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

Question 1

Refer to the exhibit. A sales rep is working on an opportunity and is currently in the 'Qualify' stage. They have completed all steps but the system does not allow them to move to 'Develop'. What is the most likely reason?

Choose an answer to begin — your selection is scored in the full session.

Accepted Answer

A mandatory step in the 'Qualify' stage is incomplete. Business process flows require all mandatory steps to be completed. The 'Qualify' stage steps are 'Identify customer need' and 'Set budget'. If a step is incomplete or data is missing, the stage cannot progress.

Answer

The 'Develop' stage requires a quote to be generated first

Answer

The opportunity has not been assigned to a sales rep

Answer

The 'Develop' stage is not enabled for this user's role

Question 2

You are a Dynamics 365 Sales administrator for Contoso Ltd., a mid-sized company with 200 sales reps. The sales team uses Dynamics 365 Sales Sales Hub app. Currently, sales reps manually create leads from incoming emails and spend a lot of time searching for relevant content to send to prospects. The sales manager wants to reduce manual effort and improve response times. The company has a Microsoft 365 E5 subscription that includes Dynamics 365 Sales Enterprise and Sales Insights add-on licenses. Requirements: 1) Automatically create leads from emails sent to a shared mailbox. 2) Suggest relevant documents to sales reps based on the prospect's industry and previous interactions. 3) Provide a dashboard showing real-time pipeline and forecast. 4) Ensure that the solution uses existing licenses without additional cost. Which combination of actions should you take?

Accepted Answer

Enable auto capture to automatically suggest leads from emails. Enable content suggestions in Sales Insights. Use the out-of-the-box pipeline view and forecast charts in Sales Hub.. Auto capture is included with Sales Insights and can automatically suggest leads from emails. Content suggestions also use Sales Insights. Pipeline view is built into Sales Hub. Server-side sync is for email synchronization, not lead creation. Custom workflow would require development. Power BI requires additional licenses. Yammer is not for documents.

Answer

Create a Microsoft Power Automate flow to create leads from emails and store documents in SharePoint. Use Power BI to create a pipeline dashboard.

Answer

Configure server-side sync for the shared mailbox and create a custom workflow to create leads from emails. Also, enable content suggestions and use Power BI for pipeline dashboard.

Answer

Enable auto capture and use Yammer to share documents. Use the default opportunity view for pipeline.

Question 3

A sales manager wants to automatically assign new leads to the appropriate salesperson based on the lead's source (e.g., web inquiry, referral, event). Which feature should they configure?

Accepted Answer

Lead routing rules. Lead routing rules (option B) are the correct feature because they are specifically designed to automatically assign leads to salespeople based on criteria such as lead source, geography, or product interest. This allows the sales manager to define conditions (e.g., 'Source equals Web Inquiry') and map them to a specific user or queue, ensuring leads are distributed without manual intervention.

Answer

Assignment rules

Answer

Queues

Answer

Sales teams

Question 4

A salesperson is using the Dynamics 365 Sales app and wants to see the latest engagement from a customer, such as email opens and link clicks, directly on the contact record. Which feature should they enable?

Accepted Answer

Relationship Intelligence (Sales Insights). Relationship Intelligence (Sales Insights) provides AI-driven engagement data, including email opens and link clicks, directly on the contact record. This feature uses machine learning to surface the most relevant customer interactions without requiring manual logging, enabling salespeople to prioritize follow-ups based on actual engagement signals.

Answer

Timeline

Answer

Copilot for Sales

Answer

Activity Feeds

Question 5

Your organization uses Dynamics 365 Sales. You need to ensure that sales representatives can quickly create a quote from an existing opportunity. What should you use?

Accepted Answer

Generate Quote from opportunity. In Dynamics 365 Sales, the 'Generate Quote from opportunity' feature allows sales representatives to create a quote directly from an existing opportunity by automatically populating the quote with the opportunity's products, pricing, and customer details. This streamlines the sales process and ensures data consistency, eliminating the need for manual data entry.

Answer

Sales Literature

Answer

Product Catalog

Answer

Create a new quote manually

Question 6

A sales manager needs to track the performance of their team against quarterly quotas. Which entity in Dynamics 365 Sales should they use?

Accepted Answer

Goals and Goal Metrics. In Dynamics 365 Sales, the 'Goals and Goal Metrics' entity is specifically designed to define, track, and measure performance against quantitative targets such as quarterly quotas. It allows sales managers to set goal metrics (e.g., revenue, deal count) and roll up actuals from related records to compare against the target. This directly supports the scenario of tracking team performance against quotas.

Answer

KPIs

Answer

Dashboards

Answer

Sales Targets

Question 7

A sales organization wants to use AI to predict which opportunities are likely to close and recommend next best actions. Which Dynamics 365 Sales feature should they implement?

Accepted Answer

Predictive Lead and Opportunity Scoring. Predictive Lead and Opportunity Scoring uses AI models to analyze historical data and identify patterns that indicate which opportunities are most likely to close. It also provides recommended next best actions based on those predictions, directly matching the organization's requirement to predict closure likelihood and suggest actions.

Answer

Copilot for Sales

Answer

Email Engagement

Answer

Relationship Analytics

Question 8

Your sales team uses Dynamics 365 Sales. They want to send a personalized email to a contact directly from the contact record. What is the recommended way to do this?

