MB-910 Describe Dynamics 365 Sales Practice Test 12 — 15 Questions

Question 1

Your organization uses Dynamics 365 Sales and wants to automate the assignment of leads to sales reps based on territory and product interest. What should you use?

Accepted Answer

Routing Rule Set. A Routing Rule Set in Dynamics 365 Sales is specifically designed to automatically assign leads to sales reps based on predefined criteria such as territory and product interest. It evaluates the lead attributes against the rules and routes the lead to the appropriate owner or queue, enabling efficient lead distribution without manual intervention.

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Business Process Flow

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Queue

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Workflow

Question 2

A sales manager wants to view a real-time dashboard showing the number of open opportunities, won deals this month, and the sales pipeline value. Which tool should they use?

Accepted Answer

Dashboard. A dashboard in Dynamics 365 Sales is the correct tool because it provides a real-time, graphical view of key sales metrics, including open opportunities, won deals this month, and pipeline value. Dashboards aggregate data from multiple charts and lists into a single, customizable interface that refreshes automatically, making them ideal for monitoring live performance indicators.

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Advanced Find

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Report

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Chart

Question 3

Your company sells both products and services. When creating an opportunity, the sales rep needs to quote a combination of items. What should they create?

Accepted Answer

Quote. In Dynamics 365 Sales, a Quote is the correct entity to use when a sales rep needs to propose a combination of products and services to a customer. It allows for line items with quantities, prices, discounts, and optional product bundles, serving as the formal proposal before an order is created. An invoice and order come later in the sales process, while the product catalog is a repository, not a transactional document.

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Invoice

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Order

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Product Catalog

Question 4

A sales organization wants to use AI to prioritize leads that are most likely to convert. The data shows that leads from email campaigns have a higher conversion rate. What should they configure?

Accepted Answer

Predictive Lead Scoring model. Predictive Lead Scoring (D) uses machine learning to analyze historical data—such as conversion rates by lead source—and automatically assign a score indicating likelihood to convert. This directly addresses the requirement to prioritize leads based on data showing email campaigns have higher conversion rates, as the model learns from that pattern without manual rules.

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Copilot

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Sequence

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Manual lead scoring based on email campaign source

Question 5

Your sales process requires that all opportunities over $100,000 must be reviewed by a manager before closing. How should you enforce this?

Accepted Answer

Configure a Business Process Flow with an approval stage. Business Process Flows (BPFs) in Dynamics 365 Sales can include approval stages that enforce mandatory review before an opportunity can be closed. By configuring a BPF with an approval step, the system can require a manager to approve the opportunity when its value exceeds $100,000, preventing closure until the approval is granted. This provides a structured, enforceable process that integrates directly with the opportunity lifecycle.

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Use a Queue to hold high-value opportunities

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Use Sales Insights to flag opportunities

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Create a workflow that sends an email to the manager

Question 6

A company uses Dynamics 365 Sales and wants to integrate with a third-party email marketing system to automatically create leads when a recipient clicks a link. What is the recommended approach?

Accepted Answer

Use Power Automate to listen for the click event and create a lead. Power Automate is the recommended approach because it can listen for an external HTTP trigger (e.g., a webhook from the email marketing system when a link is clicked) and then create a lead record in Dynamics 365 Sales. This provides a flexible, low-code integration without requiring direct synchronization or custom development, aligning with Microsoft's modern integration strategy.

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Configure Server-Side Synchronization with the marketing system

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Use Marketing Lists and Quick Campaigns

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Create a custom action in Dynamics 365

Question 7

Which THREE actions can be performed using the Sales Copilot in Dynamics 365 Sales?

Accepted Answer

Summarize a long email thread. Sales Copilot in Dynamics 365 Sales is designed to assist sellers directly within their workflow by generating and summarizing content and recommending actions. Option A is correct because Sales Copilot can summarize lengthy email threads, condensing correspondence into key points so sellers quickly grasp context. Option B is correct because it suggests next actions based on the opportunity stage, using CRM context to recommend follow-ups and deal progression steps. Option E is correct because Sales Copilot can draft replies to customer emails, generating suggested response text the seller can review and send. Option C is not correct because custom dashboard creation is a standard Dynamics 365 reporting/personalization capability, not a Sales Copilot action. Option D is not correct because predictive lead scoring is delivered by the Dynamics 365 Sales predictive scoring model, not by Sales Copilot.

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Create custom dashboards for sales reports

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Predict lead scores using historical data

Question 8

Your organization uses Dynamics 365 Sales and wants to automatically capture emails from prospects and link them to the corresponding contact and opportunity records. Which feature should you enable?

