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MB-210: MICROSOFT DYNAMICS 365 SALES
FUNCTIONAL CONSULTANT
You have created a Goal for a Sales person that will track the total revenue generated by their opportunities for the Year. Which column would likely be used for tracking the data that is considered In Progress? -Est. Revenue -Actual Revenue -Budget -Calculation Method Est. Revenue -The Est. Revenue column would be used for tracking in-progess data. You are creating a goal that will be used to track the total value of Opportunities that are closed by individual sales staff members. Which metric type would you select in the Goal Metric column? -Count -Total -Value -Amount Amount -A goal metric is the numeric measurement that is based on a value in a specific record type, Goal Metrics, are defined at an organization level and are not specific to any users. They are two types of metrics that can be defined based on your individual needs. Amount is used when you want to create a metric that will be used with dollar amount values. Count is used when you want to identify the total number of records that meet a specific criterion. Which statement best describes a Goal Metric? -The specific numeric item that we want to measure. -The specific target value for a specific time period. -The specific person that the goal applies to. -The specific criteria used to define a goal. The specific criteria used to define a goal. -A goal metric is the numeric measurement that is based on a value in a specific record type, Goal Metrics, are defined at an organization level and are not specific to any users. Once a Goal Metric is defined, all new goals will be based on existing goal metrics and will have specific targets and owners defined. Source - Goal Metrics What is the term used to describe the time period required to create goals?
-Goal Date -Date Range -Fiscal Period -Goal Period Fiscal Period -Each goal must specify a particular fiscal period or a custom time period first before it can be saved. Source - Fiscal year settings You want to be able to create goals that will be used to track the total value of Opportunities that are closed by individual sales staff members. Which metric type would you use? -Count -Total -Value -Amount Amount -A goal metric is the numeric measurement that is based on a value in a specific record type, Goal Metrics, are defined at an organization level and are not specific to any users. They are two types of metrics that can be defined based on your individual needs. Amount is used when you want to create a metric that will be used with dollar amount values. Count is used when you want to simply identify the total number of records that meet a specific criterion. Source - Goal Metrics Which of the following options is an included security role that organizations can use in Dynamics 365 Sales? -Sales Development Manager -Invoice Generator -Salesperson -Business-to-Business Salesperson Salesperson -The Salesperson security role is available as an included role in Dynamics 365 Sales. It grants the user permissions to all daily tasks that they need as a salesperson, including adding or editing leads, opportunities, and invoices. (Source - Security roles) A business uses Dynamics 365 Sales, and it uses the included Sales Manager role for most employees. However, because a subset of employees includes regional sales managers, the company needs other permissions along with the regular Sales Manager role. What is the most efficient way to create a new, custom Regional Sales Manager security role? -Copy the existing Sales Manager role, rename it, and then edit the access levels and privileges. -Create a new role and name it Regional Sales Manager. Grant the necessary
-Email -Phone call -Task Email -Microsoft Dynamics 365 can track communications and interactions. Out of the box, only email activities can be converted to leads. This conversion can occur either in the application or in the Dynamics 365 app for Outlook. (Source - Create Leads) What happens to a lead record after it's disqualified? -The record can still be modified. -The record is no longer visible to users. -The record becomes read-only. -The record is deleted from the system. The record becomes read-only. -When a lead is qualified or disqualified, the record for it is inactivated. Inactivated records are locked and can no longer be edited. To make a record editable again, you must reactivate the lead. (Source - Qualify and Disqualify Leads) Which of the following record types can be created automatically from a qualified lead? -Competitor -Contact -Order -Quote Contact -When a lead is qualified, a corresponding opportunity record is automatically created. If the lead wasn't associated with an existing account or contact, a corresponding account or contact record is also created. (Source - Qualify and Disqualify Leads) You recently lost an opportunity to a competitor. You now want to specify that competitor for reporting purposes. How do you enter this information? -Add the competitor to the list of competitors in the opportunity. -Add a note to the opportunity. -Enter the details in the Opportunity Close activity. -Add a post to the opportunity. Enter the details in the Opportunity Close activity. -When you close an opportunity, the system creates an Opportunity Close activity. Here, you can specify details like the actual revenue for opportunities that you won and the competitor that you lost to for lost opportunities. (Source - Opportunity Lifecycle Management)
You're working on an opportunity, and the customer requires that its lawyer be kept informed about all items. You already have the customer's lawyer entered as a contact in Dynamics 365. How do you associate the lawyer with the opportunity? -Add the lawyer to the list of stakeholders in the opportunity. -Add a note about the lawyer to the account record. -Add the lawyer as a contact for the account record. -Add a connection to the lawyer in the account record. Add the lawyer to the list of stakeholders in the opportunity. -In the Stakeholders sub-grid for an opportunity, you can add anyone who has an interest in the opportunity. When someone is added as a stakeholder, the system creates a connection between that person and the opportunity. (Source - Creating Opportunities) Which of the following individuals can be added to an opportunity as the potential customer? -Team member -Lead -Contact -Stakeholder Contact -When you create an opportunity, you must define the potential customer. The Potential Customer column is a special lookup column that lets you select either an account or a contact as the potential customer. (Source - Creating Opportunities) Which of the following statements best describes unit groups in Microsoft Dynamics 365? -Unit groups specify the quantities or measurements that products can be sold in. -Unit groups specify how products are grouped for discounting. -Unit groups specify grouping data so that products can be related to each other. -Unit groups specify price details for products and services. Unit groups specify the quantities or measurements that products can be sold in. -Unit groups are used to specify the quantities or measurements that are used for products that an organization sells. For example, if your organization sells seeds, you might sell them in units of packets, boxes, and pallets. Unit groups are the collection of these different units. (Source - Define Products)
