MB-910 Describe Dynamics 365 Sales Practice Test 2 — 15 Questions

Question 1

Contoso Ltd. is a global manufacturing company that recently implemented Dynamics 365 Sales. The sales team consists of 50 representatives located in North America, Europe, and Asia. They sell complex machinery with long sales cycles. The company wants to improve the efficiency of its sales process by automating routine tasks. Currently, sales representatives manually create follow-up tasks every time a customer meeting is completed. These tasks are often forgotten, leading to missed follow-ups. Additionally, the company wants to ensure that when a lead is qualified, the appropriate product catalog is presented based on the lead's region. The system should automatically create an opportunity with the correct price list. The sales manager also wants to be able to view a dashboard that shows the number of overdue tasks per salesperson. Which combination of Dynamics 365 Sales features should the administrator implement to address all these requirements?

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

Accepted Answer

Use Power Automate to create follow-up tasks after meetings, configure product catalog with regional price lists, and use a personal dashboard to display overdue tasks.. Power Automate can create follow-up tasks automatically after meetings, addressing the missed follow-ups. Configuring the product catalog with regional price lists ensures the correct price list is applied when an opportunity is created from a qualified lead. A personal dashboard can display overdue tasks per salesperson, meeting the manager's reporting requirement.

Answer

Enable lead scoring to qualify leads faster, use seller cards to display tasks, and configure automatic record creation rules for tasks.

Answer

Implement Sales Insights for activity tracking, use lead scoring to prioritize leads, and configure personal dashboards for overdue tasks.

Answer

Configure business process flows for opportunities, set up sales teams with assignment rules, and use the Sales Hub app for dashboards.

Question 2

Adventure Works is a retail company using Dynamics 365 Sales to manage customer interactions. The sales team has 20 members and handles both B2B and B2C customers. The company wants to track customer engagement in real-time to identify high-value leads that are actively engaging with marketing emails and website content. Currently, the team relies on manual reports from the marketing department, which are often outdated. The sales manager wants to receive alerts when a lead's engagement score increases significantly, so the salesperson can reach out at the right time. Additionally, the company wants to automatically nurture leads with personalized email sequences based on their behavior. What should the administrator implement to meet these requirements?

Accepted Answer

Configure Sales Insights with engagement scoring and integrate with Dynamics 365 Marketing for automated email sequences.. Sales Insights provides real-time engagement scoring that tracks customer interactions with emails and website content, triggering alerts when scores increase significantly. Integrating with Dynamics 365 Marketing enables automated, behavior-based email sequences to nurture leads, directly meeting both requirements without manual reports.

Answer

Enable LinkedIn Sales Navigator integration to view customer activity and use Power Automate to send follow-up emails.

Answer

Use Power Automate to monitor customer interactions and create custom workflows to send alert emails to sales representatives.

Answer

Implement the Sales Hub app and configure offline sync to track customer activities in real-time.

Question 3

A sales manager wants to track the progress of deals through the sales pipeline. Which TWO actions can be performed using the opportunity entity in Dynamics 365 Sales?

Accepted Answer

Define the stages of the sales process and track which stage each deal is in. The opportunity entity in Dynamics 365 Sales is designed to track potential sales deals through a defined sales pipeline. It includes fields for the estimated close date and revenue, which are essential for forecasting. Additionally, the entity supports business process flows that allow you to define stages and track which stage each deal is in, enabling the sales manager to monitor progress.

Answer

Send bulk email campaigns to all contacts associated with an opportunity

Answer

Create quotes directly from an opportunity without any manual data entry

Answer

Automatically generate invoices for closed won opportunities

Question 4

A sales team is using the Dynamics 365 Sales API to create an opportunity. The JSON exhibit shows the payload they are sending. The request fails because the product line items are not being added. What is the most likely cause?

Accepted Answer

The API does not support creating opportunity products inline with the opportunity; they must be created after the opportunity exists. The Dynamics 365 Sales API does not allow creating opportunity products (opportunity line items) inline within the same POST request that creates the opportunity. The opportunity must first exist with a valid ID, and then the line items must be added via separate POST requests to the `opportunityproducts` entity. This is a fundamental design constraint of the OData-based API for Dynamics 365, which enforces a parent-child creation order.

Answer

The pricelevelid is specified at both opportunity and line item levels

Answer

The totalamount field is inconsistent with the line items total

Answer

The product numbers 'PR-001' and 'PR-002' do not exist in the system

Question 5

You are a sales operations administrator for Contoso Ltd. The sales team uses Dynamics 365 Sales to manage their pipeline. Recently, the team has reported that when they create a new lead from a marketing campaign, the lead's 'Source' field is not automatically populated with 'Campaign' as expected. The marketing team confirms that the campaign is properly set up and linked to the lead creation process. You need to ensure that the 'Source' field is automatically filled with 'Campaign' when a lead is created from a campaign. What should you do?

Accepted Answer

Create a custom workflow that triggers when a lead is created and sets the source field to 'Campaign' if the lead is associated with a campaign. A custom workflow (or Power Automate flow) can be configured to trigger on lead creation and conditionally set the 'Source' field to 'Campaign' when the lead is associated with a campaign. This ensures automation without requiring user intervention or form modifications, directly addressing the requirement that the field be automatically populated.

Answer

Configure the campaign entity to automatically update the source field on all associated leads

Answer

Modify the lead form to make the source field read-only and set its default value to 'Campaign'

Answer

Use a business process flow to require the user to select 'Campaign' as the source when creating a lead from a campaign

Question 6

Drag and drop the steps to set up a custom entity in Dynamics 365 into the correct order.

