MB-910 Describe Dynamics 365 Sales — 20 Questions

Question 1

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 2

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 3

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 4

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 is an AI-driven feature that surfaces actionable cards to help sellers stay on top of their daily tasks. Option A is correct because the assistant detects missed calls and prompts the user to log a phone call as an activity, ensuring the interaction is captured in the timeline. Option B is correct because the assistant generates reminder cards when a contact has not been engaged for a defined period, suggesting the seller send an email to re-establish contact. Option C is correct because the assistant surfaces opportunity-related cards, including reminders to schedule a meeting when an opportunity's estimated close date is approaching. Option D is incorrect because quote creation from an opportunity is a standard sales process action, not a Relationship Assistant capability. Option E is incorrect because sentiment analysis of email threads is not a Relationship Assistant feature; it belongs to other AI features such as Sales Insights or conversation intelligence.

Answer

Automatically creating a quote from an opportunity.

Answer

Analyzing the sentiment of email threads.

Question 5

A sales manager notices that the opportunity pipeline report shows incorrect forecasting amounts. The sales team uses custom revenue fields instead of the standard 'Est. Revenue' field. What should the administrator configure to ensure accurate forecasting?

Accepted Answer

Map the custom field to the forecast category in the forecasting configuration. The forecasting engine in Dynamics 365 Sales relies on the 'Est. Revenue' field by default. When a sales team uses custom revenue fields, those fields are not automatically included in forecast calculations. Mapping the custom field to the forecast category in the forecasting configuration explicitly tells the system to use that field's value for revenue aggregation, ensuring accurate pipeline amounts.

Answer

Enable the custom field in the opportunity form

Answer

Add the custom field to the lead entity

Answer

Configure sales acceleration rules to include the custom field

Question 6

A company uses Dynamics 365 Sales to manage its sales process. The team wants to automatically create follow-up tasks for sales representatives when an opportunity reaches the 'Proposal' stage. The tasks should be assigned to the opportunity owner and due in 3 days. What is the best approach to achieve this?

Accepted Answer

Create a Power Automate flow triggered when the opportunity stage changes to 'Proposal'. Power Automate provides the most flexible and direct way to automatically create a follow-up task when an opportunity stage changes to 'Proposal'. It can be triggered by the 'When a stage changes' Dataverse connector, then create a task record assigned to the opportunity owner with a due date calculated as 3 days from the trigger time. This approach does not require manual intervention or form customization and fully automates the business requirement.

Answer

Modify the business process flow to include a task step

Answer

Configure an email template to be sent when the stage changes

Answer

Use a stage-specific form to display a task subgrid

Question 7

A sales manager wants to automatically assign leads to the appropriate sales team based on the lead's source and geographic region. Lead sources include 'Web', 'Referral', and 'Partner'. Regions are 'North', 'South', 'East', 'West'. Which feature should be used to automate lead assignment?

Accepted Answer

Lead management routing rules. In Dynamics 365 Sales, lead management routing rules allow you to automatically assign leads to the appropriate sales team based on criteria such as lead source and geographic region. This feature enables rule-based assignment to ensure leads are routed efficiently.

Answer

Sales team configuration with assignment rules

Answer

Business process flow automation

Answer

Automatic record creation and update rules

Question 8

Contoso Ltd. is a global manufacturing company that recently implemented Dynamics 365 Sales. The sales team consists of 50 representatives located in North America, Europe, and Asia. They sell complex machinery with long sales cycles. The company wants to improve the efficiency of its sales process by automating routine tasks. Currently, sales representatives manually create follow-up tasks every time a customer meeting is completed. These tasks are often forgotten, leading to missed follow-ups. Additionally, the company wants to ensure that when a lead is qualified, the appropriate product catalog is presented based on the lead's region. The system should automatically create an opportunity with the correct price list. The sales manager also wants to be able to view a dashboard that shows the number of overdue tasks per salesperson. Which combination of Dynamics 365 Sales features should the administrator implement to address all these requirements?

Accepted Answer

Use Power Automate to create follow-up tasks after meetings, configure product catalog with regional price lists, and use a personal dashboard to display overdue tasks.. Power Automate can create follow-up tasks automatically after meetings, addressing the missed follow-ups. Configuring the product catalog with regional price lists ensures the correct price list is applied when an opportunity is created from a qualified lead. A personal dashboard can display overdue tasks per salesperson, meeting the manager's reporting requirement.

Answer

Enable lead scoring to qualify leads faster, use seller cards to display tasks, and configure automatic record creation rules for tasks.

