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| Section | Weight | Objectives |
|---|---|---|
| Configure Dynamics 365 Sales core features for AI | 15–20% | - Data and process setup for AI features - Sales environment configuration |
| Optimize AI-driven sales | 20–25% | - Sales productivity and automation enhancement - Copilot and AI assistant capabilities in Sales |
| Develop deals using intelligent opportunity research | 25–30% | - Opportunity insights and forecasting - AI-assisted deal progression strategies |
| Extend and enhance Sales | 10–15% | - Integration with Microsoft Copilot and Power Platform - Extending Dynamics 365 Sales with AI capabilities |
| Qualify and prioritize leads using AI | 15–20% | - Lead scoring and qualification models - AI-driven lead prioritization workflows |
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NEW QUESTION # 25
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 resolve the competitive intelligence brief issue for the sales manager.
What three actions should you do? Each correct answer presents part of the solution. Choose three.
Answer: A,C,D
Explanation:
The issue is that the sales manager already generated a Sales Research Agent blueprint but forgot to include the quarterly competitive intelligence brief. The brief is an external document and the case study states it is delivered as a PDF document, so the correct first content action is to upload the competitive intelligence brief as a PDF file, not CSV. Microsoft's Sales Research Agent documentation states that users can select Add data to upload files including CSV, Excel, or PDF to augment research with additional data.
The second required action is to add a data source, because the competitive intelligence brief is not part of the default Dynamics 365 Sales data. Sales Research Agent connects to Dynamics
365 Sales data by default, but additional external files must be added as supporting data sources before they can influence the analysis. The documentation identifies the Data area as the place where the research data source is specified and where additional data sources can be added.
The final action is to regenerate the canvas/blueprint so the agent reprocesses the analysis using the newly added PDF. Refreshing alone is not the best answer because the problem is not stale data; it is missing context. Regeneration creates updated research output with the new source included.
NEW QUESTION # 26
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: B
Explanation:
The correct answer is Goal metric . In Dynamics 365 Sales, the goal metric defines how goal performance is calculated. Microsoft explains that each goal uses a goal metric to determine how the goal is tracked, and goal metrics can track actual, in-progress, and custom values through rollup fields. For won opportunity revenue, the metric can use the Opportunity table as the source and roll up the actual value for opportunities that are closed as won.
The quarterly requirement is handled by the goal's time period. The goal metric specifies the calculation logic, including the source table, source attribute, date attribute, and source status such as Won. Microsoft's goal metric documentation states that the date attribute is validated against the goal time period, so records participate in the rollup only when their date falls between the goal start and end dates. A rollup query is not the best answer because it only applies additional filtering criteria to an existing goal metric; it does not create the core calculation.
References/topics: Dynamics 365 Sales goals; goal metrics; rollup fields; won opportunity calculations; quarterly goal tracking.
NEW QUESTION # 27
You are implementing Dynamics 365 Sales for a company that sells products in different markets.
The company has the following requirements:
* Must define pricing for products.
* Must automatically use a localized price list.
* Must group product prices for each region.
You need to determine how each pricing component should be configured.
Which configuration should be used? 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 pricing for products
Price list item
Automatically use a localized price list
Territory
Group product prices for each region
Price list
The correct component for defining product-specific prices is the Price list item . In Dynamics 365 Sales, price list items connect a product, unit, pricing method, and amount to a specific price list. Microsoft's product pricing guidance states that price lists and price list items are used to define product pricing, and price list items are where the per-product pricing details are configured.
To automatically use a localized price list, configure Territory . Dynamics 365 Sales can automatically select a default price list for opportunities, quotes, orders, and invoices based on the sales territory of the user.
Microsoft states that a price list can be associated with a territory by using the Territory Default Pricelist connection role, allowing users in that territory to have the correct price list selected by default.
To group product prices for each region, use a Price list . A price list is the container that groups the prices charged for products or services. Microsoft guidance explains that organizations can create multiple price lists to maintain separate pricing structures for different regions, sales channels, or territories. Currency supports monetary localization, but it does not group regional product prices by itself. Product bundle is unrelated because it combines products for sale as a package, not regional pricing.
References/topics: Product catalog pricing; price lists; price list items; territory-based default price lists; regional pricing configuration.
NEW QUESTION # 28
A seller is reviewing an opportunity in Dynamics 365 Sales. The Sales Close Agent in Research mode generates a summary.
The seller must decide how to proceed with the opportunity. The seller plans to use the research insights to move the deal forward.
You need to identify the information that the agent provides.
Which agent-provided insights should you share with the seller?
Answer: D
Explanation:
The correct insight to share is Recommended actions . Sales Close Agent in Research mode is opportunity- focused: it helps sellers understand the state of a deal, identify risks, and decide what to do next. Microsoft explains that the opportunity agent provides critical insights and recommendations so sellers can ramp up on opportunities, engage the right stakeholders, and mitigate risks effectively. The Responsible AI FAQ also describes the agent as identifying deal risks early and providing recommended mitigation strategies based on historical data and communication analysis.
The question specifically says the seller must decide how to proceed and wants to move the deal forward.
That points directly to recommended actions, not static context. Financial health may be part of a broader opportunity view, but it is not the best answer for next-step guidance. Budget, Authority, Need, and Timeline is BANT qualification and belongs to lead qualification scenarios, especially Sales Qualification Agent, not opportunity research. Blueprints are generated by the Sales Research Agent on a research canvas for analytics-style exploration, not by the Sales Close Agent opportunity summary. Therefore, the correct insight category is Recommended actions .
References/topics: Sales Close Agent Research mode; opportunity recommendations; deal risk mitigation; Sales Opportunity Agent insights; opportunity progression.
NEW QUESTION # 29
You need to configure the AdventureWorks Cycles product catalog.
How should you configure the product catalog? To answer, select the appropriate options in the answer area.
Answer:
Explanation:
Explanation:
Requirement
Component
Mountaineer range
Product family
Athlete package
Product bundle
Metal range
Product property
The Mountaineer range should be configured as a Product family because it represents a product classification hierarchy. Dynamics 365 Sales uses product families to organize related products, child products, and bundles under a parent structure. Microsoft's product catalog guidance states that product families can contain child product families, products, and bundles in a hierarchy, which fits the mountaineer cycle range with economy and premium fitting variations.
The Athlete package should be configured as a Product bundle because it combines multiple sellable items:
a cycle, connected devices, and subscription-based analytics services. A bundle is used when multiple products are sold together as one commercial package. Dynamics 365 Sales allows products to be associated with a bundle, including quantities and required or optional components.
The Metal range should be configured as a Product property because sellers must choose a configurable attribute-chrome, aluminum, or titanium-when adding the mountaineer cycle to an opportunity. Product properties define product characteristics such as size, color, or component, and can be used at run time when adding products to opportunities, quotes, orders, or invoices.
References/topics: Product catalog setup; product families; product bundles; product properties; opportunity product configuration.
NEW QUESTION # 30
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