MB-910 Describe Dynamics 365 Sales Practice Test 9 — 15 Questions

Question 1

Which TWO data types are used by Dynamics 365 Sales to calculate a predictive score for an opportunity? (Choose two.)

Accepted Answer

Real-time activity data. Dynamics 365 Sales uses real-time activity data (e.g., emails, meetings, and calls logged against the opportunity) to capture current engagement signals, which are critical for calculating a predictive score. Historical opportunity data (e.g., win/loss rates, deal size, and duration) provides the baseline patterns that the machine learning model learns from to forecast the likelihood of closing a deal.

Answer

Product catalog details

Answer

Social media sentiment

Answer

Competitor price lists

Question 2

A sales manager wants to ensure that sales reps automatically receive a notification when a high-value opportunity is created. The system should also suggest the next best action based on historical data. Which feature should the administrator configure?

Accepted Answer

Sales Accelerator with AI suggestions. Option A is correct because the Sales Accelerator provides real-time notifications and AI-driven next best actions. Option B is wrong because Copilot for Sales is an assistant, not a configuration tool for notifications. Option C is wrong because Sequence Designer is for defining sales sequences, not for notifications. Option D is wrong because Playbooks are for reference guides, not automated actions.

Answer

Playbooks

Answer

Sequence Designer

Answer

Copilot for Sales

Question 3

A company uses Dynamics 365 Sales to manage its pipeline. The sales manager wants to view the total revenue of all open opportunities in the current quarter. Which tool should the manager use?

Accepted Answer

Pipeline View. The Pipeline View in Dynamics 365 Sales provides a visual, stage-by-stage breakdown of all open opportunities, including their estimated revenue and close dates. This allows the sales manager to quickly filter by the current quarter and see the total revenue of open opportunities without needing to create custom reports or dashboards.

Answer

Activity Feed

Answer

Sales Dashboard

Answer

Lead Management area

Question 4

A sales organization wants to enforce a consistent sales process where opportunities must progress through specific stages with mandatory fields at each stage. The manager also wants to automatically update the probability percentage when the stage changes. Which feature should be configured?

Accepted Answer

Business Process Flows. Business Process Flows (BPF) are designed to enforce a consistent sales process by guiding users through specific stages and requiring mandatory fields at each stage. They also automatically update the probability percentage when the stage changes, based on the stage's default probability value configured in the BPF. This ensures data integrity and process adherence without custom development.

Answer

Business Rules

Answer

Custom Connectors

Answer

Workflows

Question 5

A sales rep needs to quickly find similar opportunities that were won in the past to apply similar strategies to a current opportunity. Which feature should the rep use?

Accepted Answer

Similar Opportunities. Option D is correct because the Similar Opportunities feature uses AI to find and display similar won opportunities. Option A is wrong because Predictive Scoring predicts the likelihood of closing. Option B is wrong because the Relationship Assistant provides actionable insights but not specific similar opportunities. Option C is wrong because the Sales Insights add-on includes various analytics but the specific feature is Similar Opportunities.

Answer

Sales Insights add-on

Answer

Relationship Assistant

Answer

Predictive Scoring

Question 6

A sales manager wants to automatically assign leads to the appropriate sales team based on the lead’s geographic region. The assignment should happen immediately after the lead is created. Which feature should be used?

Accepted Answer

Routing Rules. Option B is correct because Routing Rules automatically assign leads to queues or users based on criteria like geography. Option A is wrong because Queues are storage, not automatic assignment. Option C is wrong because Auto Capture captures activities. Option D is wrong because Sales Teams are groups, not assignment rules.

Answer

Auto Capture

Answer

Sales Teams

Answer

Queues

Question 7

A sales rep wants to send a personalized quote to a customer directly from Dynamics 365 Sales. The quote should include line items with prices and discounts. Which entity should the rep use to create the quote?

Accepted Answer

Opportunity. Option A is correct because quotes are created from opportunities and contain line items. Option B is wrong because orders are created after the quote is accepted. Option C is wrong because invoices are for billing after order. Option D is wrong because leads are initial contacts.

