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| Section | Weight | Objectives |
|---|---|---|
| Qualify and prioritize leads by using AI | 15-20% | - Configure lead qualification processes - Automate lead routing and prioritization - Fine-tune predictive lead scoring models - Implement Sales Qualification Agent |
| Configure Dynamics 365 Sales core features for AI | 15-20% | - Integrate Microsoft Power Platform components - Configure security and access for AI features - Set up core sales entities and relationships - Design and configure sales data model |
| Extend and enhance sales solutions with AI | 10-15% | - Configure reporting and visualization - Deploy and manage AI agents - Monitor and optimize AI performance - Implement collaboration features |
| Develop deals by using intelligent opportunity research | 25-30% | - Use AI for opportunity research and insights - Optimize opportunity management workflows - Deploy and configure Sales Close Agent - Configure forecasting and goal management |
| Optimize AI-driven sales workflows and insights | 20-25% | - Configure Copilot for Sales - Implement predictive scoring and relationship intelligence - Configure Sales accelerator and work distribution - Set up conversational intelligence |
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NEW QUESTION # 54
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: C
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
.
References/topics: Sales Qualification Agent; Research and engage mode; target customer profile; BANT; purchase intent; lead handoff; supervisor review.
NEW QUESTION # 55
Sellers at a company require access to Dynamics 365 Sales from mobile devices.
Some sellers cannot access records after installing the sales mobile app.
You need to ensure that the sellers can use the mobile application.
Which two components should you configure? Each correct answer presents part of the solution. Choose two.
NOTE: Each correct selection is worth one point.
Answer: A,D
Explanation:
The correct components are mobile security roles and appropriate user licenses . Installing the mobile app alone does not grant access to Dynamics 365 Sales records. Microsoft's mobile setup guidance states that Dataverse security privileges control access to Dynamics 365 mobile apps, and the required mobile privilege is preconfigured for Sales roles but may need to be added to custom roles. It also states that the app must be shared with the security role assigned to the user, and users without the privilege can see an empty app list or an access error.
The license requirement is equally important. The Dynamics 365 Sales mobile experience exposes Sales Hub or Sales Professional according to the user's license, so sellers must have the correct Dynamics 365 Sales license assigned before they can access the appropriate Sales app and records. Mobile offline profiles are used for offline synchronization scenarios; they are not the base requirement for record access after app installation. Inbound and outbound profiles are unrelated to Sales mobile access and are not used to authorize sellers in the mobile application.
References/topics: Dynamics 365 Sales mobile app; Dataverse security roles; mobile access privilege; Sales Hub mobile access; Dynamics 365 Sales licensing.
NEW QUESTION # 56
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 # 57
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.
Drag and Drop Question
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:
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.
NEW QUESTION # 58
A company is using AI agents in Dynamics 365 Sales.
The company requires that the agent must do the following:
Research incoming leads and generate initial outreach email.
. Autonomously contact leads, follow up, and evaluate qualification during the process.
You need to identify which AI agent in Sales supports these requirements.
Which agent type should you use?
Answer: A
Explanation:
The correct agent type is Sales Qualification Agent: Research and engage . The requirement is specifically about inbound lead processing: researching incoming leads, generating outreach, autonomously contacting leads, following up, and evaluating qualification during the engagement process. Microsoft defines Sales Qualification Agent as the AI agent used to automate lead qualification in Dynamics 365 Sales, especially for high-volume inbound leads from sources such as websites, events, and webinars. In Research and engage mode, the agent researches the lead, evaluates fit using target customer profile and BANT criteria, sends personalized outreach emails, engages based on responses, sends follow-up emails, detects positive intent, and then hands promising leads to sellers.
Research-only mode is not enough because it generates a draft outreach email for seller review but does not send outreach emails or detect positive intent from responses. Microsoft's mode comparison explicitly shows that BANT checking, sending outreach, detecting positive intent, and follow-up emails are available in Research and engage mode, not Research-only mode. Sales Close Agent options are wrong because they apply to opportunity/deal execution, not initial lead qualification.
References/topics: Sales Qualification Agent; Research and engage mode; lead research; outreach automation; BANT qualification; AI-driven lead prioritization.
NEW QUESTION # 59
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