MB-210 Exam Questions Regularly Updated – Prepare for Microsoft Dynamics 365 Sales Functional Consultant Exam with V19.02

1. Topic 1, Bellows College

Case Study

This is a case study. Case studies are not timed separately. You can use as much exam time as you would like to complete each case. However, there may be additional case studies and sections on this exam. You must manage your time to ensure that you are able to complete all questions included on this exam in the time provided.

lo answer the questions included in a case study, you will need to reference information that is provided in the case study. Case studies might contain exhibits and other resources that provide more information about the scenario that is described in the case study. Each question is independent of the other questions in this case study.

At the end of this case study, a review screen will appear. This screen allows you to review your answers and to make changes before you move to the next section of the exam. After you begin a new section, you cannot return to this section.

To start the case study

To display the first question in this case study, click the Next button. Use the buttons in the left pane to explore the content of the case study before you answer the questions. Clicking these buttons displays information such as business requirements, existing environment and problem statements. If the case study has an All Information tab, note that the information displayed is identical to the information displayed on the subsequent tabs. When you are ready to answer a Question click the Question button to return to the question.

Overview

Background

Bellows College has several spots teams. Sporting events take place throughout the year.

Processes for managing and selling tickets to events are very outdated. The college uses Microsoft Excel to track who has paid for each private box seat for each season. The college uses a paper-based system to manage individual ticket sales. Bellows often loses money on ticket sales due to lack of accurate purchasing information.

The college currently does not support ticket sales on the day of a sporting event All tickets must be purchased in advance.

Bellows College plans to streamline processes for selling tickets to sporting events. The organization needs an updated system that will support internal sales people and track ail ticket sales for a season.

Sales team

Bellows College has inside phone sales representatives and regional sales representatives that are assigned to specific sales territories. inside phones sales representatives primarily handle individual cash or credit card ticket sales- Regional sales representatives primarily handle group and private box sales. Phone inquiries for group and private box sales are entered into the system and assigned to the appropriate regional representative.

Dynamics 365

Bellows College has purchased Microsoft Dynamics 365 Sales to help manage their ticket sales. You are hired to configure the system to meet the college s needs.

The college has identified the following requirements for the new system:

- Enforce repeatable steps to promote and increase efficiency and consistency for ticket sales across all sports and venues.

- Calculate sales margins based on base ticket prices with discounts for group and alumni sales.

- Maximize private box sales.

- Provide visibility into all potential and pending sales.

- Track and report follow up activities performed by all sales representatives.

Current processes

Ticket sales

Ticket sales are completed and displayed based on the college s fiscal year which begins July 1 and ends June 30.

Ticket sales tor existing customers will be entered as new opportunities for tracking and reporting purposes. To facilitate timely follow-up (end sales representative accountability), a phone can activity will be auto-generated every time a new opportunity is created. Ticket sales feu new customers will be entered in the solution as leads. Leads will have the following statuses: Open Qualified, and Disqualified. Status values cannot be customized. Status reasons can be customized.

Ticket prices

The standard ticket price for all sporting events is 550. Non-alumni whet purchases are priced based on the standard rate. Alumni ticket purchases ate priced at the current cost. This season the current cost is $35 per ticket. All sports are priced on a markup, except for football. Football is priced based on a hard profit.

The college has the following markup and margin policies for the three categories of ticket purchasers:

Ticket package discounts are available for group purchases.

The following table shows

Private box seats

Because of the limited number of private box seats, private box seats sell out quickly. These seats are offered to current renters first then alumni. Remaining box seat tickets are made available to others from year to year. The dean of the college has expressed the desire to personally call the CEOs or primary decision makers of groups to thank them for renewing their private box rentals.

Private box sales for existing customers win be entered as opportunities and converted to orders when finalized. Private box and group sales for new customers will be entered as leads and will follow a standardized sales process. To support reporting, pending new customer sales will go through a verification process using the stages New, Pending Approval. Approved.

Requirements

Accounting

Budgets and taxes must be tracked over an annual accounting period. The name of the accounting period must be displayed based upon the July 1 date. The accounting period must support abbreviations and must be divisible into four quarters.

Invoices must Include:

- Price List Products: Products tied to a price list

- Non-catalog Products: Existing products not part of the product catalog

- Opportunity Products: Products from a previously created opportunity

- Product prices on the invoice can be changed at the salespersons discretion.

System configuration

The system must be set up as follows:

- Individual cash and credit cards sales will be entered as orders in the system.

- New opportunities will automatically generate a required phone call activity for the assigned sales representative to be completed within 5 days. Valid outcomes of the call will be set to Connected. Left Message, and Wrong Number when closed.

- Non-renewals of private box rentals should be designated with the following outcomes for tracking and reporting purposes: Not interested. Budget cuts, No Longer in business. Other. It Other is chosen, the sales representative must provide additional information in the provided text box.

Tickets

The ticket manager must be able to create discounts for volume purchases of tickets for either groups or bundles of games.

The ticket manager must be able to calculate the best margins for ticket sales. They need to calculate prices as percentage of costs.

Reporting

The school's athletic director needs a fiscal yea' report that includes specific formatting based on a defined template. The report must contain a chart that displays the type of ticket purchaser (alumni, non-alumni, and student).

All tales reporting must be completed by using Dynamics 365 foe Sales. Bellows College has purchased the online version o' the Sales Content Pack for Power BI to allow for visualizations and the creation of dashboards 'or ticket sales. The sales team needs to use a secured connection to access the Bellows College Power Bi dashboard.

