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

Question 1

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. In Dynamics 365, the Opportunity record is the central entity that aggregates all related activities — emails, appointments, phone calls, tasks, and notes — in its timeline and Activities associated view. Opening the opportunity gives the salesperson a consolidated view of every interaction tied to that deal. Individual activity entities only show one type of interaction and lack the deal context.

Answer

Email activity

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Appointment activity

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Phone call activity

Question 2

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. Relationship Assistant is the Dynamics 365 Sales AI feature that provides proactive, actionable recommendations and reminders for salespeople — such as suggesting next actions on accounts and opportunities based on data patterns and context. It surfaces cards with suggestions like 'send an email', 'make a phone call', or 'schedule a meeting' to help move deals forward.

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Predictive Opportunity Scoring

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Predictive Lead Scoring

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Notes analysis

Question 3

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. The Opportunity Overview report is the correct out-of-the-box report type because it is specifically designed to display revenue data for won opportunities, including filtering by time periods such as the current quarter. It provides a summary of opportunity details, including total revenue, and is preconfigured in Dynamics 365 Sales to meet this exact requirement without customization.

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Sales Pipeline

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Lead Source Effectiveness

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Activity Report

Question 4

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

Accepted Answer

Qualify. In Dynamics 365 Sales, the 'Qualify' button is used to convert a lead into an opportunity, account, and contact. This is the standard process for moving a qualified lead into the sales pipeline, making option D the correct choice for creating a new opportunity from an existing lead record.

Answer

Create Opportunity

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Convert

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Save & Close

Question 5

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

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Email Templates

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Goal Management

Question 6

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. The Competitor entity in Dynamics 365 Sales is purpose-built to store details about competing vendors, including their strengths, weaknesses, and threats. Opportunities can be linked to one or more Competitor records via the Opportunity Competitor relationship, allowing the sales team to track which competitors are involved in each deal and capture notes. This is the standard out-of-the-box way to perform competitive analysis on opportunities.

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Product

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Account

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Lead

Question 7

A sales manager wants to automatically assign leads to the appropriate salesperson based on the lead's geographic region. The regions are North America, Europe, Asia, and others. The assignment should happen as soon as the lead is created. What is the most efficient way to achieve this?

Accepted Answer

Create a routing rule set with conditions for each region and assign to the corresponding salesperson.. A routing rule set with region-based conditions automatically assigns leads to the correct salesperson immediately upon lead creation. This is the native, most efficient mechanism in Dynamics 365 Sales for geographic lead routing without custom code.

Answer

Use a queue and have salespeople claim leads from the queue.

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Create a workflow that triggers on lead creation and assigns to a salesperson based on region.

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Train salespeople to manually pick leads from a shared queue.

Question 8

Which TWO capabilities are included in Dynamics 365 Sales?

Accepted Answer

Lead and opportunity management. Option B (Lead and opportunity management) is correct because Dynamics 365 Sales is built around the core sales pipeline: it captures leads, qualifies them into opportunities, and tracks them through stages to close, using entities like Lead, Opportunity, and the sales process flow. Option D (Sales analytics and insights) is correct because Dynamics 365 Sales includes embedded analytics such as Sales Insights, pipeline and forecast dashboards, and AI-driven tools like relationship analytics and predictive scoring that surface actionable sales data. Option A (Financial reporting) is not part of Dynamics 365 Sales; general ledger, financial statements, and reporting belong to Dynamics 365 Finance. Option C (Inventory management) is a supply chain capability found in Dynamics 365 Supply Chain Management, not Sales. Option E (Email marketing) is handled by Dynamics 365 Customer Insights - Journeys (formerly Marketing), not by the Sales application.

Answer

Financial reporting

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Inventory management

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Email marketing

Question 9

A manufacturing company uses Dynamics 365 Sales to manage its sales pipeline. The sales process has several stages: Prospecting, Qualification, Proposal, Negotiation, and Closed Won/Lost. The sales manager wants to ensure that opportunities are moved through the stages consistently and that the team follows best practices. Currently, sales representatives manually update opportunity stages, and sometimes they skip stages or move opportunities to Closed Won without completing required activities. The manager wants to enforce a standard process that requires certain fields to be completed before moving to the next stage, and also wants to automate follow-up tasks. Which feature should the administrator configure to meet these requirements?