-The typical sales order processing lifecycle goes as follows - Opportunity, Quote, Order, and Invoice. Source - Overview Which of the following best describes a Quote? -A potential sale for a customer with whom you have an existing relationship -A confirmed request for delivery of goods and services -A formal offer for products or services -A fulfilled item that will be billed to the customer A formal offer for products or services -Opportunities represent a potential sale for a customer with whom an existing relationship exists, once we are formally ready to present an offer to a customer that includes the actual products and services we are proposing, we create a Quote. Once a Quote has been signed off on by the customer, it can be converted to an order and eventually invoiced. Source - Quote Management You have presented a quote to your customer, and they have asked you to make some changes to it. You have revised the Quote and are ready to present it to the customer again. What must you do next? -Activate the Quote -Close the Quote -Close the Opportunity -Convert to Order Activate the Quote -When you revise a quote, the original quote is canceled, and a new version of the quote is created. All the line items from the original Quote are copied to the new version. When a quote is revised, its status is set to Draft. Once all the changes have been made, it must be activated to send it out to the customer. Source - Quote Management In Microsoft Dynamics 365 once an order is placed, what is the next step in the sales order process? -Close the order -Activate the order -Ship the order -Fulfill the order Fulfill the order -Working with Orders- Orders have statuses of Open, Fulfilled, or Canceled. Shipping, Activating, or Closing an order are not functions or available buttons within Microsoft Dynamics 365. Source - Orders and Invoices Top Cards, News, Connections and Related Leads are all examples of what? -Playbooks -Sales AI
-Widgets in Sales Navigator add-on -Embedded Intelligence Widgets in Sales Navigator add-on -Dynamics 365 integration with LinkedIn Sales navigator provides the ability to add Widgets to Dynamics 365 forms that surface Sales Navigator data in Dynamics 365. These widgets include the Top Cards, News, Connections and Related Leads widgets. Source - Sales Navigator Before creating a Playbook Template in Dynamics 365 Sales what do you need to create? -Playbook Name -Playbook Activities -Playbook Category -Playbook Tracking Playbook Category -Playbook categories are used to categorize templates for easier location and use. Every playbook template that is created must have a category associated with it. Source
- Exercise - Manage relationships with playbooks and sales insights You want staff to complete a set of activities to correctly collect overdue payments on an invoice. What can you configure to do this? -Playbooks -Real-time workflows -Business Process Flow -Power Automate Playbooks -Playbooks are guides that provide actions based on specific business-related situations that can occur such as contract renewals or someone leaving an organization. They contain a series of activities that include timelines for execution. Source - Enforce best practices with playbooks Which feature in Microsoft Dynamics 365 would you use to find all active accounts that also have open opportunities? -Quick Find -Lookup -Relevance Find -Advanced Find Advanced Find -The Advanced Find feature in Dynamics 365 is the only search feature that lets users create a search query that's for a specific table (for example, accounts) and that can include multiple AND/OR conditions. The results of Advanced Find queries can be saved as a personal view in Dynamics 365 for later use. Other search methods, like
-OneNote integration -Notes & Attachments -Yammer integration -SharePoint integration SharePoint integration -Dynamics 365 integration capabilities with Microsoft SharePoint provide organizations with the ability to associate and manage documents that are stored in SharePoint directly from Dynamics 365 records. After you've set up this feature, it provides the support for other integrations such as OneDrive for Business and OneNote. You need to set up Microsoft Dataverse to work with Microsoft Exchange on-premises. When setting up the email server profile, you'll need to specify what server type? -Hybrid -POP3/SMTP -On-premises -Exchange Web Services Hybrid -Setting up the email server profile to Hybrid will enable Dataverse to work with Microsoft Exchange on-premises. A main reason why people use Dataverse for Apps is to store all customer ___________ in one place so that anyone who has the appropriate permissions can view all relevant customer records. Fill in the blank. -Emails -Letters -Notes -Communications Communications -Dataverse allows organizations to store all customer communications in one place, including emails, letters, phone calls, appointments, and more. Which of the following Embedded intelligence features suggests emails that might be relevant to the Microsoft Dynamics 365 record that you're working with?
-Auto Capture -Relationship Assistant -Email Engagement -Relationship Analytics Auto Capture -Many features are available as part of the Embedded Intelligence suite in Dynamics
- The Auto Capture feature scans emails that come into a user's mailbox. When it identifies an email that might be relevant to a specific Dynamics 365 record, it shows that email in the Activities area of the record. The email will be visible only to the current user, unless that user decides to track or ignore it. (Source - Auto Capture) You're going to send a tracked email to a customer. You need to receive a reminder if the customer doesn't get back to you by noon tomorrow, so that you can follow up. What should you do? -Add a task that's named Follow Up to the email. -Use the Set Reminder feature on the tracked email. -On the mail, add a note that reminds you to follow up. -Use the Schedule feature. Use the Set Reminder feature on the tracked email. -When you create a tracked email by using the Email Engagement feature, you can specify different details and can also add a reminder. When you add a reminder to a tracked email, you define the specific conditions that must be met for the reminder to be triggered. For example, a reminder can be triggered if a reply isn't received by a specific time. (Source - Email Engagement) Which of the following types of advanced action cards would you use to reduce the amount of time that the Relationship Assistant waits before alerting you about a lack of communication with an account? -Email Engagement Cards -Relationship Analytics Cards -Productivity Cards -Today Cards Relationship Analytics Cards -By default, only base cards that remind you about events like upcoming events, tasks,
-Tasks and Phone Calls -Tasks and Faxes -Letters and Phone Calls -Letters and Faxes Tasks and Phone Calls
- When creating activities for records, such as opportunities, accounts, or contacts, you can create Task and Phone Call activities. Additionally, you can add notes to records, define meetings, and associate meetings with different record types.
