MB-910 Describe Dynamics 365 Sales Practice Test 18 — 15 Questions

Question 1

A sales organization uses Dynamics 365 Sales. A sales manager needs a visual, interactive view of opportunities grouped by estimated close date and sales stage so that reps can drag opportunities between stages directly from the view. The manager also wants the view to refresh automatically as records change. Which feature should the manager use?

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

Accepted Answer

Pipeline view. The pipeline view is the native interactive board in Dynamics 365 Sales. It groups opportunity cards into stage columns, supports dragging cards to change stages, and updates automatically as records change. The other options are either analytics applications, work-sequencing tools, or document repositories, none of which provide a drag-and-drop, auto-refreshing opportunity board grouped by stage and close date.

Answer

Sales Analytics for Dynamics 365

Answer

Sales Accelerator

Answer

Sales Literature

Question 2

A sales operations specialist at Northwind is configuring Dynamics 365 Sales to support the opportunity sales process. The specialist needs to understand which record types can be directly associated with an opportunity to build a complete quote-to-close workflow. Which two record types can be directly linked to an opportunity as part of this workflow? (Choose two.)

Accepted Answer

Quote. Quotes and competitors both have supported direct associations with an opportunity. Quotes drive the pricing and proposal stage, while competitors capture rival presence for win/loss insight. Invoices attach to orders, cases belong to service, and marketing lists target audiences, so none of those three belong in the opportunity workflow as direct links.

Answer

Invoice

Answer

Marketing list

Answer

Case

Question 3

A sales manager wants to ensure that when a lead is qualified, the resulting opportunity inherits the estimated budget, purchase timeframe, and primary contact from the lead. The manager also wants to prevent sellers from manually altering the mapping. Which Dynamics 365 Sales feature should the manager configure?

Accepted Answer

Lead qualification mapping in the Sales Hub app settings. The lead qualification mapping configuration in Sales Hub settings determines which lead fields are copied to opportunity fields when a lead is qualified. This is the only option that directly controls field inheritance. Scoring models, business process flows, and duplicate detection rules serve different purposes and do not govern the lead-to-opportunity field transfer.

Answer

Lead scoring model

Answer

Duplicate detection rule for leads

Answer

Business process flow for lead to opportunity

Question 4

A sales organization uses Dynamics 365 Sales. A sales manager needs a visual, interactive view of opportunities grouped by estimated close date and sales stage so that reps can drag opportunities between stages directly from the view. The manager also wants the view to refresh automatically as records change. Which feature should the manager use?

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

Accepted Answer

Dynamics 365 App for Outlook. The Dynamics 365 App for Outlook lets sellers work with Dynamics 365 records from within Outlook. When a prospect email arrives, the rep can promote it to a lead, and the sender's name and email address flow into the new record automatically. This removes manual rekeying, which is precisely the outcome the sales manager wants for inbound prospect emails.

Answer

Lead scoring model

Answer

Forecast configuration

Answer

Sales accelerator

Question 5

A sales team uses Dynamics 365 Sales. The sales manager wants to improve close rates by using built-in tools that help representatives prioritize work and maintain consistent follow-up. Which two capabilities should the manager highlight? (Choose two.)

Accepted Answer

Sales accelerator. Sequences and Sales accelerator are the two capabilities that directly help sellers prioritize and maintain consistent follow-up. Sequences define repeatable outreach steps, while Sales accelerator presents a prioritized work list and can integrate with sequences. Together they improve seller discipline and focus, which are the manager's stated goals for raising close rates.

Answer

Sales literature

Answer

Quotes

Answer

Product catalog

Question 6

A sales manager at Contoso wants to see which products were included in a won opportunity and the total amount before tax. The manager opens the opportunity record. Which related record should the manager review to see the product line items and the pre-tax total?

Accepted Answer

Opportunity product records and the opportunity's total amount field. Opportunity product records capture each product added to an opportunity, and the opportunity's total amount field sums these line items to provide the pre-tax total. This allows a sales manager to see exactly which products were sold and the total value before tax. The other records either represent earlier stages, different entities, or do not contain the final product and total details for the won opportunity.

Answer

Lead record

Answer

Quote

Answer

Order record

Question 7

A salesperson needs to quickly see which of their open opportunities are most likely to close in the current quarter, based on historical patterns and current engagement. Which Dynamics 365 Sales feature provides this predictive insight directly on the opportunity record?

Accepted Answer

Predictive opportunity scoring. Predictive opportunity scoring analyzes historical patterns and engagement to assign a likelihood-to-close score on the opportunity record, which is exactly the predictive insight the salesperson needs. Work lists, forecast configurations, and relationship analytics support prioritization, aggregation, or engagement health but do not provide a per-opportunity predictive close score.

Answer

Forecast configuration

Answer

Sales accelerator work list

Answer

Relationship analytics

Question 8

A sales manager at Adventure Works notices that sellers frequently create opportunities for leads that were never properly qualified, leading to clutter and inaccurate forecasts. The manager wants to enforce a single, consistent path that every seller must follow from lead creation through opportunity close, including required stages and mandatory fields at each stage. Which approach should the manager use?

