MB-910 Describe Dynamics 365 Sales Practice Test 13 — 15 Questions

Question 1

Adventure Works Cycles is a retail company that uses Dynamics 365 Sales. They have a simple sales process: leads are qualified, then converted to opportunities, then quotes are generated, and finally orders are created. The sales manager wants to report on the average time it takes for an opportunity to move from the 'Qualify' stage to the 'Propose' stage. The system currently uses a standard Business Process Flow (BPF) for opportunities with stages: Qualify, Develop, Propose, Close. The manager wants to track the duration in each stage. What should the administrator do to enable this reporting?

Accepted Answer

Use the Business Process Flow stage duration fields in a custom report. Option D is correct because the BPF includes stage duration tracking that can be used in reports. Option A is wrong because custom workflows would require extra development. Option B is wrong because the Out-of-the-box Opportunity report does not include stage duration. Option C is wrong because the Timeline is not a reporting tool.

Answer

Enable Timeline and manually calculate durations

Answer

Create a custom workflow to log timestamps when stages change

Answer

Use the out-of-the-box Opportunity report

Question 2

A sales manager wants to automatically qualify leads based on the lead's company size and industry. The system should update the lead status to 'Qualified' when criteria are met. What feature should the administrator use?

Accepted Answer

Lead Scoring. Option A is correct because Lead Scoring in Dynamics 365 Sales automatically assigns scores based on predefined criteria and can automatically qualify leads when the score threshold is met. Option B is wrong because Business Rules define field requirements and show/hide logic, not lead qualification. Option C is wrong because Workflows can automate processes but aren't specifically designed for lead scoring. Option D is wrong because Connectors integrate external systems, not internal lead management.

Answer

Business Rules

Answer

Connectors

Answer

Workflows

Question 3

Refer to the exhibit. An administrator configured lead qualification settings in Dynamics 365 Sales. When a lead is qualified, what records are automatically created?

Accepted Answer

Account, Contact, and Opportunity. Option B is correct because the exhibit shows 'createAccountForQualifiedLead', 'createContactForQualifiedLead', and 'createOpportunityForQualifiedLead' all set to true, meaning Account, Contact, and Opportunity are created. Option A is wrong because it omits Contact. Option C is wrong because it omits Account. Option D is wrong because it omits Opportunity.

Answer

Account and Contact only

Answer

Lead, Contact, and Opportunity

Answer

Account and Opportunity only

Question 4

A salesperson needs to view all activities (emails, appointments, phone calls) related to a specific opportunity in one place. Which entity should they open?

Accepted Answer

Opportunity record. Option C is correct because the timeline wall on the opportunity record shows all related activities. Options A, B, and D are wrong because they are individual activity types, not aggregate views.

Answer

Email activity

Answer

Appointment activity

Answer

Phone call activity

Question 5

A company uses Dynamics 365 Sales and wants to enable salespeople to receive proactive recommendations for next actions on their accounts and opportunities. Which AI feature should be enabled?

Accepted Answer

Relationship Assistant. Option D is correct because Relationship Assistant (Sales Insights) provides proactive recommendations such as 'Send an email' or 'Schedule a meeting'. Option A is wrong because Predictive Lead Scoring scores leads. Option B is wrong because Predictive Opportunity Scoring scores opportunities. Option C is wrong because Notes analysis analyzes notes for sentiment.

Answer

Predictive Opportunity Scoring

Answer

Predictive Lead Scoring

Answer

Notes analysis

Question 6

A sales manager wants to create a report that shows the total revenue of all won opportunities in the current quarter. Which out-of-the-box report type can be used?

Accepted Answer

Opportunity Overview. Option B is correct because the 'Opportunity Overview' report includes revenue and status filters. Option A is wrong because 'Lead Source Effectiveness' focuses on leads. Option C is wrong because 'Sales Pipeline' shows pipeline stages. Option D is wrong because 'Activity Report' shows activities.

Answer

Sales Pipeline

Answer

Lead Source Effectiveness

Answer

Activity Report

Question 7

A salesperson wants to quickly create a new opportunity from an existing lead record. Which button should they click?

Accepted Answer

Qualify. Option A is correct because the 'Qualify' button converts a lead into an opportunity (and optionally account/contact). Option B is wrong because 'Convert' is used in other contexts (e.g., quote to order). Option C is wrong because 'Save & Close' just saves and closes. Option D is wrong because 'Create Opportunity' is not a standard button on lead forms.

Answer

Create Opportunity

Answer

Convert

Answer

Save & Close

Question 8

An organization wants salespeople to automatically receive suggested meeting times from prospects based on email conversations. Which Dynamics 365 Sales feature enables this?

Accepted Answer

Email assistant (Copilot). Option B is correct because the email assistant (Copilot) can suggest meeting times by analyzing email threads. Option A is wrong because Auto capture captures emails and meetings, but doesn't suggest times. Option C is wrong because Relationship Assistant suggests actions, not meeting times. Option D is wrong because Predictive scoring scores, not suggests.

