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| Section | Weight | Objectives |
|---|---|---|
| Topic 1: Develop deals using intelligent opportunity research | 25–30% | - AI-assisted deal progression strategies - Opportunity insights and forecasting |
| Topic 2: Qualify and prioritize leads using AI | 15–20% | - AI-driven lead prioritization workflows - Lead scoring and qualification models |
| Topic 3: Optimize AI-driven sales | 20–25% | - Copilot and AI assistant capabilities in Sales - Sales productivity and automation enhancement |
| Topic 4: Configure Dynamics 365 Sales core features for AI | 15–20% | - Data and process setup for AI features - Sales environment configuration |
| Topic 5: Extend and enhance Sales | 10–15% | - Extending Dynamics 365 Sales with AI capabilities - Integration with Microsoft Copilot and Power Platform |
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NEW QUESTION # 33
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.
The required predictive scoring model cannot be created yet.
You need to inform the sales team how many more record types are needed before it can be configured.
What two actions on lead records are required? Each correct answer presents part of the solution. Choose two.
Answer: C,E
Explanation:
For Dynamics 365 Sales predictive lead scoring, the model cannot be created unless there is enough historical lead outcome data in the selected training window. Microsoft's predictive lead scoring configuration requirement states that the organization must have at least 40 qualified leads and 40 disqualified leads in the selected training period. The official guidance specifically explains that if the model is trained with leads from the past three months, the organization needs
"at least 40 qualified and 40 disqualified leads" created and closed during that period.
In the sandbox, AdventureWorks has 30 qualified leads and 20 disqualified leads. However, 10 of the qualified leads are older than three months, and the business requirement says predictive scoring must be enabled for leads created within the last three months. Therefore, only 20 qualified leads are usable for this model. The sandbox currently has 20 usable qualified leads and
20 disqualified leads. To meet the required threshold of 40 each, the company needs 20 more qualified leads and 20 more disqualified leads. Simply creating 40 new leads is not enough because predictive scoring requires outcome-classified leads, not merely open or newly created records.
NEW QUESTION # 34
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: A
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 # 35
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: B
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 # 36
You configure Dynamics 365 Sales for a company.
Sales managers require sellers to use a structured lead qualification process before converting leads to opportunities.
You need to ensure sellers use a structured lead qualification process.
What should you configure?
Answer: C
Explanation:
The correct configuration is Business process flow . A structured lead qualification process requires sellers to move through defined stages and steps before a lead is converted into an opportunity. Microsoft describes business process flows as a way to guide users through stages of sales, marketing, or service processes toward completion. Business process flows can also include branching logic and defined steps, which makes them the correct mechanism for standardizing how sellers qualify leads before conversion.
The other options do not enforce a structured qualification path. Sales accelerator helps prioritize seller activities and guide daily work, but it is not the core process-control mechanism for lead qualification. Lead activity timeline displays activities, emails, notes, and interactions; it does not define qualification stages.
Lead assignment rules route leads to sellers or teams, but they do not structure the seller's qualification steps. Predictive lead scoring helps prioritize leads by likelihood to qualify, but it does not require sellers to complete a defined qualification process. Therefore, to make sellers follow a controlled lead qualification sequence before converting leads to opportunities, configure a Business process flow .
References/topics: Business process flows; lead qualification; structured sales process; lead-to- opportunity conversion; Dynamics 365 Sales process guidance.
NEW QUESTION # 37
You are implementing an agent in Dynamics 365 Sales for a company.
The customer runs weekly webinars that generate thousands of inbound leads.
The sales team needs to automate the first part of qualification but transfer promising leads to sellers.
The marketing team needs to analyze lead information and determine qualification possibility. However, all outreach to prospects must be managed by human sellers due to compliance requirements.
You have the following requirements for the agent:
. The agent must research inbound leads and if they match the target customer profile.
. The agent must evaluate Budget, Authority, Need, and Timeline during early engagement before transferring to sellers.
. The agent must send the initial outreach email automatically, manage responses, and detect positive intent.
. The leads that do NOT match the target customer profile should be disqualified automatically, and sales supervisors should be notified.
. The qualified and positive intent leads should be transferred to sellers.
You need to determine which configuration should be used.
Which agent and mode should you use?
Answer: D
Explanation:
The correct configuration is Sales Qualification Agent in Research and engage mode . The question contains one conflicting sentence about human-managed outreach, but the explicit agent requirements require autonomous outreach, response handling, BANT evaluation, positive-intent detection, disqualification of poor- fit leads, supervisor notification, and seller handoff. Those capabilities map only to Research and engage mode.
Microsoft's Sales Qualification Agent documentation states that both modes can research leads and check target customer profile fit, but only Research and engage mode checks BANT criteria, sends outreach emails, detects positive intent, sends follow-up emails, and engages with leads based on their responses.
Microsoft's handoff criteria documentation also states that BANT criteria are only used by Research and engage mode, and that leads satisfying BANT and purchase-interest criteria are handed over to sellers, while leads that do not satisfy the configured criteria are disqualified and added for supervisor review.
Option B or D would be correct only if the controlling requirement were strictly "human sellers must manage all outreach." But the listed automation requirements go beyond Research-only mode, so the exam answer is C
.
References/topics: Sales Qualification Agent; Research and engage mode; target customer profile; BANT; purchase intent; lead handoff; supervisor review.
NEW QUESTION # 38
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