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

Question 1

A sales organization wants to track the sales process stages (e.g., Prospecting, Qualification, Proposal) for each opportunity. What should they configure?

Accepted Answer

Opportunity sales process. The Opportunity sales process is a predefined set of stages (e.g., Prospecting, Qualification, Proposal) that guides sales teams through each opportunity in Dynamics 365 Sales. It ensures consistent tracking and progression of deals by enforcing stage-specific steps and data requirements.

Answer

Sales Accelerator

Answer

Goal management

Answer

Business process flow

Question 2

Which TWO features are part of Dynamics 365 Sales?

Accepted Answer

Predictive lead scoring. Predictive lead scoring (A) is a native Dynamics 365 Sales capability that uses machine learning models to score leads based on historical data and behavioral signals, helping sellers prioritize the most promising opportunities. Relationship Intelligence (D) is also part of Dynamics 365 Sales, providing relationship analytics, health scores, and who-knows-whom insights by analyzing communication patterns from Exchange and other connected sources. Field Service scheduling (B) belongs to Dynamics 365 Field Service, not Sales, as it handles work order dispatching and resource scheduling. Product Insights (C) is a separate Dynamics 365 application focused on product usage telemetry and customer feedback, and Customer Service Insights (E) is a standalone analytics app for customer service, so neither is a Sales feature.

Answer

Field Service scheduling

Answer

Product Insights

Answer

Customer Service Insights

Question 3

Which THREE are standard entities in Dynamics 365 Sales?

Accepted Answer

Opportunity. In Dynamics 365 Sales, Opportunity (B) is a core standard entity that tracks potential revenue-generating deals through the sales pipeline from qualification to close. Lead (C) is a standard entity used to capture and qualify potential customers before they become opportunities or contacts. Competitor (D) is also a standard Sales entity used to track organizations competing for the same business, and it can be associated with opportunities via the Opportunity Competitor relationship. Invoice (A) is a standard entity, but it belongs to the Sales Hub's order/invoice functionality tied more broadly to Dynamics 365 and is not one of the three primary sales-process entities tested here. Case (E) is a standard entity in Dynamics 365 Customer Service, not Sales, so it does not belong to this set.

Answer

Invoice

Answer

Case

Question 4

Based on the exhibit, when will this flow trigger?

Accepted Answer

When an opportunity is closed as Won. The flow trigger is set to 'When an opportunity is closed as Won' because the exhibit shows the trigger condition 'When an opportunity is closed as Won' selected in the Power Automate trigger configuration. This means the flow will only execute when an opportunity's status is updated to 'Won' in Dynamics 365 Sales, not on creation, reopening, or loss.

Answer

When any opportunity is created

Answer

When an opportunity is reopened

Answer

When an opportunity is lost

Question 5

Based on the exhibit, when will the 'Send proposal' task be scheduled relative to the start of the sequence?

Accepted Answer

9 days after the start. In a Dynamics 365 sequence, each step has an offset expressed in days relative to the start of the sequence, and the 'Send proposal' step is configured with a 9-day offset. Therefore the task is scheduled 9 days after the sequence begins, not 8 or 5. The offset is cumulative from the sequence start, not relative to the preceding step.

Answer

8 days after the start

Answer

5 days after the phone call step

Answer

5 days after the start

Question 6

Your sales team uses a custom field 'Deal Size' on the Opportunity entity. You need to ensure that when a deal is won, the revenue is automatically updated in the corresponding Account. What should you implement?

Accepted Answer

Real-time workflow on Opportunity status change. A real-time workflow on the Opportunity entity can be configured to trigger when the status changes to 'Won'. This workflow can then update the revenue field on the related Account record synchronously, ensuring the Account reflects the won deal's revenue immediately without requiring user intervention or additional licensing.

Answer

Power Automate cloud flow

Answer

Business Process Flow

Answer

Calculated field on Account

Question 7

A global sales organization uses Dynamics 365 Sales and wants to ensure that sales representatives in different regions see only their own opportunities due to data privacy regulations. Which feature should be configured?

Accepted Answer

Business Units with hierarchical security. Business Units with hierarchical security is the correct feature because it allows the organization to create separate data silos (business units) for each region, and hierarchical security ensures that sales representatives can only view records owned by their own business unit. This enforces data privacy regulations by restricting access to opportunities based on the user's assigned business unit hierarchy, preventing cross-region visibility.

Answer

Access Teams

Answer

Owner Teams

Answer

Field Security Profiles

Question 8

A sales rep wants to use AI to get suggested next steps and predict deal closure probability. Which Dynamics 365 Sales feature provides these capabilities?

Accepted Answer

Sales Insights. Sales Insights (now part of Dynamics 365 Sales Premium) provides AI-driven capabilities including predictive deal scoring and next-step recommendations. It uses machine learning models trained on historical sales data to analyze deal attributes and suggest actions that increase win probability, directly answering the question's requirement for suggested next steps and closure probability prediction.

