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| Section | Weight | Objectives |
|---|---|---|
| Topic 1: Qualify and prioritize leads using AI | 15–20% | - Configure lead and opportunity experience - Fine-tune predictive scoring model - Configure Sales Qualification Agent and monitor its performance |
| Topic 2: Optimize AI-driven sales | 20–25% | - Design AI-first sales strategy with Copilot and agents - Prepare and deploy AI agents in Sales - Configure predictive scoring and relationship intelligence - Set up conversational intelligence and forecasting |
| Topic 3: Configure Dynamics 365 Sales core features for AI | 15–20% | - Examine Sales security model - Evaluate prerequisites for deploying Sales - Configure mailboxes and business process flows - Configure timeline and data import/export |
| 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: Extend and enhance Sales | 10–15% | - Create Power Platform components (Power Automate, Power Apps, Power BI) - Deploy and configure Sales mobile app and Teams calling |
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NEW QUESTION # 70
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: B
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 # 71
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.
Hotspot Question
You need to configure AI-powered research capabilities for the sales team.
What should you configure? To answer, move the appropriate configurations to the correct requirements. You may use each configuration once, more than once, or not at all.
Answer:
Explanation:
Explanation:
For Blueprints, the correct configuration is to name the blueprint workspace and pin the workspace. The requirement is not asking to regenerate analysis; it asks for a reliable way to return to frequently used research output. In Sales Research Agent, a generated blueprint exists inside a workspace, and Microsoft states that the workspace displays the workspace name, can be renamed, and can be switched from the workspace menu. That makes naming and pinning the workspace the correct operational pattern for reusable research access.
For Questions, the correct configuration is to create a business function with seeded prompts.
Sales Research Agent business functions are designed to tailor research to a specific use case, and administrators can add starter prompts. Microsoft explains that starter prompts appear on the Sales Research Agent home page for quick access and that the full prompt is sent to the agent when selected. This directly satisfies the requirement to retain a reusable library of approved questions.
Do not select regenerate the blueprint because regeneration refreshes or recreates analysis, but it does not create a persistent shortcut to frequently used research. Do not select custom table or manual prompt questions in Sales Copilot because the native Sales Research Agent feature already supports reusable business-function prompts.
NEW QUESTION # 72
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 Research mode.
Does the solution meet the goal?
Answer: A
Explanation:
Yes, the solution meets the goal. The requirement is very specific: sales managers need deal insights, but the organization must avoid automatic outreach to buyers. Sales Close Agent in Research mode is the correct configuration because it focuses on researching opportunities, analyzing deal context, identifying risks and signals, and providing recommendations to sellers without autonomously engaging customers.
Research mode is intended to help sellers understand an opportunity more quickly by surfacing insights such as deal health, signals, risks, and suggested next actions. It supports opportunity management by giving the team intelligence that can help progress deals, while leaving communication decisions in the hands of the seller. That directly aligns with the stated requirement for insights about deals.
The critical distinction is that Engage mode is the mode that performs automated outreach and customer interaction. Since the company explicitly does not want automatic outreach to buyers, Engage mode would violate the requirement. By configuring the Sales Close Agent in Research mode, the company gets AI-assisted opportunity analysis without autonomous communications.
NEW QUESTION # 73
A regional manager wants to determine whether a declining opportunity score resulted from reduced customer engagement rather than pricing changes. Which feature provides the most relevant insight?
Answer: C
Explanation:
Relationship Analytics monitors communication frequency, responsiveness, and engagement quality between sellers and customers. Managers can review interaction trends to understand whether reduced communication contributed to declining opportunity health instead of pricing or product-related factors.
NEW QUESTION # 74
The remote sales workforce of your organization has been using the integrated Teams chat to collaborate internally. To save time, you indicate to the sales leader that suggested contacts can be displayed when a seller starts a new connected chat.
The sales leader asked you to configure the ability to use suggested contacts.
Which three rules does Dynamics 365 provide as default options to use for suggesting contacts?
Each correct answer presents a complete solution. Choose three.
NOTE: Each correct selection is worth one point.
Answer: C,E,F
Explanation:
The three default rule-style suggestions are the Record Owner of the initiating record, the Created By user of the initiating record, and the manager assigned on the seller's system user record. Suggested contacts in Dynamics 365 Sales Teams chat are intended to help sellers quickly find coworkers who are relevant to the record they are working on. Microsoft states that administrators can enable suggested contacts when a seller starts a new connected chat, and that rules-based contact suggestions can be configured for supported Dynamics 365 record types.
The rule engine supports relational rules: Microsoft explains that a relational rule suggests a user who has a relationship with the linked record type or one of its related records, and administrators can select a user field directly on the record or through related entities. The record owner and created-by user are direct relational users on the initiating record. The seller's manager is reached through the system user relationship. The business-unit owner is not the default suggestion path for seller collaboration, and "last modified by" or a user who updated a timeline activity are not the default rule answers in this configuration set.
NEW QUESTION # 75
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