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| Section | Weight | Objectives |
|---|---|---|
| Topic 1: 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 |
| Topic 2: 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) |
| Topic 3: Configure Dynamics 365 Sales core features for AI | 15–20% | - Configure mailboxes and business process flows - Configure timeline and data import/export - Evaluate prerequisites for deploying Sales - Examine Sales security model |
| Topic 4: Optimize AI-driven sales | 20–25% | - Design AI-first sales strategy with Copilot and agents - Set up conversational intelligence and forecasting - Configure predictive scoring and relationship intelligence - Prepare and deploy AI agents in Sales |
| Topic 5: Develop deals using intelligent opportunity research | 25–30% | - Configure Sales Close Agent and interpret actions - Configure and use Sales Research Agent insights - Optimize opportunity management and pipeline views |
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NEW QUESTION # 21
A seller asks Copilot to identify important customer concerns discussed across multiple emails before preparing a proposal. Which capability should be used?
Answer: C
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 # 22
A company plans to deploy AI agents in Dynamics 365 Sales to help sellers research accounts and summarize opportunity activity.
The company has the following requirements:
. AI capabilities must be activated in the environment.
. Administrators must be able to design, create, and manage AI agents.
. Sellers must have permissions that allow them to interact with AI-generated insights in Sales.
. AI agents must be able to read and analyze the organization's sales data stored in the platform.
You need to configure platform capabilities required for AI agents.
Which configuration should you apply for each requirement? To answer, select the appropriate options in the answer area.
NOTE: Each correct selection is worth one point.
Answer:
Explanation:
Explanation:
Requirement
Configuration
Enable AI features in the environment
Deploy Copilot in Dynamics 365 Sales
Allow administrators to create agents
Assign Copilot Studio author role
Allow sellers to use AI insights
Assign Dynamics 365 Sales security roles
Allow agents to analyze sales records
Configure Dataverse security permissions
The environment-level AI prerequisite is to deploy Copilot in Dynamics 365 Sales . Microsoft states that Copilot features must be turned on for Dynamics 365 Sales and that enabling Copilot activates the embedded chat and Copilot experiences in sales apps. Microsoft also identifies AI Agents and AI insight cards as environment capabilities required for Sales agents.
Administrators who design or create agents need Copilot Studio author capability. Microsoft's Copilot Studio licensing guidance specifically lists the Copilot Studio authors role as a supported access configuration and explains that this role is assigned through the Power Platform admin center.
Sellers must receive appropriate Dynamics 365 Sales security roles because Sales agent access is role- driven. Microsoft states that users must be assigned Sales Manager or Salesperson roles to use Sales agent capabilities in Dynamics 365 Sales.
Finally, agents can only analyze sales records when Dataverse access is correctly configured. Dataverse security roles define table privileges such as Read, Create, Write, Delete, Append, and Append To, so sales data access must be governed through Dataverse security permissions .
References/topics: Copilot in Dynamics 365 Sales; Sales agents prerequisites; Copilot Studio author role; Dynamics 365 Sales security roles; Dataverse security permissions.
NEW QUESTION # 23
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.
You are deploying AI agents for a company using Microsoft Dynamics 365 Sales.
The company wants to ensure that AI usage is tracked and billed monthly.
The company requires that AI billing uses pre-paid credits.
You need to configure the billing based on the requirements.
Solution: Create an Azure subscription.
Does the solution meet the goal?
Answer: B
Explanation:
The solution does not meet the goal. Creating an Azure subscription is associated with pay-as- you-go billing scenarios, not the required pre-paid credits model. Microsoft's Dynamics 365 Sales agent billing guidance states that Sales Copilot and agent capabilities support two billing models:
prepaid capacity and pay-as-you-go. Prepaid capacity uses Copilot Studio message pack subscriptions purchased in advance, while pay-as-you-go bills for actual message consumption during the month.
Because the requirement explicitly says AI billing must use pre-paid credits, the correct approach is to purchase Copilot Studio message packs or Copilot Credits and assign/manage that capacity for the relevant environment. Power Platform guidance explains that Copilot Studio credits/capacity are managed and monitored through the Power Platform admin center, and if prepaid capacity is exhausted, admins must reallocate capacity, purchase more credits, or enable pay-as-you-go. An Azure subscription may be required for pay-as-you-go cost management, but it does not satisfy a prepaid-credit requirement by itself. Therefore, the proposed solution is incorrect.
NEW QUESTION # 24
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 standardize the lead qualification process for field sellers.
What should you configure? To answer, select the appropriate options in the answer area.
Answer:
Explanation:
Explanation:
The lead qualification process should be controlled through the Lead to Opportunity Business Process Flow, because the case study states that field sellers use this existing process to manage leads. To prevent a lead from advancing to the Development stage until a decision maker is confirmed, configure the Decision Maker step as required in the business process flow.
Microsoft's business process flow guidance states that each stage contains steps mapped to columns, and a step can be made required so users must enter data before moving to the next stage. This stage-gating behavior directly satisfies the requirement that leads cannot progress until the decision maker is confirmed.
To ensure the correct process is applied for field sellers, authorize the business process flow for the field seller security role. Microsoft explains that business process flows can be associated with security roles so only users with those roles can view or use them, and that the first active process available for a user's security role is applied by default according to process order.
Do not choose Power Automate to advance the lead; the requirement is to block advancement until a required qualification criterion is completed, not to automate progression. "Switch to a different process" is user action, not a configuration standard.
NEW QUESTION # 25
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 # 26
......
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