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

Question 1

A sales manager wants to track the progress of deals through the sales pipeline. Which TWO actions can be performed using the opportunity entity in Dynamics 365 Sales?

Accepted Answer

Define the stages of the sales process and track which stage each deal is in. Option A is correct because the Opportunity entity in Dynamics 365 Sales supports Business Process Flows, which let you define the stages of the sales process (e.g., Qualify, Develop, Propose, Close) and track which stage each deal currently occupies. Option D is correct because the Opportunity entity includes fields such as Estimated Close Date and Estimated Revenue, allowing a sales manager to record the projected close date and monetary value of a potential sale. Options B, C, and E are not correct: bulk email campaigns are handled through Marketing lists and campaigns (or Customer Insights - Journeys), not directly from the opportunity entity; quotes are created from opportunities but require manual data entry or generation from the opportunity's products rather than being fully automatic; and invoices are generated from orders or quotes after a deal is won, not automatically from the opportunity itself.

Answer

Send bulk email campaigns to all contacts associated with an opportunity

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Create quotes directly from an opportunity without any manual data entry

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Automatically generate invoices for closed won opportunities

Question 2

Drag and drop the steps to set up a custom entity in Dynamics 365 into the correct order.

Accepted Answer

Create the entity, then add fields, then design forms and views, then publish.. Custom entity setup includes creating the entity, adding fields, designing forms/views, and publishing.

Answer

Add fields, then create the entity, then design forms and views, then publish.

Answer

Create the entity, then design forms and views, then add fields, then publish.

Answer

Create the entity, then add fields, then publish, then design forms and views.

Question 3

A sales manager wants to track the progress of deals through a series of stages, such as 'Qualify' and 'Proposal'. What should you configure in Dynamics 365 Sales?

Accepted Answer

Business process flow. A business process flow in Dynamics 365 Sales provides a visual, stage-based pipeline (e.g., Qualify, Develop, Propose, Close) that guides users through each step of a sale. It enforces data entry and stage progression, enabling the sales manager to track deal progress and ensure consistency across the sales process.

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Sales accelerator sequence

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Goal management

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Sales territories

Question 4

A sales rep needs to quickly identify which opportunities are most likely to close this quarter. The organization uses Dynamics 365 Sales with AI features. Which tool provides a prioritized list of opportunities based on predicted close probability?

Accepted Answer

Predictive opportunity scoring. Predictive opportunity scoring (Option C) is the correct tool because it uses machine learning models to analyze historical data and assign a probability score to each opportunity, enabling sales reps to see a prioritized list of opportunities most likely to close this quarter. This feature is part of Dynamics 365 Sales Insights and directly addresses the need for AI-driven prioritization based on predicted close probability.

Answer

Relationship analytics

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Sales insights

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Copilot in Dynamics 365 Sales

Question 5

A sales manager wants to see a visual representation of the sales pipeline with estimated revenue amounts at each stage. Which Dynamics 365 Sales tool should they use?

Accepted Answer

Sales pipeline chart. The Sales pipeline chart in Dynamics 365 Sales provides a visual, stage-by-stage representation of the sales pipeline, showing the estimated revenue amount at each stage (e.g., Qualify, Develop, Propose, Close). This chart is specifically designed to give sales managers a quick, graphical overview of pipeline health and revenue forecasts, directly fulfilling the requirement.

Answer

Copilot

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Relationship analytics

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Dashboards

Question 6

Your company uses Dynamics 365 Sales and wants to ensure that sales reps follow a consistent process when handling leads. The process includes mandatory fields at each stage. What should you use?

Accepted Answer

Business process flow. A business process flow in Dynamics 365 Sales guides users through a defined sequence of stages, enforcing required fields at each stage before they can advance. It is purpose-built to standardize a sales process (e.g., qualify → develop → propose → close) and ensure reps complete mandatory data at every step.

Answer

Workflow

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Service-level agreement (SLA)

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Business rule

Question 7

A sales rep needs to record a phone call with a customer and associate it with the relevant opportunity. Which entity should the rep use in Dynamics 365 Sales?

Accepted Answer

Phone Call. In Dynamics 365 Sales, the 'Phone Call' activity entity is specifically designed to log and associate phone conversations with records like opportunities. It captures call direction, duration, subject, and the related opportunity via the 'Regarding' lookup field, enabling the rep to directly link the call to the opportunity for tracking and follow-up.

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Task

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Appointment

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Note

Question 8

Your sales team uses Dynamics 365 Sales and wants to receive automatic notifications when a high-priority lead is created. Which feature should you configure?

