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| Section | Weight | Objectives |
|---|---|---|
| Topic 1: Develop deals by using intelligent opportunity research | 25-30% | - Optimize opportunity management workflows - Configure forecasting and goal management - Deploy and configure Sales Close Agent - Use AI for opportunity research and insights |
| Topic 2: Qualify and prioritize leads by using AI | 15-20% | - Fine-tune predictive lead scoring models - Implement Sales Qualification Agent - Automate lead routing and prioritization - Configure lead qualification processes |
| Topic 3: Optimize AI-driven sales workflows and insights | 20-25% | - Configure Sales accelerator and work distribution - Set up conversational intelligence - Configure Copilot for Sales - Implement predictive scoring and relationship intelligence |
| Topic 4: Extend and enhance sales solutions with AI | 10-15% | - Monitor and optimize AI performance - Implement collaboration features - Deploy and manage AI agents - Configure reporting and visualization |
| Topic 5: 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 |
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NEW QUESTION # 73
Hotspot Question
You are implementing Dynamics 365 Sales for a company.
The company sells products globally and requires pricing to be managed for different currencies.
The company has the following requirements:
- Must define the quantities in which a product can be sold.
- Must group product pricing based on different currencies.
- Must identify the sale price of a product.
You need to configure the product catalog.
How should each pricing requirement be configured? To answer, select the appropriate options in the answer area.
NOTE: Each correct selection is worth one point.
Answer:
Explanation:
Explanation:
The correct configuration uses Unit group, Price list, and Price list item because these are the core Dynamics 365 Sales product catalog pricing components. A Unit group defines the collection of units in which a product can be sold. For example, a product might be sold as each, box, case, or pallet. The unit group provides the available quantity structure, while a primary unit identifies the default or base unit inside that group. Therefore, the requirement to define the quantities in which a product can be sold maps to Unit group, not just Unit or Primary unit.
A Price list is used to group product pricing, and each price list is associated with a currency. For a global company selling in different markets, separate price lists can be maintained for currencies such as USD, EUR, or GBP. The Price list item defines the actual sale price of a specific product within a price list, including the product, unit, currency context, and pricing amount. A discount list only defines discount rules, and a product family organizes products, not pricing.
NEW QUESTION # 74
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 # 75
You are implementing an agent in Dynamics 365 Sales for a company.
The customer runs weekly webinars that generate thousands of inbound leads.
The sales team needs to automate the first part of qualification but transfer promising leads to sellers.
The marketing team needs to analyze lead information and determine qualification possibility.
However, all outreach to prospects must be managed by human sellers due to compliance requirements.
You have the following requirements for the agent:
- The agent must research inbound leads and if they match the target
customer profile.
- The agent must evaluate Budget, Authority, Need, and Timeline during
early engagement before transferring to sellers.
- The agent must send the initial outreach email automatically, manage
responses, and detect positive intent.
- The leads that do NOT match the target customer profile should be
disqualified automatically, and sales supervisors should be notified.
- The qualified and positive intent leads should be transferred to
sellers.
You need to determine which configuration should be used.
Which agent and mode should you use?
Answer: A
Explanation:
The correct configuration is Sales Qualification Agent in Research and engage mode. The question contains one conflicting sentence about human-managed outreach, but the explicit agent requirements require autonomous outreach, response handling, BANT evaluation, positive- intent detection, disqualification of poor-fit leads, supervisor notification, and seller handoff. Those capabilities map only to Research and engage mode.
Microsoft's Sales Qualification Agent documentation states that both modes can research leads and check target customer profile fit, but only Research and engage mode checks BANT criteria, sends outreach emails, detects positive intent, sends follow-up emails, and engages with leads based on their responses. Microsoft's handoff criteria documentation also states that BANT criteria are only used by Research and engage mode, and that leads satisfying BANT and purchase-interest criteria are handed over to sellers, while leads that do not satisfy the configured criteria are disqualified and added for supervisor review.
Option B or D would be correct only if the controlling requirement were strictly "human sellers must manage all outreach." But the listed automation requirements go beyond Research-only mode, so the exam answer is C.
NEW QUESTION # 76
A sales company uses the Sales Qualification Agent to evaluate inbound leads.
A sales manager updates the qualification criteria to better align with the target customer profile.
After the update, monitoring data shows the following:
- A shift in how leads are categorized compared to earlier results.
- Continued processing of incoming leads.
- No gaps in evaluation activity.
You need to interpret the monitoring data to understand the agent's behavior.
What should you conclude?
Answer: A
Explanation:
The correct conclusion is that lead outcomes reflect updated evaluation criteria applied during processing. The Sales Qualification Agent evaluates inbound leads against the configured target customer profile and qualification settings. Microsoft states that the target customer profile suitability is determined by the attributes defined in the agent configuration's handoff criteria, and the agent categorizes leads as high, moderate, or low fit based on how well the lead matches those attributes.
Therefore, when the sales manager updates the qualification criteria, a shift in categorization is expected. It means the agent is applying the new criteria to processed leads, not that the old evaluations were incomplete or that external factors are necessarily driving the change. The continued processing and absence of evaluation gaps also indicate normal operational continuity.
Microsoft's Sales Qualification Agent setup guidance explains that the agent works on assigned leads based on configured selection criteria and that stopping the agent prevents new lead processing; here, processing continued, so the agent remained active while using the revised configuration. Option A is too speculative: tuning might be useful later, but the evidence given does not prove a tuning problem. The clean interpretation is D.
NEW QUESTION # 77
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.
NEW QUESTION # 78
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P.S. Free 2026 Microsoft AB-210 dumps are available on Google Drive shared by Pass4guide: https://drive.google.com/open?id=18vz3Zt97myKIrCAhtEcsEllo2Fu-ratx