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| Section | Weight | Objectives |
|---|---|---|
| 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 |
| Develop deals using intelligent opportunity research | 25–30% | - Configure Sales Close Agent and interpret actions - Optimize opportunity management and pipeline views - Configure and use Sales Research Agent insights |
| Configure Dynamics 365 Sales core features for AI | 15–20% | - Examine Sales security model - Evaluate prerequisites for deploying Sales - Configure timeline and data import/export - Configure mailboxes and business process flows |
| Extend and enhance Sales | 10–15% | - Create Power Platform components (Power Automate, Power Apps, Power BI) - Deploy and configure Sales mobile app and Teams calling |
| Optimize AI-driven sales | 20–25% | - Configure predictive scoring and relationship intelligence - Design AI-first sales strategy with Copilot and agents - Set up conversational intelligence and forecasting - Prepare and deploy AI agents in Sales |
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NEW QUESTION # 72
The required predictive scoring model cannot be created yet.
You need to inform the sales team how many more record types are needed before it can be configured.
What two actions on lead records are required? Each correct answer presents part of the solution. Choose two.
Answer: A,C
Explanation:
For Dynamics 365 Sales predictive lead scoring, the model cannot be created unless there is enough historical lead outcome data in the selected training window. Microsoft's predictive lead scoring configuration requirement states that the organization must have at least 40 qualified leads and 40 disqualified leads in the selected training period. The official guidance specifically explains that if the model is trained with leads from the past three months, the organization needs "at least 40 qualified and 40 disqualified leads" created and closed during that period.
In the sandbox, AdventureWorks has 30 qualified leads and 20 disqualified leads. However, 10 of the qualified leads are older than three months, and the business requirement says predictive scoring must be enabled for leads created within the last three months. Therefore, only 20 qualified leads are usable for this model. The sandbox currently has 20 usable qualified leads and 20 disqualified leads. To meet the required threshold of 40 each, the company needs 20 more qualified leads and 20 more disqualified leads . Simply creating 40 new leads is not enough because predictive scoring requires outcome-classified leads, not merely open or newly created records.
References/topics: Configure predictive lead scoring; lead scoring model training data requirements; AI-driven lead prioritization in Dynamics 365 Sales.
Topic 1, AdventureWorks Case StudyBackgroundAdventureWorks
Cycles is a global manufacturer of high-performance bicycles
headquartered in Seattle. The company sells products through
distributors, specialty retailers, and a growing direct-to-consumer online channel. AdventureWorks Cycles recently expanded its product catalog to include the athlete package. This package includes a cycle, connected devices and subscription-based analytics services.
To support this expansion, the company wants to modernize its sales operations by implementing Microsoft Dynamics 365 Sales. The leadership team wants sellers to focus on building relationships with distributors and enterprise buyers rather than manually qualifying leads or assembling product packages.
The sales operations team is responsible for configuring the Dynamics 365 Sales environment. Their goal is to implement Al-driven processes that streamline the lead-to-cash workflow while ensuring that sellers can easily identify the most promising opportunities.
Current Environment AdventureWorks Cycles previously used a legacy CRM system that tracked leads and opportunities but lacked predictive intelligence or automated lead qualification. Sellers manually evaluate incoming leads, which creates delays and inconsistent prioritization.
The global sales team manages approximately 15,000 leads per month generated from marketing campaigns, trade shows, and partner referrals.
Product data is stored in multiple systems. Product managers maintain products and pricing in spreadsheets.
Information regarding custom
relationships, competitor analysis, and region-specific marketing content is stored in a SharePoint site called the sales portfolio.
The organization has identified several challenges they want to resolve with a new solution:
* Sellers often spend significant time researching leads that ultimately do not convert.
* Regional managers require in-depth reporting using information from the sales pipeline and seller activities, the point-of-sale solution, website analytics, and the accounting system.
* Multiple product offerings are difficult to manage because components are defined in different systems.
* Team leads require real-time information on active opportunities, as well as visibility of seller ' s appointments and phone calls, without needing to navigate into multiple views.
All sellers are assigned Dynamics 365 Sales Enterprise licenses, Also, the CFO has requested that Copilot message packs are pre-purchased by using the Copilot Studio subscription license.
A Dynamics 365 sales sandbox environment has been in use for six months. There are 60 leads records with
30 records that are qualified and 20 that are disqualified. Ten of the qualified leads are over three months old.
