MB-910 Describe Dynamics 365 Sales — 10 Questions

Question 1

Your company uses Dynamics 365 Sales and has a custom entity 'Competitor'. You want to associate competitors with opportunities and track win/loss reasons. What is the recommended approach?

Accepted Answer

Use the existing Competitor entity and add a relationship to opportunity. The Competitor entity already exists in Dynamics 365 Sales. You can create a relationship between the Opportunity and Competitor entities to associate competitors with opportunities. Win/loss reasons are captured as standard fields on the Opportunity entity, not on a custom entity. Option A is incorrect because the Competitor entity already exists, so there is no need to create it again. Option B is incorrect because a multi-select field for win/loss reasons should be added to the Opportunity entity, not to the Competitor entity. Option C is incorrect because creating a new custom entity for competitors is unnecessary when the entity already exists.

Answer

Add a multi-select field for win/loss reasons on the Competitor entity

Answer

Create a custom field on opportunity for win/loss reasons

Answer

Create a new custom entity 'Competitor' and add a lookup to opportunity

Question 2

A company uses Dynamics 365 Sales. They want to automatically suggest next actions for sales reps based on past successful deals. Which feature should they enable?

Accepted Answer

Sales accelerator. Sales accelerator uses AI to prioritize leads and suggest next actions for sales reps based on analysis of past successful deals. It helps reps focus on the most promising opportunities and recommends the best next steps.

Answer

Sequence

Answer

Relationship analytics

Answer

Predictive lead scoring

Question 3

Which TWO record types can be created when qualifying a lead? (Select two.)

Accepted Answer

Account. When qualifying a lead in Dynamics 365 Sales, an Account and an Opportunity are typically created. The Account is created from the lead's company information, and the Opportunity is created to track the potential sale. While a Contact is also often created, the question specifically asks for two record types, and the standard correct pair is Account and Opportunity. Options C (Invoice) and D (Quote) are not created during lead qualification; they are created later in the sales process.

Answer

Contact

Answer

Invoice

Answer

Quote

Question 4

A sales manager notices that opportunities are not being updated regularly, causing inaccurate forecasting. What should the sales team configure to ensure opportunities are updated proactively?

Accepted Answer

Create a workflow that automatically sends a reminder to the opportunity owner if the opportunity has not been updated in 7 days.. It directly addresses the need for proactive updates by automatically reminding the opportunity owner after a defined period of inactivity (7 days). This leverages Dynamics 365's classic workflow or modern Power Automate capabilities to trigger a notification based on a 'last updated' date condition, ensuring the owner takes action before the opportunity becomes stale. This is the most direct and automated way to enforce update discipline without relying on manual intervention from the sales manager.

Answer

Configure a Power Automate flow that sends an email to the sales manager when an opportunity is not updated for 14 days.

Answer

Use a business process flow to require mandatory fields on opportunity creation.

Answer

Set up a recurring email notification to the sales manager to manually remind reps.

Question 5

A company wants to ensure that sales reps can view their own opportunities but not those of other reps, while sales managers can view all opportunities. What security model should be used?

Accepted Answer

Assign sales reps a security role with User level read access and managers a role with Business Unit level access.. It uses role-based security with different access levels: sales reps get User-level read access (can only see their own records), while sales managers get Business Unit-level access (can see all records within their business unit). This directly enforces the requirement that reps view only their own opportunities and managers view all.

Answer

Use a team-based security model where all sales reps are in one team.

Answer

Give all users the same security role with Deep access.

Answer

Create a security role with User level access and assign it to all users.

Question 6

A sales rep wants to quickly see a list of their upcoming meetings and tasks related to their opportunities without navigating away from the opportunity record. What feature should they use?

Accepted Answer

The Timeline control on the opportunity form.. The Timeline control on the opportunity form aggregates activities such as meetings, tasks, emails, and notes into a single chronological feed directly on the record. This allows the sales rep to view upcoming meetings and tasks related to the opportunity without navigating away from the form.

Answer

The Relationship Assistant.

Answer

The Notes section on the opportunity form.

Answer

The Associated View for the opportunity.

Question 7

A company uses Dynamics 365 Sales and wants to automatically calculate the probability of closing a deal based on the sales stage. What feature should they configure?

Accepted Answer

Define probability values for each sales stage in the business process flow.. In Dynamics 365 Sales, the probability of closing a deal is automatically calculated based on the sales stage when you define probability values for each stage in the business process flow. This is a native, out-of-the-box feature that links the stage progression directly to a percentage value, ensuring the probability field updates automatically as the opportunity moves through the pipeline. No custom workflows or additional configurations are required for this core functionality.

Answer

Create a custom field for probability and use a workflow to update it.

Answer

Use the predictive scoring model to calculate probability.

Answer

Enable the 'Auto-update Probability' setting in the opportunity entity.

Question 8

A sales manager wants to analyze the sales pipeline and identify deals that are at risk of not closing on time. Which dashboard type should they use?

Accepted Answer

Sales Pipeline dashboard.. The Sales Pipeline dashboard is specifically designed to visualize the sales pipeline, including deal stages, expected close dates, and revenue amounts. It provides at-a-glance insights into which deals are progressing as expected and which are stalled or at risk of slipping, enabling the sales manager to take proactive action.

Answer

Sales Manager Goal dashboard.

Answer

Sales Activity dashboard.

Answer

Lead Generation dashboard.

Question 9

Which TWO actions can be performed using a business process flow in Dynamics 365 Sales?

Accepted Answer

Automatically create a phone call activity when moving to a new stage.. Business process flows in Dynamics 365 Sales can be configured to automatically create a phone call activity when a user moves to a new stage. This is done by adding a workflow or Power Automate flow that triggers on stage transition, enabling automated task creation without manual intervention.

Answer

Enforce that all fields in the opportunity form are required.

Answer

Automatically send an email when an opportunity is won.

Answer

Control which users can view or edit opportunities.

Question 10

Which THREE capabilities are provided by the Relationship Assistant in Dynamics 365 Sales?

Accepted Answer

Suggesting to log a phone call after a missed call.. The Relationship Assistant in Dynamics 365 Sales uses configurable business rules and activity detection to suggest logging a phone call when a missed call is detected. This helps sales reps capture follow-up activities without manual entry, improving data completeness and pipeline hygiene.

Answer

Automatically creating a quote from an opportunity.

Answer

Analyzing the sentiment of email threads.