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

Question 1

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 2

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. Option A is correct because lead routing rules automatically assign leads based on criteria like source. Option B is wrong because queues hold records for manual assignment. Option C is wrong because assignment rules are for records other than leads. Option D is wrong because sales teams group users but do not automatically assign leads.

Answer

Assignment rules

Answer

Queues

Answer

Sales teams

Question 3

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). Option B is correct because Relationship Intelligence (Sales Insights) provides engagement data like email opens and clicks. Option A is wrong because Copilot provides AI suggestions. Option C is wrong because Activity Feeds show notes and posts. Option D is wrong because Timeline displays activities but not engagement analytics.

Answer

Timeline

Answer

Copilot for Sales

Answer

Activity Feeds

Question 4

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. Option C is correct because the 'Generate Quote' button on an opportunity creates a quote prepopulated with opportunity data. Option A is wrong because the Quote entity is separate. Option B is wrong because the Product Catalog is for managing products. Option D is wrong because the Sales Literature is for documents.

Answer

Sales Literature

Answer

Product Catalog

Answer

Create a new quote manually

Question 5

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. Option A is correct because Goals (with Goal Metrics) track performance against quotas. Option B is wrong because KPIs are visual indicators but not quota-specific. Option C is wrong because Dashboards display data but are not entities. Option D is wrong because Sales Targets is not a standard entity; Goals are used.

Answer

KPIs

Answer

Dashboards

Answer

Sales Targets

Question 6

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. Option D is correct because Predictive Lead Scoring and Opportunity Scoring (part of Sales Insights) use AI to predict close likelihood and recommend actions. Option A is wrong because Relationship Analytics shows engagement. Option B is wrong because Copilot provides suggestions but not scoring. Option C is wrong because Email Engagement tracks opens and clicks.

Answer

Copilot for Sales

Answer

Email Engagement

Answer

Relationship Analytics

Question 7

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. Option B is correct because the 'Send Email' button on the contact record opens a new email pre-addressed. Option A is wrong because manual copy-paste is inefficient. Option C is wrong because Quick Campaign sends bulk emails. Option D is wrong because the Email Template is used for templates, not sending directly.

Answer

Copy the contact's email and paste into Outlook

Answer

Create a Quick Campaign

Answer

Use the Email Template entity

Question 8

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. Option D is correct because the Timeline shows all activities related to a record. Option A is wrong because the Sales Dashboard is for team performance. Option B is wrong because the Activity entity is a list, not a timeline. Option C is wrong because the Notes section is for notes only.

Answer

Sales Dashboard

Answer

Notes section

Answer

Activity entity

Question 9

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. Option C is correct because Business Process Flows guide users through stages and require data entry. Option A is wrong because Workflows automate processes but don't enforce stages. Option B is wrong because Custom entities are for new record types. Option D is wrong because Sales Pipelines is a view, not a process.

Answer

Sales Pipelines

Answer

Custom entities

Answer

Workflows

Question 10

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. Option A is correct because the standard process is to create an order from the opportunity, then generate an invoice from the order. Option B is wrong because invoices are not directly created from opportunities. Option C is wrong because quotes are created before winning. Option D is wrong because manual invoice creation is not integrated.

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 11

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

Accepted Answer

Predictive Lead Scoring. Options A and D are correct. Sales Insights includes Relationship Analytics (engagement) and Predictive Scoring. Options B and C are standard features, not part of Sales Insights. Option E is a productivity feature but not part of Sales Insights.

Answer

Business Process Flows

Answer

Goal Management

Answer

Email Templates

Question 12

Which THREE entities are standard in Dynamics 365 Sales? (Choose three.)

Accepted Answer

Quote. Options A, C, and D are standard Sales entities. Option B is incorrect because Product Catalog is a collection, not an entity. Option E is incorrect because Competitor is an entity but not standard in Sales; it's in Sales Hub but not a core entity.

Answer

Competitor

Answer

Product Catalog

Question 13

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

Accepted Answer

Suggest email replies based on CRM data. Options B and D are correct because Copilot for Sales provides email draft suggestions and meeting preparation summaries. Option A is wrong because Copilot does not directly send emails. Option C is wrong because lead scoring is part of Sales Insights. Option E is wrong because pipeline management is standard.

Answer

Predict lead conversion probability

Answer

Automatically send follow-up emails

Answer

Create sales pipelines automatically

Question 14

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. Option B is correct because the Relationship Intelligence feature (part of Sales Insights) provides relationship maps, engagement data, and identifies top influencers. Option A is wrong because Copilot provides suggestions but not relationship maps. Option C is wrong because the Hierarchy Dashboard shows org charts but not engagement. Option D is wrong because the Social Engagement feature is for social media, not relationship tracking.

Answer

Hierarchy Dashboard

Answer

Copilot for Sales

Answer

Social Engagement

Question 15

WideWorldImporters is a wholesale distributor using Dynamics 365 Sales. Their sales team consists of outside reps who travel frequently and use mobile devices. The company wants to ensure that when a sales rep creates a new account or contact on their mobile device, it is immediately available to other reps in the same region. Additionally, they want to automatically capture email activities from Microsoft 365 and link them to the relevant CRM records. The administrator has enabled server-side synchronization. However, sales reps report that newly created records are not immediately visible to others, and emails are not being tracked consistently. What should the administrator verify first?

Accepted Answer

Check the offline sync settings for the mobile app. Option A is correct because offline sync settings control how often data syncs between mobile and server. If set to manual or infrequent, new records won't be visible immediately. Option B is wrong because email tracking is separate. Option C is wrong because security roles affect visibility but not sync frequency. Option D is wrong because duplicate detection checks for duplicates but doesn't affect sync.

Answer

Verify that server-side synchronization is configured for the user's mailbox

Answer

Review the security roles to ensure sharing permissions are correct

Answer

Check duplicate detection rules