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| Section | Weight | Objectives |
|---|---|---|
| Qualify and prioritize leads using AI | 15–20% | - Lead scoring and qualification models - AI-driven lead prioritization workflows |
| Configure Dynamics 365 Sales core features for AI | 15–20% | - Data and process setup for AI features - Sales environment configuration |
| Develop deals using intelligent opportunity research | 25–30% | - Opportunity insights and forecasting - AI-assisted deal progression strategies |
| Extend and enhance Sales | 10–15% | - Extending Dynamics 365 Sales with AI capabilities - Integration with Microsoft Copilot and Power Platform |
| Optimize AI-driven sales | 20–25% | - Copilot and AI assistant capabilities in Sales - Sales productivity and automation enhancement |
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NEW QUESTION # 46
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.
A company is evaluating AI agent capabilities for opportunity management.
Sales managers require insights about deals. You must ensure that the system does not perform automatic outreach to buyers.
You need to determine whether proposed solutions meet the requirements.
Solution: Use Research mode and allow sellers to review insights manually.
Does the solution meet the goal?
Answer: B
Explanation:
Yes, the solution meets the goal. The requirement has two parts: sales managers need deal insights , and the system must not automatically perform outreach to buyers. Sales Close Agent in Research mode is the correct fit because it researches opportunities, calculates importance and risk, generates summaries, and provides actionable recommendations for sellers to review manually. Microsoft states that the opportunity research experience shows a summary and a See full research page with complete opportunity insights and recommendations.
Research mode is intentionally different from Engage mode. Engage mode is the autonomous customer- interaction mode; Microsoft describes Sales Close Agent Engage as managing customer interactions and driving sales for high-velocity deals. By contrast, Research mode focuses on research, opportunity insights, risks, and seller guidance. Microsoft's configuration guidance for Sales Close Agent Research describes selecting opportunities to research, configuring refresh frequency, and providing company context so the agent can curate research insights. Therefore, using Research mode while requiring sellers to manually review the insights satisfies both requirements: the organization receives AI-generated deal intelligence, but buyer outreach remains under human seller control.
References/topics: Sales Close Agent Research mode; opportunity research insights; manual seller review; Engage mode versus Research mode; AI-supported opportunity management.
NEW QUESTION # 47
A seller notices that an opportunity score increased significantly after several customer meetings and email exchanges. Which AI capability most likely influenced the updated prediction?
Answer: A
Explanation:
Opportunity scoring evaluates multiple relationship signals such as meeting frequency, email engagement, customer responsiveness, and historical behaviors. Increased positive interactions often improve opportunity health and raise the predicted likelihood of successfully closing the deal.
NEW QUESTION # 48
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: C
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 # 49
Drag and Drop Question
A company tracks opportunities using the pipeline view.
The sales managers want pipeline stages configured so they can quickly identify deal progress.
The configuration must meet the following requirements:
- Open the Pipeline view by default in Opportunities.
- Open a specific form for the opportunity side panel.
- Provide the ability to expand or collapse the grid by sections, for
example Owner or Account.
- Display the average value at the bottom of the grid.
You need to identify the opportunity configuration.
Which configuration should you apply 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:
To open the Pipeline view by default, configure the Opportunity main form by adding the Pipeline view control for Opportunities. Microsoft states that the read-only grid is the default view for opportunities, but administrators can set the Opportunities pipeline view as the default by customizing the Opportunity table form and adding the Pipeline view component. The configuration includes selecting the Opportunities table, choosing the opportunity view, and enabling grouping and aggregation.
To open a specific form in the opportunity side panel, use Set the default Opportunity form.
Microsoft's configuration guidance states that when sellers open an opportunity from the pipeline view, the side panel displays opportunity details, and administrators can change the default side- panel form to the main opportunity form or a custom form.
For expanding/collapsing by sections such as Owner or Account and displaying average values at the bottom of the grid, enable aggregation/grouping behavior on the Pipeline view control.
Microsoft states that Enable grouping and Enable aggregation allow sellers to group and aggregate opportunities in the pipeline view. This supports sectioned grid behavior and aggregate values such as average, sum, or count. The quick create form is irrelevant because it controls record creation, not pipeline display behavior.
NEW QUESTION # 50
A sales manager wants to set up goals for all salespeople. The goal measurement is based on the total outgoing calls finished each year. The goals for the fiscal year are based on a calendar year, January- December.
You need to create the rollup query for the goal metrics.
Which option should you select? To answer, select the appropriate options in the answer area.
NOTE: Each correct selection is worth one point.
Answer:
Explanation:
Explanation:
The correct date field is Actual End because the goal is based on calls that are finished during the calendar year. For the Phone Call table, Microsoft defines Actual End as the actual end date and time of the phone call, which is the proper date to evaluate whether the completed call falls within the January-December goal period.
The correct rollup field is Actual (Integer) because the goal measures the number of outgoing calls, not revenue or another money-based amount. Microsoft's goal metric guidance explains that goal metrics can use count/integer values, and specifically gives sales calls made by a salesperson as an example of an integer goal metric. The actual integer field represents the achieved count as of the latest rollup calculation.
The correct source record type status is Made because the requirement is for outgoing calls that were completed. Microsoft's Phone Call status reason options include Open , Made , Canceled , and Received ;
"Made" represents completed outgoing phone calls, while "Received" represents completed incoming calls.
Therefore, the rollup must count Phone Call records with status Made , using Actual End as the date boundary and Actual (Integer) as the accumulated value.
References/topics: Dynamics 365 Sales goals; goal metrics; rollup fields; phone call activity status; Actual End date; completed outgoing call tracking.
NEW QUESTION # 51
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