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| Section | Weight | Objectives |
|---|---|---|
| Topic 1: Configure Dynamics 365 Sales core features for AI | 15-20% | - Design and configure sales data model - Integrate Microsoft Power Platform components - Set up core sales entities and relationships - Configure security and access for AI features |
| Topic 2: Extend and enhance sales solutions with AI | 10-15% | - Monitor and optimize AI performance - Deploy and manage AI agents - Implement collaboration features - Configure reporting and visualization |
| Topic 3: Develop deals by using intelligent opportunity research | 25-30% | - Optimize opportunity management workflows - Use AI for opportunity research and insights - Configure forecasting and goal management - Deploy and configure Sales Close Agent |
| Topic 4: Optimize AI-driven sales workflows and insights | 20-25% | - Implement predictive scoring and relationship intelligence - Set up conversational intelligence - Configure Copilot for Sales - Configure Sales accelerator and work distribution |
| Topic 5: Qualify and prioritize leads by using AI | 15-20% | - Configure lead qualification processes - Automate lead routing and prioritization - Implement Sales Qualification Agent - Fine-tune predictive lead scoring models |
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NEW QUESTION # 13
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 # 14
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: D
Explanation:
Topic 2, Contoso Ltd Case Study
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.
NEW QUESTION # 15
An organization wants Copilot responses to include CRM information while respecting existing security permissions. What should administrators expect?
Answer: C
Explanation:
Copilot follows existing Dynamics 365 security models and only surfaces information users are already authorized to access. This ensures AI-generated responses remain consistent with organizational security and data governance policies.
NEW QUESTION # 16
A company is implementing the Dynamics 365 Sales mobile app.
The company requires setup of several push notifications for sellers who use the app.
You need to create the push notifications.
Which feature should you use?
Answer: B
Explanation:
The correct feature is Cloud flow . Dynamics 365 Sales mobile app push notifications are created through Power Automate by using the Send push notification V2 action. Microsoft's Sales mobile documentation states that the Dynamics 365 Sales mobile app supports push notifications created with the Send push notification V2 action, where the mobile app is set to Sales , the target app is selected, recipients are defined, and the notification can open a specific table record when selected.
Power Automate documentation also describes the creation process as a notification from a flow : go to Power Automate, create an automated flow, choose a trigger such as Microsoft Dataverse, then add the Send push notification V2 action. That matches the requirement to configure several seller notifications for the Sales mobile app. Classic flow is not the correct answer because modern mobile notification automation should be implemented with Power Automate cloud flows, not legacy/classic workflow patterns. Plug-in is also wrong because plug-ins are server-side Dataverse extensions for custom business logic; they are not the standard no- code configuration mechanism for mobile push notifications.
References/topics: Dynamics 365 Sales mobile app; custom push notifications; Power Automate cloud flows; Send push notification V2; Dataverse-triggered seller automation.
NEW QUESTION # 17
You are a Dynamics 365 administrator. The sales team uses goals to track actual to target opportunity amounts.
A salesperson reviews their goals chart and observes the following:
* An opportunity updated today is not included in the chart.
* The time period for the goal is not accurate.
You need to resolve these issues.
What should you do? To answer, select the appropriate options in the answer area.
NOTE: Each correct selection is worth one point.
Answer:
Explanation:
Explanation:
Issue
Action
Opportunity updated today is NOT included in the chart
Update roll-up settings
Time period for the goal is inaccurate
Have the manager update the goal
For the opportunity updated today not appearing in the goals chart, the issue is the goal rollup timing , not the opportunity record itself. Dynamics 365 Sales goal actuals are calculated through rollup processing.
Microsoft states that automatic goal rollup duration and frequency are controlled from the Goals tab in system settings, and that manual rollup can also be performed when needed. Therefore, the correct action is to update the roll-up settings so goal charts reflect recent opportunity changes more appropriately. Microsoft also notes that selecting Recalculate updates goal actuals based on the latest data, confirming that goal charts depend on rollup recalculation rather than instant real-time updates.
For the inaccurate goal time period, the correct action is to have the manager update the goal . In Dynamics
365 Sales goal management, the goal manager is responsible for setting or modifying goal targets, adjusting the goal time period, and assigning the goal owner. The salesperson is typically the goal owner who is measured against the target, but the manager controls the goal definition and period.
References/topics: Dynamics 365 Sales goals; goal rollup settings; goal recalculation; goal manager responsibilities; opportunity target tracking.
NEW QUESTION # 18
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