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| Section | Weight | Objectives |
|---|---|---|
| Topic 1: Qualify and prioritize leads by using AI | 15-20% | - Fine-tune predictive lead scoring models - Automate lead routing and prioritization - Configure lead qualification processes - Implement Sales Qualification Agent |
| Topic 2: Optimize AI-driven sales workflows and insights | 20-25% | - Configure Copilot for Sales - Set up conversational intelligence - Configure Sales accelerator and work distribution - Implement predictive scoring and relationship intelligence |
| Topic 3: Configure Dynamics 365 Sales core features for AI | 15-20% | - Configure security and access for AI features - Set up core sales entities and relationships - Design and configure sales data model - Integrate Microsoft Power Platform components |
| Topic 4: Develop deals by using intelligent opportunity research | 25-30% | - Configure forecasting and goal management - Deploy and configure Sales Close Agent - Optimize opportunity management workflows - Use AI for opportunity research and insights |
| Topic 5: Extend and enhance sales solutions with AI | 10-15% | - Implement collaboration features - Monitor and optimize AI performance - Deploy and manage AI agents - Configure reporting and visualization |
>> AB-210 Fragen Und Antworten <<
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60. Frage
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: Use Research mode and allow sellers to review insights manually.
Does the solution meet the goal?
Antwort: B
Begründung:
Yes, the solution meets the goal. The requirement has two parts: sales managers need deal insights, and the system must not automatically perform outreach to buyers. Sales Close Agent in Research mode is the correct fit because it researches opportunities, calculates importance and risk, generates summaries, and provides actionable recommendations for sellers to review manually. Microsoft states that the opportunity research experience shows a summary and a See full research page with complete opportunity insights and recommendations.
Research mode is intentionally different from Engage mode. Engage mode is the autonomous customer-interaction mode; Microsoft describes Sales Close Agent Engage as managing customer interactions and driving sales for high-velocity deals. By contrast, Research mode focuses on research, opportunity insights, risks, and seller guidance. Microsoft's configuration guidance for Sales Close Agent Research describes selecting opportunities to research, configuring refresh frequency, and providing company context so the agent can curate research insights. Therefore, using Research mode while requiring sellers to manually review the insights satisfies both requirements: the organization receives AI-generated deal intelligence, but buyer outreach remains under human seller control.
61. Frage
Hotspot Question
You are implementing Dynamics 365 Sales for a company.
The company sells products globally and requires pricing to be managed for different currencies.
The company has the following requirements:
- Must define the quantities in which a product can be sold.
- Must group product pricing based on different currencies.
- Must identify the sale price of a product.
You need to configure the product catalog.
How should each pricing requirement be configured? To answer, select the appropriate options in the answer area.
NOTE: Each correct selection is worth one point.
Antwort:
Begründung:
Explanation:
The correct configuration uses Unit group, Price list, and Price list item because these are the core Dynamics 365 Sales product catalog pricing components. A Unit group defines the collection of units in which a product can be sold. For example, a product might be sold as each, box, case, or pallet. The unit group provides the available quantity structure, while a primary unit identifies the default or base unit inside that group. Therefore, the requirement to define the quantities in which a product can be sold maps to Unit group, not just Unit or Primary unit.
A Price list is used to group product pricing, and each price list is associated with a currency. For a global company selling in different markets, separate price lists can be maintained for currencies such as USD, EUR, or GBP. The Price list item defines the actual sale price of a specific product within a price list, including the product, unit, currency context, and pricing amount. A discount list only defines discount rules, and a product family organizes products, not pricing.
62. Frage
You configure the product catalog for a company that sells coffee machines and accessories.
The company requires that new products be structured and made available to the sales team. The company also needs to group multiple products under a single parent item. Sellers need to be able to sell coffee machines, filters, and grinders together.
You need to determine the correct action for each catalog requirement.
Which configuration or action should be applied? To answer, move the appropriate configurations or actions to the correct requirements. You may use each configuration or action 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.
