MB-910 Describe Dynamics 365 Sales Practice Test 7 — 15 Questions

Question 1

Which TWO features in Dynamics 365 Sales help sales representatives prioritize their leads and opportunities? (Choose two.)

Accepted Answer

Predictive Lead Scoring. Predictive Lead Scoring (C) uses machine learning models to analyze historical data and assign a score to each lead based on its likelihood to convert, helping sales reps prioritize high-quality leads. Predictive Opportunity Scoring (D) similarly applies AI to rank opportunities by their probability of closing, enabling reps to focus on deals with the highest chance of success. Both features are native to Dynamics 365 Sales and directly address prioritization through data-driven scoring.

Answer

Sequence

Answer

Goal Management

Answer

Business Process Flow

Question 2

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

Accepted Answer

Predictive Lead Scoring. Predictive Lead Scoring is a core premium capability in Dynamics 365 Sales that uses AI and machine learning models to analyze historical lead data and behavioral signals, assigning a score to each lead based on its likelihood to convert. This enables sales teams to prioritize high-quality leads and improve conversion rates, distinguishing it from standard lead management features available in base licenses.

Answer

LinkedIn Sales Navigator

Answer

Lead Management

Question 3

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 4

Refer to the exhibit. The JSON shows three opportunities. A sales manager wants to see the total estimated value of all open opportunities. Using the data, what is the total?

Accepted Answer

125,000. Both the first and second opportunities have a statecode of 'Open', with estimated values of 50,000 and 75,000 respectively. The third opportunity has a statecode of 'Won' and is not open. Therefore, the total estimated value of open opportunities is 50,000 + 75,000 = 125,000.

Answer

155,000

Answer

50,000

Answer

80,000

Question 5

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 6

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 7

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

Question 8

Your sales team uses a custom entity called 'Partnership' that stores partner details. They want to track revenue from partner deals separately. What should you configure?

Accepted Answer

Create a 1:N relationship between Partnership and Opportunity. A 1:N relationship between Partnership (custom entity) and Opportunity allows each partnership to be associated with multiple opportunities, enabling separate tracking of revenue from partner deals. This leverages Dynamics 365's relational data model to link partner details directly to sales opportunities without modifying core entities.

Answer

Add a custom field 'Partner Name' to the Opportunity entity

Answer

Create a Goal entity tied to Partnership

Answer

Use the Connection entity to link Partnership and Opportunity

Question 9

A sales rep is working on a complex deal with multiple stakeholders. The rep wants to ensure all communications are logged and the deal progresses smoothly. Which two features should be used together? (Choose two)

Accepted Answer

Server-Side Synchronization. Server-Side Synchronization (C) automatically syncs emails, appointments, and contacts between Dynamics 365 and Exchange, ensuring all communications with stakeholders are logged without manual effort. The Relationship Assistant (D) provides actionable insights and reminders (e.g., 'Send follow-up email' or 'Log a call') to keep the deal progressing smoothly. Together, they automate communication logging and guide the rep through the sales process.

Answer

Copilot

Answer

Lead Scoring

Answer

Sequence

Question 10

Your organization uses Dynamics 365 Sales and wants to automate the assignment of leads to sales reps based on territory and product interest. What should you use?

Accepted Answer

Routing Rule Set. A Routing Rule Set in Dynamics 365 Sales is specifically designed to automatically assign leads to sales reps based on predefined criteria such as territory and product interest. It evaluates the lead attributes against the rules and routes the lead to the appropriate owner or queue, enabling efficient lead distribution without manual intervention.

Answer

Business Process Flow

Answer

Queue

Answer

Workflow

Question 11

A sales manager wants to view a real-time dashboard showing the number of open opportunities, won deals this month, and the sales pipeline value. Which tool should they use?

Accepted Answer

Dashboard. A dashboard in Dynamics 365 Sales is the correct tool because it provides a real-time, graphical view of key sales metrics, including open opportunities, won deals this month, and pipeline value. Dashboards aggregate data from multiple charts and lists into a single, customizable interface that refreshes automatically, making them ideal for monitoring live performance indicators.

Answer

Advanced Find

Answer

Report

Answer

Chart

Question 12

Your company sells both products and services. When creating an opportunity, the sales rep needs to quote a combination of items. What should they create?

Accepted Answer

Quote. In Dynamics 365 Sales, a Quote is the correct entity to use when a sales rep needs to propose a combination of products and services to a customer. It allows for line items with quantities, prices, discounts, and optional product bundles, serving as the formal proposal before an order is created. An invoice and order come later in the sales process, while the product catalog is a repository, not a transactional document.

Answer

Invoice

Answer

Order

Answer

Product Catalog

Question 13

A sales organization wants to use AI to prioritize leads that are most likely to convert. The data shows that leads from email campaigns have a higher conversion rate. What should they configure?

Accepted Answer

Predictive Lead Scoring model. Predictive Lead Scoring (D) uses machine learning to analyze historical data—such as conversion rates by lead source—and automatically assign a score indicating likelihood to convert. This directly addresses the requirement to prioritize leads based on data showing email campaigns have higher conversion rates, as the model learns from that pattern without manual rules.

Answer

Copilot

Answer

Sequence

Answer

Manual lead scoring based on email campaign source

Question 14

A sales rep needs to quickly find all contacts from a specific company that have been involved in past opportunities. Which entity relationship should they use?

Accepted Answer

Contact. The Contact entity in Dynamics 365 Sales is directly related to the Opportunity entity through a many-to-one relationship, allowing a sales rep to view all opportunities associated with a specific contact. This relationship is stored in the database via a lookup field on the Opportunity record that references the Contact, enabling quick filtering and retrieval of past opportunities linked to that contact.

Answer

Lead

Answer

Activity

Answer

Opportunity

Question 15

Your sales process requires that all opportunities over $100,000 must be reviewed by a manager before closing. How should you enforce this?

Accepted Answer

Configure a Business Process Flow with an approval stage. Business Process Flows (BPFs) in Dynamics 365 Sales can include approval stages that enforce mandatory review before an opportunity can be closed. By configuring a BPF with an approval step, the system can require a manager to approve the opportunity when its value exceeds $100,000, preventing closure until the approval is granted. This provides a structured, enforceable process that integrates directly with the opportunity lifecycle.

Answer

Use a Queue to hold high-value opportunities

Answer

Use Sales Insights to flag opportunities

Answer

Create a workflow that sends an email to the manager