Accepted Answer

Create the entity, then add fields, then design forms and views, then publish.. Custom entity setup includes creating the entity, adding fields, designing forms/views, and publishing.

Answer

Add fields, then create the entity, then design forms and views, then publish.

Answer

Create the entity, then design forms and views, then add fields, then publish.

Answer

Create the entity, then add fields, then publish, then design forms and views.

Question 7

Match each Dynamics 365 concept to its description.

Accepted Answer

Business Process Flow: A tool that provides a visual guide for users to follow a defined process through stages and steps.. Correct matches: Business Process Flow defines visual guidance through stages; Workflow automates steps without intervention; Custom Entity stores organization-specific data; Power Automate creates automated workflows between apps. Common confusions arise between Business Process Flow and Workflow due to overlapping automation capabilities.

Answer

Business Process Flow: A set of automated steps that perform business processes without user intervention.

Answer

Workflow: A tool that provides a visual guide for users to follow a defined process through stages and steps.

Question 8

A sales manager wants to track the progress of deals through a series of stages, such as 'Qualify' and 'Proposal'. What should you configure in Dynamics 365 Sales?

Accepted Answer

Business process flow. A business process flow in Dynamics 365 Sales provides a visual, stage-based pipeline (e.g., Qualify, Develop, Propose, Close) that guides users through each step of a sale. It enforces data entry and stage progression, enabling the sales manager to track deal progress and ensure consistency across the sales process.

Answer

Sales accelerator sequence

Answer

Goal management

Answer

Sales territories

Question 9

Your company uses Dynamics 365 Sales and wants to automatically suggest next actions for sales reps based on historical data. Which feature should you enable?

Accepted Answer

Copilot in Dynamics 365 Sales. Copilot in Dynamics 365 Sales uses AI and historical data to automatically suggest next actions for sales reps, such as drafting emails, summarizing opportunities, or recommending follow-ups. It leverages natural language processing and contextual insights from CRM records to provide proactive, data-driven guidance without requiring manual configuration of scoring or analytics models.

Answer

Relationship analytics

Answer

Predictive lead scoring

Answer

Conversation intelligence

Question 10

A sales rep needs to quickly identify which opportunities are most likely to close this quarter. The organization uses Dynamics 365 Sales with AI features. Which tool provides a prioritized list of opportunities based on predicted close probability?

Accepted Answer

Predictive opportunity scoring. Predictive opportunity scoring (Option C) is the correct tool because it uses machine learning models to analyze historical data and assign a probability score to each opportunity, enabling sales reps to see a prioritized list of opportunities most likely to close this quarter. This feature is part of Dynamics 365 Sales Insights and directly addresses the need for AI-driven prioritization based on predicted close probability.

Answer

Relationship analytics

Answer

Sales insights

Answer

Copilot in Dynamics 365 Sales

Question 11

Your organization uses Dynamics 365 Sales and wants to assign leads automatically based on product interest and geographic region. Which feature should you use?

Accepted Answer

Routing rules. Routing rules in Dynamics 365 Sales automatically assign leads to the appropriate salesperson or queue based on predefined criteria such as product interest and geographic region. Unlike assignment rules, routing rules evaluate lead attributes against conditions and route the lead to the correct owner or queue without manual intervention, making them the correct choice for this scenario.

Answer

Assignment rules

Answer

Queues

Answer

Business process flows

Question 12

A sales manager wants to see a visual representation of the sales pipeline with estimated revenue amounts at each stage. Which Dynamics 365 Sales tool should they use?

Accepted Answer

Sales pipeline chart. The Sales pipeline chart in Dynamics 365 Sales provides a visual, stage-by-stage representation of the sales pipeline, showing the estimated revenue amount at each stage (e.g., Qualify, Develop, Propose, Close). This chart is specifically designed to give sales managers a quick, graphical overview of pipeline health and revenue forecasts, directly fulfilling the requirement.

Answer

Copilot

Answer

Relationship analytics

Answer

Dashboards

Question 13

Your company uses Dynamics 365 Sales and wants to ensure that sales reps follow a consistent process when handling leads. The process includes mandatory fields at each stage. What should you use?

Accepted Answer

Business process flow. Business process flows can enforce mandatory fields and guide users through stages. Option B is wrong because workflow automations are for background processes, not interactive guidance. Option C is wrong because service-level agreements (SLAs) track time, not process steps. Option D is wrong because business rules define field behaviors but not stage progression.

Answer

Workflow

Answer

Service-level agreement (SLA)

Answer

Business rule

Question 14

A sales rep needs to record a phone call with a customer and associate it with the relevant opportunity. Which entity should the rep use in Dynamics 365 Sales?

Accepted Answer

Phone Call. In Dynamics 365 Sales, the 'Phone Call' activity entity is specifically designed to log and associate phone conversations with records like opportunities. It captures call direction, duration, subject, and the related opportunity via the 'Regarding' lookup field, enabling the rep to directly link the call to the opportunity for tracking and follow-up.

Answer

Task

Answer

Appointment

Answer

Note

Question 15

Your sales team uses Dynamics 365 Sales and wants to receive automatic notifications when a high-priority lead is created. Which feature should you configure?

Accepted Answer

Power Automate flow. Power Automate flow is the correct feature because it enables the sales team to create automated, event-driven workflows that trigger notifications when specific conditions are met, such as the creation of a high-priority lead. Unlike classic workflows or business rules, Power Automate provides flexible, modern integration with external systems and supports real-time triggers, making it ideal for sending automatic notifications via email, Teams, or mobile push alerts.

Answer

Classic workflow

Answer

Copilot

Answer

Business rule