancement |
| Topic 2: Extend and enhance Sales | 10–15% | - Integration with Microsoft Copilot and Power Platform - Extending Dynamics 365 Sales with AI capabilities |
| Topic 3: Develop deals using intelligent opportunity research | 25–30% | - AI-assisted deal progression strategies - Opportunity insights and forecasting |
| Topic 4: Qualify and prioritize leads using AI | 15–20% | - AI-driven lead prioritization workflows - Lead scoring and qualification models |
| Topic 5: Configure Dynamics 365 Sales core features for AI | 15–20% | - Sales environment configuration - Data and process setup for AI features |
Itcertkr의 연구팀에서는Microsoft AB-210인증덤프만 위하여 지금까지 노력해왔고 Itcertkr 학습가이드Microsoft AB-210덤프로 시험이 어렵지 않아졌습니다. Itcertkr는 100%한번에Microsoft AB-210이장시험을 패스할 것을 보장하며 우리가 제공하는 문제와 답을 시험에서 백프로 나올 것입니다.여러분이Microsoft AB-210시험에 응시하여 우리의 도움을 받는다면 Itcertkr에서는 꼭 완벽한 자료를 드릴 것을 약속합니다. 또한 일년무료 업데이트서비스를 제공합니다.즉 문제와 답이 갱신이 되었을 경우 우리는 여러분들한테 최신버전의 문제와 답을 다시 보내드립니다.
질문 # 17
A sales company uses the Sales Qualification Agent to evaluate inbound leads.
A sales manager updates the qualification criteria to better align with the target customer profile.
After the update, monitoring data shows the following:
. A shift in how leads are categorized compared to earlier results.
. Continued processing of incoming leads.
. No gaps in evaluation activity.
You need to interpret the monitoring data to understand the agent ' s behavior.
What should you conclude?
정답：D
설명：
The correct conclusion is that lead outcomes reflect updated evaluation criteria applied during processing
. The Sales Qualification Agent evaluates inbound leads against the configured target customer profile and qualification settings. Microsoft states that the target customer profile suitability is determined by the attributes defined in the agent configuration's handoff criteria, and the agent categorizes leads as high, moderate, or low fit based on how well the lead matches those attributes.
Therefore, when the sales manager updates the qualification criteria, a shift in categorization is expected. It means the agent is applying the new criteria to processed leads, not that the old evaluations were incomplete or that external factors are necessarily driving the change. The continued processing and absence of evaluation gaps also indicate normal operational continuity. Microsoft's Sales Qualification Agent setup guidance explains that the agent works on assigned leads based on configured selection criteria and that stopping the agent prevents new lead processing; here, processing continued, so the agent remained active while using the revised configuration. Option A is too speculative: tuning might be useful later, but the evidence given does not prove a tuning problem. The clean interpretation is D .
References/topics: Sales Qualification Agent; target customer profile; qualification criteria; lead categorization; AI-driven lead qualification monitoring.
질문 # 18
The required predictive scoring model cannot be created yet.
You need to inform the sales team how many more record types are needed before it can be configured.
What two actions on lead records are required? Each correct answer presents part of the solution. Choose two.
정답：C,D
설명：
For Dynamics 365 Sales predictive lead scoring, the model cannot be created unless there is enough historical lead outcome data in the selected training window. Microsoft's predictive lead scoring configuration requirement states that the organization must have at least 40 qualified leads and 40 disqualified leads in the selected training period. The official guidance specifically explains that if the model is trained with leads from the past three months, the organization needs "at least 40 qualified and 40 disqualified leads" created and closed during that period.
In the sandbox, AdventureWorks has 30 qualified leads and 20 disqualified leads. However, 10 of the qualified leads are older than three months, and the business requirement says predictive scoring must be enabled for leads created within the last three months. Therefore, only 20 qualified leads are usable for this model. The sandbox currently has 20 usable qualified leads and 20 disqualified leads. To meet the required threshold of 40 each, the company needs 20 more qualified leads and 20 more disqualified leads . Simply creating 40 new leads is not enough because predictive scoring requires outcome-classified leads, not merely open or newly created records.
References/topics: Configure predictive lead scoring; lead scoring model training data requirements; AI-driven lead prioritization in Dynamics 365 Sales.