Accepted Answer

Business process flows. Business process flows (D) provide a guided experience that enforces stage progression, requires specific fields to be completed before moving to the next stage, and can trigger automated follow-up tasks via workflows or Power Automate. This directly addresses the need to prevent skipping stages and ensure best practices are followed consistently.

Answer

Workflows (classic)

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Business rules

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Sales sequences

Question 10

A small business recently started using Dynamics 365 Sales to manage customer interactions. The owner wants to see a quick overview of the sales pipeline and the performance of each salesperson. They have limited time and want to use out-of-the-box features without custom development. Which feature should they use to visualize the pipeline and track sales activities in real time?

Accepted Answer

Sales Dashboard. Dynamics 365 Sales includes out-of-the-box Sales Dashboards that provide real-time visualizations of the sales pipeline, activities, and performance metrics for each salesperson. These dashboards are preconfigured and require no custom development, allowing the owner to quickly gain insights. Sales Copilot is an AI assistant, Advanced Find is a query tool, and Power BI embedded requires additional setup and licensing, so they do not meet the requirement for immediate out-of-the-box visualization.

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Sales Copilot

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Advanced Find

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Power BI embedded

Question 11

A sales manager notices that the sales team is not consistently following up with leads after initial contact. Many leads go cold because no one takes action. The manager wants to set up automated email reminders and tasks for sales representatives when a lead is created or when a certain number of days pass without activity. They also want to track the effectiveness of these automated communications. Which feature should they use in Dynamics 365 Sales?

Accepted Answer

Sales sequences. Sales sequences in Dynamics 365 Sales allow you to define a series of automated actions (emails, tasks, phone calls) that trigger based on conditions such as lead creation or inactivity. They also provide analytics to track effectiveness, matching the requirement.

Answer

Business process flows

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Power Automate flows

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Workflows (classic)

Question 12

A new sales representative needs to quickly understand the history of interactions with a specific customer before a meeting. They want to see all emails, appointments, phone calls, and notes related to that customer in one place. Which feature in Dynamics 365 Sales should they use?

Accepted Answer

Timeline control. The Timeline control in Dynamics 365 Sales displays all activities — emails, appointments, phone calls, tasks, and notes — related to a record in a single chronological view. A sales rep opening a customer or opportunity record can see the complete interaction history in one place, which is exactly what the scenario requires.

Answer

Relationship assistant

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Sales Copilot

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Activity feed

Question 13

A sales manager at an outdoor equipment company wants to see how each salesperson's opportunities are progressing through the different stages of the sales process. They need a visual overview that shows the number and value of opportunities at each stage, so they can identify where deals are stalling. Which Dynamics 365 Sales feature should they use?

Accepted Answer

Sales pipeline chart. The sales pipeline chart is designed to show opportunities grouped by stage, with counts and values, giving managers a clear view of deal progression. Product catalog, goal management, and lead scoring serve different purposes and do not provide a stage-based visual of opportunities. Only the pipeline chart directly answers the need to see where deals are stalling across the team.

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Goal management

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Product catalog

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Lead scoring model

Question 14

A sales representative at Contoso is working an opportunity and wants to quickly see the estimated revenue, close probability, and estimated close date side by side without opening each field individually. Which Dynamics 365 Sales feature provides this consolidated view of key opportunity data?

Accepted Answer

The opportunity record's summary panel. The opportunity summary panel is designed to present high-value fields such as estimated revenue, close probability, and estimated close date in one place on the record. This lets a seller assess deal health at a glance. Other features address process guidance, predictive analytics, or deal closure rather than a consolidated per-record snapshot.

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The Opportunity Close dialog

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The opportunity form's Business Process Flow bar

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The Sales Insights pipeline view

Question 15

A sales representative is working on an opportunity and needs to send a formal price quotation to the customer. The quotation must include multiple products, a total amount, and terms. After the customer accepts, the rep must convert the quote into an order and then an invoice. Which Dynamics 365 Sales entity should the rep use to create the quotation?

Accepted Answer

Quote. The Quote entity is the correct tool for creating a formal price quotation with line items and terms. It integrates with the product catalog and supports conversion to order and invoice. Opportunity, order, and invoice serve different stages of the sales cycle and do not fulfill the requirement to send a quotation for customer acceptance.

Answer

Opportunity

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Invoice

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Order