MB-910 Describe Dynamics 365 Sales Practice Test 6 — 15 Questions

Question 1

A sales rep needs to quickly find a relevant document or presentation to send to a prospect during a call. Which feature in Dynamics 365 Sales allows them to access recommended content?

Accepted Answer

Content suggestions (Sales Insights). Content suggestions (Sales Insights) is the correct answer because it uses AI to analyze the context of a sales call, such as the prospect's name or company, and automatically recommends relevant documents, presentations, or emails from the CRM. This feature is specifically designed to help sales reps quickly find and share content without manual searching, directly addressing the need during a live call.

Answer

OneDrive for Business

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SharePoint document libraries

Answer

Relationship assistant

Question 2

Which TWO capabilities does the LinkedIn Sales Navigator integration with Dynamics 365 Sales provide?

Accepted Answer

Send InMail messages directly from Dynamics 365. The LinkedIn Sales Navigator integration with Dynamics 365 Sales surfaces LinkedIn data inside the Dynamics 365 interface, so users can view LinkedIn profiles of leads and contacts (option D) directly from the record without switching applications. It also enables sending InMail messages directly from Dynamics 365 (option C), allowing sellers to reach prospects through LinkedIn's InMail channel while staying within the CRM. These two capabilities reflect the core value of the integration: embedding LinkedIn Sales Navigator insights and communication into Dynamics 365 workflows. Options A, B, and E are not provided by the integration: posting to a company LinkedIn page is a LinkedIn page administration function, automatically sending connection requests to all leads is not an available or appropriate automation, and syncing LinkedIn activities to Dynamics 365 is not a supported capability of this integration.

Answer

Post updates to company LinkedIn page

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Automatically send connection requests to all leads

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Sync LinkedIn activities to Dynamics 365

Question 3

Refer to the exhibit. A sales administrator has configured the Sales Insights settings as shown. Which feature will be available to sales reps?

Accepted Answer

Predictive lead scoring. The exhibit shows PredictiveScoring and RelationshipAnalytics enabled. Conversation intelligence and Notes analysis are disabled. Therefore, sales reps can use predictive scoring and relationship analytics.

Answer

Conversation intelligence for call transcription

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Notes analysis for automatic action items

Answer

Auto capture of emails

Question 4

Refer to the exhibit. A sales rep is working on an opportunity and is currently in the 'Qualify' stage. They have completed all steps but the system does not allow them to move to 'Develop'. What is the most likely reason?

Accepted Answer

A mandatory step in the 'Qualify' stage is incomplete. Business process flows require all mandatory steps to be completed. The 'Qualify' stage steps are 'Identify customer need' and 'Set budget'. If a step is incomplete or data is missing, the stage cannot progress.

Answer

The 'Develop' stage requires a quote to be generated first

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The opportunity has not been assigned to a sales rep

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The 'Develop' stage is not enabled for this user's role

Question 5

A sales manager wants to automatically assign new leads to the appropriate salesperson based on the lead's source (e.g., web inquiry, referral, event). Which feature should they configure?

Accepted Answer

Lead routing rules. Lead routing rules (option B) are the correct feature because they are specifically designed to automatically assign leads to salespeople based on criteria such as lead source, geography, or product interest. This allows the sales manager to define conditions (e.g., 'Source equals Web Inquiry') and map them to a specific user or queue, ensuring leads are distributed without manual intervention.

Answer

Assignment rules

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Queues

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Sales teams

Question 6

A salesperson is using the Dynamics 365 Sales app and wants to see the latest engagement from a customer, such as email opens and link clicks, directly on the contact record. Which feature should they enable?

Accepted Answer

Relationship Intelligence (Sales Insights). Relationship Intelligence (Sales Insights) provides AI-driven engagement data, including email opens and link clicks, directly on the contact record. This feature uses machine learning to surface the most relevant customer interactions without requiring manual logging, enabling salespeople to prioritize follow-ups based on actual engagement signals.

Answer

Timeline

Answer

Copilot for Sales

Answer

Activity Feeds

Question 7

A sales manager needs to track the performance of their team against quarterly quotas. Which entity in Dynamics 365 Sales should they use?

Accepted Answer

Goals and Goal Metrics. In Dynamics 365 Sales, the 'Goals and Goal Metrics' entity is specifically designed to define, track, and measure performance against quantitative targets such as quarterly quotas. It allows sales managers to set goal metrics (e.g., revenue, deal count) and roll up actuals from related records to compare against the target. This directly supports the scenario of tracking team performance against quotas.

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KPIs

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Dashboards

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Sales Targets

Question 8

A sales organization wants to use AI to predict which opportunities are likely to close and recommend next best actions. Which Dynamics 365 Sales feature should they implement?

Accepted Answer

Predictive Lead and Opportunity Scoring. Predictive Lead and Opportunity Scoring uses AI models to analyze historical data and identify patterns that indicate which opportunities are most likely to close. It also provides recommended next best actions based on those predictions, directly matching the organization's requirement to predict closure likelihood and suggest actions.

Answer

Copilot for Sales

Answer

Email Engagement

Answer

Relationship Analytics

Question 9

Which FOUR entities are standard in Dynamics 365 Sales? (Choose four.)