Accepted Answer

Combine lead qualification and opportunity stages into one business process flow by adding the Opportunity entity as a second entity in the flow. Business process flows can include multiple related entities in one flow. Adding Opportunity as a second entity to a Lead-based flow creates a single guided path covering qualification and opportunity stages, with required fields enforced per stage. A default flow per entity, a Lead-only flow, or field-level requirements each fail to enforce one continuous cross-entity process.

Answer

Rely on field-level required settings on the Opportunity entity to block unqualified leads

Answer

Configure a single business process flow on the Lead entity that spans qualification and opportunity stages

Answer

Create a business process flow and set it as the default for the Lead and Opportunity entities

Question 9

A sales rep at a manufacturing company has an opportunity that is nearing the close date. The rep needs to track the products the customer is considering, including quantities and estimated prices, before generating a formal quote. Which record type should the rep add to the opportunity?

Accepted Answer

Opportunity product. Opportunity products are the line items attached to an opportunity to represent what the customer is considering, including quantity, price per unit, and estimated revenue. They are the precursor to quote products and let sellers build up deal value before a formal quote is issued. This makes them the correct choice for tracking considered items before quoting.

Answer

Price list item

Answer

Order product

Answer

Quote product

Question 10

A sales representative at Litware uses Dynamics 365 Sales and needs to send a quote to a customer. The quote includes multiple products with different quantities and discounts. After the customer reviews the quote, they request a change to the quantity of one product. The sales representative needs to update the quote and resend it while preserving the original version for audit purposes. What should the sales representative do?

Accepted Answer

Use the Revise command on the quote to create a new revision.. The Revise command on a quote creates a new revision while preserving the original as read-only, ensuring an audit trail. The revised quote inherits the line items and can be modified before resending. This is the correct method to update a quote after customer feedback while maintaining version history, as required.

Answer

Create a new quote from the opportunity and copy the products.

Answer

Close the existing quote as won and create a new one.

Answer

Edit the existing quote directly and save it.

Question 11

A sales director wants to analyze which products are most frequently included in won opportunities over the last quarter. Which Dynamics 365 Sales feature should they use?

Accepted Answer

Opportunity Product entity with Advanced Find. The Opportunity Product entity contains line items for each product on an opportunity. By querying this entity with Advanced Find, filtering for won opportunities in the last quarter, and grouping by product, the sales director can determine which products appear most frequently. This is a direct and efficient use of built-in tools.

Answer

Goal Management

Answer

Product Catalog

Answer

Sales Literature

Question 12

A sales representative at Fabrikam is working on an opportunity that is in the Develop stage. The representative wants to track a competitor that is also bidding for the same deal. Which feature should the representative use to associate the competitor with the opportunity?

Accepted Answer

Competitor records linked to the opportunity. The Competitor entity in Dynamics 365 Sales is specifically designed to track competitors and can be linked to opportunities. This allows sales representatives to record which competitors are involved in a deal, along with their strengths and weaknesses. Other features like notes, connections, or SharePoint document locations do not provide the structured competitor association and reporting needed for competitive analysis.

Answer

SharePoint document location

Answer

Notes attached to the opportunity

Answer

Connections linked to the opportunity

Question 13

A sales operations team is configuring Dynamics 365 Sales to help sellers prioritize their daily work. They want the system to surface recommended actions and to guide sellers through a defined series of outreach steps. Which two features should the team configure? (Choose two.)

Accepted Answer

Sales accelerator. Sales accelerator and sequences work together to prioritize and guide selling activity. Sales accelerator builds a prioritized work list and recommends next-best actions based on configured conditions, while sequences define the ordered outreach steps a seller should follow for assigned records. Together they deliver both recommended actions and a structured cadence, matching the team's two requirements.

Answer

Product catalog

Answer

Forecast configuration

Answer

Goal management

Question 14

A sales director at Tailspin Toys wants sellers to be able to work with customer data while offline in the Dynamics 365 Sales mobile app, such as reviewing accounts and creating activities during travel without connectivity. The director needs to ensure the right capability is enabled. Which feature should be configured to allow this offline access?

Accepted Answer

The mobile offline profile in the Power Platform admin center. Mobile offline profiles control which tables and records are cached on the device for the Dynamics 365 Sales mobile app. Assigning a profile to sellers enables them to view and edit data and create activities while disconnected, with changes synced later. Outlook integration, server-side synchronization, and relevance search all depend on connectivity and do not store records offline.

Answer

Dynamics 365 App for Outlook

Answer

Server-side synchronization

Answer

Relevance search

Question 15

A sales representative is working an opportunity in Dynamics 365 Sales and needs to send a formal price offer to the customer. The offer must include multiple products with quantities, list prices, and a total. After the customer accepts, the representative must convert the offer into a confirmed order. Which sequence of records should the representative use?

Accepted Answer

Quote, then Order, then Invoice. The correct sequence is Quote, then Order, then Invoice. A quote presents the formal offer with products and pricing; once accepted, it is converted to an order that confirms the sale; the order can then be converted to an invoice for billing. This matches the standard sales process in Dynamics 365 Sales.

Answer

Invoice, then Quote, then Order

Answer

Opportunity, then Quote, then Order

Answer

Order, then Quote, then Invoice