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| Section | Weight | Objectives |
|---|---|---|
| Extend and enhance sales solutions with AI | 10-15% | - Configure reporting and visualization - Implement collaboration features - Monitor and optimize AI performance - Deploy and manage AI agents |
| Develop deals by using intelligent opportunity research | 25-30% | - Configure forecasting and goal management - Optimize opportunity management workflows - Use AI for opportunity research and insights - Deploy and configure Sales Close Agent |
| Configure Dynamics 365 Sales core features for AI | 15-20% | - Set up core sales entities and relationships - Design and configure sales data model - Integrate Microsoft Power Platform components - Configure security and access for AI features |
| Optimize AI-driven sales workflows and insights | 20-25% | - Set up conversational intelligence - Configure Sales accelerator and work distribution - Configure Copilot for Sales - Implement predictive scoring and relationship intelligence |
| Qualify and prioritize leads by using AI | 15-20% | - Fine-tune predictive lead scoring models - Configure lead qualification processes - Automate lead routing and prioritization - Implement Sales Qualification Agent |
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NEW QUESTION # 12
Note: This question is part of a series of questions that present the same scenario. Each question in the series contains a unique solution that might meet the stated goals. Some question sets might have more than one correct solution, while others might not have a correct solution.
After you answer a question in this section, you will NOT be able to return to it. As a result, these questions will not appear on the review screen.
A company is evaluating AI agent capabilities for opportunity management.
Sales managers require insights about deals. You must ensure that the system does not perform automatic outreach to buyers.
You need to determine whether proposed solutions meet the requirements.
Solution: Use Research mode and allow sellers to review insights manually.
Does the solution meet the goal?
Answer: A
Explanation:
Yes, the solution meets the goal. The requirement has two parts: sales managers need deal insights , and the system must not automatically perform outreach to buyers. Sales Close Agent in Research mode is the correct fit because it researches opportunities, calculates importance and risk, generates summaries, and provides actionable recommendations for sellers to review manually. Microsoft states that the opportunity research experience shows a summary and a See full research page with complete opportunity insights and recommendations.
Research mode is intentionally different from Engage mode. Engage mode is the autonomous customer- interaction mode; Microsoft describes Sales Close Agent Engage as managing customer interactions and driving sales for high-velocity deals. By contrast, Research mode focuses on research, opportunity insights, risks, and seller guidance. Microsoft's configuration guidance for Sales Close Agent Research describes selecting opportunities to research, configuring refresh frequency, and providing company context so the agent can curate research insights. Therefore, using Research mode while requiring sellers to manually review the insights satisfies both requirements: the organization receives AI-generated deal intelligence, but buyer outreach remains under human seller control.
References/topics: Sales Close Agent Research mode; opportunity research insights; manual seller review; Engage mode versus Research mode; AI-supported opportunity management.
NEW QUESTION # 13
A company plans to implement Dynamics 365 Sales and wants to design a Dataverse data model that supports AI-driven insights across the sales lifecycle.
The company must be able to track the progression of a deal from initial prospect identification through to finalized billing.
The data model must support the following requirements:
. Prospects must be captured before they become qualified sales deals.
. Qualified deals must support forecasting and pipeline analysis.
. Sales teams must be able to generate pricing proposals for customers.
. Accepted proposals must transition into fulfillment records and then final billing records.
You need to design the Dataverse table model that supports the required sales lifecycle.
Which table relationship should you implement?
Answer: D
Explanation:
The correct sales lifecycle is Lead # Opportunity # Quote # Order # Invoice . In Dynamics 365 Sales, a lead captures an initial prospect before the person or organization is qualified. Microsoft's sales process guidance explains that sellers generally work with leads during the qualifying stage, and the goal is to qualify and advance the lead to the next stage of the sales process. Once qualified, the deal becomes an opportunity , which is the record used for pipeline tracking, revenue estimation, sales stages, probability, and forecasting analysis. Microsoft's prospect-to-quote guidance states that Dynamics 365 Sales supports capturing, managing, scoring, and converting leads into opportunities when qualification criteria are met.