Accepted Answer

Power Automate flow. Power Automate flow is the correct feature because it enables the sales team to create automated, event-driven workflows that trigger notifications when specific conditions are met, such as the creation of a high-priority lead. Unlike classic workflows or business rules, Power Automate provides flexible, modern integration with external systems and supports real-time triggers, making it ideal for sending automatic notifications via email, Teams, or mobile push alerts.

Answer

Classic workflow

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Copilot

Answer

Business rule

Question 9

A sales manager notices that some opportunities are stuck in the 'Qualify' stage for weeks. They want to automatically move opportunities to a different stage if no activity occurs for 14 days. What should they use?

Accepted Answer

Power Automate flow. Power Automate flows can be triggered by a condition such as 'no activity for 14 days' on an opportunity record. They can then automatically update the stage field to move the opportunity to a different stage, providing the automation needed without manual intervention.

Answer

SLA

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Business rule

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Copilot

Question 10

Which THREE capabilities are part of the Dynamics 365 Sales premium license?

Accepted Answer

Conversation intelligence. Conversation intelligence (B) is a premium Sales capability that uses AI to analyze sales calls and meetings, extracting insights, keywords, and competitor mentions, which is why it is included in the premium license. Premium forecasting (C) is also correct because it provides advanced, customizable forecasting hierarchies and AI-driven projections beyond the standard forecasting available in the base Sales Professional license. Predictive lead scoring (E) is correct as it applies machine learning models to score leads based on historical data, a feature reserved for the premium tier. Lead management (A) and standard reports (D) are not premium-exclusive capabilities; they are available in the base Dynamics 365 Sales Professional license, so they do not belong to the premium-only feature set.

Answer

Lead management

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Standard reports

Question 11

Which TWO actions can be performed using the Copilot in Dynamics 365 Sales?

Accepted Answer

Draft an email reply to a customer. Option A is correct because Copilot in Dynamics 365 Sales can generate contextual email drafts and replies to customers directly from records such as leads, opportunities, and accounts, using CRM data and the user's input. Option E is correct because Copilot can summarize a sales opportunity, condensing key details like customer info, products, estimated revenue, and recent activities into a concise overview. Options B, C, and D are incorrect because creating custom entities, automatically updating opportunity stages, and configuring routing rules are administrative or automation tasks performed through the Power Platform maker experience, business process flows, or Dynamics 365 configuration tools, not through Copilot's sales-assist capabilities.

Answer

Create a custom entity

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Automatically update opportunity stage

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Configure routing rules

Question 12

A sales rep is working on a lead in Dynamics 365 Sales. The business process flow requires the rep to complete all steps in the 'Qualify' stage before moving to 'Develop'. What happens if the rep tries to advance without completing the steps?

Accepted Answer

The rep cannot move to the next stage until all steps are completed.. In Dynamics 365 Sales, business process flows enforce stage-level gating by default. The 'Qualify' stage is configured with required steps; the system prevents progression to the 'Develop' stage until all mandatory fields or actions in the current stage are completed. This ensures data completeness and process consistency.

Answer

The rep can move to the next stage without completing steps.

Answer

The lead is deleted.

Answer

The steps are automatically completed after 24 hours.

Question 13

A sales manager reviews the goal exhibit. The actual revenue is $425,000 against a target of $500,000. What does the percentage achieved indicate?

Accepted Answer

The goal is 85% of the target.. The percentage achieved is calculated by dividing actual revenue ($425,000) by the target ($500,000) and multiplying by 100, which equals 85%. In Dynamics 365 Sales, goal metrics track actuals against targets to show progress, and 85% indicates the goal is 85% of the target, not over or fully achieved.

Answer

The goal is 15% over target.

Answer

The goal is 85% over target.

Answer

The goal has been fully achieved.

Question 14

A sales representative needs to quickly view the latest interactions with a customer, including emails, meetings, and notes, without switching between different records. Which Dynamics 365 Sales feature should they use?

Accepted Answer

Timeline control. The Timeline control in Dynamics 365 Sales aggregates all customer interactions—emails, meetings, notes, phone calls, and tasks—into a single chronological feed on a record's form. This allows the sales representative to view the latest interactions without navigating away from the current record, directly addressing the need for quick, consolidated visibility.

Answer

Notes section

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Relationship Assistant

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Sales Dashboard

Question 15

A sales organization wants to use AI to help sales representatives identify the best leads to pursue. The AI should analyze historical lead conversion data and suggest leads with the highest likelihood of becoming customers. Which Dynamics 365 Sales AI feature should they use?

Accepted Answer

Predictive Lead Scoring. Predictive Lead Scoring uses machine learning models trained on historical lead conversion data to calculate a score for each lead, indicating the likelihood of conversion. This directly enables sales representatives to prioritize leads with the highest probability of becoming customers, matching the organization's requirement.

Answer

Relationship Analytics

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Sales Insights

Answer

Assistant