Answer

Lead

Answer

Order

Answer

Invoice

Question 8

A sales organization uses Dynamics 365 Sales and wants to analyze historical win rates by product category. The manager needs a custom report that displays the win rate percentage for each product category over the last 12 months. What is the recommended approach?

Accepted Answer

Create a Power BI report using the Dynamics 365 connector. Option C is correct because Power BI provides advanced analytics and can connect to Dynamics 365 data to create custom reports. Option A is wrong because out-of-the-box dashboards are limited. Option B is wrong because Excel export is manual. Option D is wrong because custom entities are not for reporting.

Answer

Create a custom entity to store win rates

Answer

Use the out-of-the-box Sales Dashboard

Answer

Export data to Excel and create a PivotTable

Question 9

During a sales call, a rep wants to quickly view the customer's past purchases and support tickets. Which Dynamics 365 Sales feature provides a consolidated timeline of customer interactions?

Accepted Answer

Timeline. Option B is correct because the Timeline shows a chronological view of activities, notes, and posts. Option A is wrong because the Summary Form displays key fields but not the full timeline. Option C is wrong because the Relationship Assistant provides insights but not the timeline. Option D is wrong because the Activity Feed is a subset, but the Timeline is the full record.

Answer

Activity Feed

Answer

Relationship Assistant

Answer

Summary Form

Question 10

A sales manager wants to track the effectiveness of different marketing campaigns in generating leads that convert to opportunities. Which feature in Dynamics 365 Sales should be used to attribute opportunities to specific campaigns?

Accepted Answer

Campaigns. Option A is correct because Campaigns are marketing entities that can be associated with leads and opportunities for attribution. Option B is wrong because Segments are for targeting. Option C is wrong because Quick Campaigns are simplified campaigns. Option D is wrong because Marketing Lists are outdated.

Answer

Marketing Lists

Answer

Segments

Answer

Quick Campaigns

Question 11

Which TWO features in Dynamics 365 Sales help sales reps prioritize their daily tasks and focus on high-value activities?

Accepted Answer

Work List. Work List (A) is correct because it provides a personalized, prioritized list of activities and records (e.g., leads, opportunities, tasks) that are due or overdue, helping sales reps immediately see what needs attention. Relationship Assistant (B) is correct because it uses AI-driven insights and business rules to surface actionable cards (e.g., follow-up reminders, email engagement alerts) that guide reps toward high-value activities, such as contacting a hot lead or preparing for a meeting.

Answer

Goal Management

Answer

Forecasting

Answer

Predictive Lead Scoring

Question 12

Which THREE steps are required when configuring a Business Process Flow for opportunities in Dynamics 365 Sales?

Accepted Answer

Define the stages and steps. Option A is correct because you must define stages and steps. Option C is correct because you can set conditions for branching. Option E is correct because you can specify mandatory fields per stage. Option B is wrong because workflows are separate. Option D is wrong because connection roles are for relationships, not process flow.

Answer

Create a workflow to trigger on stage change

Answer

Configure connection roles for the opportunity

Question 13

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

Accepted Answer

Lead. Lead and Opportunity are the two entities in Dynamics 365 Sales that directly represent stages in the sales pipeline. A Lead captures a potential customer's initial interest, while an Opportunity tracks a qualified deal through stages like proposal, negotiation, and closure. Both are core to pipeline management and forecasting.

Answer

Competitor

Answer

Invoice

Answer

Quote

Question 14

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. Option C is correct because 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 15

The exhibit shows a configuration snippet. A sales rep creates an opportunity with an estimated value of $15,000 but the probability remains at the default (0%). What is the most likely reason?

Accepted Answer

The business rule is not published or is not set to run on create. Option C is correct because a business rule that sets the probability based on the estimated value must be published and configured to run on the create event. If it is not published or not set to run on create, the rule will not execute when the opportunity is first created, leaving the probability at its default value (0%).

Answer

The estimatedvalue attribute is required

Answer

The probability attribute is set to not required

Answer

The condition operator is incorrect