Answer

Implement Sales Insights for activity tracking, use lead scoring to prioritize leads, and configure personal dashboards for overdue tasks.

Answer

Configure business process flows for opportunities, set up sales teams with assignment rules, and use the Sales Hub app for dashboards.

Question 9

Adventure Works is a retail company using Dynamics 365 Sales to manage customer interactions. The sales team has 20 members and handles both B2B and B2C customers. The company wants to track customer engagement in real-time to identify high-value leads that are actively engaging with marketing emails and website content. Currently, the team relies on manual reports from the marketing department, which are often outdated. The sales manager wants to receive alerts when a lead's engagement score increases significantly, so the salesperson can reach out at the right time. Additionally, the company wants to automatically nurture leads with personalized email sequences based on their behavior. What should the administrator implement to meet these requirements?

Accepted Answer

Configure Sales Insights with engagement scoring and integrate with Dynamics 365 Marketing for automated email sequences.. Sales Insights provides real-time engagement scoring that tracks customer interactions with emails and website content, triggering alerts when scores increase significantly. Integrating with Dynamics 365 Marketing enables automated, behavior-based email sequences to nurture leads, directly meeting both requirements without manual reports.

Answer

Enable LinkedIn Sales Navigator integration to view customer activity and use Power Automate to send follow-up emails.

Answer

Use Power Automate to monitor customer interactions and create custom workflows to send alert emails to sales representatives.

Answer

Implement the Sales Hub app and configure offline sync to track customer activities in real-time.

Question 10

A sales team is using the Dynamics 365 Sales API to create an opportunity. The JSON exhibit shows the payload they are sending. The request fails because the product line items are not being added. What is the most likely cause?

Accepted Answer

The API does not support creating opportunity products inline with the opportunity; they must be created after the opportunity exists. The Dynamics 365 Sales API does not allow creating opportunity products (opportunity line items) inline within the same POST request that creates the opportunity. The opportunity must first exist with a valid ID, and then the line items must be added via separate POST requests to the `opportunityproducts` entity. This is a fundamental design constraint of the OData-based API for Dynamics 365, which enforces a parent-child creation order.

Answer

The pricelevelid is specified at both opportunity and line item levels

Answer

The totalamount field is inconsistent with the line items total

Answer

The product numbers 'PR-001' and 'PR-002' do not exist in the system

Question 11

You are a sales operations administrator for Contoso Ltd. The sales team uses Dynamics 365 Sales to manage their pipeline. Recently, the team has reported that when they create a new lead from a marketing campaign, the lead's 'Source' field is not automatically populated with 'Campaign' as expected. The marketing team confirms that the campaign is properly set up and linked to the lead creation process. You need to ensure that the 'Source' field is automatically filled with 'Campaign' when a lead is created from a campaign. What should you do?

Accepted Answer

Create a custom workflow that triggers when a lead is created and sets the source field to 'Campaign' if the lead is associated with a campaign. A custom workflow (or Power Automate flow) can be configured to trigger on lead creation and conditionally set the 'Source' field to 'Campaign' when the lead is associated with a campaign. This ensures automation without requiring user intervention or form modifications, directly addressing the requirement that the field be automatically populated.

Answer

Configure the campaign entity to automatically update the source field on all associated leads

Answer

Modify the lead form to make the source field read-only and set its default value to 'Campaign'

Answer

Use a business process flow to require the user to select 'Campaign' as the source when creating a lead from a campaign

Question 12

Match each Dynamics 365 concept to its description.

Accepted Answer

Business Process Flow: A tool that provides a visual guide for users to follow a defined process through stages and steps.. Correct matches: Business Process Flow defines visual guidance through stages; Workflow automates steps without intervention; Custom Entity stores organization-specific data; Power Automate creates automated workflows between apps. Common confusions arise between Business Process Flow and Workflow due to overlapping automation capabilities.

Answer

Business Process Flow: A set of automated steps that perform business processes without user intervention.

Answer

Workflow: A tool that provides a visual guide for users to follow a defined process through stages and steps.

Question 13

Your company uses Dynamics 365 Sales and wants to automatically suggest next actions for sales reps based on historical data. Which feature should you enable?

Accepted Answer

Copilot in Dynamics 365 Sales. Copilot in Dynamics 365 Sales uses AI and historical data to automatically suggest next actions for sales reps, such as drafting emails, summarizing opportunities, or recommending follow-ups. It leverages natural language processing and contextual insights from CRM records to provide proactive, data-driven guidance without requiring manual configuration of scoring or analytics models.

