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| Section | Weight | Objectives |
|---|---|---|
| Optimize AI-driven sales | 20–25% | - Set up conversational intelligence and forecasting - Design AI-first sales strategy with Copilot and agents - Configure predictive scoring and relationship intelligence - Prepare and deploy AI agents in Sales |
| Configure Dynamics 365 Sales core features for AI | 15–20% | - Examine Sales security model - Evaluate prerequisites for deploying Sales - Configure timeline and data import/export - Configure mailboxes and business process flows |
| 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) |
| Qualify and prioritize leads using AI | 15–20% | - Fine-tune predictive scoring model - Configure lead and opportunity experience - Configure Sales Qualification Agent and monitor its performance |
| Develop deals using intelligent opportunity research | 25–30% | - Configure Sales Close Agent and interpret actions - Optimize opportunity management and pipeline views - Configure and use Sales Research Agent insights |
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NEW QUESTION # 18
Drag and Drop Question
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:
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.
NEW QUESTION # 19
Case Study 1 - AdventureWorks
Background
AdventureWorks 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.
Hotspot Question
You need to configure the required billing for Copilot and agent capabilities.
What should you use for each requirement? To answer, select the appropriate options in the answer area.
Answer:
Explanation:
Explanation:
Why: Production requires reliable AI capacity so sellers are not blocked when prepaid Copilot capacity is depleted. The correct production setup is pay-as-you-go / billing policy configuration through the Microsoft 365 admin center. Azure portal is not the best answer here because the scenario says no Azure subscriptions are available, and Microsoft 365 admin center can be used for the billing policy workflow. Microsoft Agent 365 is for agent management/governance, not billing configuration.
NEW QUESTION # 20
You are the Dynamics 365 Sales administrator for an electronics company.
The sales team is having difficulty locating different products in the same category - for instance, all versions of flat screen TVs available.
You need to organize the products in a way that makes it easier for the sales team to search for products.
What should you use?
Answer: C
Explanation:
The correct answer is Product families because the requirement is to organize similar products into searchable categories. In Dynamics 365 Sales, product families are used to classify and group related products under a product hierarchy. Microsoft's product catalog guidance explains that products can be created as standalone products or inside a family depending on how the organization wants to organize and classify them, and the training module specifically describes creating product family hierarchies that include product bundles and individual products.
For the example in the question, "flat screen TV" would be the product family, while individual versions such as 42-inch, 55-inch, OLED, QLED, or 4K models would be products inside that family. This makes browsing and searching easier for sellers because related variants are grouped logically. Product unit groups define how products are sold, such as each, box, or case; they do not categorize products. Related products are used for cross-sell, upsell, substitute, or accessory recommendations, not primary catalog organization. Product bundles combine multiple products sold together as a package. Therefore, the correct catalog structure is Product families .
References/topics: Product catalog setup; product families; product classification; product hierarchy; Dynamics 365 Sales core product configuration.
NEW QUESTION # 21
A company wants sellers to add products to opportunities and ensure the deal value is automatically calculated.
Sales managers report that when adding products from the product catalog to Opportunities, the Price Per Unit remains at zero. This results in incorrect total calculations.
You need to ensure the estimated revenue on opportunities is correct.
Which action should you perform?
Answer: A
Explanation:
The correct action is to select a valid price list on the opportunity and verify that the product has a matching price list item for the selected unit. Dynamics 365 Sales calculates Price Per Unit from the price list item when an existing catalog product is added to an opportunity, quote, order, or invoice. Microsoft states that if an existing product is associated with a price list, the price per unit is calculated from the related price list item; otherwise, it is set to 0 .
The failure pattern described in the question is classic missing or mismatched price-list setup. Price calculation will not occur when no price list is selected, when the selected price list does not contain the product, or when the required price list item is missing. Microsoft also notes that price lists tie the product, unit, and pricing details together. Option A is incomplete because matching currency alone does not create the product/unit price list item. Option B is wrong because User Provided revenue bypasses system calculation.
Option D handles discounts only; it does not fix a zero base unit price.
References/topics: Opportunity products; price lists; price list items; Price Per Unit calculation; system- calculated opportunity revenue.
NEW QUESTION # 22
A company uses Dynamics 365 Sales to manage enterprise opportunities. The sales team enables the Sales Research Agent to generate research summaries for each opportunity.
Sales managers must determine whether opportunities have strong external indicators that support deal progression.
You need to analyze insights from the research canvas for evidence that a deal environment is favorable.
Which two research canvas insights should you provide to the sales managers? Each correct answer presents part of the solution. Choose two.
NOTE: Each correct selection is worth one point.
Answer: B,D
Explanation:
The correct insights are recent public developments and strategic landscape analysis relative to the seller's value proposition. The question is asking for external indicators that show whether the account's deal environment is favorable. Sales Research Agent is designed to analyze business questions using sales and business data, generate a blueprint with analysis, recommendations, charts, and graphs, and allow users to add external data sources such as PDFs, Excel, or CSV files to augment research. Microsoft describes the blueprint as a research output containing findings, visualizations, and recommendations that can support evidence-based sales decisions.
Option B is correct because recent public developments can reveal external buying triggers, market pressure, expansion activity, regulatory change, funding, partnerships, or competitive movement that may support deal progression. Option D is correct because strategic landscape analysis connects those external conditions to the seller's value proposition, which is exactly what managers need to judge deal favorability.
NEW QUESTION # 23
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