MB-910 Describe Dynamics 365 Sales Practice Test 3 — 15 Questions

Question 1

A sales manager notices that some opportunities are stuck in the 'Qualify' stage for weeks. They want to automatically move opportunities to a different stage if no activity occurs for 14 days. What should they use?

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

Accepted Answer

Power Automate flow. Power Automate flows can be triggered by a condition such as 'no activity for 14 days' on an opportunity record. They can then automatically update the stage field to move the opportunity to a different stage, providing the automation needed without manual intervention.

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SLA

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Business rule

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Copilot

Question 2

Which TWO features are available in Dynamics 365 Sales to help sales reps prioritize their work?

Accepted Answer

Sales accelerator. The Sales accelerator is a feature in Dynamics 365 Sales that provides a prioritized, guided sequence of activities (e.g., calls, emails, tasks) for sales reps, helping them focus on the next best action. It uses a configurable work queue and sequence automation to ensure reps spend time on high-priority leads and opportunities, directly addressing the need to prioritize work.

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Relationship analytics

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Copilot

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Business process flow

Question 3

Which THREE capabilities are part of the Dynamics 365 Sales premium license?

Accepted Answer

Conversation intelligence. Conversation intelligence is a premium capability that uses AI to analyze sales calls and meetings, providing insights on customer sentiment, conversation topics, and competitor mentions. It is included in the Dynamics 365 Sales premium license to enhance seller effectiveness through data-driven coaching and call analysis.

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Lead management

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Standard reports

Question 4

Which TWO actions can be performed using the Copilot in Dynamics 365 Sales?

Accepted Answer

Draft an email reply to a customer. Copilot in Dynamics 365 Sales uses generative AI to assist sellers with common tasks. Drafting an email reply to a customer is a core Copilot capability, as it can analyze the context of a conversation or record and generate a personalized draft. Summarizing a sales opportunity is another primary feature, where Copilot extracts key details from the opportunity record (e.g., status, products, next steps) to provide a concise overview.

Answer

Create a custom entity

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Automatically update opportunity stage

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Configure routing rules

Question 5

A sales rep is working on a lead in Dynamics 365 Sales. The business process flow requires the rep to complete all steps in the 'Qualify' stage before moving to 'Develop'. What happens if the rep tries to advance without completing the steps?

Accepted Answer

The rep cannot move to the next stage until all steps are completed.. In Dynamics 365 Sales, business process flows enforce stage-level gating by default. The 'Qualify' stage is configured with required steps; the system prevents progression to the 'Develop' stage until all mandatory fields or actions in the current stage are completed. This ensures data completeness and process consistency.

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The rep can move to the next stage without completing steps.

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The lead is deleted.

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The steps are automatically completed after 24 hours.

Question 6

A lead is created with address1_stateorprovince set to 'California'. According to the exhibit, which team will the lead be assigned to?

Accepted Answer

West Coast Sales. The lead is assigned to the West Coast Sales team because the routing rule in the exhibit matches leads with address1_stateorprovince set to 'California' to that team. This is a standard Dynamics 365 Sales lead routing configuration where territory-based rules automatically assign leads to the appropriate sales team based on geographic data.

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The lead remains unassigned

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Central Sales

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Unassigned

Question 7

A sales manager reviews the goal exhibit. The actual revenue is $425,000 against a target of $500,000. What does the percentage achieved indicate?

Accepted Answer

The goal is 85% of the target.. The percentage achieved is calculated by dividing actual revenue ($425,000) by the target ($500,000) and multiplying by 100, which equals 85%. In Dynamics 365 Sales, goal metrics track actuals against targets to show progress, and 85% indicates the goal is 85% of the target, not over or fully achieved.

Answer

The goal is 15% over target.

Answer

The goal is 85% over target.

Answer

The goal has been fully achieved.

Question 8

A sales manager wants to ensure that when a salesperson converts a lead to an opportunity, the opportunity record automatically inherits the estimated revenue from the lead. The lead source is also tracked for reporting. What should the sales manager configure?

Accepted Answer

Use field mapping between lead and opportunity entities.. Dynamics 365 Sales uses field mapping to automatically transfer data from a lead to an opportunity when the lead is qualified. By default, the estimated revenue field is mapped, but the sales manager can customize field mappings to ensure the lead source is also copied, enabling accurate reporting without manual entry or additional automation.