Answer

Relationship analytics

Answer

Predictive lead scoring

Answer

Conversation intelligence

Question 14

Your organization uses Dynamics 365 Sales and wants to assign leads automatically based on product interest and geographic region. Which feature should you use?

Accepted Answer

Routing rules. Routing rules in Dynamics 365 Sales automatically assign leads to the appropriate salesperson or queue based on predefined criteria such as product interest and geographic region. Unlike assignment rules, routing rules evaluate lead attributes against conditions and route the lead to the correct owner or queue without manual intervention, making them the correct choice for this scenario.

Answer

Assignment rules

Answer

Queues

Answer

Business process flows

Question 15

Which TWO features are available in Dynamics 365 Sales to help sales reps prioritize their work?

Accepted Answer

Sales accelerator. The Sales accelerator is a feature in Dynamics 365 Sales that provides a prioritized, guided sequence of activities (e.g., calls, emails, tasks) for sales reps, helping them focus on the next best action. It uses a configurable work queue and sequence automation to ensure reps spend time on high-priority leads and opportunities, directly addressing the need to prioritize work.

Answer

Relationship analytics

Answer

Copilot

Answer

Business process flow

Question 16

A lead is created with address1_stateorprovince set to 'California'. According to the exhibit, which team will the lead be assigned to?

Accepted Answer

West Coast Sales. The lead is assigned to the West Coast Sales team because the routing rule in the exhibit matches leads with address1_stateorprovince set to 'California' to that team. This is a standard Dynamics 365 Sales lead routing configuration where territory-based rules automatically assign leads to the appropriate sales team based on geographic data.

Answer

The lead remains unassigned

Answer

Central Sales

Answer

Unassigned

Question 17

A sales manager wants to ensure that when a salesperson converts a lead to an opportunity, the opportunity record automatically inherits the estimated revenue from the lead. The lead source is also tracked for reporting. What should the sales manager configure?

Accepted Answer

Use field mapping between lead and opportunity entities.. Dynamics 365 Sales uses field mapping to automatically transfer data from a lead to an opportunity when the lead is qualified. By default, the estimated revenue field is mapped, but the sales manager can customize field mappings to ensure the lead source is also copied, enabling accurate reporting without manual entry or additional automation.

Answer

Configure a business process flow for lead to opportunity conversion.

Answer

Create a workflow to update opportunity revenue when lead is qualified.

Answer

Enable the Sales Acceleration tool for lead prioritization.

Question 18

A company uses Dynamics 365 Sales to manage its sales pipeline. The sales manager notices that several opportunities are stuck in the 'Proposal' stage for longer than expected. The manager wants to automatically notify the opportunity owner when an opportunity has been in the 'Proposal' stage for more than 10 days. What is the most efficient way to achieve this?

Accepted Answer

Create a workflow that triggers when stage duration exceeds 10 days.. Dynamics 365 Sales includes classic workflows that can be configured to trigger when a stage duration exceeds a specified threshold. This approach is native to the platform, requires no external licensing, and runs server-side without user intervention, making it the most efficient solution for automatically notifying the opportunity owner.

Answer

Use a Power Automate flow to monitor stage duration.

Answer

Create an SLA (Service Level Agreement) for the 'Proposal' stage.

Answer

Configure the Relationship Assistant to show a reminder.

Question 19

During a lead qualification, a salesperson needs to capture the exact reason why a lead was not qualified. Which field should be used?

Accepted Answer

Disqualification Reason. The 'Disqualification Reason' field in Dynamics 365 Sales is specifically designed to capture the exact reason a lead was disqualified, such as 'Budget Unavailable' or 'No Longer Interested'. This field is a standard system field on the lead entity and is automatically populated when a lead is disqualified, ensuring the reason is recorded for reporting and analysis.

Answer

Lead Source

Answer

Status Reason

Answer

Description

Question 20

A sales organization uses Dynamics 365 Sales. They want to ensure that when an opportunity is won, a new order is automatically created. What should they configure?

Accepted Answer

Use the out-of-the-box opportunity close process to generate an order.. The out-of-the-box opportunity close process in Dynamics 365 Sales automatically generates an order when an opportunity is marked as won. This is the native, no-code mechanism designed specifically for this requirement, ensuring the order is created with the correct data from the opportunity.

Answer

Create a workflow that triggers on opportunity win.

Answer

Configure a business process flow for opportunity.

Answer

Add a custom button to create an order.