Problem Statements

The sales manager is concerned with the tack of sates from one of the sales representatives in comparison to the other sales representatives- The legacy system does not provide enough data to allow the manage* to give proper feedback or guidance. The sales manager has received emails from a potential private box customer named Contoso. Ltd. confirming that they have not had any contact from any sales representative even though they are ready to purchase group tickets.

HOTSPOT

You need to configure group sales discounts for alumni.

Which discount type parameters should you use? To answer, select the appropriate options in the answer area. NOTE: Each correct selection is worth one point.

2. You need to increase efficiency and consistency for ticket sales to meet company requirements.

What should you create?

3. DRAG DROP

You need to configure accounting options.

Which options should you use? To answer, drag the appropriate options to the correct tasks. Each option may be used once, more than once, or not at all. You may need to drag the split bar between panes or scroll to view content. NOTE: Each correct selection is worth one point.

4. You need to identify new customer pending sales.

What should you do?

5. HOTSPOT

You need to create and configure access to the Orders report and the Discounts by Number of Employees report.

What should you use? To answer, select the appropriate options in the answer area. NOTE: Each correct selection is worth one point.

6. You need to configure pricing for the Contoso, Ltd. invoice.

What should you do?

7. HOTSPOT

You need to configure opportunity status reasons to meet the requirements for existing customer sales.

Which options should you use? To answer, select the appropriate options in the answer area. NOTE: Each correct selection is worth one point.

8. You need to configure a phone call activity for the dean.

To which value should you set the value of the Call With field?

9. DRAG DROP

You need to create invoices for all customers.

Which products should you use? To answer, select the appropriate options in the answer area. NOTE: Each correct selection is worth one point.

10. You need to resolve the sales manager's issue regarding private box customers.

What should you do?

11. You need to implement dashboards.

Which URL should you use?

12. You need to create a chart for the athletic director.

What should you do?

13. HOTSPOT

You need to create a discount list for ticket sales.

Which pricing methods should you use? To answer, select the appropriate method in the dialog box in the answer area. NOTE: Each correct selection is worth one point.

14. Topic 2, Humongous insurance

Case Study

This is a case study. Case studies are not timed separately. You can use as much exam time as you would like to complete each case. However, there may be additional case studies and sections on this exam. You must manage your time to ensure that you are able to complete all questions included on this exam in the time provided.

lo answer the questions included in a case study, you will need to reference information that is provided in the case study. Case studies might contain exhibits and other resources that provide more information about the scenario that is described in the case study. Each question is independent of the other questions in this case study.

At the end of this case study, a review screen will appear. This screen allows you to review your answers and to make changes before you move to the next section of the exam. After you begin a new section, you cannot return to this section.

To start the case study

To display the first question in this case study, click the Nextbutton. Use the buttons in the left pane to explore the content of the case study before you answer the questions. Clicking these buttons displays information such as business requirements, existing environment and problem statements. If the case study has an All Informationtab, note that the information displayed is identical to the information displayed on the subsequent tabs. When you are ready to answer a Questionclick the Question button to return to the question.

Background

Humongous insurance provides fleet automotive insurance. The company s accounting year is July 1st-June 31st.

They have experienced rapid growth by acquiring brokerages that have locations in Canada, the United States, and the United Kingdom.

The company is making a big push for the Start of their second quarter on October 1st.

Current environment

* United States salespeople ate located in either the north, east south, west or national territory.

* Only national territory sales team members can send quotes and Invoices across multiple territories.

* Sales managers route leads based on territory.

* Salesperson! and Salesperson2 are part of the south region and the national account respectively.

* Salespeople cannot accurately report progression of sales and whether they are closed or still in process.

* Manager and underwriter approval is communicated by email.

* Many salespeople use different quote layouts.

Requirements

Territories

* Each territory must be set up as a Business Unit for security.

* Each territory must have the ability to qualify its own leads.

Security

* National sales team members must have privileges in order to see sales and account Information managed by the regional sales teams.

* Configure appropriate security for national and each regional sales.

Goals

* Salespeople's goals must roll up to their manager's goal.

* Goal mettles need lo automatically calculate every 12 hours.

Quotes

* Set up version traceability for quotes.

* Quotes must be marked with the word "Final' when approved.

* Quotes and orders must be generated in their clients" currency.

* Quotes and invoices must be able to be viewed across a variety of devices.

* Pricing must be standardized for insurance products while supporting tiered pricing across national and regional accounts.

Opportunities

* Closed opportunities that are won or lost must capture competitor information. The company wants a visualization built 'or the categories related to why the opportunities closed a certain way.

* When an opportunity is nearing time to quote, products should be added to the opportunity.

Other Requirements

* Simplify data entry and reduce dual data entry.

* Help salespeople and their managers keep track of where they are in the sales process.

* Use out-of-the-box reports where possible.

* Generate invoice numbers automatically.

* Begin invoice numbers with the letters INV.

* Allow managers to be able to view a diagram and dull down to leads converted in the last 30 days.

Issues

* Salespeople cannot identify the sales process stage process for each customer.

* Updated products are not easily updated within the product groups.

* There is no pricing tool.

* Salespeople must research each product every time they have to Quote a customer on a product

* User A is unable to quality leads.

* The manager follows the process on an approved quote but an error occurs.

* Client A purchases products from multiple regions for a single order.

* Not all products are available in regional pricelists or national pricelists.

HOTSPOT

You need to set up goals for the salespeople.

How should you set up the configurations? To answer, select the appropriate options in the answer area. NOTE: Each correct selection is worth one point.