Accepted Answer

Use the 'Send Email' button on the contact record. The 'Send Email' button on the contact record in Dynamics 365 Sales is the recommended way to send a personalized email directly from the contact record because it leverages the built-in email integration to compose and send the email without leaving the CRM context. This method automatically populates the recipient's email address from the contact record and allows you to use a personalized email template or compose a custom message, ensuring the email is tracked in the CRM for activity history and compliance.

Answer

Copy the contact's email and paste into Outlook

Answer

Create a Quick Campaign

Answer

Use the Email Template entity

Question 9

A sales rep needs to see a consolidated view of all activities (emails, meetings, calls) related to an opportunity. Which area should they use?

Accepted Answer

Timeline. The Timeline provides a consolidated view of all activities (emails, meetings, calls) related to a record in Dynamics 365 Sales. Option A is incorrect because the Sales Dashboard is for team performance metrics, not per-opportunity activities. Option C is incorrect because the Notes section only contains notes, not other activity types. Option D is incorrect because the Activity entity is a list of activities, not a timeline view that consolidates them in chronological order.

Answer

Sales Dashboard

Answer

Notes section

Answer

Activity entity

Question 10

Your organization wants to enforce a consistent sales process by requiring sales reps to move opportunities through predefined stages (e.g., Qualify -> Develop -> Propose). What should you configure?

Accepted Answer

Business Process Flows. Business Process Flows (Option D) are the correct choice because they enforce a consistent sales process by guiding users through predefined stages (e.g., Qualify -> Develop -> Propose) and can require data entry at each stage. Option A (Sales Pipelines) is a view that organizes opportunities but does not enforce a process. Option B (Custom entities) creates new tables for data, not process enforcement. Option C (Workflows) automates backend processes but does not provide a guided stage progression for sales reps.

Answer

Sales Pipelines

Answer

Custom entities

Answer

Workflows

Question 11

A sales rep closes a deal and wants to create an invoice from the won opportunity. What is the standard process?

Accepted Answer

Create an order from the opportunity, then generate an invoice from the order. The standard process in Dynamics 365 Sales is to first create an order from a won opportunity, then generate an invoice from that order. This ensures proper data flow and integration. Option B is incorrect because invoices cannot be directly created from opportunities; an order is required as an intermediate step. Option A is incorrect because a quote is typically created before the opportunity is won, not after closing. Option C is incorrect because manually creating an invoice in the finance system bypasses the integrated sales process and is not part of the standard workflow.

Answer

Create a quote, then convert to invoice

Answer

Create an invoice directly from the opportunity

Answer

Manually create an invoice in the finance system

Question 12

Which TWO features are part of Dynamics 365 Sales Insights? (Choose two.)

Accepted Answer

Predictive Lead Scoring. Predictive Lead Scoring is a core feature of Dynamics 365 Sales Insights that uses machine learning models to analyze historical lead data and assign a score indicating the likelihood of conversion. This helps sales teams prioritize high-value leads and improve efficiency by focusing on leads most likely to close.

Answer

Business Process Flows

Answer

Goal Management

Answer

Email Templates

Question 13

Which FOUR entities are standard in Dynamics 365 Sales? (Choose four.)

Accepted Answer

Competitor. Competitor, Quote, Lead, and Opportunity are all standard entities in Dynamics 365 Sales. Product Catalog is not a single entity but a collection of related entities (Product, Price List, Unit Group). Since the question asks for three, any three of these four standard entities are valid, but all four are indeed standard.

Answer

Product Catalog

Question 14

Which TWO capabilities are provided by Copilot for Sales? (Choose two.)

Accepted Answer

Suggest email replies based on CRM data. Copilot for Sales uses AI to suggest email replies based on CRM data, such as recent interactions, opportunities, and account details, directly within the user's email client. This capability helps sellers respond faster and more accurately without leaving their email workflow.

Answer

Predict lead conversion probability

Answer

Automatically send follow-up emails

Answer

Create sales pipelines automatically

Question 15

Contoso, Ltd. is a manufacturing company that recently deployed Dynamics 365 Sales. Their sales process involves multiple stakeholders and long sales cycles. The sales team often loses track of key decision-makers and their engagement levels. The sales manager wants to implement a feature that provides a visual map of the relationships between contacts and accounts, along with engagement data such as email opens and meeting attendance. Additionally, they want to identify the top influencers in each deal. Which feature should the administrator configure to meet these requirements?

Accepted Answer

Relationship Intelligence. Relationship Intelligence. Relationship Intelligence, part of Dynamics 365 Sales Insights, provides a visual map of relationships between contacts and accounts, shows engagement data such as email opens and meeting attendance, and identifies top influencers in deals. Option A (Hierarchy Dashboard) shows organizational hierarchy but does not provide engagement data or identify influencers. Option B (Copilot for Sales) is an AI assistant that helps with tasks like summarizing emails and generating responses, but it does not offer relationship maps or engagement tracking. Option C (Social Engagement) is used for monitoring social media channels, not for internal relationship intelligence. Therefore, Relationship Intelligence is the feature that meets all the specified requirements.

Answer

Hierarchy Dashboard

Answer

Copilot for Sales

Answer

Social Engagement