Antwort:
Begründung:
Explanation:
Requirement
Configuration or action
Make a product available for selling
Publish product
Organize related products so they inherit shared attributes
Product family
Create a combined offering of several products
Bundle
The correct action to make a product available for selling is Publish product . In Dynamics 365 Sales, products, families, and bundles are typically created or revised before being published. Microsoft states that publishing makes products available for selling, and sellers can choose only published products and bundles when creating sales records such as opportunities and quotes.
To organize related products so they inherit shared attributes, use a Product family . Product families provide the hierarchy used to classify and manage similar products. Microsoft's product catalog documentation explains that a product family can contain child product families, products, and bundles in a hierarchy, and the parent family is used to structure related catalog items.
To sell coffee machines, filters, and grinders together, configure a Bundle . A bundle is the correct component when several products are sold together as one combined offering. Microsoft's product catalog guidance distinguishes bundles from product families: families organize related catalog items, while bundles package multiple sellable products together. Currency is not used here because it supports pricing localization and monetary values, not catalog structure, publication, or combined product offerings.
References/topics: Product catalog lifecycle; publish product; product families; product bundles; Dynamics 365 Sales product catalog configuration.
63. Frage
A company uses the Sales Close Agent to assist sellers during the closing phase of opportunities.
The Sales Close Agent must meet the following requirements:
. Recommend targeted action for disengaged deals.
. Generate insights from CRM records, emails, meetings, and web research into a unified deal view.
. Ensure customer interactions are compliant with company policies.
You need to identify the agent mode for each requirement.
Which agent mode should you recommend? To answer, move the appropriate requirements to the correct agent modes. You may use each agent mode 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.
Antwort:
Begründung:
Explanation:
Requirement
Agent mode
Recommend action for disengaged deals
Research
Generate insights from records and research into a unified deal view
Research
Ensure customer interactions are compliant
Engage
The first two requirements belong to Research mode because they are insight-generation functions for opportunity management. Microsoft describes the opportunity-focused Sales agent as identifying risks such as disengaged stakeholders, slowing momentum, and competitive pressure, then recommending targeted actions to keep the deal moving forward. It also provides a comprehensive deal view by surfacing buyer needs, stakeholder roles, competitor mentions, and deal health in one unified place. This directly matches both
"recommend targeted action for disengaged deals" and "generate insights from CRM records, emails, meetings, and web research into a unified deal view." The compliance requirement maps to Engage mode because compliance matters when the agent communicates externally with customers. Sales Close Agent Engage mode automates customer engagement through outreach and follow-up emails, and Microsoft states that admins configure an email delivery compliance profile so the agent's communications follow organizational policies and regulatory requirements.
Research mode produces insights for sellers; it does not perform customer outreach. Therefore, use Research for opportunity intelligence and Engage for compliant customer interaction.
References/topics: Sales Close Agent; Sales Opportunity Agent Research mode; Sales Close Agent Engage mode; opportunity risk insights; compliance profile for agent email communications.
64. Frage
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 resolve the competitive intelligence brief issue for the sales manager.
What three actions should you do? Each correct answer presents part of the solution. Choose three.
Antwort: B,C,D
Begründung:
The issue is that the sales manager already generated a Sales Research Agent blueprint but forgot to include the quarterly competitive intelligence brief. The brief is an external document and the case study states it is delivered as a PDF document, so the correct first content action is to upload the competitive intelligence brief as a PDF file, not CSV. Microsoft's Sales Research Agent documentation states that users can select Add data to upload files including CSV, Excel, or PDF to augment research with additional data.
The second required action is to add a data source, because the competitive intelligence brief is not part of the default Dynamics 365 Sales data. Sales Research Agent connects to Dynamics
365 Sales data by default, but additional external files must be added as supporting data sources before they can influence the analysis. The documentation identifies the Data area as the place where the research data source is specified and where additional data sources can be added.
The final action is to regenerate the canvas/blueprint so the agent reprocesses the analysis using the newly added PDF. Refreshing alone is not the best answer because the problem is not stale data; it is missing context. Regeneration creates updated research output with the new source included.
65. Frage
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