Topic 1, AdventureWorks Case StudyBackgroundAdventureWorks
Cycles is a global manufacturer of high-performance bicycles
headquartered in Seattle. The company sells products through
distributors, specialty retailers, and a growing direct-to-consumer online channel. AdventureWorks Cycles recently expanded its product catalog to include the athlete package. This package includes a cycle, connected devices and subscription-based analytics services.
To support this expansion, the company wants to modernize its sales operations by implementing Microsoft Dynamics 365 Sales. The leadership team wants sellers to focus on building relationships with distributors and enterprise buyers rather than manually qualifying leads or assembling product packages.
The sales operations team is responsible for configuring the Dynamics 365 Sales environment. Their goal is to implement Al-driven processes that streamline the lead-to-cash workflow while ensuring that sellers can easily identify the most promising opportunities.
Current Environment AdventureWorks Cycles previously used a legacy CRM system that tracked leads and opportunities but lacked predictive intelligence or automated lead qualification. Sellers manually evaluate incoming leads, which creates delays and inconsistent prioritization.
The global sales team manages approximately 15,000 leads per month generated from marketing campaigns, trade shows, and partner referrals.
Product data is stored in multiple systems. Product managers maintain products and pricing in spreadsheets.
Information regarding custom
relationships, competitor analysis, and region-specific marketing content is stored in a SharePoint site called the sales portfolio.
The organization has identified several challenges they want to resolve with a new solution:
* Sellers often spend significant time researching leads that ultimately do not convert.
* Regional managers require in-depth reporting using information from the sales pipeline and seller activities, the point-of-sale solution, website analytics, and the accounting system.
* Multiple product offerings are difficult to manage because components are defined in different systems.
* Team leads require real-time information on active opportunities, as well as visibility of seller ' s appointments and phone calls, without needing to navigate into multiple views.
All sellers are assigned Dynamics 365 Sales Enterprise licenses, Also, the CFO has requested that Copilot message packs are pre-purchased by using the Copilot Studio subscription license.
A Dynamics 365 sales sandbox environment has been in use for six months. There are 60 leads records with
30 records that are qualified and 20 that are disqualified. Ten of the qualified leads are over three months old.
Business Requirements: AdventureWorks Cycles has defined the following business requirements for the production environment of Dynamics 365 Sales:
Sellers in all regions should be able to review the new mountaineer cycles. The cycles include economy and premium fittings. When creating opportunities, sellers should be able to select a metal type when adding a mountaineer cycle to an opportunity. The metal types include chrome, aluminum, and titanium.
* Pricing managers must be able to create deals for the same products in their own currencies and at their own prices, without reference to the cost of the product.
* Sellers must be able to quickly view their own opportunities by phase.
* Predictive scoring should be enabled for leads created within the last three months in the sandbox environment. This should provide seller training on the scoring ' s interpretation and usage.
* A segment of leads named Hot is needed that will contain all leads where the source is phone, employee referral or partner. Leads from this segment should be distributed to sellers by using a round robin method.
* Agents should not be able to take action on any data that is created in the production environment before they are started.
* All sellers should be able to access disqualified leads.
Technical Information and Requirements: The new Dynamics 365 Sales environment must meet the following technical requirements:
Agents must use a dedicated service identity to execute write actions with a controlled security role in Dataverse.
The sales operations team lead must be assigned the Power Platform administrator role.
The lead pricing manager must be assigned to the Microsoft 365 billing admin role.
The vice president of sales must be assigned the Al admin role.
* A sandbox and a production environment must be created. Both of the environments must be enabled for Al capacity, but usage should be capped on the sandbox environment.
* A trial environment must be created, with the Sales Qualification Agent configured to business requirements.
* Sellers must be assigned the security roles on the production environment only.
* All sellers must be assigned a customized version of the salesperson role. This role should grant read access only to the leads that the sellers own.
* The EnableRoleBasedSystemViews property must be set to true for the production environment.
No Azure subscriptions are available in the tenant.
Issues: During early testing, the sales operations team identify the following issues:
* The Sales Qualification Agent has disqualified several leads in the trial environment. The vice president of sales has requested to understand the reason for the disqualified leads.
* Sellers are unable to create agents in the production environment.
* Agent consumption has been unreliable. The company requires that Al capacity is always available to sellers.
질문 # 19
Hotspot Question
A sales manager needs to set up goals in Dynamics 365 Sales for salespeople.
