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| Section | Weight | Objectives |
|---|---|---|
| Configure Dynamics 365 Sales core features for AI | 15–20% | - Configure timeline and data import/export - Configure mailboxes and business process flows - Evaluate prerequisites for deploying Sales - Examine Sales security model |
| Optimize AI-driven sales | 20–25% | - Set up conversational intelligence and forecasting - Prepare and deploy AI agents in Sales - Design AI-first sales strategy with Copilot and agents - Configure predictive scoring and relationship intelligence |
| Extend and enhance Sales | 10–15% | - Deploy and configure Sales mobile app and Teams calling - Create Power Platform components (Power Automate, Power Apps, Power BI) |
| Develop deals using intelligent opportunity research | 25–30% | - Optimize opportunity management and pipeline views - Configure and use Sales Research Agent insights - Configure Sales Close Agent and interpret actions |
| Qualify and prioritize leads using AI | 15–20% | - Fine-tune predictive scoring model - Configure lead and opportunity experience - Configure Sales Qualification Agent and monitor its performance |
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NEW QUESTION # 83
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 # 84
A company is using Dynamics 365 Sales.
The company is NOT using predictive lead scoring. The company has historical sales records for the last three years.
You need to configure a predictive lead scoring model.
What is the minimum number of records required?
Answer: A
Explanation:
The minimum dataset for a predictive lead scoring model is 40 qualified leads and 40 disqualified leads .
Microsoft's Dynamics 365 Sales documentation states that an organization must have created and closed at least 40 qualified and 40 disqualified leads within the selected training period to train the model. The broader lead and opportunity scoring documentation confirms the same threshold and distinguishes lead scoring from opportunity scoring: lead scoring requires qualified and disqualified leads, while opportunity scoring requires won and lost opportunities.
This distinction is critical. Predictive lead scoring predicts the likelihood that a lead will qualify or convert based on historical lead outcomes, so the model needs examples of both successful and unsuccessful lead qualification results. Won and lost opportunities are not the correct training records for lead scoring; they apply to predictive opportunity scoring. The question also states that the company has historical sales records for three years, but the model requirement is based on the minimum qualifying lead dataset, not merely the total age of available data. Therefore, the required minimum is 40 qualified leads and 40 disqualified leads .
References/topics: Predictive lead scoring; lead scoring model prerequisites; qualified leads; disqualified leads; AI-driven lead prioritization.
NEW QUESTION # 85
A seller notices that an opportunity score increased significantly after several customer meetings and email exchanges. Which AI capability most likely influenced the updated prediction?
Answer: B
Explanation:
Opportunity scoring evaluates multiple relationship signals such as meeting frequency, email engagement, customer responsiveness, and historical behaviors. Increased positive interactions often improve opportunity health and raise the predicted likelihood of successfully closing the deal.
NEW QUESTION # 86
Drag and Drop Question
A company uses AI agents to support opportunity management.
Sales managers require sellers to collaborate with the Dynamics 365 Sales AI agent for the following scenarios:
- Assessing opportunity risk.
- Recommending opportunity products to clients automatically.
- Prioritizing opportunities that are gaining traction.
You need to determine the AI agent that should be used for each scenario.
Which agent should you use for each? To answer, move the appropriate agents to the correct scenarios. You may use each agent 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:
The Sales Close Agent in Research mode is the correct fit for assessing opportunity risk and prioritizing opportunities that are gaining traction. Microsoft's AI agents guidance states that the opportunity-focused sales agent helps sellers close deals faster by autonomously researching opportunities, providing visibility into emerging risks, and highlighting promising opportunities. It is designed to identify high-value and at-risk opportunities so sellers can prioritize their effort and act on critical insights.
The Sales Close Agent in Engage mode is the correct fit for recommending opportunity products to clients automatically. Microsoft describes Sales Close Agent as an autonomous agent for high- velocity sales execution that engages customers, recommends products, handles objections, and drives transactions toward closure using configured product catalog and pricing information.
The Sales Qualification Agent is not appropriate for these scenarios because it is lead-focused, not opportunity-focused. It researches inbound leads, evaluates fit, generates outreach, and can hand promising leads to sellers depending on the configured mode. It does not manage opportunity risk, opportunity traction, or client product recommendations for active deals.
NEW QUESTION # 87
A company generates leads from a webform. Salespeople manage leads by country/region. All salespeople are part of the same Dynamics 365 Sales team.
The sales manager requires the following functionality:
. Automate lead assignments.
. Ensure each seller can never have more than 20 open leads.
You create a country/region attribute for the process. You must simplify the process. You plan to use segments when possible.
You need to create a lead assignment rule for each country/region.
Which configurations should you use? To answer, select the appropriate options in the answer area.
NOTE: Each correct selection is worth one point.
Answer:
Explanation:
Explanation:
Requirement
Configuration
Filter leads for assignment
Create a segment to filter the lead source. Add country/region as an additional condition.
Assign the country/region to the correct group
Assign the country/region to sellers with matching attributes.
Distribute leads to salespeople
Use load balancing.
The clean configuration is to create one reusable segment for webform leads, then add the varying country
/region condition inside each country-specific assignment rule. Dynamics 365 Sales assignment rules are built by selecting the eligible segment first, then adding rule conditions to further filter records. Microsoft also recommends splitting conditions between segments and assignment rules to keep rules simpler and more efficient.
For routing to the correct sellers, use sellers with matching attributes . The scenario says salespeople manage leads by country/region and that a country/region attribute has been created. Assignment rules support assigning records to sellers who satisfy matching seller attributes or existing seller record fields, which avoids hardcoding individual sellers and is much easier to maintain as sellers change regions.
For distribution, use load balancing because the requirement is capacity-based: no seller should exceed 20 open leads. Dynamics 365 Sales load balancing distributes records based on seller workload/capacity, and seller capacity is calculated by subtracting active assigned records from the maximum configured capacity.
Round robin is weaker here because it primarily considers assignment order, not workload.
References/topics: Sales accelerator work assignment; segments; lead assignment rules; seller attributes; seller capacity; load balancing.
NEW QUESTION # 88
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