HOTSPOT -
You have a sales report that shows activities for Accounts in the last 30 days. When you run an advanced find query for Accounts with the custom field Heat Level equal to Hot, you are not able to access the report.
 
A Form: Report: Account Activity last 30 Days
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.
Hot Area:
 

HOTSPOT -
You manage a Dynamics 365 Sales environment.
You need to create a dashboard that lists customers and their activities. The dashboard must include tiles that are permanently displayed.
How should you configure the dashboard? To answer, select the appropriate options in the answer area.
NOTE: Each correct selection is worth one point.
Hot Area:
 

A company uses Dynamics 365 Sales. You are redesigning the main form.
Sales representatives for the company require a slider for a probability column where they enter a customer’s opportunity. The sales representatives want to avoid custom development.
You need to configure the form.
What should you do?

A. Embed a Power BI report in the form.

B. Add a Power Apps component framework (PCF) control to the form.

C. Create a business rule.

D. Change the column type to calculated.

E. Add JavaScript.

A company uses Dynamics 365 Sales.
You need to implement the Microsoft Relationship Sales solution.
Which add-on should you install?

A. Sales Insights

B. Customer Insights

C. Sales accelerator

D. Sales Navigator

HOTSPOT
-
A company uses Dynamics 365 Sales.
An account form has a subgrid of contacts. Users report that the information in the subgrid is cut off and requires a horizontal scroll bar. The users must be able to view the information in a card format.
You need to reformat the subgrid to always use a custom card form.
What should you set for each requirement? To answer, select the appropriate options in the answer area.
NOTE: Each correct selection is worth one point.
 

An order uses quote and order functionality in Dynamics 365 Sales. Multiple quotes may be provided to customers at one time. Quotes are revised often.
Which two opportunities can you close as won? Each correct answer presents a complete solution.
NOTE: Each correct selection is worth one point.

A. an opportunity that has quotes in the draft status

B. an opportunity that has quotes in the won status

C. an opportunity that has quotes in the active status

D. an opportunity that has quotes in the revised status reason

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?

A. Create a workflow for the Goals entity

B. In the Goals section of App Settings, select Actuals

C. In the Business Management section of Settings, configure Goal Metrics

D. In the Goals Settings section of App Settings, select Rollup recurrence

DRAG DROP
-
You implemented Dynamics 365 Sales for a company.
The company’s management team requires templates for sales analytics within Dynamics 365 Sales. You recommend Microsoft Power BI templates to the team.
You need to assist the team with Power BI template installation.
Which three actions should you recommend be performed in sequence? To answer, move the appropriate actions from the list of actions to the answer area and arrange them in the correct order.
 

HOTSPOT -
A company uses Dynamics 365 Sales. You add the Kanban control to the Opportunity entity.
You plan to implement Kanban views in the system. The implementation must accomplish the following:
Set up opportunities so they are visible in Kanban views.
 
✑ Ensure that the default view displays the opportunities in the sales cycle.
✑ Ensure that users know how to change the status in the Kanban status view without opening the full record.
You need to complete the Kanban setup.
What should you do? To answer, select the appropriate options in the answer area.
NOTE: Each correct selection is worth one point.
Hot Area:
 

A customer creates a custom events table. The Events table has an N:1 relationship with the Accounts table. The events team tracks activities against events.
The account manager wants to see all activities related to accounts in the timeline.
You need to allow event activities to appear in the account timeline.
What should you update?

A. Relationship type in the relationship definition

B. Timeline setting in System Settings

C. Timeline field on the account form

D. Relationship Rollup View in the relationship definition

You are a salesperson using Dynamics 365 Sales.
You need to revise an active quote.
What happens to the original quote record?

A. The quote is deleted

B. The quote is converted into an order and a copy of the quote is put in draft mode for modification

C. The quote is put in draft mode for modification.

D. The quote is closed, and a copy of the quote is put in draft mode for modification

DRAG DROP
-
A customer uses Dynamics 365 Sales and Sales Insights sales accelerator. The company wants to use an automatic activity generator.
You need to set up the generator.
Which tool should you use? To answer, drag the appropriate tools to the correct scenarios. Each tool 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.
 

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.
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 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.
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
Lead Process -
•	Leads created at the head office must be automatically distributed 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 -
•	Pop-up sale
o	A sales administrator must offer a one-time pop-up sale to local customers to remove damaged appliances from inventory. o	Pop-up sale emails must only go to a manually selected group of contacts. No reporting is required. Minimal set up is required.
•	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 purchase a license for the sales manager.
Which license should you purchase?

A. Dynamics 365 Sales Premium

B. Dynamics 365 Team member

C. Dynamics 365 Sales Professional

D. Dynamics 365 Sales Enterprise

You are a Dynamics 365 administrator for a company. The company's fiscal year is April 1 through March 31.
You need to create a system view for all users that displays data for the current fiscal year by default.
What should you do?

