MB-910 Describe Dynamics 365 Sales Practice Test 16 — 15 Questions

Question 1

A sales manager at Fabrikam wants to see how much revenue each salesperson is likely to close this quarter, broken down by stage, so they can coach reps whose deals are stalling. Which Dynamics 365 Sales capability should the manager use?

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

Accepted Answer

Forecasting with a configured forecast template. Forecasting uses a template that defines the hierarchy, period, and columns drawn from opportunity data. Managers see projected revenue per seller and per stage, which supports coaching. Work lists, personal charts, and relationship health address individual productivity, per-user visualization, or engagement strength rather than team revenue projections.

Answer

A personal chart on the My Open Opportunities view

Answer

The relationship health column on the opportunity grid

Answer

The Sales Accelerator work list

Question 2

A sales manager wants to ensure that sales representatives can only see and edit opportunities that they own, while the manager and other managers can view and edit all opportunities in the organization. The company uses Dynamics 365 Sales. What should the manager configure to meet this requirement?

Accepted Answer

Security roles with appropriate record-level privileges. Security roles are the foundation of record-level access in Dynamics 365 Sales. By assigning sales reps a role with User-level privileges for opportunities, they can only access their own records. Managers can be assigned a role with Organization-level privileges to access all records. Other features like business process flows, field-level security, and teams do not provide the required ownership-based record access.

Answer

Field-level security profiles

Answer

Business process flows

Answer

Teams and queues

Question 3

You are a sales operations lead for Contoso, a company that sells industrial equipment. Sales reps often need to quickly see how a potential customer's deal is progressing through the sales process and what the next step is. The organization uses the default business process flow in Dynamics 365 Sales. Which component of the Opportunity entity provides a visual guide for the stages of the sales process and the steps within each stage?

Accepted Answer

Business process flow. The business process flow is the component that visually guides users through the stages and steps of a sales process. It is displayed on the Opportunity form and helps sales reps understand where they are in the process and what actions are required next. This makes it the correct choice for providing a visual guide for deal progression.

Answer

Goal metric

Answer

Sales pipeline chart

Answer

Product catalog

Question 4

A sales rep at Northwind Traders has just finished a discovery call with a prospect and wants to move the lead forward. The rep needs to convert the lead into the next stage of the sales process. What happens in Dynamics 365 Sales when the rep qualifies a lead?

Accepted Answer

The lead is converted into an opportunity, and account, contact, and opportunity records are created or matched.. Qualifying a lead creates an opportunity and matches or creates account and contact records, while the lead becomes inactive but is retained for reporting. Quotes and orders come later in the process. This conversion is the core handoff from lead management into opportunity management in Dynamics 365 Sales.

Answer

The lead is converted directly into a quote and an order.

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The lead remains active and is linked to a new opportunity as a related record.

Answer

The lead record is deleted and only a contact is created.

Question 5

A sales organization uses Dynamics 365 Sales. They want to leverage built-in tools to improve sales efficiency and customer engagement. Which two capabilities are provided by Dynamics 365 Sales? (Choose two.)

Accepted Answer

Embedded intelligence features such as relationship analytics and predictive scoring. Dynamics 365 Sales includes embedded intelligence like relationship analytics and predictive scoring, and it integrates with Microsoft Teams for collaboration. Payroll processing, full accounting, and website content management are not part of the Sales application; they belong to other systems or Dynamics 365 apps. The two correct capabilities directly support sales efficiency and customer engagement.

Answer

Website content management for marketing campaigns

Answer

Automated payroll processing for sales commissions

Answer

Full-fledged accounting and general ledger management

Question 6

A sales manager at Contoso uses Dynamics 365 Sales. They need to build a forecast that shows estimated revenue for the current quarter, rolling up opportunities by expected close date and probability, and they want sellers to see the forecast categories on the opportunity record. What should the manager configure?

Accepted Answer

Create a forecast configuration that uses the opportunity entity and includes the forecast category and estimated revenue columns.. Forecast configurations are the native Dynamics 365 Sales feature for projecting revenue. They let you select the opportunity entity, choose rollup fields such as estimated revenue, include forecast categories, and define the time period and hierarchy. This produces the quarterly rollup the manager needs and exposes forecast categories on opportunity records for sellers, matching both requirements in the scenario.

Answer

Build a personal view on the Opportunity entity and group records by estimated close date.

Answer

Enable the Sales Accelerator workspace and create a sequence for all open opportunities.

Answer

Configure a Power BI sales pipeline chart and pin it to the opportunity form.

Question 7

A sales representative at Contoso uses Dynamics 365 Sales and needs to track a new prospect who has expressed interest but is not yet qualified. The rep wants to store the prospect's contact details, company name, and estimated budget in a single record that can later be converted into an opportunity. Which record type should the sales representative create?

Accepted Answer

Lead. A lead is the correct record type for capturing unqualified prospects. It holds contact and company details, estimated budget, and provides a qualification process that converts the lead into an account, contact, and opportunity. Using a lead ensures the prospect is tracked appropriately before entering the sales pipeline, aligning with the standard Dynamics 365 Sales process.

