MB-910 Describe Dynamics 365 Sales — Timed 20 Questions

Question 1

Your company uses Dynamics 365 Sales and has a custom entity 'Competitor'. You want to associate competitors with opportunities and track win/loss reasons. What is the recommended approach?

Accepted Answer

Use the existing Competitor entity and add a relationship to opportunity. The Competitor entity already exists in Dynamics 365 Sales. You can create a relationship between the Opportunity and Competitor entities to associate competitors with opportunities. Win/loss reasons are captured as standard fields on the Opportunity entity, not on a custom entity. Option A is incorrect because the Competitor entity already exists, so there is no need to create it again. Option B is incorrect because a multi-select field for win/loss reasons should be added to the Opportunity entity, not to the Competitor entity. Option C is incorrect because creating a new custom entity for competitors is unnecessary when the entity already exists.

Answer

Add a multi-select field for win/loss reasons on the Competitor entity

Answer

Create a custom field on opportunity for win/loss reasons

Answer

Create a new custom entity 'Competitor' and add a lookup to opportunity

Question 2

A company uses Dynamics 365 Sales. They want to automatically suggest next actions for sales reps based on past successful deals. Which feature should they enable?

Accepted Answer

Sales accelerator. Sales accelerator uses AI to prioritize leads and suggest next actions for sales reps based on analysis of past successful deals. It helps reps focus on the most promising opportunities and recommends the best next steps.

Answer

Sequence

Answer

Relationship analytics

Answer

Predictive lead scoring

Question 3

Which TWO record types can be created when qualifying a lead? (Select two.)

Accepted Answer

Account. When qualifying a lead in Dynamics 365 Sales, an Account and an Opportunity are typically created. The Account is created from the lead's company information, and the Opportunity is created to track the potential sale. While a Contact is also often created, the question specifically asks for two record types, and the standard correct pair is Account and Opportunity. Options C (Invoice) and D (Quote) are not created during lead qualification; they are created later in the sales process.

Answer

Contact

Answer

Invoice

Answer

Quote

Question 4

A sales manager notices that opportunities are not being updated regularly, causing inaccurate forecasting. What should the sales team configure to ensure opportunities are updated proactively?

Accepted Answer

Create a workflow that automatically sends a reminder to the opportunity owner if the opportunity has not been updated in 7 days.. It directly addresses the need for proactive updates by automatically reminding the opportunity owner after a defined period of inactivity (7 days). This leverages Dynamics 365's classic workflow or modern Power Automate capabilities to trigger a notification based on a 'last updated' date condition, ensuring the owner takes action before the opportunity becomes stale. This is the most direct and automated way to enforce update discipline without relying on manual intervention from the sales manager.

Answer

Configure a Power Automate flow that sends an email to the sales manager when an opportunity is not updated for 14 days.

Answer

Use a business process flow to require mandatory fields on opportunity creation.

Answer

Set up a recurring email notification to the sales manager to manually remind reps.

Question 5

A company wants to ensure that sales reps can view their own opportunities but not those of other reps, while sales managers can view all opportunities. What security model should be used?

Accepted Answer

Assign sales reps a security role with User level read access and managers a role with Business Unit level access.. It uses role-based security with different access levels: sales reps get User-level read access (can only see their own records), while sales managers get Business Unit-level access (can see all records within their business unit). This directly enforces the requirement that reps view only their own opportunities and managers view all.

Answer

Use a team-based security model where all sales reps are in one team.

Answer

Give all users the same security role with Deep access.

Answer

Create a security role with User level access and assign it to all users.

Question 6

A sales rep wants to quickly see a list of their upcoming meetings and tasks related to their opportunities without navigating away from the opportunity record. What feature should they use?

Accepted Answer

The Timeline control on the opportunity form.. The Timeline control on the opportunity form aggregates activities such as meetings, tasks, emails, and notes into a single chronological feed directly on the record. This allows the sales rep to view upcoming meetings and tasks related to the opportunity without navigating away from the form.

Answer

The Relationship Assistant.

Answer

The Notes section on the opportunity form.

Answer

The Associated View for the opportunity.

Question 7

A company uses Dynamics 365 Sales and wants to automatically calculate the probability of closing a deal based on the sales stage. What feature should they configure?

Accepted Answer

Define probability values for each sales stage in the business process flow.. In Dynamics 365 Sales, the probability of closing a deal is automatically calculated based on the sales stage when you define probability values for each stage in the business process flow. This is a native, out-of-the-box feature that links the stage progression directly to a percentage value, ensuring the probability field updates automatically as the opportunity moves through the pipeline. No custom workflows or additional configurations are required for this core functionality.

Answer

Create a custom field for probability and use a workflow to update it.

Answer

Use the predictive scoring model to calculate probability.

Answer

Enable the 'Auto-update Probability' setting in the opportunity entity.

Question 8

A sales manager wants to analyze the sales pipeline and identify deals that are at risk of not closing on time. Which dashboard type should they use?

Accepted Answer

Sales Pipeline dashboard.. The Sales Pipeline dashboard is specifically designed to visualize the sales pipeline, including deal stages, expected close dates, and revenue amounts. It provides at-a-glance insights into which deals are progressing as expected and which are stalled or at risk of slipping, enabling the sales manager to take proactive action.