A. Set up fiscal year settings and create a view in the default solution

B. Use date ranges to create a view in the default solution

C. Set up fiscal year settings and create a view from the advanced find

D. Use date ranges to create a view from the advanced find

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?

A. Yes

B. No

HOTSPOT -
You are a Dynamics 365 Sales consultant for a food service company. The company caters for client companies.
The company wants to set up a product bundle so that the sales staff does not forget items when they create an opportunity.
The lunch bundle is created at $200.00. It will include the following.
 
You need to explain how the sales staff should manage the product bundle in the opportunity.
What should they do for each scenario? To answer, select the appropriate options in the answer area.
NOTE: Each correct selection is worth one point.
Hot Area:
 

SIMULATION -
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.

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.
Hot Area:
 

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.
A company uses Dynamics 365 Sales.
You create a playbook to send documents to new sales managers.
You need to configure the system to record all activity associated with each playbook.
Solution: Enable auditing on for the Playbook Activity entity.
Does the solution meet the goal?

A. Yes

B. No

HOTSPOT -
You experience the following issues when you work with quotes in Dynamics 365 Sales:
✑ An administrative assistant is unable to access the function to edit a quote in the system.
✑ The Send to customer option is unavailable after you enter a quote.
You need to resolve the issues.
What should you do? To answer, select the appropriate options in the answer area.
NOTE: Each correct selection is worth one point.
Hot Area:
 

A salesperson sends an active quote to a customer. The customer requests another quote that includes the original details from the opportunity.
You need to create multiple quotes.
What should you do?

A. Close the quote and then create a quote from the opportunity.

B. Create a revision to the active quote.

C. Create a new opportunity.

D. Create a new quote from the original opportunity.

DRAG DROP
-
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.
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 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.
Background
-
Liberty’s Delightful Sinful Bakery & Café (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:
 
Current Environment
-
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
-
EmployeeA:
•	Manages the Commercial territory
•	Will also manage the new Retail territory 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
•	Requites read-only access to Contacts and Accounts tables in Dynamics 365 Sales
EmployeeD:
•	Serves as an operations manager, responsible for managing orders and deliveries
Requirements
-
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.
Orders
-
•	Orders are used to record bakery orders.
•	Each order may include multiple deliveries.
•	EmployeeD must be able to schedule and track actual delivery start and end times.
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 LinkedIn 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 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.
 

HOTSPOT
-
A company uses Microsoft 365 and Dynamics 365 Sales. The company sets up server-side synchronization in preparation for mailbox configuration.
A new business manager must be able to approve mailboxes for users.
You need to assign roles to the business manager by using the principle of least privilege.
Which roles should you assign? To answer, select the appropriate option in the answer area.
NOTE: Each correct selection is worth one point.
 

HOTSPOT
-
You are a salesperson for a company.
You experience the following issues when you open an opportunity:
•	One of the stakeholders does not appear in the Stakeholders subgrid.
•	The price does not calculate for one of the products added to the opportunity.
You need to resolve the issues.
What should you do? To answer, select the appropriate options in the answer area.
NOTE: Each correct selection is worth one point.
 

HOTSPOT
-
You implemented Dynamics 365 Sales for a company.
Users experience the following issues:
•	Salespeople can display a view of all accounts. The account phone number column, which is the last column, displays only the header with no data.
•	The company creates a system view named Salesperson customer for last 90 days. This view is unavailable for the salespeople.
You need to resolve the issues.
What should you do?  To answer, select the appropriate options in the answer area.
NOTE: Each correct selection is worth one point.
 

DRAG DROP
-
A company uses Dynamics 365 Sales with no third-party products to design visual outputs for salespeople and managers.
You must create the following visualizations:
•	A bar chart with leads and opportunities from Dynamics 365 Sales, as well as invoices from an ERP system.
•	A Tag chart by month for the fiscal year.
•	Weekly scheduled reports for management.
You need to select the tools to use.
Which tool should you use? To answer, drag the appropriate tools to the correct visualizations. Each tool 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.
 

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?

A. Edit the existing forecast, remove the Lost column, and add a new calculated column.

B. Create a new forecast and update the Amount field in the layout.

C. Create a new forecast, remove the Lost column, and add a new calculated column.

D. Edit the existing forecast and update the Amount field in the layout.

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.