Accepted Answer

Competitor. In Dynamics 365 Sales, the standard out-of-the-box entities include Competitor (A), which tracks organizations that compete for the same business and can be linked to opportunities; Quote (B), which represents a formal price offer generated from an opportunity and its products; Lead (C), which captures potential customers before qualification; and Opportunity (E), which represents a potential sale in the pipeline. These four are core sales entities shipped with the Sales application and appear in the standard Sales site map and security roles. Product Catalog (D) is not a single standard entity but rather a grouping of related entities such as Product, Price List, and Unit, so it does not qualify as one of the four standard entities in this context.

Answer

Product Catalog

Question 10

Contoso, Ltd. is a manufacturing company that recently deployed Dynamics 365 Sales. Their sales process involves multiple stakeholders and long sales cycles. The sales team often loses track of key decision-makers and their engagement levels. The sales manager wants to implement a feature that provides a visual map of the relationships between contacts and accounts, along with engagement data such as email opens and meeting attendance. Additionally, they want to identify the top influencers in each deal. Which feature should the administrator configure to meet these requirements?

Accepted Answer

Relationship Intelligence. Relationship Intelligence in Dynamics 365 Sales provides a visual relationship map (Relationship Analytics) that shows connections between contacts, accounts, and opportunities, along with engagement signals such as email opens, meeting attendance, and response times. It also surfaces 'who knows whom' and identifies key influencers and detractors in a deal, which directly matches the sales manager's requirements.

Answer

Hierarchy Dashboard

Answer

Copilot for Sales

Answer

Social Engagement

Question 11

WideWorldImporters is a wholesale distributor using Dynamics 365 Sales. Their sales team consists of outside reps who travel frequently and use mobile devices. The company wants to ensure that when a sales rep creates a new account or contact on their mobile device, it is immediately available to other reps in the same region. Additionally, they want to automatically capture email activities from Microsoft 365 and link them to the relevant CRM records. The administrator has enabled server-side synchronization. However, sales reps report that newly created records are not immediately visible to others, and emails are not being tracked consistently. What should the administrator verify first?

Accepted Answer

Check the offline sync settings for the mobile app. The issue is that newly created records are not immediately visible to other reps, and emails are not tracked consistently. Since server-side synchronization is already enabled, the most likely cause is that the mobile app is operating in offline mode, storing records locally and not syncing them to the server in real time. Checking the offline sync settings ensures that the app is configured to sync automatically when connectivity is available.

Answer

Verify that server-side synchronization is configured for the user's mailbox

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Review the security roles to ensure sharing permissions are correct

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Check duplicate detection rules

Question 12

Adventure Works Cycles is a retail company that uses Dynamics 365 Sales. They have a simple sales process: leads are qualified, then converted to opportunities, then quotes are generated, and finally orders are created. The sales manager wants to report on the average time it takes for an opportunity to move from the 'Qualify' stage to the 'Propose' stage. The system currently uses a standard Business Process Flow (BPF) for opportunities with stages: Qualify, Develop, Propose, Close. The manager wants to track the duration in each stage. What should the administrator do to enable this reporting?

Accepted Answer

Use the Business Process Flow stage duration fields in a custom report. Dynamics 365 Sales includes built-in Business Process Flow (BPF) stage duration fields (e.g., 'Stage Duration (Minutes)') that automatically track the time spent in each stage. These fields are stored on the opportunity entity and can be used in custom reports or Power BI to calculate the average time from 'Qualify' to 'Propose' without manual effort or custom development.

Answer

Enable Timeline and manually calculate durations

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Create a custom workflow to log timestamps when stages change

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Use the out-of-the-box Opportunity report

Question 13

A sales manager wants to automatically qualify leads based on the lead's company size and industry. The system should update the lead status to 'Qualified' when criteria are met. What feature should the administrator use?

Accepted Answer

Lead Scoring. Lead Scoring in Dynamics 365 Sales allows administrators to define scoring models that automatically evaluate leads based on attributes like company size and industry. When a lead's score reaches a predefined threshold, the system can automatically update the lead status to 'Qualified'. This is the correct feature because it directly supports criteria-based lead qualification without manual intervention.

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Business Rules

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Connectors

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Workflows

Question 14

An organization wants salespeople to automatically receive suggested meeting times from prospects based on email conversations. Which Dynamics 365 Sales feature enables this?

Accepted Answer

Email assistant (Copilot). The Email assistant (Copilot) in Dynamics 365 Sales uses AI to analyze email conversations and suggest meeting times based on the context. It helps salespeople schedule meetings efficiently by proposing times directly from email threads.

Answer

Relationship Assistant

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Predictive scoring

Answer

Auto capture

Question 15

Which THREE are standard stages in the default opportunity sales process? (Select three.)

Accepted Answer

Develop. In the default opportunity sales process, the standard stages are Qualify, Develop, and Close. Option E (Qualify) is correct because it is the initial stage where the opportunity is validated and budget, authority, need, and timeline are assessed. Option B (Develop) is correct because it is the stage where the solution is shaped, value is built, and the opportunity is advanced toward a decision. Option C (Close) is correct because it is the final stage where the deal is negotiated, commitments are secured, and the opportunity is won or lost. Options A (Proposal) and D (Identify) are not part of the default three-stage opportunity sales process; Proposal is typically a step or activity within Develop, and Identify is a pre-opportunity or lead-stage concept rather than a default opportunity stage.

Answer

Proposal

Answer

Identify