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| Section | Weight | Objectives |
|---|---|---|
| Configure Dynamics 365 Sales core features for AI | 15-20% | - Set up core sales entities and relationships - Configure security and access for AI features - Integrate Microsoft Power Platform components - Design and configure sales data model |
| Optimize AI-driven sales workflows and insights | 20-25% | - Implement predictive scoring and relationship intelligence - Configure Copilot for Sales - Set up conversational intelligence - Configure Sales accelerator and work distribution |
| Develop deals by using intelligent opportunity research | 25-30% | - Optimize opportunity management workflows - Deploy and configure Sales Close Agent - Configure forecasting and goal management - Use AI for opportunity research and insights |
| Extend and enhance sales solutions with AI | 10-15% | - Deploy and manage AI agents - Monitor and optimize AI performance - Configure reporting and visualization - Implement collaboration features |
| Qualify and prioritize leads by using AI | 15-20% | - Implement Sales Qualification Agent - Automate lead routing and prioritization - Fine-tune predictive lead scoring models - Configure lead qualification processes |
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NEW QUESTION # 59
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 configure the new lead qualification experience in Dynamics 365 Sales for field sellers. What should you configure?
Answer: D
Explanation:
The correct configuration is to set related record creation to Seller. The case study states that sales leadership requires flexibility in how leads are converted: inside sales need automatic opportunity creation, but field sellers need the option to manually decide whether an opportunity should be created when a lead is qualified. In the new lead qualification experience, Dynamics
365 Sales lets administrators control whether account, contact, and opportunity records are created automatically during lead qualification or whether sellers are prompted to choose which related records to create. Microsoft's lead qualification guidance confirms that when automatic creation is not enabled, sellers are prompted to select which records should be created during qualification.
NEW QUESTION # 60
Hotspot Question
You are configuring Dynamics 365 Sales for a company.
Sales leadership wants to track monthly revenue targets for each seller and evaluate whether targets are achieved.
The configuration must include the following:
- Define measurable sales targets.
- Aggregate opportunity revenue.
You need to configure the system so that the sales performance can be measured using defined targets.
What should you configure for each requirement? To answer, select the appropriate options in the answer area.
NOTE: Each correct selection is worth one point.
Answer:
Explanation:
Explanation:
The correct configuration for defining measurable sales targets is Goal metric. In Dynamics 365 Sales, goals are measured by using goal metrics, which define what is being measured and how performance is calculated. Microsoft's goal documentation explains that goals help measure progress toward targets such as revenue, while goal metrics and their rollup fields define the values used to calculate performance against those targets.
To aggregate opportunity revenue, use the Rollup column. A goal metric uses rollup fields/columns to calculate actual, in-progress, or custom values. Microsoft specifically describes a money-based goal metric that uses the Opportunity table and the opportunity actual revenue field to track money amounts from opportunities closed as won. This matches the requirement to aggregate opportunity revenue for monthly seller targets. Rollup query is not the best answer because it only adds filtering criteria to an existing goal metric, such as limiting records by owner, territory, or other conditions; it does not define the revenue aggregation itself. Goal hierarchy organizes parent-child goals, and forecasting supports pipeline projections, but neither defines the measurable target calculation or aggregates opportunity revenue for goal achievement.
NEW QUESTION # 61
Your company is preparing sellers for complex enterprise opportunities.
The company wants sellers to gather relevant insights before initial account engagement.
You need to determine when using the Sales Research Agent is appropriate.
In which two scenarios are you able to use the Sales Research Agent? Each correct answer is a complete solution. Choose two.
NOTE: Each correct selection is worth one point.
Answer: B,C
Explanation:
The correct scenarios are B and C. Sales Research Agent is designed for research and analysis, not autonomous record updates or email engagement. Microsoft describes the agent as an AI- powered research canvas that lets users solve complex business questions through natural language, generate research blueprints, review sales-data insights, and ask follow-up questions to refine the analysis. It can use Dynamics 365 Sales data, uploaded offline files such as CSV, Excel, or PDF, and connected data sources to support pipeline exploration and sales operations analysis.
Option B is correct because Microsoft states that Sales Research Agent may use Bing Search only when the Bing search consent setting is enabled. When Bing search is disabled, the agent operates only on internal data sources that the user already has permission to access. Option C is also correct because the agent generates a research blueprint with visualizations and a text overview, and users can continue iterating by asking follow-up questions or changing visualizations on the canvas.
NEW QUESTION # 62
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 # 63
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: B,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.
References/topics: Dynamics 365 Sales mobile app; Dataverse security roles; mobile access privilege; Sales Hub mobile access; Dynamics 365 Sales licensing.
NEW QUESTION # 64
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