Business Requirements: AdventureWorks Cycles has defined the following business requirements for the production environment of Dynamics 365 Sales:
Sellers in all regions should be able to review the new mountaineer cycles. The cycles include economy and premium fittings. When creating opportunities, sellers should be able to select a metal type when adding a mountaineer cycle to an opportunity. The metal types include chrome, aluminum, and titanium.
* Pricing managers must be able to create deals for the same products in their own currencies and at their own prices, without reference to the cost of the product.
* Sellers must be able to quickly view their own opportunities by phase.
* Predictive scoring should be enabled for leads created within the last three months in the sandbox environment. This should provide seller training on the scoring ' s interpretation and usage.
* A segment of leads named Hot is needed that will contain all leads where the source is phone, employee referral or partner. Leads from this segment should be distributed to sellers by using a round robin method.
* Agents should not be able to take action on any data that is created in the production environment before they are started.
* All sellers should be able to access disqualified leads.
Technical Information and Requirements: The new Dynamics 365 Sales environment must meet the following technical requirements:
Agents must use a dedicated service identity to execute write actions with a controlled security role in Dataverse.
The sales operations team lead must be assigned the Power Platform administrator role.
The lead pricing manager must be assigned to the Microsoft 365 billing admin role.
The vice president of sales must be assigned the Al admin role.
* A sandbox and a production environment must be created. Both of the environments must be enabled for Al capacity, but usage should be capped on the sandbox environment.
* A trial environment must be created, with the Sales Qualification Agent configured to business requirements.
* Sellers must be assigned the security roles on the production environment only.
* All sellers must be assigned a customized version of the salesperson role. This role should grant read access only to the leads that the sellers own.
* The EnableRoleBasedSystemViews property must be set to true for the production environment.
No Azure subscriptions are available in the tenant.
Issues: During early testing, the sales operations team identify the following issues:
* The Sales Qualification Agent has disqualified several leads in the trial environment. The vice president of sales has requested to understand the reason for the disqualified leads.
* Sellers are unable to create agents in the production environment.
* Agent consumption has been unreliable. The company requires that Al capacity is always available to sellers.
NEW QUESTION # 73
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:
Requirement
Configuration
Define shared properties for several drone models
Product family
Combine drones and accessories into a package
Bundle
Represent a single drone model
Product
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.
References/topics: Dynamics 365 Sales product catalog; product families; product bundles; products; product hierarchy and catalog configuration.
NEW QUESTION # 74
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:
Requirement
Configuration
Advance the lead to the Development stage
Set the decision maker field as required.
Ensure that the default process is applied
Authorize the process for field sellers.
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.
References/topics: Business process flows; stage-gating; Lead to Opportunity Sales Process; security role authorization; seller workflow standardization.
NEW QUESTION # 75
Hotspot Question
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:
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.
NEW QUESTION # 76
You need to automate the quote approval process.
Which four actions should you perform in sequence? To answer, move the appropriate actions from the list of actions to the answer area and arrange them in the correct order.
Answer:
Explanation:
Explanation:
* Create a Power Automate cloud flow.
* Add a Dataverse trigger.
* Define an approval step.
* Test and activate the flow.
The correct automation pattern is an automated Power Automate cloud flow triggered by a Dataverse event.
The case study states that the process must notify the seller's manager when a draft quote is created and requires approval, and that approvals must use the Power Automate Approvals connector. Therefore, the flow should first be created as a cloud flow, then started by a Dataverse trigger such as when a row is added, modified, or deleted on the Quote table, filtered for the draft quote condition. Microsoft's Dataverse trigger guidance confirms that this trigger runs when a selected Dataverse table row is created, modified, or deleted.
After the trigger is defined, the flow must include an approval step using Power Automate approvals.
Microsoft's approval workflow guidance states that Power Automate can manage approvals across services including Dynamics 365 and Dataverse-based processes. The final action is to test and activate the flow so the quote approval automation is available to users. Do not use a scheduled trigger because the requirement is event-driven, not time-based. Do not connect to the existing desktop flow because that desktop flow processes partner orders for fulfillment, not draft quote approvals. A Teams step is optional collaboration, not the required approval mechanism.
References/topics: Power Automate cloud flows; Dataverse triggers; Approvals connector; Dynamics 365 Sales quote approval automation; sales platform extension.
NEW QUESTION # 77
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