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| Section | Weight | Objectives |
|---|---|---|
| Topic 1: Extend and enhance Sales | 10–15% | - Extending Dynamics 365 Sales with AI capabilities - Integration with Microsoft Copilot and Power Platform |
| Topic 2: Develop deals using intelligent opportunity research | 25–30% | - Opportunity insights and forecasting - AI-assisted deal progression strategies |
| Topic 3: Qualify and prioritize leads using AI | 15–20% | - Lead scoring and qualification models - AI-driven lead prioritization workflows |
| Topic 4: Optimize AI-driven sales | 20–25% | - Sales productivity and automation enhancement - Copilot and AI assistant capabilities in Sales |
| Topic 5: Configure Dynamics 365 Sales core features for AI | 15–20% | - Data and process setup for AI features - Sales environment configuration |
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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: 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 # 13
Hotspot Question
You are customizing a workspace in the sales accelerator.
The workspace must display the industry of a company.
You need to configure the work item appearance for a company.
Which two settings should you modify? To answer, select the appropriate UI element in the answer area.
NOTE: Each correct selection is worth one point.
Answer:
Explanation:
Explanation:
The correct two UI elements are the Select record type dropdown and one of the Customize field dropdowns on the work item card. In Dynamics 365 Sales, a "company" record is represented by the Account table. The screenshot currently shows the selected record type as Contacts, which would expose contact-related fields such as Full Name, Job Title, and Company Name. That is not the correct entity if the requirement is to display the industry of a company. Therefore, the record type must first be changed to Accounts.
After selecting Accounts, modify the card layout by selecting the Industry field in the Customize section. Microsoft's sales accelerator workspace guidance states that work item appearance can be customized for each record type so sellers see the most relevant information in their work list.
The work item appearance page lets administrators choose the record type and configure the fields displayed on the work item card.
Do not modify Lock customization as the answer target. That controls whether users can personalize the layout; it does not select the account entity or display the Industry field.
NEW QUESTION # 14
A sales manager wants AI-generated forecasts but also requires representatives to adjust projections when unique business circumstances exist. Which statement is correct?
Answer: B
Explanation:
Dynamics 365 forecasting combines AI-generated insights with seller expertise. Representatives and managers can review predicted outcomes and manually adjust forecasts when exceptional circumstances or business knowledge justify modifications beyond AI recommendations.
NEW QUESTION # 15
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: A,B
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 # 16
A company implements Dynamics 365 Sales.
The company has the following requirements:
- Employees must have quarterly goals. The goals must calculate all
deals won by quarter for each goal.
- Managers must be able to look at the goals and calculations at any
time.
The solution must use goal features WITHOUT customization.
You need to create the calculation.
What should you configure?
Answer: C
Explanation:
The correct answer is Goal metric. In Dynamics 365 Sales, the goal metric defines how goal performance is calculated. Microsoft explains that each goal uses a goal metric to determine how the goal is tracked, and goal metrics can track actual, in-progress, and custom values through rollup fields. For won opportunity revenue, the metric can use the Opportunity table as the source and roll up the actual value for opportunities that are closed as won.
The quarterly requirement is handled by the goal's time period. The goal metric specifies the calculation logic, including the source table, source attribute, date attribute, and source status such as Won. Microsoft's goal metric documentation states that the date attribute is validated against the goal time period, so records participate in the rollup only when their date falls between the goal start and end dates. A rollup query is not the best answer because it only applies additional filtering criteria to an existing goal metric; it does not create the core calculation.
NEW QUESTION # 17
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