15. HOTSPOT

You need to create visualizations for managers.

What should you configure? To answer, select the appropriate options In the answer area. NOTE: Each correct selection is worth one point.

16. You need to determine the cause of the error for approved quotes.

Why does the error occur?

17. You need to ensure that sales numbers reflect the accounting calendar.

What should you configure?

18. You need to create the required number of orders for ClientA.

How many orders should you create?

19. You need to determine which fields are required when opportunities are marked as lost.

Which fields are required?

20. HOTSPOT

You need to set up quotes to meet the requirements.

How should you configure the quotes? To answer, select the appropriate options in the answer area. NOTE: Each correct selection is worth one point.

21. You need to determine how notes and attachments are handled in converted leads.

How are they handled?

22. HOTSPOT

You need to configure territories and membership.

Which configurations should you use? To answer, select the appropriate options in the answer area. NOTE: Each correct selection is worth one point.

23. HOTSPOT

You need to configure the system for incoming email to support creation of leads from email requirements.

What should you do? To answer, select the appropriate options in the answer area. NOTE: Each correct selection is worth one point.

24. You need to resolve the issue UserA is experiencing.

Where should you add UserA?

25. Topic 3, group of theaters

Case Study

This is a case studyCase studies are not timed separately. You can use as much exam time as you would like to complete each case. However, there may be additional case studies and sections on this exam. You must manage your time to ensure that you are able to complete all questions included on this exam in the time provided.

To answer the questions included in a case study, you will need to reference information that is provided in the case study. Case studies might contain exhibits and other resources that provide more information about the scenario that is described in the case study. Each question is independent of the other questions in this case study.

At the end of this case study, a review screen will appear. This screen allows you to review your answers and to make changes before you move to the next section of the exam. After you begin a new section, you cannot return to this section.

To start the case study

To display the first question in this case study, click the Next button. Use the buttons in the left pane to explore the content of the case study before you answer the questions. Clicking these buttons displays information such as business requirements, existing environment, and problem statements. If the case study has an All Informationtab, note that the information displayed is identical to the information displayed on the subsequent tabs. When you are ready to answer a question, click the Question button to return to the question.

Background

A company owns a group of theaters that stage live performances. Tickets to shows are sold by individual representatives by using a mobile app.

Each theater has a manager. The managers rotate between theaters every six months.

The company plans to implement Dynamics 365 Sales.

Current environment

The company uses the following pricing structure for tickets:

Representatives create Microsoft Word documents to use as invoices. Pricing for tickets is often inconsistent. Ticket sales are often lost because customers go to other shows.

Requirements

Business cards

* The business card of every group sales customer must be scanned and the image saved with the contact record.

* A customer's business card must be scanned even if the customer has been to the theater before.

* Business cards must show up on all contact forms.

Salespeople

* Each salesperson needs to sell a certain amount of tickets per month.

* The number of tickets each salesperson sells must be totaled only at the end of the month, before the monthly meeting between the salesperson and their manager.

* Salespeople must not be able to check the quantity sold in the system daily.

Opportunities

* The name of the sales manager must be added to opportunity records when sales representatives close opportunities.

* Opportunities that are lost must include the reasons other show and not interested.

* Some of the opportunities who order a large quantity of tickets every week want quotes quickly on various quantities.

They want it broken down as follows:

* Price breakout by ticket

* Quantity discount amount

* Original ticket price

Orders

* Customers who buy a large quantity of tickets to a show must always get a quote first.

* Orders must always be created from the Quote record when it is a large purchase.

* Customers who buy a smaller quantity of tickets that do not have quotes must have an invoice sent to them.

Data Analysis

* Analyze email messages that pertain to ticket sales of the shows.

* Analyze relationships to help with potential sales of friends and coworkers for potential ticket buyers.

* Analyze accounts and assess the account representative's relationship with the customer to gauge the level of communication.

Visuals

A Tickets dashboard for all cashiers must be created that contains the following bar Charts:

* all the tickets sold for each show

* all the tickets available for each show

* accounts that have purchased groups of 10 or more tickets

* purchased tickets by age groups

Shows

* Representatives must track which shows customers go to when they do not purchase the tickets to their shows. This information must be entered in the records.

* Every time a potential large sale is lost, the representative needs to ask the customer which show ticket was purchased instead of their show.

* Shows at other theaters must be updated on a monthly basis.

* Quantity discounts and bulk purchase for different shows must be consistent.

Issues

* The Tickets dashboard has eight sections. The dashboard includes a line chart that displays data about age groups. The dashboard also has a chart that group ticket sales. The chart shows 10 or more tickets sold but is missing accounts that purchased more than 20 tickets.

* Cashiers report that they cannot see two specific area of the Tickets dashboard. Salespeople report that they can see all areas of the dashboard.

* Representative 1 is unable to scan business cards.

* Some users do not see the business cards when using their desktop machines, but they see them from their tablets and mobile phones.

* There are no business card images in the system.

* Duplicate contacts are being created with business card scans.

You need to choose where to enter the other show names in the system.

Where should you add the shows?

26. DRAG DROP

You need to determine which configuration changes to make to address closed and lost opportunities.

Which modifications should you complete? To answer, drag the appropriate modifications to the correct additions. Each modification may be used once, more than once, or not at all. You may need to drag the split bar between panes or scroll to view content. NOTE: Each correct selection is worth one point.

27. You need to create orders for large quantity purchases.

What are two possible ways to achieve this goal? Each correct answer presents a complete solution

NOTE: Each correct selection is worth one point.

28. DRAG DROP

You need to choose which product's solution fits the analysis needed.

