MB-910 Describe Dynamics 365 Sales Practice Test 5 — 15 Questions

Question 1

Which TWO entities in Dynamics 365 Sales are directly related to the sales pipeline?

Accepted Answer

Lead. Option B (Lead) is correct because leads represent potential customers who have not yet been qualified, and they sit at the very start of the sales pipeline as the entry point that is later qualified into an opportunity. Option E (Opportunity) is correct because opportunities represent qualified potential sales deals that move through pipeline stages (such as Qualify, Develop, Propose, Close) and are the core entity tracked in the sales pipeline. Option A (Competitor) is incorrect because competitors are related to opportunities as records that can be associated with a deal, but they are not themselves a pipeline entity or stage. Option C (Invoice) is incorrect because invoices belong to the post-sale order fulfillment and billing process, not the sales pipeline. Option D (Quote) is incorrect because quotes are generated from an opportunity during the sales process, but the pipeline itself is defined by leads and opportunities rather than the quote entity.

Answer

Competitor

Answer

Invoice

Answer

Quote

Question 2

The exhibit shows a configuration for predictive scoring. A sales rep notices that opportunities with very high estimated values are always scored highest regardless of low probability. What is the most likely cause?

Accepted Answer

The estimatedvalue weight of 0.4 overemphasizes revenue. The estimatedvalue weight of 0.4 is the highest single weight in the predictive scoring model, causing revenue to dominate the score. Even when probability is low, the high estimated value overrides other factors, leading to opportunities with very high estimated values always scoring highest. This imbalance means the model is not properly normalizing the influence of revenue versus likelihood of close.

Answer

The normalization method is incorrect

Answer

The createdon weight of 0.2 is too high

Answer

The probability weight is too low

Question 3

Your organization uses Dynamics 365 Sales to manage leads. You notice that sales representatives are spending too much time entering data manually. Which feature should you enable to automatically capture email activities and suggest next steps?

Accepted Answer

Relationship Intelligence (Copilot). B is correct because Relationship Intelligence (Copilot) in Dynamics 365 Sales uses AI to automatically capture email activities (such as replies, attachments, and meeting requests) and suggests next steps like scheduling follow-ups or creating tasks. This directly reduces manual data entry by surfacing relevant insights from email interactions without requiring the sales rep to log activities manually.

Answer

Predictive Lead Scoring

Answer

Sequence Designer

Answer

Sales Accelerator

Question 4

Your team uses Dynamics 365 Sales to manage opportunities. Management wants to reduce the time spent on manual follow-ups. Which feature should you implement to automatically create follow-up activities based on opportunity stages?

Accepted Answer

Sales Sequence Designer. Sales Sequence Designer in Dynamics 365 Sales allows you to define a sequence of automated activities (e.g., emails, phone calls, tasks) that are triggered based on opportunity stage transitions. This directly reduces manual follow-ups by automating the creation of follow-up activities when an opportunity moves to a specific stage, such as 'Proposal Sent' or 'Negotiation'.

Answer

Activity Feeds

Answer

Sales Dialer

Answer

Sales Copilot

Question 5

A sales manager wants to view key performance indicators like win rate and average deal size for each salesperson. Which dashboard should they use in Dynamics 365 Sales?

Accepted Answer

Sales Manager Dashboard. The Sales Manager Dashboard in Dynamics 365 Sales is specifically designed for sales managers to monitor team performance, including key performance indicators (KPIs) such as win rate and average deal size per salesperson. It provides aggregated views and drill-down capabilities into individual salesperson metrics, making it the correct choice for this scenario.

Answer

Customer Dashboard

Answer

Sales Dashboard

Answer

Opportunity Dashboard

Question 6

A sales team is struggling with low conversion rates from leads to opportunities. They want to use historical data to identify which lead attributes are most predictive of conversion. Which feature should they use?

Accepted Answer

Predictive Lead Scoring. Predictive Lead Scoring (B) uses historical data and machine learning to analyze lead attributes (e.g., industry, company size, engagement) and calculate a score indicating the likelihood of conversion. This directly addresses the need to identify which attributes are most predictive, enabling the sales team to prioritize high-potential leads.

Answer

Lead Management

Answer

Sales Sequence Designer

Answer

Relationship Intelligence

Question 7

A salesperson wants to quickly access the latest news and social updates about their accounts directly within Dynamics 365 Sales. Which feature should be enabled?

Accepted Answer

Relationship Intelligence (Copilot). Relationship Intelligence (Copilot) in Dynamics 365 Sales uses AI to surface relevant news, social updates, and insights about accounts directly within the sales app. This feature is designed to help salespeople stay informed without leaving the platform, making it the correct choice for accessing latest news and social updates.

