MB-910 Describe Dynamics 365 Sales Practice Test 17 — 15 Questions

Question 1

You are configuring Dynamics 365 Sales for an organization that wants to ensure that when a lead is qualified, the resulting opportunity inherits specific information from the lead. The organization wants to map the lead's 'Budget Amount' field to a custom field on the opportunity called 'Estimated Budget'. What should you use to achieve this?

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

Accepted Answer

Lead qualification process with field mapping. The lead qualification process includes a built-in mapping feature that transfers data from the lead to the newly created opportunity. By customizing the mapping, you can ensure that the lead's 'Budget Amount' is copied to the opportunity's 'Estimated Budget' field. This is the standard and most efficient method to achieve the requirement.

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Business rule on the Lead entity

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Calculated field on the Opportunity entity

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Workflow that runs on lead qualification

Question 2

A sales representative at Contoso uses Dynamics 365 Sales. While reviewing an open opportunity, the rep wants to capture the competitor that the customer is also evaluating and the estimated value of that competing proposal. Which feature should the rep use to store this information directly against the opportunity?

Accepted Answer

Competitors. Competitors is the built-in entity for tracking rival organizations in a deal. It can be linked to an opportunity and carries fields for the competitor's strengths, weaknesses, and the estimated value of their proposal. This structured approach enables reporting on win/loss against specific competitors, which notes, products, or quotes cannot provide for this purpose.

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Quotes

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Notes

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Products

Question 3

A sales representative at Contoso is working on an opportunity that has multiple products. The representative needs to create a formal quote that includes pricing and product details. Which record should the representative create from the opportunity?

Accepted Answer

Quote. A quote is the correct record because it is specifically designed to present product and pricing information to a customer. It is created from an opportunity and can be converted to an order and then an invoice as the sales process progresses. The other records serve later stages or are internal line items.

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Opportunity product

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Order

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Invoice

Question 4

A sales rep at Litware needs to send a standard proposal document to a prospect and capture the recipient's response without leaving Dynamics 365 Sales. The organization uses a connected document template and wants the reply tracked on the opportunity timeline. Which feature should the rep use?

Accepted Answer

Send the document through a tracked email from the opportunity record. Tracked email from the opportunity record supports attaching a document and records recipient opens and replies directly on the timeline. Word templates alone and separate manual emails lack engagement tracking, and sequence email steps target cadence outreach rather than document-centric tracking. This makes tracked email the fitting choice.

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Attach the document to a note on the opportunity and email it separately

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Use the Sales Accelerator sequence to send an email step

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Create a Word template and download it for manual editing

Question 5

A sales representative at a company using Dynamics 365 Sales has just finished a phone call with a prospect and wants to record the conversation details and link it to the associated lead. The rep needs the activity to appear on the lead's timeline. Which activity type should the rep create?

Accepted Answer

Phone Call. A Phone Call activity is the appropriate record for logging a completed phone conversation. It includes call-specific fields and can be associated with a lead so the interaction appears on the timeline. Choosing the correct activity type keeps the customer record accurate and supports reliable activity reporting in Dynamics 365 Sales.

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Task

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Appointment

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Email

Question 6

A sales manager wants to leverage built-in AI capabilities in Dynamics 365 Sales to improve team performance. Which two features are available out-of-the-box? (Choose two.)

Accepted Answer

Relationship Analytics. Relationship Analytics and Sales Accelerator are both native AI features in Dynamics 365 Sales. Relationship Analytics provides insights into customer relationship health, while Sales Accelerator uses AI to prioritize sales activities. Both are included in the standard subscription without additional purchases.

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LinkedIn Sales Navigator

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Azure Machine Learning

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Power BI Embedded

Question 7

A sales manager at Adventure Works uses Dynamics 365 Sales. They want to analyze sales performance and identify trends. The manager needs to view data on won and lost opportunities over time, and also compare actual revenue against goals. Which two features should the manager use to accomplish these tasks? (Choose two.)

Accepted Answer

Sales Analytics dashboards. Sales Analytics dashboards provide visual insights into sales data, including won and lost opportunities over time, helping identify trends. Goal management allows setting and tracking revenue goals, enabling comparison of actual revenue against targets. Together, they meet the manager's needs for performance analysis and goal comparison.

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Product catalog

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Lead scoring model

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Business process flow

Question 8

A sales rep at Adventure Works is preparing for a meeting with a prospect. The rep needs to see a chronological list of all emails, phone calls, and appointments related to the prospect's account, and also wants to quickly add a new phone call from that view. Which Dynamics 365 Sales feature should the rep use?

Accepted Answer

Timeline on the account record. The timeline on the account record is designed to show a chronological history of activities and provides quick-create options for adding new ones such as phone calls. Pipeline charts, product catalogs, and goal management serve entirely different purposes and cannot display or capture customer interaction history.