Answer

Relationship Assistant

Answer

Predictive scoring

Answer

Auto capture

Question 9

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

Accepted Answer

Relationship Assistant. Relationship Assistant is a core feature of Dynamics 365 Sales Insights that provides actionable reminders and recommendations based on AI and business rules, helping salespeople prioritize activities. Predictive Lead Scoring uses machine learning models to score leads based on historical conversion data, enabling sales teams to focus on high-quality leads.

Answer

Sales Literature

Answer

Email Templates

Answer

Goal Management

Question 10

Which THREE are standard stages in the default opportunity sales process? (Select three.)

Accepted Answer

Develop. Options A, B, and D are correct. Qualify, Develop, and Close are standard stages. Options C and E are wrong: 'Propose' is a stage but 'Proposal' is not; 'Identify' is not a standard stage.

Answer

Proposal

Answer

Identify

Question 11

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

Accepted Answer

Account. Options A and B are correct. When qualifying a lead, an Account and Contact are created by default. Option C is wrong because Opportunity is also created but the question asks for two, and Account/Contact are the correct pair (the question implies two of the three, but standard is Account, Contact, Opportunity; however, typical exam questions ask which two are created, and the common answer is Account and Contact, as opportunity can be optional. But based on settings, opportunity is also created; however, the question has 'which two' and the correct answer is Account and Contact, as they are mandatory. Option D and E are wrong.

Answer

Invoice

Answer

Quote

Answer

Opportunity

Question 12

You are a Dynamics 365 Sales administrator for a manufacturing company. The sales team uses a custom sales process with stages: 'Prospecting', 'Needs Analysis', 'Proposal', 'Negotiation', 'Closing'. The business requires that when an opportunity reaches the 'Negotiation' stage, the system must automatically calculate a discount based on the total amount: if total amount > $100,000, apply 10% discount; if > $50,000, apply 5% discount; otherwise no discount. The discount should be applied as a negative line item in the opportunity products. Additionally, when the opportunity is won, the system must create an order with the same products and discounts. You need to automate these requirements. What should you do?

Accepted Answer

Use Power Automate flows triggered on stage change and on opportunity won.. Option D is correct because Power Automate can trigger on stage change, calculate discount, add line item, and create order on win. Option A is wrong because Business Rules cannot create records or perform complex calculations. Option B is wrong because Workflows cannot create order from opportunity products with discounts. Option C is wrong because Calculated fields compute values but cannot create records.

Answer

Use a classic workflow to calculate discount and create order.

Answer

Use a calculated field for the discount and a plugin for order creation.

Answer

Create a business rule to calculate the discount and a workflow to create the order.

Question 13

Your organization uses Dynamics 365 Sales. The sales manager wants to see a real-time dashboard that shows the number of open opportunities, total pipeline value, and win rate for each salesperson. The dashboard should update automatically as data changes. Which approach should you take?

Accepted Answer

Have the sales manager create a personal dashboard using out-of-the-box charts.. Option B is correct because personal dashboards can be created by users and can include real-time data. Option A is wrong because system dashboards are read-only for most users and require admin privileges to modify. Option C is wrong because Power BI dashboards may not update in real-time without premium capacity and are more complex. Option D is wrong because Excel export is static and not real-time.

Answer

Export data to Excel and create a pivot table.

Answer

Use Power BI to create a dashboard and embed it in Dynamics 365.

Answer

Create a system dashboard and share it with the sales team.

Question 14

You are a Dynamics 365 Sales administrator. The company has a complex product catalog with many products and price lists. Salespeople often struggle to find the correct products and prices when creating quotes. You need to simplify the quote creation process to ensure salespeople can quickly add products with the correct price. The solution should also enforce that only products from the approved price list are used. What should you do?

Accepted Answer

Create product bundles and associate them with a default price list.. Option A is correct because product bundles group related products, and price lists ensure correct pricing. Option B is wrong because custom views for each product are inefficient to maintain. Option C is wrong because disabling price list selection may cause incorrect pricing. Option D is wrong because calculated fields do not restrict product selection.

Answer

Create separate custom views for each product category.

Answer

Use calculated fields to auto-populate price based on product.

Answer

Disable the price list lookup on the quote and use a default price list.

Question 15

Your company uses Dynamics 365 Sales. The sales team wants to track competitor information on opportunities. They need to record which competitors are involved in each deal and add notes about their strengths and weaknesses. Which entity should be used to capture this information?

Accepted Answer

Competitor. Option C is correct because the Competitor entity is designed to track competitors, and it can be related to opportunities. Option A is wrong because the Account entity is for customer companies, not competitors. Option B is wrong because the Lead entity is for potential customers. Option D is wrong because the Product entity is for products, not competitors.

Answer

Product

Answer

Account

Answer

Lead