Which solutions should you use? To answer, drag the appropriate solutions to the correct analyses. Each solution may be used once, more than once, or not at all You may need to drag the split bar between panes or scroll to view content. NOTE: Each correct selection is worth one point.

29. You need to choose where to enter the other show names in the system. Where should you add the shows?

30. You need to configure the system for all the large quantity pricing requirements.

What should you do?

31. DRAG DROP

You need to handle large quantity opportunities.

Which four actions should you perform in sequence? To answer, move the appropriate actions from the list of actions to the answer area and arrange them in the correct order.

32. You need to configure the system to handle all ticket sales.

What should you configure?

33. DRAG DROP

You need to ensure that new managers receive the information they need.

What should you do? To answer, drag the appropriate actions to the correct information. Each action may be used once, more than once, or not at all. You may need to drag the split bar between panes or scroll to view content. NOTE: Each correct selection is worth one point.

34. You need to determine the cause of the issue with desktop users and business cards.

What is the cause of the issue?

35. You need to make the appropriate change to the system to ensure that statistics are correct in time for each manager/salesperson meeting.

What should you do?

36. HOTSPOT

You need to resolve the issues on the ticket’s dashboard.

Which configurations should you change? To answer, select the appropriate options in the answer area. NOTE: Each correct selection is worth one point.

37. Topic 4, Contoso Ltd.

Background

Contoso, Ltd. manufactures electronic components for robotic assembly machines. The company specializes in wiring harnesses that are made to customer specifications.

The company’s corporate office and a manufacturing plant are in Detroit.

The company also has offices and manufacturing plants in the following countries:

✑ China

✑ Germany

✑ Mexico

✑ United Kingdom (UK)

Current environment

Sales

✑ Customers who have operations in more than one country are managed by the sales team within the country from which a request originated. However, it is difficult to get information about sales for these customers.

✑ Each salesperson manually creates customer quotes using Microsoft Word and Excel templates. This causes pricing inconsistencies, which is affecting profitability.

✑ Customers who have total sales over $1,5M per year receive special Preferred Customer discount pricing on products and services.

✑ Costs, pricing, and product availability vary greatly by country.

Sales teams

✑ Each office has a dedicated sales team. Sales are managed by a global team in countries without a sales office.

✑ Each sales team has a projected revenue target that is tied to the factory capacity in their country, except for the global team. The global team’s projected revenue target is derived using a percentage of their actual sales from the previous year.

✑ Each sales team maintains a spreadsheet in which they record customer requests for quotes (RFQs). The spreadsheets are stored on a network drive.

✑ Sales team revenue targets are set yearly based on manufacturing capacities at each plant.

✑ Individual sales targets are based on product lines by quarter.

Current RFQ process

The company defines the following process for processing RFQs:

Requirements

General setup

✑ Standard functionality must be used when possible.

✑ All open RFQs must be imported into the solution.

✑ All information must be accessible to the entire executive management team.

✑ Country-specific sales information must be accessible only to sales representatives assigned to those teams.

✑ Sales and quote processes must be standardized across all sales divisions.

✑ Sales territories must be set up for each country as well as for a global territory.

✑ The global team will take over the management of RFQs for customers who have operations in more than one region.

✑ Due to regulatory considerations, the solution must be able to limit the kinds of products that can be sold by region.

RFQ management

✑ New RFQs must be entered initially into the system as Leads until they are reviewed.

✑ The default forecast categories must be used.

✑ Standardized quote formats and product pricing must be enforced across all sales offices.

✑ All tasks and follow-up activities with customers to close RFQs must be associated directly with the RFQs.

Credit and reference checks

✑ All new customers must undergo credit and reference checks before estimates are created for any RFQs. This information will be recorded in a new custom field called Credit Check that has a Yes/No value.

✑ The finance manager must be assigned the credit and reference review when an RFQ is ready for review.

✑ If a customer’s credit and reference review is unfavorable, the finance manager must follow up with the customer and the sales representative by phone.

✑ The customer’s credit report must be added to the RFQ as a permanent record and for audit purposes.

✑ The solution must provide both a sample script that the finance manager can use

as well as a checklist of how to perform the check.

Reporting

The sales manager dashboard must show the following data:

✑ Projected revenue and profitability per country by month and fiscal year.

✑ Projected and current product sales per country by month and fiscal year.

✑ RFQ Won/Loss revenue comparison by fiscal quarter.

✑ RFQ status by sales representative within their territory.

✑ RFQs that are awaiting management approval and how long they have been waiting.

✑ Sales lost to competitors month over month.

Managers must also be able to track how long an RFQ has been awaiting credit and reference checks, and how many RFQs have had unfavorable results from credit or reference checks.

Issues

✑ PreferredCustomerA, who has factories in Germany, the UK, and Canada, reports that their sales representatives give different pricing and discounts to customers depending on the country in which the RFQ is initiated.

✑ Several RFQs that have passed management review but failed standard credit checks have been issued quotes. To prevent this, credit checks must now be done before the management approval meeting.

✑ Several imported RFQs contain quotes for discontinued products. Updated quotes with current product offers need to be sent to customers.

✑ CompanyB needs pricing for harnesses for their plants in Germany, the UK, and Argentina.

✑ CompanyC received a quote for harnesses for their US home office. They need the products for their Canadian plant.

✑ CompanyD wants sales orders and shipments sent directly to VendorZ, who manufactures several subassemblies for them. VendorZ also builds components for other customers as well as for Contoso, Ltd.