The measurement of goals must be based on the total deal amount upon closing an opportunity.
The fiscal year for the goals must be based on the calendar year.
You need to create the rollup query for the goal metrics.
Which options should you select? To answer, select the appropriate options in the answer area.
NOTE: Each correct selection is worth one point.
정답：
설명：
Explanation:
The correct table is Opportunity because the goal measurement is based on deal amounts when opportunities are closed. In Dynamics 365 Sales goal metrics, rollup fields define which table and source attribute are used to calculate actual or in-progress goal values. Microsoft's goal metric documentation gives the direct example of using the Opportunity table with the opportunity actual value/source attribute to track actual money amounts from opportunities closed as Won.
The correct date field is Actual Close Date because the goal period must be determined by when the deal was actually closed, not when the opportunity was created. Microsoft's goal metric configuration guidance states that the Date Field determines the goal period that records roll up into, and gives Actual Close Date as the relevant example.
The correct revenue field is Actual Revenue because the requirement is based on the total deal amount upon closing the opportunity. Budget Amount and Total Amount do not represent the final closed deal value for goal actuals. Goal rollup fields calculate actual performance values for completed measurable results, which fits closed opportunity revenue.
질문 # 20
You configure Dynamics 365 Sales for a company.
The company plans to implement the Sales Close Agent in Research mode.
You need to identify the capabilities of the agent.
Which two capabilities should you identify? Each correct answer presents a complete solution.
Choose two.
NOTE: Each correct selection is worth one point.
정답：A,C
설명：
The correct Research mode capabilities are analyzing historical interaction data to generate opportunity insights and reviewing deal signals with risks and recommended mitigations.
Microsoft's Sales Opportunity Agent documentation describes the opportunity-focused agent as helping sellers focus on important opportunities by identifying high-value and at-risk deals, providing critical insights and recommendations, and helping sellers mitigate risks. Microsoft also states that the agent gathers information from multiple sources and provides a streamlined research experience, stakeholder and competitor intelligence, and actionable risk mitigation strategies.
Option C is correct because the agent uses opportunity context, CRM history, emails, meetings, and other available signals to generate deal insights. Option D is also correct because Microsoft's Responsible AI FAQ specifically identifies early risk detection and recommended mitigation strategies based on historical data and communication analysis.
질문 # 21
Case Study 2 - Contoso Ltd
Background
Contoso Ltd. is a global technology distributor headquartered in Redmond, Washington. The company sells networking equipment, cloud infrastructure, and managed services to enterprise customers across North America and Europe.
Contoso Ltd. currently manages its sales operations by using Microsoft Dynamics 365 Sales and plans to enable Sales Insights in the future.
The leadership team wants to modernize the sales organization by introducing capabilities that help sellers prioritize leads, analyze opportunities, and accelerate deal closure.
The company has approximately 150 field sellers, 40 insider sellers, 20 sales managers, and a central IT team responsible for configuring the sales platform. Contoso Ltd.'s executive leadership has defined the following goals for the new sales platform implementation:
Improve seller productivity by reducing manual research and data entry.
Use Al insights to prioritize leads and opportunities.
Provide automated recommendations to sales representatives throughout the deal lifecycle.
Improve collaboration between sellers and sales managers.
Current Environment:
Sales platform
Contoso Ltd. uses Microsoft Dynamics 365 Sales integrated with Microsoft 365 services.
The following components are currently deployed:
Data and lead management
Leads are important for driving new business at Contoso Ltd. They are generated from multiple sources including:
- Marketing automation campaigns
- Website registrations
- Partner referrals
- Trade show contact imports
Marketing teams import lead lists weekly into Dynamics 365 Sales by using spreadsheet imports.
Sellers currently evaluate leads manually.
Sales managers report that this process results in inconsistent prioritization across regions.
Opportunity management
Opportunities are tracked in Dynamics 365 Sales through a defined qualification-to-opportunity lifecycle to ensure accurate reporting.
Sales leadership has requested the Contoso Ltd. IT team to evaluate the following capabilities:
- AI-generated summaries of opportunity records.
- AI-driven research for customer organizations.
- Automated recommendations for closing deals.
Business Requirement:
Contoso Ltd.'s executives have defined the following business requirements:
Lead management
Inside sellers must use a seller engagement workspace that prioritizes leads automatically based on predicted likelihood to convert.
