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

Question 1

Which TWO features are part of Dynamics 365 Sales?

Accepted Answer

Predictive lead scoring. Predictive lead scoring is a core AI-driven feature in Dynamics 365 Sales that uses machine learning models to score leads based on their likelihood to convert, helping sales teams prioritize high-quality leads. It is built into the Sales Hub and Sales Premium licenses, leveraging historical data and behavioral signals to generate a score between 0 and 100.

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Field Service scheduling

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Product Insights

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Customer Service Insights

Question 2

Which THREE are standard entities in Dynamics 365 Sales?

Accepted Answer

Opportunity. Opportunity is a standard entity in Dynamics 365 Sales used to track potential sales deals from qualification through to closure. It captures key details such as estimated revenue, close date, and sales stage, enabling pipeline management and forecasting.

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Invoice

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Case

Question 3

Which TWO capabilities does the Sales Copilot provide?

Accepted Answer

Summarize a meeting from a Teams transcript. Sales Copilot, integrated with Microsoft Teams, can automatically summarize meeting discussions from Teams transcripts, extracting key insights and action items directly into the CRM record. This leverages AI to reduce manual note-taking and ensure sales teams capture critical context from customer interactions.

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Auto-capture emails to timeline

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Create pipeline analytics dashboards

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Predict lead scores

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.

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When any opportunity is created

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When an opportunity is reopened

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When an opportunity is lost

Question 5

Based on the exhibit, what does the WinRate measure calculate?

Accepted Answer

The percentage of won opportunities out of all closed opportunities. WinRate in Dynamics 365 Sales measures the percentage of won opportunities out of all closed opportunities (both won and lost). This metric excludes open opportunities because they have not yet reached a final outcome, providing a clear view of sales team effectiveness in closing deals that have been fully pursued.

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The total count of won opportunities

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The percentage of won opportunities out of all opportunities including open

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The ratio of won to lost opportunities

Question 6

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. 9 days after the start. Delays in the sequence are cumulative. Starting from day 0, if the first step has a 1-day delay, second step has a 3-day delay, and third step has a 5-day delay, the total delay before the 'Send proposal' task is 1+3+5 = 9 days. Option B (8 days) ignores one delay, Option C (5 days after the phone call) is not what is asked (relative to start), and Option D (5 days) is incorrect cumulative sum.

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8 days after the start

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5 days after the phone call step

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5 days after the start

Question 7

A sales manager wants to track the progress of deals from initial contact to closure. Which entity in Dynamics 365 Sales should be used to represent each sales opportunity?

Accepted Answer

Opportunity. In Dynamics 365 Sales, the Opportunity entity is specifically designed to track a potential sale from initial qualification through to closure, including stages, probability, and revenue estimates. It represents a deal that has been qualified and is actively being worked on, making it the correct entity for tracking progress.

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Account

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Lead

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Contact

Question 8

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.

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Power Automate cloud flow

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Business Process Flow

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Calculated field on Account

Question 9

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.

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Access Teams

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Owner Teams

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Field Security Profiles

Question 10

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.

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LinkedIn Sales Navigator

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Relationship Assistant

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Copilot for Sales

Question 11

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.

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Use a real-time workflow

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Set up an SLA

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Configure a Business Process Flow action

Question 12

A sales organization uses Dynamics 365 Sales and wants to enforce a consistent sales process where opportunities must move through stages in order: Qualify → Develop → Propose → Close. Which feature should be used?

Accepted Answer

Business Process Flow. Business Process Flow (BPF) is the correct feature because it enforces a sequential stage progression (Qualify → Develop → Propose → Close) in Dynamics 365 Sales. BPFs guide users through a defined sales process, ensuring opportunities cannot skip stages or move out of order, which directly meets the requirement for a consistent, enforced pipeline.

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Workflow

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Sales Pipeline chart

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Goal Management

Question 13

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.

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Interactive Experience Dashboard

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System Dashboard

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Tableau Dashboard

Question 14

Your sales team wants to use LinkedIn data to enrich lead information and find mutual connections. Which Dynamics 365 Sales feature enables this integration?

Accepted Answer

LinkedIn Sales Navigator. LinkedIn Sales Navigator is the correct answer because it is the dedicated Dynamics 365 Sales integration that pulls LinkedIn profile data, such as job history and mutual connections, directly into lead and contact records. This feature enables sales teams to enrich lead information and leverage network insights without leaving the CRM interface.

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Sales Insights

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Copilot for Sales

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Relationship Assistant

Question 15

A company uses Dynamics 365 Sales and wants to ensure that when a sales rep creates a new order, the system automatically checks product inventory before allowing the order to be submitted. What is the best approach?

Accepted Answer

Use Power Automate to call an inventory API on order creation. Power Automate can trigger an HTTP call to an external inventory API when an order is created in Dynamics 365 Sales, allowing real-time validation of product stock before the order is submitted. This approach provides the necessary integration with an external inventory system, which is not natively available in Dynamics 365 Sales. Workflows and calculated fields cannot perform external API calls, and Business Process Flows do not enforce real-time inventory checks.

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Create a real-time workflow

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Use a calculated field on the order

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Configure a Business Process Flow stage with validation