✑ The chief financial officer (CFO) is concerned about the amount of work that the new credit and reference checks will create. Therefore, a time-study needs to be initiated for that work to see whether an additional person needs to be hired.

You need to process CompanyB's order.

What should you do?

38. You need to add the unfavorable credit and reference check reasons to the RFQ close process.

What should you do?

39. HOTSPOT

You need to configure forecasting according to the requirements.

What should you do? To answer, select the appropriate options in the answer area. NOTE: Each correct selection is worth one point.

40. HOTSPOT

You need to implement sales lost to competitors.

What should you do? To answer, select the appropriate options in the answer area. NOTE: Each correct selection is worth one point.

41. HOTSPOT

You need to manage existing RFQs.

What should you do? To answer, select the appropriate options in the answer area. NOTE: Each correct selection is worth one point.

42. You need to enter information about VendorZ into the system.

Which two actions should you perform? Each correct answer presents part of the solution. NOTE: Each correct selection is worth one point.

43. You need to set up the required sales tracking for multinational customers.

Which two actions should you perform? Each correct answer presents part of the solution. NOTE: Each correct selection is worth one point.

44. HOTSPOT

You need to configure the RFQ process flow.

What should you create to meet each requirement? To answer, select the appropriate options in the answer area. NOTE: Each correct selection is worth one point.

45. You need to implement the time study.

What should you create?

46. You need to resolve the issue for PreferredCustomerA, what should you create?

47. HOTSPOT

You need to configure the credit and reference screening playbook to meet the requirements.

What should you do? To answer, select the appropriate options in the answer area. NOTE: Each correct selection is worth one point.

48. HOTSPOT

You need to configure the RFQ Won/Loss chart.

How should you configure the chart? To answer, select the appropriate options in the answer area. NOTE: Each correct selection is worth one point.

49. Topic 5, Liberty's Delightful Sinful Bakery & Café

Liberty's Delightful Sinful Bakery & Cafe (Liberty's) sells baked goods to only commercial customers for resale from its East and West territories. The bakery acquired a company that it will incorporate as its retail line of business. Each territory will contain a Retail and Commercial territory.

Liberty's has two territories, each divided as shown below.

Configuration:

• The Commercial territory has a different price list than the Retail territory.

• The criteria used to measure the probability of a sale will be different for retail and commercial.

• All loaves cost the same and all buns cost the same.

• Auto-create records for newly qualified leads is turned on to simplify the lead qualification process.

• Liberty's logs all phone calls, appointments, and emails in Dynamics 365 Sales.

• Accounts were imported for the Retail territory.

• Liberty's finds that the information on their accounts and contacts are often outdated.

• Liberty's must use Microsoft Relationship Sales.

Discounts

To add the pricing for retail, Liberty's will update all price lists to reflect the retail price and provide the following discounts:

• 10 percent off for 10-19 items

• 20 percent off for 20-49 items

• 30 percent off for more than 50 items

Job roles

EmployecA:

• Manages the Commercial territory

• Will also manage the new Retail terntory starting next month

• Responsible for all sales functions, including forecasting and product management EmployeeB:

• Hired for retail sales only

• Must create new accounts and contacts but should not be able to create or edit products EmployeeC:

• Serves as a Liberty's executive

• Requires read-only access to Contacts and Accounts tables in Dynamics 365 Sales Employee©:

• Serves as an operations manager, responsible for managing orders and deliveries

General

• With the acquisition of the retail company, new bread types must be added. These bread types must apply to loaves and buns.

• A lead must be generated from an activity record.

• Liberty's wants to improve accuracy about Accounts and Contacts but does not want to track messages generated outside of the system.

• With the addition of the retail branch. Liberty's must create a forecasting model to estimate the revenue for the next quarter.

• If a phone call is received from a new potential customer, a lead must be generated from the activity record.

• Liberty's must automatically maintain current account and contact information.

• The system must be able to rate the health of an opportunity based on the following scale:

o 1 = Good

o 2 = Fair

o 3 = Poor

• The health rating must include all conversations and interactions, including those on social media.

Issues

• A duplicate detection rule is set up, and the flag to check for duplicates is turned on; however, duplicates still exist.

• EmployeeB and other employees notice that all their opportunities are rated as Good, but when reviewing the activities, they see that the rating should be Poor.

• User1 complains that the user's message responses to leads in Linkedln are missing.

• TesterA cannot find the model-driven app to test.

• Liberty's receives an email with a customer order. When the customer calls to pay with a credit card over the phone, Liberty's cannot find the customer order.

You need to optimize generated forecasts.

What should you create?

50. You need to create a component for deliveries.

What should you create?

51. You need to resolve the missing credit card order.

Which two actions should you perform? Each correct answer presents part of the solution. NOTE: Each correct selection is worth one point.

52. You need to fix the opportunity fating issue that EmployeeB reports.

What should you update?

53. You need to resolve the issue reported by User1.

Which three actions should you perform? Each correct answer presents part of the solution. NOTE: Each correct selection is worth one point.

54. You need to create a price list for loaves of bread.

What should you set up?

55. HOTSPOT

You need to add the new types to the product catalog.

What should you do for each scenario? To answer, select the appropriate options in the answer area. NOTE: Each correct selection is worth one point.

56. DRAG DROP

You need to ensure that the Accounts table data does not contain duplicates.

Which three actions should you perform in sequence? To answer move the appropriate actions from the list of actions to the answer area and arrange them in the correct order. NOTE: More than one order of answer choices is correct. You will receive credit for any of the correct orders you select.

57. HOTSPOT

You need to ensure that employees have the appropriate territory set up.