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Product catalog

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Goal management

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Sales pipeline chart

Question 9

A sales manager notices that several opportunities in the pipeline have not been updated for 30 days. The manager wants each stalled opportunity to automatically appear on the assigned salesperson's work list with a reminder, without creating separate tasks manually. Which Dynamics 365 Sales capability should the manager use?

Accepted Answer

Create a sequence in Sales accelerator. Sequences in Sales accelerator are designed to assign a series of steps and reminders to records, surfacing them on the seller's work list automatically. Forecast configurations, predictive scoring, and standard views provide reporting, ranking, or filtering but do not push actionable reminders for stalled opportunities to each salesperson.

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Build a forecast configuration

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Enable predictive scoring

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Use a standard opportunity view

Question 10

A sales rep at Adventure Works is working an opportunity in Dynamics 365 Sales. The customer asks for a formal document that lists products, quantities, prices, and terms before they commit. The rep needs to generate this from the opportunity and send it for approval. What should the rep create?

Accepted Answer

A quote record generated from the opportunity.. Quotes are the formal proposal documents in Dynamics 365 Sales, generated from opportunities and containing product line items, pricing, and terms. They can be activated, revised, and routed for approval before the customer commits. Orders and invoices come later in the process, and leads precede opportunities, so a quote is the only record that matches the scenario's timing and purpose.

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An invoice record generated from the opportunity.

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An order record generated from the opportunity.

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A lead record converted from the opportunity.

Question 11

A sales representative at Adventure Works uses Dynamics 365 Sales and has just finished a phone call with a customer. The rep needs to log the call, set a follow-up meeting, and link both to the existing opportunity. The rep wants to minimize data entry and ensure all activities are associated with the opportunity. What is the most efficient way to accomplish this?

Accepted Answer

Use the Timeline control on the opportunity record to create a phone call and then a meeting.. Using the Timeline control on the opportunity record is the most efficient method because it allows the sales rep to create and associate both the phone call and the follow-up meeting directly to the opportunity. This ensures proper linkage and reduces navigation, meeting the requirement to minimize data entry and maintain association.

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Create a phone call activity from the opportunity record and then create a meeting from the phone call record.

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Create a new opportunity for the follow-up and add the phone call and meeting as notes.

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Create a task from the main Activities menu and then convert it to a phone call and meeting.

Question 12

A sales rep at Contoso uses Dynamics 365 Sales. They need to quickly find all opportunities that are in the 'Proposal' stage and have an estimated revenue greater than $50,000. What is the most efficient way to accomplish this?

Accepted Answer

Use Advanced Find to create a query with filters on Stage and Estimated Revenue.. Advanced Find allows users to define criteria on multiple fields, such as Stage and Estimated Revenue, and retrieve matching records. It is the most efficient built-in tool for ad-hoc queries in Dynamics 365 Sales, providing immediate results that can be saved as views.

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Use the search box to type 'Proposal' and '$50,000'.

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Export all opportunities to Excel and then filter the data.

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Create a personal view that sorts opportunities by revenue.

Question 13

A sales manager at Northwind wants to track how many opportunities each sales rep has converted to won status over the current quarter, and wants the data to update automatically as reps close deals. Which Dynamics 365 Sales feature should the manager configure?

Accepted Answer

Goal with a rollup field for won opportunities. Goals with rollup fields are the correct feature because they define a target and automatically aggregate actual values, such as a count of won opportunities per owner, updating as records change. Sales literature, competitor tracking, and lead scoring address different needs and cannot produce live per-rep win counts.

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Competitor tracking

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Sales literature

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Lead scoring model

Question 14

A sales manager at Northwind uses Dynamics 365 Sales and wants to improve pipeline visibility and seller productivity. Which two capabilities does the Sales Hub app provide for these goals? (Choose two.)

Accepted Answer

Forecast configurations that roll up revenue by period and hierarchy.. Forecast configurations and sequences are both native Sales Hub capabilities that address the manager's goals. Forecasts aggregate opportunity revenue by period and hierarchy for pipeline visibility, while sequences standardize seller activities to improve productivity. The remaining options either overstate Power Automate's role or describe features from Field Service and Customer Service, which are separate Dynamics 365 applications.

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Customer Service case management and entitlement tracking.

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Field Service work order scheduling and resource optimization.

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Power Automate cloud flows that replace all business process flows.

Question 15

A sales organization wants to improve opportunity management in Dynamics 365 Sales. The sales director asks which capabilities are available to help sellers close deals more effectively. (Choose two.)

Accepted Answer

Use product catalog and price lists when building opportunity line items. Dynamics 365 Sales supports the core selling cycle with quote, order, and invoice entities tied to opportunities, and it includes a product catalog with price lists for accurate line items. General ledger posting, warehouse bin management, and manufacturing bills of materials are capabilities of other Dynamics 365 applications, not Sales.

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Configure manufacturing bills of materials for custom products

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Automatically post journal entries to the general ledger

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Manage warehouse bin locations and inventory reservations