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Configure a business process flow for lead to opportunity conversion.

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Create a workflow to update opportunity revenue when lead is qualified.

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Enable the Sales Acceleration tool for lead prioritization.

Question 9

A sales representative needs to quickly view the latest interactions with a customer, including emails, meetings, and notes, without switching between different records. Which Dynamics 365 Sales feature should they use?

Accepted Answer

Timeline control. The Timeline control in Dynamics 365 Sales aggregates all customer interactions—emails, meetings, notes, phone calls, and tasks—into a single chronological feed on a record's form. This allows the sales representative to view the latest interactions without navigating away from the current record, directly addressing the need for quick, consolidated visibility.

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Notes section

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Relationship Assistant

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Sales Dashboard

Question 10

A company uses Dynamics 365 Sales to manage its sales pipeline. The sales manager notices that several opportunities are stuck in the 'Proposal' stage for longer than expected. The manager wants to automatically notify the opportunity owner when an opportunity has been in the 'Proposal' stage for more than 10 days. What is the most efficient way to achieve this?

Accepted Answer

Create a workflow that triggers when stage duration exceeds 10 days.. Dynamics 365 Sales includes classic workflows that can be configured to trigger when a stage duration exceeds a specified threshold. This approach is native to the platform, requires no external licensing, and runs server-side without user intervention, making it the most efficient solution for automatically notifying the opportunity owner.

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Use a Power Automate flow to monitor stage duration.

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Create an SLA (Service Level Agreement) for the 'Proposal' stage.

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Configure the Relationship Assistant to show a reminder.

Question 11

A sales organization wants to use AI to help sales representatives identify the best leads to pursue. The AI should analyze historical lead conversion data and suggest leads with the highest likelihood of becoming customers. Which Dynamics 365 Sales AI feature should they use?

Accepted Answer

Predictive Lead Scoring. Predictive Lead Scoring uses machine learning models trained on historical lead conversion data to calculate a score for each lead, indicating the likelihood of conversion. This directly enables sales representatives to prioritize leads with the highest probability of becoming customers, matching the organization's requirement.

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Relationship Analytics

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Sales Insights

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Assistant

Question 12

A salesperson wants to see the probability of closing an opportunity based on the sales stage. Which field on the opportunity record should they review?

Accepted Answer

Probability. The Probability field on an opportunity record in Dynamics 365 Sales displays the likelihood of closing the deal, which is automatically calculated based on the sales stage or manually set by the salesperson. This directly answers the salesperson's need to see the probability of closing an opportunity by stage.

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Budget Amount

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Est. Revenue

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Close Date

Question 13

A sales manager wants to create a personal dashboard that shows their team's opportunities by sales stage and estimated revenue. The dashboard should update in real time. What is the recommended approach?

Accepted Answer

Create a personal dashboard using charts and grids.. Personal dashboards in Dynamics 365 Sales allow individual users to create customized views of their data, including charts and grids that display opportunities by sales stage and estimated revenue. These dashboards support real-time updates by querying the underlying Dataverse data directly, ensuring the sales manager sees current information without manual refresh.

Answer

Use Excel Online to create a live connection.

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Create a system dashboard with charts.

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Integrate Power BI with Dynamics 365.

Question 14

During a lead qualification, a salesperson needs to capture the exact reason why a lead was not qualified. Which field should be used?

Accepted Answer

Disqualification Reason. The 'Disqualification Reason' field in Dynamics 365 Sales is specifically designed to capture the exact reason a lead was disqualified, such as 'Budget Unavailable' or 'No Longer Interested'. This field is a standard system field on the lead entity and is automatically populated when a lead is disqualified, ensuring the reason is recorded for reporting and analysis.

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Lead Source

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Status Reason

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Description

Question 15

A sales manager wants to assign leads automatically to salespeople based on the lead's geographic region. Which feature should be used?

Accepted Answer

Routing Rule Set. Routing Rule Sets in Dynamics 365 Sales allow automatic assignment of leads to salespeople based on conditions such as geographic region. This feature uses a rule-based engine to evaluate lead attributes (e.g., country, state) and route the lead to the appropriate owner or queue, ensuring efficient distribution without manual intervention.

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Queue

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Workflow

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Sales Team