Accepted Answer

Server-side synchronization. Server-side synchronization is the correct feature because it enables automatic synchronization of emails, appointments, and contacts between Dynamics 365 and Exchange. When configured, it can automatically track emails from prospects and link them to the corresponding contact and opportunity records based on email addresses and tracking tokens, without requiring any client-side add-ins or manual intervention.

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Email engagement

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Exchange Online integration

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Activity feed

Question 9

A sales team is implementing Dynamics 365 Sales and wants to use AI-driven insights to identify the best next actions for closing deals. Which feature should they use?

Accepted Answer

Copilot for Sales. Copilot for Sales is the correct feature because it uses generative AI and contextual data from Dynamics 365 and Microsoft 365 to suggest the best next actions, such as drafting emails, scheduling follow-ups, or summarizing deal progress. This directly addresses the need for AI-driven insights to identify next actions for closing deals, as it proactively recommends steps based on real-time CRM data and conversation context.

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Predictive scoring

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Relationship analytics

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Sales Insights

Question 10

A sales manager wants to forecast revenue by analyzing historical win rates and deal sizes. Which out-of-the-box capability should they use?

Accepted Answer

Sales forecasting. Sales forecasting is the correct out-of-the-box capability because it allows sales managers to predict future revenue by analyzing historical win rates and deal sizes. This feature aggregates pipeline data and applies historical trends to generate forecasts, directly supporting the manager's need to analyze past performance for future revenue predictions.

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Predictive scoring

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Copilot for Sales

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Goal management

Question 11

A salesperson wants to send a personalized email template to a prospect and track when the email is opened. Which feature should they use?

Accepted Answer

Email engagement. Email engagement in Dynamics 365 Sales provides tracking capabilities such as open and click-through rates on emails sent from the system. By enabling email engagement, the salesperson can send a personalized email template and receive real-time notifications when the prospect opens the email, allowing for timely follow-ups.

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Email template

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Quick Campaign

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Server-side synchronization

Question 12

Your organization wants to ensure that sales reps follow a consistent sales process from lead to close. Which feature should you implement?

Accepted Answer

Business process flow. A business process flow (C) is the correct feature because it provides a guided, visual sales process that ensures all sales reps follow the same stages (e.g., Lead → Qualify → Develop → Propose → Close) consistently. It enforces data entry and stage progression, aligning with the requirement for a standardized lead-to-close process in Dynamics 365 Sales.

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Sales playbook

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Workflow

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Dialog process

Question 13

A sales manager notices that the forecasted revenue for the quarter is significantly lower than expected. They want to understand which deals are at risk and why. Which tool should they use?

Accepted Answer

Relationship analytics. Relationship analytics (B) is the correct tool because it provides insights into the health of customer relationships, including communication patterns and engagement levels, which directly helps identify deals at risk and the underlying reasons (e.g., lack of contact, stalled activities). This aligns with the sales manager's need to understand why forecasted revenue is low by analyzing deal-specific relationship data.

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Predictive scoring

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Copilot for Sales

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Sales pipeline view

Question 14

Which THREE are key benefits of using Dynamics 365 Sales Insights? (Choose three.)

Accepted Answer

Receive AI-suggested next actions. Option A is correct because Sales Insights uses AI to surface recommended next best actions for sellers, such as which customer to contact or which task to prioritize, directly within Dynamics 365 Sales. Option B is correct because the predictive lead scoring capability analyzes historical data to calculate the likelihood that a lead will convert, helping sellers focus on the highest-value opportunities. Option D is correct because relationship health and relationship analytics in Sales Insights use communication patterns and activity data to show the strength and risk of customer relationships. Option C is not a core benefit of Sales Insights, since complex workflow automation is primarily handled by Power Automate or Dynamics 365 workflow tools rather than Sales Insights. Option E is not a Sales Insights benefit, as AI-generated email responses with Copilot belong to Copilot features in Dynamics 365 Sales rather than the Sales Insights analytics and prediction capabilities.

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Automate complex workflows

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Automate email responses with Copilot

Question 15

Which TWO data types are used by Dynamics 365 Sales to calculate a predictive score for an opportunity? (Choose two.)

Accepted Answer

Real-time activity data. Option A (Real-time activity data) is correct because the predictive opportunity scoring model in Dynamics 365 Sales continuously ingests current engagement signals—such as emails, meetings, calls, and other activities—to reflect how actively a buyer is interacting with the opportunity right now. Option E (Historical opportunity data) is correct because the model is trained on your organization's past won/lost opportunities, learning patterns from historical outcomes to determine which open opportunities resemble previously successful deals. Together, these two data types form the core inputs: historical data trains the model, and real-time activity data scores live opportunities against that trained model. Options B, C, and D are not used by the built-in predictive scoring model: product catalog details, social media sentiment, and competitor price lists are not part of the standard data sources the model consumes for opportunity scoring.

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Product catalog details

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Social media sentiment

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Competitor price lists