Answer

LinkedIn Sales Navigator

Answer

Relationship Assistant

Answer

Copilot for Sales

Question 9

Your organization uses Dynamics 365 Sales and wants to automatically create a follow-up task when an opportunity is moved to the 'Negotiation' stage. What is the most efficient way to configure this?

Accepted Answer

Create a Power Automate flow. Power Automate can be triggered on stage change in a Business Process Flow to automatically create a follow-up task. Option B (real-time workflow) is less flexible and more complex to trigger on stage changes. Option C (SLA) is for tracking service level agreements, not task creation. Option D (Business Process Flow action) can create records but is less efficient for this simple automation compared to Power Automate, which is specifically designed for such integrations.

Answer

Use a real-time workflow

Answer

Set up an SLA

Answer

Configure a Business Process Flow action

Question 10

A sales manager needs to view a dashboard that shows the total revenue by region for the current quarter. Which type of dashboard in Dynamics 365 Sales should be used?

Accepted Answer

Power BI Dashboard. Power BI Dashboard is correct because Dynamics 365 Sales integrates with Power BI to create rich, interactive dashboards that can display real-time data from multiple sources, including total revenue by region for the current quarter. Power BI dashboards allow sales managers to customize visualizations and filter data dynamically, making them ideal for this analytical requirement.

Answer

Interactive Experience Dashboard

Answer

System Dashboard

Answer

Tableau Dashboard

Question 11

Which THREE components are part of the Dynamics 365 Sales premium capabilities? (Choose three.)

Accepted Answer

Predictive Lead Scoring. Predictive Lead Scoring (A) is a premium Dynamics 365 Sales capability that uses machine learning models to score leads based on historical data and likelihood to convert, and it requires premium licensing. Conversation Intelligence (B) is also premium, using AI to analyze recorded sales calls, extract keywords, track competitor mentions, and provide conversation insights and coaching. Sales Accelerator (D) is a premium feature that provides a worklist-driven workspace with sequences, segments, and automated activities to help sellers prioritize and execute their daily tasks. The unmarked options do not belong because LinkedIn Sales Navigator (C) is a separate add-on/subscription product rather than a native premium component of Dynamics 365 Sales, and Lead Management (E) is a core/base capability available in the standard Sales application, not a premium-only feature.

Answer

LinkedIn Sales Navigator

Answer

Lead Management

Question 12

Which of the following are standard entities in Dynamics 365 Sales? (Choose all that apply.)

Accepted Answer

Invoice. All five options—Invoice, Lead, Quote, Product, and Opportunity—are standard entities in Dynamics 365 Sales. Each serves a distinct role in the sales process: Invoice for billing, Lead for initial interest, Quote for pricing proposals, Product for catalog items, and Opportunity for tracked deals. The question's requirement to choose only two is misleading; in reality, all are core entities included by default in the Sales solution.

Question 13

Refer to the exhibit. A sales admin runs the PowerShell command and wants to retrieve the stages of the 'Opportunity Sales Process' Business Process Flow. However, the command returns no stages. What is the most likely reason?

Accepted Answer

The cmdlet requires the Business Process Flow ID, not name. The cmdlet used to retrieve Business Process Flow stages, such as `Get-ProcessFlowStage`, typically requires the unique identifier (GUID) of the Business Process Flow, not its display name. When the name is passed instead of the ID, the cmdlet cannot locate the BPF and returns no stages. This is a common parameter requirement in Dynamics 365 PowerShell modules.

Answer

The PowerShell module is not imported

Answer

The admin lacks read permissions on the BPF

Answer

The name is case-sensitive

Question 14

Refer to the exhibit. A predictive lead scoring model named 'High Value Leads' is configured with a threshold of 50. Which lead(s) will be automatically qualified?

Accepted Answer

Lead A only. Lead A has a predictive score of 65, which exceeds the configured threshold of 50, so it is automatically qualified. Lead B has a score of 45, which is below the threshold, so it is not automatically qualified. The threshold acts as a minimum score required for automatic lead qualification in Dynamics 365 Sales.

Answer

Lead B only

Answer

Neither Lead A nor Lead B

Answer

Both Lead A and Lead B

Question 15

A sales manager wants to automatically capture email activities and suggest next steps for sales reps. Which feature should they enable?

Accepted Answer

Copilot. Copilot in Dynamics 365 Sales uses AI to automatically capture email activities (such as tracking emails, appointments, and tasks) and suggests next best actions for sales reps, like scheduling a follow-up or creating a quote. This directly meets the requirement of automating activity capture and providing proactive recommendations without manual configuration.

Answer

Sales Insights

Answer

Sequence

Answer

Lead Scoring