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| Section | Weight | Objectives |
|---|---|---|
| Configure Dynamics 365 Sales core features for AI | 15-20% | - Integrate Microsoft Power Platform components - Set up core sales entities and relationships - Design and configure sales data model - Configure security and access for AI features |
| Qualify and prioritize leads by using AI | 15-20% | - Configure lead qualification processes - Implement Sales Qualification Agent - Fine-tune predictive lead scoring models - Automate lead routing and prioritization |
| Optimize AI-driven sales workflows and insights | 20-25% | - Implement predictive scoring and relationship intelligence - Configure Copilot for Sales - Configure Sales accelerator and work distribution - Set up conversational intelligence |
| Extend and enhance sales solutions with AI | 10-15% | - Deploy and manage AI agents - Configure reporting and visualization - Monitor and optimize AI performance - Implement collaboration features |
| Develop deals by using intelligent opportunity research | 25-30% | - Optimize opportunity management workflows - Configure forecasting and goal management - Use AI for opportunity research and insights - Deploy and configure Sales Close Agent |
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NEW QUESTION # 56
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: C
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.
Option A is wrong because the agent does not retry only once after 24 hours, and failed records are not marked Completed. Option B is wrong because the agent has a defined automatic retry cycle before failure status is finalized. Option C is also wrong because the retry behavior is bounded; it does not retry indefinitely every few minutes. The failure handling is controlled, time-limited, and designed to avoid uncontrolled AI- credit consumption while still giving transient failures a chance to recover. This matters for sales managers because failed engagements must be monitored and remediated through the Sales Agent Runs view rather than assuming every selected record was successfully progressed.
References/topics: Sales Close Agent; engagement processing; retry behavior; Sales Agent Runs monitoring; opportunity/deal progression.
NEW QUESTION # 57
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 # 58
A company enables Copilot for sellers. Management wants representatives to generate personalized customer emails while preserving seller control before messages are sent. Which behavior should be expected?
Answer: D
Explanation:
Copilot generates personalized draft emails using CRM information and customer context, but sellers review, edit, and approve the content before sending. This approach balances AI productivity with human oversight and organizational communication standards.
NEW QUESTION # 59
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 # 60
You need to allow sellers to view leads disqualified by the Sales Qualification Agent in production.
Which two actions should you perform? Each correct answer presents part of the solution. Choose two.
Answer: C,D
Explanation:
The required fix is about visibility and security , not agent operating mode. In the scenario, production has EnableRoleBasedSystemViews set to true, which restricts system views based on role configuration. Because the business requirement says all sellers should be able to access disqualified leads , the role-based system view setting must be updated so sellers can access the view that exposes leads disqualified by the Sales Qualification Agent.
The second required action is to change Lead table permissions. The customized Salesperson role currently grants sellers read access only to leads they own. That is too restrictive because leads disqualified by the Sales Qualification Agent may not be owned by each seller. To let all sellers view those records, sellers need organization-level Read permission on the Lead table. Option A is wrong because upgrading the agent to research and engage mode affects how the agent researches and interacts with leads; it does not solve seller access to disqualified records. Option C is also wrong because the look-back period controls which historical leads the agent evaluates, not who can view disqualified leads.
References/topics: Sales Qualification Agent; role-based system views; Dataverse security roles; Lead table read access; AI-driven lead qualification.
NEW QUESTION # 61
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