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| Section | Weight | Objectives |
|---|---|---|
| Develop deals using intelligent opportunity research | 25–30% | - Opportunity insights and forecasting - AI-assisted deal progression strategies |
| Configure Dynamics 365 Sales core features for AI | 15–20% | - Data and process setup for AI features - Sales environment configuration |
| Extend and enhance Sales | 10–15% | - Extending Dynamics 365 Sales with AI capabilities - Integration with Microsoft Copilot and Power Platform |
| Qualify and prioritize leads using AI | 15–20% | - Lead scoring and qualification models - AI-driven lead prioritization workflows |
| Optimize AI-driven sales | 20–25% | - Sales productivity and automation enhancement - Copilot and AI assistant capabilities in Sales |
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NEW QUESTION # 51
You manage Dynamics 365 Sales.
The sales managers want to confirm that the Sales Close Agent generates insights that help progress deals. When monitoring the Sales Close Agent, you observe that some engagements are failing.
You need to determine how the Sales Close Agent handles engagement failures.
How should you expect the agent to behave when an error occurs?
Answer: D
Explanation:
The correct behavior is that the Sales Close Agent retries up to three times within the next hour, using an exponential backoff strategy. If those immediate attempts fail, the system continues retrying the engagement over the next three days. If the engagement still fails after that retry window, the record is marked as a failure. Microsoft's Sales Close Agent documentation explicitly describes this retry pattern for engagement errors and also identifies the possible run statuses as Active, Failure, and Completed.
NEW QUESTION # 52
You configure the product catalog for a company. The company sells drones, spare batteries, and accessories.
The company has the following requirements:
* Must define shared properties for several drone models.
* Must combine drones and accessories into a package.
* Must represent a single drone model.
You need to determine how product catalog elements should be configured.
Which catalog component 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:
Requirement
Configuration
Define shared properties for several drone models
Product family
Combine drones and accessories into a package
Bundle
Represent a single drone model
Product
The correct configuration is based on the product catalog hierarchy in Dynamics 365 Sales. A Product family is used when several related products need to share common characteristics or inherited properties. For example, a drone product family can define shared attributes such as flight time, camera type, battery compatibility, or warranty tier, and individual drone models can inherit or specialize those attributes. This is exactly what the requirement means by defining shared properties for several drone models.
A Bundle is used when multiple sellable products are combined into one package. If the company wants to sell a drone together with spare batteries, propellers, carrying cases, or accessories, that package should be configured as a bundle. The seller can then add the bundle to an opportunity, quote, order, or invoice instead of manually selecting each component.
A Product represents a single sellable item, such as one specific drone model. Price list is not correct for any of these requirements because price lists define pricing structures and currencies; they do not define catalog hierarchy, shared product properties, or bundled offerings.
References/topics: Dynamics 365 Sales product catalog; product families; product bundles; products; product hierarchy and catalog configuration.
NEW QUESTION # 53
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: A,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.
References/topics: Configure predictive lead scoring; lead scoring model training data requirements; AI-driven lead prioritization in Dynamics 365 Sales.
Topic 1, AdventureWorks Case StudyBackgroundAdventureWorks
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.
NEW QUESTION # 54
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 # 55
Sellers at a company require access to Dynamics 365 Sales from mobile devices.
Some sellers cannot access records after installing the sales mobile app.
You need to ensure that the sellers can use the mobile application.
Which two components should you configure? Each correct answer presents part of the solution.
Choose two.
NOTE: Each correct selection is worth one point.
Answer: C,D
Explanation:
The correct components are mobile security roles and appropriate user licenses. Installing the mobile app alone does not grant access to Dynamics 365 Sales records. Microsoft's mobile setup guidance states that Dataverse security privileges control access to Dynamics 365 mobile apps, and the required mobile privilege is preconfigured for Sales roles but may need to be added to custom roles. It also states that the app must be shared with the security role assigned to the user, and users without the privilege can see an empty app list or an access error.
The license requirement is equally important. The Dynamics 365 Sales mobile experience exposes Sales Hub or Sales Professional according to the user's license, so sellers must have the correct Dynamics 365 Sales license assigned before they can access the appropriate Sales app and records. Mobile offline profiles are used for offline synchronization scenarios; they are not the base requirement for record access after app installation. Inbound and outbound profiles are unrelated to Sales mobile access and are not used to authorize sellers in the mobile application.
NEW QUESTION # 56
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