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| Section | Weight | Objectives |
|---|---|---|
| Configure Dynamics 365 Sales core features for AI | 15–20% | - Configure mailboxes and business process flows - Examine Sales security model - Evaluate prerequisites for deploying Sales - Configure timeline and data import/export |
| Qualify and prioritize leads using AI | 15–20% | - Configure lead and opportunity experience - Configure Sales Qualification Agent and monitor its performance - Fine-tune predictive scoring model |
| Develop deals using intelligent opportunity research | 25–30% | - Configure and use Sales Research Agent insights - Optimize opportunity management and pipeline views - Configure Sales Close Agent and interpret actions |
| 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) |
| Optimize AI-driven sales | 20–25% | - Configure predictive scoring and relationship intelligence - Set up conversational intelligence and forecasting - Design AI-first sales strategy with Copilot and agents - Prepare and deploy AI agents in Sales |
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NEW QUESTION # 26
A sales executive wants to measure whether Copilot adoption actually improves seller productivity over time. Which metric would provide the strongest evidence?
Answer: C
Explanation:
A meaningful productivity metric evaluates business outcomes rather than technical configuration.
Measuring reduced preparation time alongside maintained or improved customer engagement and sales performance demonstrates whether Copilot delivers measurable operational value without sacrificing effectiveness.
NEW QUESTION # 27
A seller is reviewing an opportunity in Dynamics 365 Sales. The Sales Close Agent in Research mode generates a summary.
The seller must decide how to proceed with the opportunity. The seller plans to use the research insights to move the deal forward.
You need to identify the information that the agent provides.
Which agent-provided insights should you share with the seller?
Answer: D
Explanation:
The correct insight to share is Recommended actions . Sales Close Agent in Research mode is opportunity- focused: it helps sellers understand the state of a deal, identify risks, and decide what to do next. Microsoft explains that the opportunity agent provides critical insights and recommendations so sellers can ramp up on opportunities, engage the right stakeholders, and mitigate risks effectively. The Responsible AI FAQ also describes the agent as identifying deal risks early and providing recommended mitigation strategies based on historical data and communication analysis.
The question specifically says the seller must decide how to proceed and wants to move the deal forward.
That points directly to recommended actions, not static context. Financial health may be part of a broader opportunity view, but it is not the best answer for next-step guidance. Budget, Authority, Need, and Timeline is BANT qualification and belongs to lead qualification scenarios, especially Sales Qualification Agent, not opportunity research. Blueprints are generated by the Sales Research Agent on a research canvas for analytics-style exploration, not by the Sales Close Agent opportunity summary. Therefore, the correct insight category is Recommended actions .
References/topics: Sales Close Agent Research mode; opportunity recommendations; deal risk mitigation; Sales Opportunity Agent insights; opportunity progression.
NEW QUESTION # 28
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: A
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 # 29
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: B
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.
References/topics: Sales Close Agent; Research mode; opportunity insights; deal analysis; recommended next actions; distinction between Research mode and Engage mode.
NEW QUESTION # 30
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.
Answer: A,B,E
Explanation:
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.
NEW QUESTION # 31
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