Answer

Opportunity

Answer

Quote

Answer

Contact

Question 8

A seller at Fabrikam uses Dynamics 365 Sales. They want to quickly see a prioritized list of the customers and opportunities they should work on today, with AI-generated suggestions based on their recent interactions. Which feature should the seller use?

Accepted Answer

Sales Accelerator in the Sales Hub app.. Sales Accelerator in the Sales Hub app is the feature that combines a prioritized work list, sequences, and AI-driven recommendations. It evaluates engagement signals and recent interactions to suggest which customers and opportunities deserve attention, giving the seller an actionable daily queue. The other options provide static views or analytics but not the AI-prioritized list the scenario requires.

Answer

A dashboard that shows the sales pipeline by stage.

Answer

The Relationship Analytics health score on the account form.

Answer

The Opportunities entity grid sorted by estimated revenue.

Question 9

A sales representative at Contoso is working on an opportunity that has reached the negotiation stage. The rep needs to send a formal price quote to the customer that includes a list of products, quantities, and discounts, and then track whether the customer accepts it. Which record type in Dynamics 365 Sales should the rep create?

Accepted Answer

Quote. The correct record type is the quote, because it is designed to present itemized pricing and discounts to a customer and then track the customer's response through its lifecycle states. An opportunity is too high-level, while orders and invoices occur only after the customer has already accepted the offer and committed to the purchase.

Answer

Opportunity

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Order

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Invoice

Question 10

A sales rep at Fabrikam uses Dynamics 365 Sales. The rep has just finished a phone call with a customer and wants to record the details of the call and link it to the relevant opportunity. Which type of record should the rep create to capture this interaction?

Accepted Answer

Phone Call activity. The Phone Call activity is the correct record type for capturing the details of a phone conversation. It provides structured fields for call-specific information and integrates with the activity timeline, allowing the sales rep to record the interaction and link it to the opportunity for future reference.

Answer

Task activity

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Appointment activity

Answer

Note

Question 11

A sales representative receives an email from a potential customer asking for more information about a product. The rep wants to create a new lead record in Dynamics 365 Sales directly from the email without manually entering the customer's details. What is the most efficient way to achieve this?

Accepted Answer

Use the Dynamics 365 App for Outlook to create a lead from the email. The Dynamics 365 App for Outlook enables creating a lead directly from an email, automatically populating fields with the sender's information. This eliminates manual data entry and streamlines the process. Manual typing, CSV export/import, and the mobile app do not offer the same level of integration and efficiency for this specific scenario.

Answer

Manually type the customer's information into a new lead form

Answer

Create a new lead from the Sales Hub mobile app

Answer

Export the email to a CSV file and import it as a lead

Question 12

A sales operations analyst at Adventure Works is configuring Dynamics 365 Sales to help sellers work opportunities more effectively. The analyst needs features that guide sellers through a defined sequence of sales stages and that automatically surface next best actions based on priorities. Which two capabilities should the analyst configure? (Choose two.)

Accepted Answer

Sales Accelerator sequences and work list. Business process flows enforce a defined sequence of stages with required steps, giving sellers consistent guidance. Sales Accelerator sequences plus the work list compute and surface prioritized next actions. Price lists, goals, and connection roles address pricing, performance measurement, and relationship mapping rather than process guidance or next-action recommendations.

Answer

Product catalog price lists

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Goal metrics and rollup queries

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Connection roles on account records

Question 13

A sales organization uses Dynamics 365 Sales. The sales team wants to track the progress of each deal through stages and ensure that all required information is captured before moving to the next stage. Which feature should they use?

Accepted Answer

Business Process Flow. Business Process Flows are designed to guide users through a sequence of stages, ensuring that all required data is entered before advancing. They provide a visual indicator of where a deal stands and enforce consistency across the sales team. This directly addresses the need to track deal progress and capture necessary information at each stage.

Answer

Dashboard

Answer

Sales Literature

Answer

Workflow

Question 14

A sales operations team at Litware uses Dynamics 365 Sales. They want sellers to be able to view product suggestions, bundles, and related products directly on an opportunity so they can add the right items faster. Which configuration should the team set up?

Accepted Answer

Enable product recommendations and configure related products and bundles in the product catalog.. Configuring product recommendations with related products and bundles in the product catalog lets Dynamics 365 Sales present relevant suggestions on opportunity records. Sellers can then add recommended items, bundle components, or related products without searching the full catalog. The other options either restrict availability, display static data, or flood records with irrelevant products, none of which deliver guided recommendations.

Answer

Create a workflow that adds every active product to each new opportunity.

Answer

Add a custom field to the opportunity form that lists all active products.

Answer

Create a price list with only the products sellers are allowed to sell.

Question 15

A sales manager at Fabrikam wants to see how much revenue each salesperson is likely to close this quarter, broken down by stage, so they can coach reps whose deals are stalling. Which Dynamics 365 Sales capability should the manager use?

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

Accepted Answer

Sales pipeline chart. The sales pipeline chart is the correct built-in feature because it directly visualizes opportunities by stage with counts and estimated revenue, requiring no custom report authoring. Power BI and Excel exports involve extra configuration or manual steps, and Customer Voice addresses feedback collection rather than pipeline analysis.

Answer

Excel template export

Answer

Customer Voice survey

Answer

Power BI report