Quotes are then created from opportunities to present pricing proposals to customers. Microsoft states that quotes created from opportunities are prefilled with opportunity details and products. Once the proposal is accepted, the quote can be converted into a sales order for fulfillment and then into an invoice for billing; Microsoft's quote/order/invoice process sample explicitly demonstrates converting an opportunity to a quote, a quote to a sales order, and a sales order to an invoice. Therefore, option B is the only sequence that correctly supports the full sales lifecycle.
References/topics: Lead management; opportunity pipeline; quote creation; order fulfillment; invoice billing; Dataverse Sales tables.
NEW QUESTION # 14
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.
Answer:
Explanation:
Explanation:
Parameter
Option
Entity
Opportunity
Date field
Actual Close Date
Revenue field
Actual Revenue
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.
References/topics: Dynamics 365 Sales goals; goal metrics; rollup fields; opportunity actual revenue; actual close date; sales performance tracking.
NEW QUESTION # 15
Note: This question is part of a series of questions that present the same scenario. Each question in the series contains a unique solution that might meet the stated goals. Some question sets might have more than one correct solution, while others might not have a correct solution.
After you answer a question in this section, you will NOT be able to return to it. As a result, these questions will not appear on the review screen.
A company is evaluating AI agent capabilities for opportunity management.
Sales managers require insights about deals. You must ensure that the system does not perform automatic outreach to buyers.
You need to determine whether proposed solutions meet the requirements.
Solution: Configure the Sales Close Agent in Engage mode.
Does the solution meet the goal?
Answer: B
Explanation:
No, the solution does not meet the goal. The requirement clearly states that sales managers need insights about deals , but the system must not perform automatic outreach to buyers . Sales Close Agent Engage mode is designed for autonomous customer engagement. It can interact with buyers, send outreach or follow- up communications, and help progress sales conversations automatically. That violates the restriction in the question.
For this scenario, the appropriate configuration is Sales Close Agent in Research mode , not Engage mode.
Research mode supports opportunity management by analyzing deal context, surfacing risks, identifying signals, and providing recommended next actions to sellers. It gives managers and sellers AI-generated deal insights while keeping buyer communication under human control. That is exactly what the company requires.
Engage mode would only be acceptable if the company wanted the agent to actively contact buyers or automate customer-facing communication. Since the requirement explicitly prohibits automatic outreach, Engage mode fails the stated goal.
References/topics: Sales Close Agent; Research mode versus Engage mode; opportunity insights; deal risk analysis; AI-assisted opportunity management without autonomous outreach.
NEW QUESTION # 16
A company is using Dynamics 365 Sales.
The company wants sellers to use a repeatable sequence for opportunities. The company has the following requirements for the opportunity stages:
* Must define the flow of work sellers must complete before closing an opportunity.
* Must guide sellers through data entry at each stage.
* Must report on the business process flow execution.
* Must ensure background process occurs after stage changes.
You need to configure a solution for each requirement.
Which configuration should you use for each requirement? To answer, move the appropriate configurations to the correct requirements. You may use each configuration once, more than once, or not at all. You may need to move the split bar between panes or scroll to view content.
NOTE: Each correct selection is worth one point.
Answer:
Explanation:
Explanation:
Requirement
Configuration
Define stages sellers must complete before closing opportunity
Business process flow stages
Guide sellers through required fields during each stage
Required step fields
Report on business process flow execution
Active Opportunity Sales Process view
Ensure automation occurs after stage changes
Power Automate cloud flow
The correct solution is based on the Opportunity Sales Process business process flow . Business process flow stages define the sequence of work sellers must follow, such as qualifying, developing, proposing, and closing an opportunity. These stages give sellers a repeatable, controlled path through the opportunity lifecycle and align execution with the organization's sales methodology.
Required step fields are used to guide data entry inside each stage. A business process flow stage can contain steps mapped to Dataverse columns, and marking a step as required ensures sellers complete key information before moving forward. This directly supports consistent opportunity data capture.
For reporting on business process flow execution, use the Active Opportunity Sales Process view . Business process flows have process instance records that can be viewed and reported on, allowing managers to monitor active process execution, stage progress, and process usage.
To run background logic after stage changes, use a Power Automate cloud flow . A cloud flow can react to Dataverse changes and perform automation such as notifications, updates, approvals, or follow-up task creation after a stage transition occurs.
References/topics: Business process flows; Opportunity Sales Process; required BPF steps; process instance reporting; Power Automate automation after Dataverse stage changes.
NEW QUESTION # 17
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