What should you do? To answer, select the appropriate option in the answer area. NOTE: Each correct selection is worth one point.

58. You need to solve the TesterA issue.

What should you do?

59. DRAG DROP

You need to assign the appropriate out-of-the-box security roles.

Which roles should you assign? To answer, drag the appropriate roles to the correct users. Each role may be used once, more than once, or not at all. You may need to drag the split bar between panes or scroll to view content. NOTE: Each correct selection is worth one point.

60. DRAG DROP

You need to create new leads from activities.

What should you do? To answer, drag the appropriate actions to the correct activity types. Each action may be used once, more than once, or not at all. You may need to drag the split bar between panes or scroll to view content. NOTE: Each correct selection is worth one point.

61. Topic 6, Contoso, Ltd (An Appliance Company)

background

Contoso, Ltd. is an appliance company that sells appliances to various regions. The company uses First Up Consultants, an external sales company, to manage opportunities in areas where they do not have salespeople. The First Up Consultants personnel do not have Dynamics 365 Sales licenses. The internal sales team generates about 500 tradeshow leads per month.

Contoso, Ltd. uses Dynamics 365 Sales with no additional features enabled. The company currently uses only custom forms and the Sales Hub app.

The company recently hired a sales manager. The sales manager plans to improve processes and must keep costs as low as possible. A hands-off approach means the sales manager will view information in Dynamics 365 Sales but will not add entries. The sales manager identified the following areas that require major improvement

• Leads process

• Opportunity process

• Marketing process

• General company collaboration and communication

Leads Process

• Leads created at The head office must be automatically distnbuted to salespeople in a cyclical order. Tradeshow leads are created by salespeople and do not need to be redistributed.

• Lead assignments are often delayed because other tasks become a priority.

• To help prioritize tasks, the salespeople require the Up Next widget for the Lead form.

• The salespeople require a task that reminds them to call the lead one week after the tradeshow.

• The salespeople are excellent at meeting leads at tradeshows. One day after the tradeshow, they manually send a follow up email, but that is often where the communication stops.

• Salespeople often forget to track customer emails to their leads when they are in Microsoft Outlook.

Opportunity Process

• The contracts team must review all contracts uploaded in Dynamics 365 Sales for opportunities, but they do not have access to Dynamics 365 Sales.

• Opportunities are often transferred to different child or parent accounts, so contracts should not be filed by account.

• First Up Consultants must track the progress of the opportunity in Dynamics 365 Sales.

Marketing Process

• The contracts team must review all contracts uploaded in Dynamics 365 Sales for opportunities, but they do not have access to Dynamics 365 Sales.

• Opportunities are often transferred to different child or parent accounts, so contracts should not be filed by account.

o Pop-up sale emails must only go to a manually selected group of cont<365 Sales.,

• Tradeshow

o The sales administrator must send marketing materials to specific leads collected from

the tradeshow when the tradeshow ends. The sales administrator must manually select the

leads from all the leads collected.

• Flyers

o The sales administrator must send a quarterly sales flyer to leads in the local area. These leads are collected from the website. The leads must be automatically added or removed throughout the quarter.

General Issues

• Salespeople often travel to visit customers. Currently, the salespeople connect to Dynamics 365 Sales through a browser on their phones. The Dynamics 365 Sales forms are often small and difficult to use.

• The salespeople require availability of the following features on their phone:

o Receive an alert that notifies them of a new lead assignment even when they are not using Dynamics 365 Sales. o View all meetings and appointments from Outlook and Dynamics 365 Sales in one view. o Generate a SQL Server Reporting Services (SSRS) quote for a customer.

• Salespeople require emails to appear on Dynamics 365 Sales records so they can associate the email to the record without needing to navigate to another app.

• A new salesperson can open records but cannot access the app. The salesperson has been granted the same app access as all other salespeople.

You need to help the sales administrator identify leads generated from the tradeshow and website.

You need to purchase a license for the sales manager.

Which license should you purchase?

62. DRAG DROP

You need to provide a solution for the traveling salespeople.

What should you recommend for each scenario? To answer, drag the appropriate apps to the correct scenarios. Each app may be used once, more than once, or not at all. You may need to drag the split bar between panes or scroll to view content. NOTE: Bach correct selection is worth one point.

63. DRAG DROP

You need to configure the system for the contracts team.

Which three actions should you perform in sequence?

To answer, move the appropriate actions from the list of actions to the answer area and

arrange them in the correct order.

64. DRAG DROP

What should you create for each audience? To answer, drag the appropriate list types to the correct audiences. Each list type may be used once, more than once, or not at all. You may need to drag the split bar between panes or scroll to view content. NOTE: Each correct selection is worth one point.

65. You need to provide First Up Consultants the access they require.

What should you do?

66. Topic 7, Mix Questions

An order uses quote and order functionality in Dynamics 365 for Sales. Multiple quotes may be provided to customers at one time. Quotes are revised often.

You need to create a process that meets the following requirements:

✑ Create an order from a quote.

✑ Close the associated opportunity as won.

✑ Update the actual values to reflect values from the quote.

Which two opportunities can you close as won? Each correct answer presents a complete solution. NOTE: Each correct selection is worth one point.

67. DRAG DROP

You use opportunities with business process flows in Dynamics 365.

You do not have insight into the amount of time spent per process and when the last stage became active.

You need to create views and charts that give you this insight and that allow you to track by the owner of the opportunity.

Which three actions should you perform in sequence? To answer, move the appropriate actions from the list of actions to the answer area and arrange them in the correct order.

