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| Section | Weight | Objectives |
|---|---|---|
| Configure Dynamics 365 Sales core features for AI | 15-20% | - Design and configure sales data model - Set up core sales entities and relationships - Integrate Microsoft Power Platform components - Configure security and access for AI features |
| Optimize AI-driven sales workflows and insights | 20-25% | - Implement predictive scoring and relationship intelligence - Set up conversational intelligence - Configure Sales accelerator and work distribution - Configure Copilot for Sales |
| Qualify and prioritize leads by using AI | 15-20% | - Configure lead qualification processes - Fine-tune predictive lead scoring models - Automate lead routing and prioritization - Implement Sales Qualification Agent |
| Develop deals by using intelligent opportunity research | 25-30% | - Deploy and configure Sales Close Agent - Optimize opportunity management workflows - Configure forecasting and goal management - Use AI for opportunity research and insights |
| Extend and enhance sales solutions with AI | 10-15% | - Monitor and optimize AI performance - Configure reporting and visualization - Deploy and manage AI agents - Implement collaboration features |
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NEW QUESTION # 42
A seller asks Copilot to identify important customer concerns discussed across multiple emails before preparing a proposal. Which capability should be used?
Answer: B
Explanation:
Conversation summarization analyzes multiple email exchanges to identify recurring concerns, commitments, questions, and discussion themes. Sellers receive a concise overview that helps them prepare proposals aligned with customer priorities and expectations.
NEW QUESTION # 43
Drag and Drop Question
You configure the product catalog for a company. The company sells drones, spare batteries, and accessories.
The company has the following requirements:
- Must define shared properties for several drone models.
- Must combine drones and accessories into a package.
- Must represent a single drone model.
You need to determine how product catalog elements should be configured.
Which catalog component should you use for each requirement? To answer, move the appropriate configurations to the correct requirements. You may use each configuration 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 correct configuration is based on the product catalog hierarchy in Dynamics 365 Sales. A Product family is used when several related products need to share common characteristics or inherited properties. For example, a drone product family can define shared attributes such as flight time, camera type, battery compatibility, or warranty tier, and individual drone models can inherit or specialize those attributes. This is exactly what the requirement means by defining shared properties for several drone models.
A Bundle is used when multiple sellable products are combined into one package. If the company wants to sell a drone together with spare batteries, propellers, carrying cases, or accessories, that package should be configured as a bundle. The seller can then add the bundle to an opportunity, quote, order, or invoice instead of manually selecting each component.
A Product represents a single sellable item, such as one specific drone model. Price list is not correct for any of these requirements because price lists define pricing structures and currencies; they do not define catalog hierarchy, shared product properties, or bundled offerings.
NEW QUESTION # 44
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.
Hotspot Question
You need to configure AI-powered research capabilities for the sales team.
What should you configure? To answer, move the appropriate configurations to the correct requirements. You may use each configuration once, more than once, or not at all.
Answer:
Explanation:
Explanation:
For Blueprints, the correct configuration is to name the blueprint workspace and pin the workspace. The requirement is not asking to regenerate analysis; it asks for a reliable way to return to frequently used research output. In Sales Research Agent, a generated blueprint exists inside a workspace, and Microsoft states that the workspace displays the workspace name, can be renamed, and can be switched from the workspace menu. That makes naming and pinning the workspace the correct operational pattern for reusable research access.
For Questions, the correct configuration is to create a business function with seeded prompts.
Sales Research Agent business functions are designed to tailor research to a specific use case, and administrators can add starter prompts. Microsoft explains that starter prompts appear on the Sales Research Agent home page for quick access and that the full prompt is sent to the agent when selected. This directly satisfies the requirement to retain a reusable library of approved questions.
Do not select regenerate the blueprint because regeneration refreshes or recreates analysis, but it does not create a persistent shortcut to frequently used research. Do not select custom table or manual prompt questions in Sales Copilot because the native Sales Research Agent feature already supports reusable business-function prompts.
NEW QUESTION # 45
Drag and Drop Question
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.
Answer:
Explanation:
Explanation:
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.
NEW QUESTION # 46
A company uses Dynamics 365 Sales to manage opportunities using a custom form.
Sellers spend significant time manually reviewing information about opportunities before contacting customers.
You need to reduce the time required for reviewing opportunities.
What should you add to the form?
Answer: A
Explanation:
The correct answer is Opportunity summary . The requirement is not to score the opportunity, show the next activity, or display health indicators; it is to reduce the seller's manual review effort before contacting the customer. Microsoft's Copilot capability for Dynamics 365 Sales provides AI-generated summaries for opportunity records so sellers can quickly understand key deal context, related activities, emails, and important history without reading the full timeline manually. Microsoft specifically states that Copilot record summarization generates concise summaries of key information from sales records such as opportunities, leads, and accounts.
Because the company uses a custom opportunity form , the opportunity summary widget must be added to that form. Microsoft's implementation guidance explicitly flags custom opportunity forms and asks whether the opportunity summary widget has been added, and the Copilot summary documentation notes that the opportunity summary widget is available by default on the standard form but must be added to custom forms.
Up next guides sellers to the next activity, Health score and Predictive opportunity scoring evaluate opportunity risk or likelihood, and Timeline highlights is narrower than the full AI-generated opportunity overview.
References/topics: Copilot opportunity summary; custom opportunity forms; AI-generated sales record summaries; seller productivity in Dynamics 365 Sales.
NEW QUESTION # 47
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