Answer

Activity Feeds

Answer

Copilot Studio

Answer

Sales Copilot

Question 8

Your organization uses Dynamics 365 Sales. You want to automatically send a follow-up email to a customer when an opportunity is closed as won. What should you configure?

Accepted Answer

Real-time Workflow. In Dynamics 365 Sales, a real-time workflow is the classic mechanism to trigger an automated action (like sending an email) immediately when a record event occurs, such as an opportunity being closed as won. Real-time workflows run synchronously on the platform event and can send emails, update records, or call custom actions without requiring a separate automation service.

Answer

Power Automate Flow

Answer

Business Process Flow

Answer

Sales Sequence

Question 9

A sales manager notices that some opportunities are stuck in the 'Proposal' stage for too long. They want to automatically escalate such opportunities to the manager if they remain in the stage for more than 10 days. What should they configure?

Accepted Answer

SLA (Service Level Agreement) with a failure action. In Dynamics 365 Sales, SLAs (Service Level Agreements) with failure actions are the supported mechanism to enforce time-based escalation on records. An SLA can define a KPI for time spent in a stage (or since creation) and, when the failure time is exceeded, trigger a failure action such as escalating the opportunity, reassigning it, or sending an email to the manager. This directly matches the requirement to escalate opportunities stuck in 'Proposal' for more than 10 days.

Answer

Business Process Flow

Answer

Sales Sequence

Answer

Workflow

Question 10

Which THREE of the following are standard entities in Dynamics 365 Sales?

Accepted Answer

Lead. In Dynamics 365 Sales, a Lead (A) is a standard entity that captures unqualified potential customers before they are qualified into opportunities. An Invoice (D) is a standard entity generated from an order or quote to bill a customer for products or services sold. An Opportunity (E) is a standard entity representing a qualified sales deal that is tracked through the sales pipeline until it is won or lost. Quote (B) and Product (C) are also entities in Dynamics 365, but they belong to the Product Catalog and sales order processing areas rather than being counted among the core standard sales entities in this context.

Answer

Quote

Answer

Product

Question 11

Based on the exhibit, which AI feature is NOT enabled for opportunities?

Accepted Answer

Sentiment Analysis. Sentiment Analysis is a feature available in Dynamics 365 Sales Insights for analyzing customer sentiment in real-time during calls or from text, but it is not specifically listed as an enabled AI feature for opportunities in the exhibit. The exhibit shows Recommended Next Steps, Auto Capture, and Predictive Forecasting as enabled, making Sentiment Analysis the correct answer because it is not enabled for opportunities.

Answer

Recommended Next Steps

Answer

Auto Capture

Answer

Predictive Forecasting

Question 12

Based on the exhibit, what does the Revenue field represent?

Accepted Answer

Expected revenue based on probability. In Dynamics 365 Sales, the Revenue field on an opportunity is a calculated field that represents the expected revenue based on the opportunity's estimated value multiplied by its probability percentage. It is not the total contract value or the potential revenue if won — those are separate concepts (Est. Revenue and Actual Revenue). The Revenue field reflects the weighted forecast.

Answer

Total cost

Answer

Potential revenue if won

Answer

Discount amount

Question 13

A sales rep is working on a large opportunity and needs to collaborate with team members from different departments. They want to share documents and track changes within Dynamics 365. What should they use?

Accepted Answer

Microsoft Teams integration. Microsoft Teams integration within Dynamics 365 enables real-time collaboration by allowing sales reps to share documents, co-author, and track changes directly from the opportunity record. This integration syncs conversations, files, and meeting notes, providing a unified workspace for cross-departmental teams without leaving the CRM environment.

Answer

OneDrive for Business

Answer

SharePoint document management

Answer

Yammer

Question 14

An organization wants to automatically convert incoming emails from prospects into leads in Dynamics 365 Sales. Which feature should they configure?

Accepted Answer

Server-side sync. Server-side sync, when configured with email tracking rules, can automatically create leads from incoming emails based on predefined conditions (e.g., from specific senders or with specific keywords). Auto capture only suggests creating leads, requiring manual confirmation. Email engagement tracks email interactions, and Relationship assistant provides notifications but does not create records automatically.

Answer

Auto capture

Answer

Relationship assistant

Answer

Email engagement

Question 15

A company notices that sales reps spend significant time manually entering data. They want to use AI to automatically capture and log customer interactions from emails and meetings. Which feature should they enable?

Accepted Answer

Activity insights. Activity insights uses AI to automatically capture and log customer interactions from emails and meetings, reducing manual data entry for sales reps. It analyzes communication patterns and suggests relevant activities to be recorded in Dynamics 365 Sales, directly addressing the need for automated logging.

Answer

Auto capture

Answer

Relationship analytics

Answer

Sales accelerator