68. You are a salesperson using Dynamics 365 for Sales.

You need to revise an active quote.

What happens to the original quote record?

69. You are a Dynamics 365 for Sales administrator. You are setting up a product catalog.

You need to configure the base unit group.

Which quantity or measurement should you configure?

70. DRAG DROP

You manage a Dynamics 365 for Sales environment.

You need to automatically create records for salespeople when they complete phone call activities.

Which three actions should you perform in sequence? To answer, move the appropriate actions from the list of actions to the answer area and arrange them in the correct order.

71. You are a Dynamics 365 Sales administrator. You configure a forecast template that uses the Forecast category as a starting point for a layout for the sales team.

The sales manager wants the value of the Lost column to come from the Total Detail Amount instead of the default value because the revenue is always driven by the items.

You need to make the change.

What should you do?

72. CORRECT TEXT

Please wait while the virtual machine loads. Once loaded, you may proceed to the lab section. This may take a few minutes, and the wait time will not be deducted from your overall test time.

When the Next button is available, click it to access the lab section. In this section, you will perform a set of tasks in a live environment. While most functionality will be available to you as it would be in a live environment, some functionality (e.g., copy and paste, ability to navigate to external websites) will not be possible by design.

Scoring is based on the outcome of performing the tasks stated in the lab. In other

words, it doesn't matter how you accomplish the task, if you successfully perform it, you will earn credit for that task.

Labs are not timed separately, and this exam may have more than one lab that you must complete. You can use as much time as you would like to complete each lab. But, you should manage your time appropriately to ensure that you are able to complete the lab(s) and all other sections of the exam in the time provided.

Please note that once you submit your work by clicking the Next button within a lab, you will NOT be able to return to the lab.

You need to create a new field for an opportunity to capture the Billing Contact. The field must be populated by using a contact record. You must set the field as required, and then add the field to the form at the bottom of the Summary section.

To complete this task, sign in to the Dynamics 365 portal.

73. Note: This question is part of a series of questions that present the same scenario. Each question in the series contains a unique solution. Determine whether the solution meets the stated goals. Some question sets might have more than one correct solution, while others might not have a correct solution.

After you answer a question in this section, you will NOT be able to return to it. As a result, these questions will not appear in the review screen.

You configure forecasts for a clothing manufacturer.

A salesperson updates an opportunity and wants to refresh the forecast.

You need to show the salesperson how to refresh the forecast.

Proposed solution: Update the roll-up recurrence frequency.

Does the solution meet the goal?

74. You are creating a pricing list in Dynamics 365 Sales.

All prices must end in $.98.

You need to select the function that establishes this pricing requirement.

What should you use?

75. Note: This question Is part of a series of questions that present the same scenario. Each question In the series contains a unique solution that might meet the stated goals. Some question sets might have more than one correct solution, while others might not have a correct solution.

After you answer a question in this section, you will NOT be able to return to It. As a result, these questions will not appear In the review screen.

You are a Dynamics 36S Sales system administrator.

The sales team warns to use automated conversation starters.

You need to ensure that the controls are available to developers.

Solution: Disable JavaScript and disable pop-up blockers.

Does the solution meet the goal?

76. A company uses Dynamics 365 Sales.

You are setting up the product catalog for customers.

Pricing must be set up as follows:

• 1 can - $5.00

• 6 cans - $28.00

• 1 case = S1O0.0O

Partial orders are allowed. A customer wants to buy 2.5 cases of a product. The customer receives a system error when trying to enter the quantity. You need to resolve the issue.

What should you modify?

77. A customer recently visited one of your retail outlets. You created an opportunity for the customer for a large purchase.

The customer is now ready to complete the purchase.

You need to create a quote from the opportunity.

Solution: Convert the Opportunity to a quote.

Does the solution meet the goal?

78. A sales team uses the out-of-the-box Kanban board to view the All Opportunities list. A read-only grid is displayed for all other views. You must display the same Kanban board when sales team members view the My Open Opportunities list. You need to configure the view for the sales team members.

What should you add to the view?

79. HOTSPOT

You manage a Dynamics 365 environment. You plan to implement business process flows from AppSource.

You need to ensure that you can install the business process flows.

Which actions should you perform? To answer, select the appropriate options in the answer area. NOTE: Each correct selection is worth one point.

80. Note: This question is part of a series of questions that present the same scenario. Each question in the series contains a unique solution. Determine whether the solution meets the stated goals. Some question sets might have more than one correct solution, while others might not have a correct solution.

After you answer a question in this section, you will NOT be able to return to it. As a result, these questions will not appear in the review screen.

You configure forecasts for a clothing manufacturer.

A salesperson updates an opportunity and wants to refresh the forecast.

You need to show the salesperson how to refresh the forecast.

Proposed solution: Recalculate the forecast.

Does the solution meet the goal?

81. A company uses Dynamics 365 Sales.

A user cannot find the option to view activities in the Kanban view or rearrange the activities.

You need to make the Kanban view available to the user.

What should you do?

82. HOTSPOT

A sales manager needs to set up goals in Dynamics 365 Sales for salespeople.

The measurement of goals must be based on the total deal amount upon closing an opportunity.

The fiscal year for the goals must be based on the calendar year.

You need to create the rollup query for the goal metrics.

Which options should you select? To answer, select the appropriate options in the answer area. NOTE: Each correct selection is worth one point.

83. HOTSPOT

You are converting a lead for the manufacturing manager from Contoso, Ltd. Neither the company nor the manufacturing manager are in your Dynamics 365 system.