All sellers are guided through a consistent set of qualification steps aligned to Contoso Ltd.'s sales strategy.
Leads cannot be advanced to the development stage until a decision maker has been confirmed.
Sales leadership requires flexibility in how leads are converted. Inside sales need automatic opportunity creation. Field sellers need the option to manually decide whether an opportunity should be created when a lead is qualified.
Lead scoring must be implemented to help sellers identify high potential leads automatically.
Lead scoring must continuously improve based on historical sales outcomes.
Opportunity development
The opportunity flow must be improved by using Al-driven research and automated insights.
Field sellers must be able to access contextual research about customers and competitors while working on opportunities.
Opportunity records must display Al-generated summaries to reduce the time required to review historical activities.
Field sellers must use the Opportunity pipeline view to visualize, prioritize, and manage opportunities.
All opportunity revenue must be calculated using opportunity line items based on selected Contoso Ltd.'s products and standard pricing.
Sales managers must receive an external quarterly competitive intelligence brief to help with their research. This should be delivered as a PDF document.
Sales performance
Sales managers require improved pipeline and revenue forecasting capabilities. The managers need to report on their business performance and use insights, visuals, and recommended next actions.
The new solution must provide the following:
- Allow sales managers to configure forecasts for opportunity pipelines.
- Notify the seller's manager when a draft quote is created and requires approval.
- Allow leadership to track performance against revenue goals.
- Ask questions about Dynamics 365 Sales data to support executive analysis and decision making.
- Support data definitions used at Contoso Ltd. when reporting.
Technical Requirement:
Contoso Ltd.'s IT department defines the following priorities for the sales platform.
AI capabilities
The platform must support the following Al features:
- Lead scoring to guide sellers to priority items.
- Opportunity research insights to prepare deal analysis.
- Copilot-generated summaries of sales records to help with decision making.
- AI-powered research and analytics to aid leadership reporting.
- When performing sales research, sales managers must be able to save their favorite prompts.
Automation
Automation must be implemented to guide sellers through recommended next steps during the sales cycle.
Any approvals must use the Power Automate Approvals connector.
Field sellers use the existing Lead to Opportunity Business Process Flow to manage their leads.
A Power Automate desktop flow is used to process orders into a partner ordering application that completes fulfillment.
Collaboration
All sellers must be able to collaborate by using Teams and store related sales documents in SharePoint.
AI-driven insights
The company is deploying the Sales accelerator to guide seller activities.
The Sales Research Agent
Sales managers will use the Sales Research Agent to gather intelligence about customer organizations.
The sales managers have the following requirements:
- Must be able to reuse visualizations after they are created; they don't want to recreate them.
- Must have a consistent method to quickly return to a blueprint that they frequently use.
- Must be able to retain a library of questions to receive consistent responses based on definitions approved by the company.
- Should have Bing search enabled on the environment for generative Al feature settings.
Platform extensions
The IT department plan to extend the platform by doing the following:
- Create Power Automate flows to automate seller tasks.
- Embed Power Apps components inside model-driven forms.
- Embed Power BI reports for sales analytics.
Testing
The IT department is testing predictive lead scoring with a small group of sellers.
The IT department edits the existing lead scoring model by adding new fields.
Issues:
Users have reported the following issues:
- Field sellers spend a significant amount of time researching customers before engaging with prospects.
- Sales managers cannot easily identify the most promising opportunities across regions.
- Lead prioritization varies significantly between sales teams.
- Testers report they cannot access the field changes in the lead score.
- A sales manager generated a blueprint but forgot the competitive intelligence brief.
You need to configure the new lead qualification experience in Dynamics 365 Sales for field sellers. What should you configure?
정답：A
설명：
The correct configuration is to set related record creation to Seller. The case study states that sales leadership requires flexibility in how leads are converted: inside sales need automatic opportunity creation, but field sellers need the option to manually decide whether an opportunity should be created when a lead is qualified. In the new lead qualification experience, Dynamics
365 Sales lets administrators control whether account, contact, and opportunity records are created automatically during lead qualification or whether sellers are prompted to choose which related records to create. Microsoft's lead qualification guidance confirms that when automatic creation is not enabled, sellers are prompted to select which records should be created during qualification.
질문 # 22
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