Answer

Sales Manager Goal dashboard.

Answer

Sales Activity dashboard.

Answer

Lead Generation dashboard.

Question 9

Which TWO actions can be performed using a business process flow in Dynamics 365 Sales?

Accepted Answer

Automatically create a phone call activity when moving to a new stage.. Business process flows in Dynamics 365 Sales can be configured to automatically create a phone call activity when a user moves to a new stage. This is done by adding a workflow or Power Automate flow that triggers on stage transition, enabling automated task creation without manual intervention.

Answer

Enforce that all fields in the opportunity form are required.

Answer

Automatically send an email when an opportunity is won.

Answer

Control which users can view or edit opportunities.

Question 10

Which THREE capabilities are provided by the Relationship Assistant in Dynamics 365 Sales?

Accepted Answer

Suggesting to log a phone call after a missed call.. The Relationship Assistant in Dynamics 365 Sales uses configurable business rules and activity detection to suggest logging a phone call when a missed call is detected. This helps sales reps capture follow-up activities without manual entry, improving data completeness and pipeline hygiene.

Answer

Automatically creating a quote from an opportunity.

Answer

Analyzing the sentiment of email threads.

Question 11

A sales manager notices that the opportunity pipeline report shows incorrect forecasting amounts. The sales team uses custom revenue fields instead of the standard 'Est. Revenue' field. What should the administrator configure to ensure accurate forecasting?

Accepted Answer

Map the custom field to the forecast category in the forecasting configuration. The forecasting engine in Dynamics 365 Sales relies on the 'Est. Revenue' field by default. When a sales team uses custom revenue fields, those fields are not automatically included in forecast calculations. Mapping the custom field to the forecast category in the forecasting configuration explicitly tells the system to use that field's value for revenue aggregation, ensuring accurate pipeline amounts.

Answer

Enable the custom field in the opportunity form

Answer

Add the custom field to the lead entity

Answer

Configure sales acceleration rules to include the custom field

Question 12

A company uses Dynamics 365 Sales to manage its sales process. The team wants to automatically create follow-up tasks for sales representatives when an opportunity reaches the 'Proposal' stage. The tasks should be assigned to the opportunity owner and due in 3 days. What is the best approach to achieve this?

Accepted Answer

Create a Power Automate flow triggered when the opportunity stage changes to 'Proposal'. Power Automate provides the most flexible and direct way to automatically create a follow-up task when an opportunity stage changes to 'Proposal'. It can be triggered by the 'When a stage changes' Dataverse connector, then create a task record assigned to the opportunity owner with a due date calculated as 3 days from the trigger time. This approach does not require manual intervention or form customization and fully automates the business requirement.

Answer

Modify the business process flow to include a task step

Answer

Configure an email template to be sent when the stage changes

Answer

Use a stage-specific form to display a task subgrid

Question 13

A sales representative wants to view a list of all activities related to a specific opportunity, including emails, phone calls, and meetings. Where should the representative look in Dynamics 365 Sales?

Accepted Answer

Timeline control on the opportunity record. The Timeline control on the opportunity record aggregates all activities—emails, phone calls, meetings, notes, and tasks—in a chronological feed directly within the record. This provides the sales representative with a single, real-time view of every interaction linked to that specific opportunity without needing to navigate to separate lists or queries.

Answer

Sales Insights dashboard

Answer

Associated View for activities

Answer

Activity entity in Advanced Find

Question 14

A sales manager wants to automatically assign leads to the appropriate sales team based on the lead's source and geographic region. Lead sources include 'Web', 'Referral', and 'Partner'. Regions are 'North', 'South', 'East', 'West'. Which feature should be used to automate lead assignment?

Accepted Answer

Lead management routing rules. Lead management routing rules. These rules allow you to define conditions (such as lead source and geographic region) to automatically assign leads to the appropriate sales team or user. Option A is incorrect because while sales teams can be configured, the actual automation of assignment based on attributes is done through routing rules, not simply team configuration. Option B is incorrect because business process flows define stages and steps for sales processes, not automated lead assignment. Option D is incorrect because automatic record creation and update rules are used to create or update records based on conditions like incoming emails, not for routing leads based on attributes.

Answer

Sales team configuration with assignment rules

Answer

Business process flow automation

Answer

Automatic record creation and update rules

Question 15

Which TWO options are benefits of using the Dynamics 365 Sales mobile app?

Accepted Answer

Role-based tailored experiences for sales representatives. The Dynamics 365 Sales mobile app provides role-based tailored experiences, meaning sales representatives see only the data, dashboards, and forms relevant to their role, which improves productivity and reduces clutter. This is achieved through the app's integration with the same security roles and entity-level permissions defined in the Dynamics 365 environment, ensuring that field sales reps have a focused, mobile-optimized interface without administrative overhead.