You need to ensure that the lead record a correctly convened.

Which values should you use? To answer, select the appropriate options in the answer area. NOTE: Each correct selection is worth one point.

84. You manage a Dynamics 365 environment. You plan to implement business process flows from AppSource.

You need to ensure that a user can install the business process flows.

What should you do?

85. DRAG DROP

You are a Dynamics 365 Sales administrator.

You need to ensure that each salesperson can perform the following tasks when new leads are added to the system:

• Create an appointment

• Add documentation.

Which four actions should you perform in sequence? To answer, move the appropriate actions from the list of actions to the answer area and arrange them in the correct order.

86. HOTSPOT

You are Implementing Dynamics 365 Sales for a company that has salespeople in the fallowing cities in the state of Florida: Jacksonville, Miami, and Tampa. The manager in Florida oversees the salespeople tar all Three cities.

You must set up territories by states. Each state must be a parent territory and have a different manager.

Sales information must be shown by city and then by state.

You need to set up territories for Florida.

Which settings should you use? To answer, select the appropriate options in the answer area. NOTE: Each correct selection is worth one point.

87. CORRECT TEXT

Please wait while the virtual machine loads. Once loaded, you may proceed to the lab section. This may take a few minutes, and the wait time will not be deducted from your overall test time.

When the Next button is available, click it to access the lab section. In this section, you will perform a set of tasks in a live environment. While most functionality will be available to you as it would be in a live environment, some functionality (e.g., copy and paste, ability to navigate to external websites) will not be possible by design.

Scoring is based on the outcome of performing the tasks stated in the lab. In other words, it doesn't matter how you accomplish the task, if you successfully perform it, you will earn credit for that task.

Labs are not timed separately, and this exam may have more than one lab that you must complete. You can use as much time as you would like to complete each lab. But, you should manage your time appropriately to ensure that you are able to complete the lab(s) and all other sections of the exam in the time provided.

Please note that once you submit your work by clicking the Next button within a lab, you will NOT be able to return to the lab.

Your company wants every lead record to be rated as Cold when the record is created.

You need to configure the instance and validate your changes by creating and saving a new lead record named New roof for a user named Sam Smith.

To complete this task, sign in to the Dynamics 365 portal.

88. You are using a forecast template. You must configure the forecast by territory. You need to configure the forecast parameters.

Which parameter should you configure?

89. A company uses Dynamics 365 Sales to create and manage opportunities, quotes and orders.

You need to ensure that the Actual Revenue field in an opportunity is automatically updated with the total

amount from the quote.

What should you do?

90. A company uses Dynamics 365 for Sales to analyze their competitive wins and losses data.

Sales staff close lost opportunities and enter the Actual Revenue, Closed Date, Competitor, and the reason for the loss.

You need to create a dashboard that provides information related to the last 30 days of opportunities closed as lost.

Which entity should you use?

91. A company uses Dynamics 365 Sales.

You attempt to add a product to an order, but the product cannot be located.

You need to determine why the product is missing.

What is the cause?

92. You are a Dynamics 365 Sales administrator for a company that has locations in five regions.

The company's owner wants regional managers to update their own forecasts. The owner wants full transparency for all forecasts to all current and future employees.

You need to allow users to see the forecasts for every region.

What should you do?

93. HOTSPOT

You are a Dynamics 365 Sales administrator.

You create a forecast by using the forecast category layout shown in the exhibit:

Use the drop-down menus to select the answer choice that answers each question based on the information presented in the graphic. NOTE: Each correct selection is worth one point.

94. DRAG DROP

You manage the Dynamics 365 environment for Contoso, Ltd. A rule automatically creates a lead associated with an email when an email is sent to [email protected].

You need to ensure that the marketing manager receives an email each time an email request is sent to [email protected].

How should you configure the rule? To answer, drag the appropriate actions to the correct

requirements. Each action may be used once, more than once, or not at all. You may need to drag the split bar between panes or scroll to view content. NOTE: Each correct selection is worth one point.

95. A salesperson is viewing a My Activities list as a calendar.

The salesperson wants to change the status of a phone call by dragging an activity to a new status.

You need to ensure that the salesperson can switch their view type.

What should you do?

96. DRAG DROP

You are setting up the product catalog in Dynamics 365 Sales.

The following promotions must be set up in the product catalog:

• Customers receive a free mug with the purchase of one can of soda.

• Customers receive a five percent price decrease on the purchase of 12 cases of soda.

• Soda has various prices based on whether the purchase is for one can, one six-pack, or a case.

You need to choose which feature to set up in the product catalog.

Which feature should you use? To answer, drag the appropriate features to the correct requirements. Each feature may be used once, more than once, or not at all. You may need to drag the split bar between panes or scroll to view content. NOTE: Each correct selection is worth one point.

97. You work in a sales role for an organization that uses Dynamics 365. You are managing an opportunity for a potential customer.

You need to create a quote that automatically includes all the products from the opportunity.

What should you do?

98. HOTSPOT

You use Dynamics 365 Sales.

You need to add products to an invoice.

Which options should you use? To answer, select the appropriate options in the answer area. NOTE: Each correct selection is worth one point.

99. HOTSPOT

You are a Dynamics 365 for Sales administrator.

You create the following flow.

Use the drop-down menus to select the answer choice that answers each question based on the information presented in the graphic. NOTE: Each correct selection is worth one point.

100. You manage a Dynamics 365 Sales environment. Many activities are associated with opportunities.

Managers must be able to determine how the relationship with customers is trending for each opportunity.

You need to implement a solution.

Which solution should you implement?