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| Section | Weight | Objectives |
|---|---|---|
| Qualify and prioritize leads using AI | 15–20% | - Lead scoring and qualification models - AI-driven lead prioritization workflows |
| Extend and enhance Sales | 10–15% | - Integration with Microsoft Copilot and Power Platform - Extending Dynamics 365 Sales with AI capabilities |
| Optimize AI-driven sales | 20–25% | - Copilot and AI assistant capabilities in Sales - Sales productivity and automation enhancement |
| Configure Dynamics 365 Sales core features for AI | 15–20% | - Data and process setup for AI features - Sales environment configuration |
| Develop deals using intelligent opportunity research | 25–30% | - AI-assisted deal progression strategies - Opportunity insights and forecasting |
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NEW QUESTION # 36
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 AdventureWorks Cycles product catalog.
How should you configure the product catalog? To answer, select the appropriate options in the answer area.
Answer:
Explanation:
Explanation:
The Mountaineer range should be configured as a Product family because it represents a product classification hierarchy. Dynamics 365 Sales uses product families to organize related products, child products, and bundles under a parent structure. Microsoft's product catalog guidance states that product families can contain child product families, products, and bundles in a hierarchy, which fits the mountaineer cycle range with economy and premium fitting variations.
The Athlete package should be configured as a Product bundle because it combines multiple sellable items: a cycle, connected devices, and subscription-based analytics services. A bundle is used when multiple products are sold together as one commercial package. Dynamics 365 Sales allows products to be associated with a bundle, including quantities and required or optional components.
The Metal range should be configured as a Product property because sellers must choose a configurable attribute--chrome, aluminum, or titanium--when adding the mountaineer cycle to an opportunity. Product properties define product characteristics such as size, color, or component, and can be used at run time when adding products to opportunities, quotes, orders, or invoices.
NEW QUESTION # 37
A company plans to deploy a Dynamics 365 Sales Hub app.
An administrator creates a Power Platform environment with the following configuration:
- The environment does not have a database.
- The environment is a sandbox environment.
- Access to the environment is restricted to a security group.
- The administrator has the System Administrator role.
You need to ensure that the administrator can deploy Dynamics 365 Sales.
Which two actions should you perform? Each correct answer presents part of the solution.
Choose two.
NOTE: Each correct selection is worth one point.
Answer: D,E
Explanation:
The administrator must have both the correct license and an environment that supports Dynamics
365 apps. Microsoft states that when creating a production or sandbox Power Platform environment with a Dataverse database, administrators can add Dynamics 365 apps such as Dynamics 365 Sales, but they must select Enable Dynamics 365 apps during database provisioning. Microsoft also states that a valid Dynamics 365 license is required to enable Dynamics 365 apps.
Therefore, the administrator must be assigned a Dynamics 365 Sales Enterprise license, and the environment must have Dataverse added with Dynamics 365 apps enabled. After the Sales license is available, Dynamics 365 Sales apps such as Sales Hub can be installed from the Power Platform admin center under the environment's Dynamics 365 apps resources.
NEW QUESTION # 38
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?
Answer: B
Explanation:
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.
NEW QUESTION # 39
Drag and Drop Question
A company tracks opportunities using the pipeline view.
The sales managers want pipeline stages configured so they can quickly identify deal progress.
The configuration must meet the following requirements:
- Open the Pipeline view by default in Opportunities.
- Open a specific form for the opportunity side panel.
- Provide the ability to expand or collapse the grid by sections, for
example Owner or Account.
- Display the average value at the bottom of the grid.
You need to identify the opportunity configuration.
Which configuration should you apply 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:
To open the Pipeline view by default, configure the Opportunity main form by adding the Pipeline view control for Opportunities. Microsoft states that the read-only grid is the default view for opportunities, but administrators can set the Opportunities pipeline view as the default by customizing the Opportunity table form and adding the Pipeline view component. The configuration includes selecting the Opportunities table, choosing the opportunity view, and enabling grouping and aggregation.
To open a specific form in the opportunity side panel, use Set the default Opportunity form.
Microsoft's configuration guidance states that when sellers open an opportunity from the pipeline view, the side panel displays opportunity details, and administrators can change the default side- panel form to the main opportunity form or a custom form.
For expanding/collapsing by sections such as Owner or Account and displaying average values at the bottom of the grid, enable aggregation/grouping behavior on the Pipeline view control.
Microsoft states that Enable grouping and Enable aggregation allow sellers to group and aggregate opportunities in the pipeline view. This supports sectioned grid behavior and aggregate values such as average, sum, or count. The quick create form is irrelevant because it controls record creation, not pipeline display behavior.
NEW QUESTION # 40
A seller receives dozens of customer emails daily. The organization wants AI to summarize long conversations and highlight important commitments before meetings. Which Copilot capability provides the greatest benefit?
Answer: A
Explanation:
Copilot email summarization analyzes lengthy conversations and produces concise summaries highlighting customer requests, commitments, and recent interactions. This reduces preparation time before meetings and helps sellers quickly understand ongoing discussions without reading every individual message.
NEW QUESTION # 41
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