Answer

Access to all custom entities and fields without limitations

Answer

Automatic data synchronization with external CRM systems

Answer

Full administrative capabilities for system configuration

Question 16

Contoso Ltd. is a global manufacturing company that recently implemented Dynamics 365 Sales. The sales team consists of 50 representatives located in North America, Europe, and Asia. They sell complex machinery with long sales cycles. The company wants to improve the efficiency of its sales process by automating routine tasks. Currently, sales representatives manually create follow-up tasks every time a customer meeting is completed. These tasks are often forgotten, leading to missed follow-ups. Additionally, the company wants to ensure that when a lead is qualified, the appropriate product catalog is presented based on the lead's region. The system should automatically create an opportunity with the correct price list. The sales manager also wants to be able to view a dashboard that shows the number of overdue tasks per salesperson. Which combination of Dynamics 365 Sales features should the administrator implement to address all these requirements?

Accepted Answer

Use Power Automate to create follow-up tasks after meetings, configure product catalog with regional price lists, and use a personal dashboard to display overdue tasks.. Power Automate can create follow-up tasks automatically after meetings, addressing the missed follow-ups. Configuring the product catalog with regional price lists ensures the correct price list is applied when an opportunity is created from a qualified lead. A personal dashboard can display overdue tasks per salesperson, meeting the manager's reporting requirement.

Answer

Enable lead scoring to qualify leads faster, use seller cards to display tasks, and configure automatic record creation rules for tasks.

Answer

Implement Sales Insights for activity tracking, use lead scoring to prioritize leads, and configure personal dashboards for overdue tasks.

Answer

Configure business process flows for opportunities, set up sales teams with assignment rules, and use the Sales Hub app for dashboards.

Question 17

Adventure Works is a retail company using Dynamics 365 Sales to manage customer interactions. The sales team has 20 members and handles both B2B and B2C customers. The company wants to track customer engagement in real-time to identify high-value leads that are actively engaging with marketing emails and website content. Currently, the team relies on manual reports from the marketing department, which are often outdated. The sales manager wants to receive alerts when a lead's engagement score increases significantly, so the salesperson can reach out at the right time. Additionally, the company wants to automatically nurture leads with personalized email sequences based on their behavior. What should the administrator implement to meet these requirements?

Accepted Answer

Configure Sales Insights with engagement scoring and integrate with Dynamics 365 Marketing for automated email sequences.. Sales Insights provides real-time engagement scoring that tracks customer interactions with emails and website content, triggering alerts when scores increase significantly. Integrating with Dynamics 365 Marketing enables automated, behavior-based email sequences to nurture leads, directly meeting both requirements without manual reports.

Answer

Enable LinkedIn Sales Navigator integration to view customer activity and use Power Automate to send follow-up emails.

Answer

Use Power Automate to monitor customer interactions and create custom workflows to send alert emails to sales representatives.

Answer

Implement the Sales Hub app and configure offline sync to track customer activities in real-time.

Question 18

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. The opportunity entity in Dynamics 365 Sales is designed to track potential sales deals through a defined sales pipeline. It includes fields for the estimated close date and revenue, which are essential for forecasting. Additionally, the entity supports business process flows that allow you to define stages and track which stage each deal is in, enabling the sales manager to monitor progress.

Answer

Send bulk email campaigns to all contacts associated with an opportunity

Answer

Create quotes directly from an opportunity without any manual data entry

Answer

Automatically generate invoices for closed won opportunities

Question 19

A sales team is using the Dynamics 365 Sales API to create an opportunity. The JSON exhibit shows the payload they are sending. The request fails because the product line items are not being added. What is the most likely cause?

Accepted Answer

The API does not support creating opportunity products inline with the opportunity; they must be created after the opportunity exists. The Dynamics 365 Sales API does not allow creating opportunity products (opportunity line items) inline within the same POST request that creates the opportunity. The opportunity must first exist with a valid ID, and then the line items must be added via separate POST requests to the `opportunityproducts` entity. This is a fundamental design constraint of the OData-based API for Dynamics 365, which enforces a parent-child creation order.

Answer

The pricelevelid is specified at both opportunity and line item levels

Answer

The totalamount field is inconsistent with the line items total

Answer

The product numbers 'PR-001' and 'PR-002' do not exist in the system

Question 20

You are a sales operations administrator for Contoso Ltd. The sales team uses Dynamics 365 Sales to manage their pipeline. Recently, the team has reported that when they create a new lead from a marketing campaign, the lead's 'Source' field is not automatically populated with 'Campaign' as expected. The marketing team confirms that the campaign is properly set up and linked to the lead creation process. You need to ensure that the 'Source' field is automatically filled with 'Campaign' when a lead is created from a campaign. What should you do?

Accepted Answer

Create a custom workflow that triggers when a lead is created and sets the source field to 'Campaign' if the lead is associated with a campaign. A custom workflow (or Power Automate flow) can be configured to trigger on lead creation and conditionally set the 'Source' field to 'Campaign' when the lead is associated with a campaign. This ensures automation without requiring user intervention or form modifications, directly addressing the requirement that the field be automatically populated.

Answer

Configure the campaign entity to automatically update the source field on all associated leads

Answer

Modify the lead form to make the source field read-only and set its default value to 'Campaign'

Answer

Use a business process flow to require the user to select 'Campaign' as the source when creating a lead from a campaign