A. Create a primary account for the customer and contacts for each country of operation.

B. Create each country sales territory as a sub-territory of the global territory.

C. Associate the customer accounts for each country with the primary account.

D. Create a primary account for the customer and assign it to the global territory.

E. Associate the accounts in each country with the country sales territory in which it is located.

HOTSPOT -
You need to create a discount list for ticket sales.
Which pricing methods should you use? To answer, select the appropriate options in the answer area.
NOTE: Each correct selection is worth one point.
Hot Area:
 

HOTSPOT
-
You are setting up a product catalog.
The product catalog must be set up with the following parameters:
• $100.00 off if a customer buys more than 10 cases
• $10.00 less if a customer buys two different products together instead of individually
• Single product sold in quantities of 1, 6, and 12; price per unit decreases as quantities increase
You need to set up the parameters.
What should you configure? To answer, select the appropriate options in the answer area.
NOTE: Each correct selection is worth one point.
 

A company uses Dynamics 365 Sales to manage sales leads.
You must create two leads. One lead must target customers between ages 30 to 40 in the oil industry. The other lead must be based on interactions with your website in the last week.
You need to set up conditions when creating the leads.
What are two categories of conditions? Each correct answer presents a complete solution.
NOTE: Each correct selection is worth one point.

A. Entity

B. Date range

C. Behaviour rules

D. Fixed rules

A company uses Dynamics 365 Sales with Microsoft Exchange and server-side synchronization.
All users have approved mailboxes. Some users report that emails will not send.
You need to resolve the issue.
What should you do?

A. Disable impersonation mode.

B. Add the email address to the email profile.

C. Turn on automatic tracking.

D. Test and enable the mailboxes.

You are a Dynamics 365 Sales administrator for an organization.
The organization is no longer going to sell a product in the product catalog.
You need to ensure that the product is no longer available for selection by sales staff.
What should you do?

A. Retire the product

B. Edit the name

C. Delete the product

DRAG DROP -
You are setting up a product catalog in Dynamics 365 Sales.
You must set up the following promotions in the product catalog:
✑ Customers receive a free bag of chips when they purchase one can of soda.
✑ Soda has different prices based on whether customers buy a can, a six-pack, or a case.
✑ Customers receive an additional 10 percent off a purchase of 10 case of soda.
You need to set up the promotions.
Which feature should you configure? 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.
Select and Place:
 

HOTSPOT
-
A company uses Dynamics 365 Sales. The company plans to use Microsoft SharePoint to organize documents.
All access to documents must be through Dynamics 365 Sales. You must limit document access to only salespeople.
You need to set up SharePoint for use.
What should you set up for each requirement? To answer, select the appropriate options in the answer area.
NOTE: Each correct selection is worth one point.
 

You are a Dynamics 365 Sales administrator.
The sales team is having difficulty locating related products.
You need to make it easier for the sales team to find groups of products that are similar.
What should you use?

A. Related products

B. Product bundles

C. Product families

D. Product unit groups

HOTSPOT -
You are working a list of leads in Dynamics 365 Sales.
You have a custom security role that contains the following privileges:
✑ create and edit user-level privileges on the lead and note entities
✑ business unit-level append, append to, and assign privileges on the lead and note entities
✑ organization-level share privileges on the lead and note entities
You need to perform the following actions on leads:
✑ Add notes to leads
✑ Assign leads to other users
How should you manage leads? To answer, select the appropriate options in the answer area.
NOTE: Each correct selection is worth one point.
Hot Area:
 

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.

A. Update the contact preference for VendorZ.

B. Create a new connection type.

C. Create an account record for VendorZ.

D. Update the contact preference for CompanyD.

E. Create a sub-contact record for the vendor for CompanyD.

HOTSPOT
-
A company is connecting Dynamics 365 Sales records to Microsoft Teams.
Users experience the following issues on different lead records when they try to access documents in Dynamics 365 Sales:
•	UserA receives an error that states file sharing is not setup.
•	UserB receives an error that states the user does not have permissions to view files.
•	UserC is still able to view documents after the user was removed from the Microsoft Teams channel.
You need to resolve the issues.
What should you do for each issue? To answer, select the appropriate options in the answer area.
NOTE: Each correct selection is worth one point.
 

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 365 Sales system administrator.
The sales team wants to use automated conversation starters.
You need to ensure that the controls are available to developers.
Solution: Create a subscription to Microsoft Relationship Sales and enable JavaScript and pop-up blockers.
Does the solution meet the goal?

A. Yes

B. No

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.
Hot Area:
 

SIMULATION -
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 gather information from a prospect named Cat Francis to qualify the prospect as a new sales opportunity.
You need to identify the prospect, complete all the required fields, and qualify the prospect in the sales process.
To complete this task, sign in to the Dynamics 365 portal.

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.
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 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.
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
Lead Process -
•	Leads created at the head office must be automatically distributed 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 -
•	Pop-up sale
o	A sales administrator must offer a one-time pop-up sale to local customers to remove damaged appliances from inventory. o	Pop-up sale emails must only go to a manually selected group of contacts. No reporting is required. Minimal set up is required.
•	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 provide First Up Consultants the access they require.
What should you do?

A. Grant access to the partner portal.

B. Modify security role privileges.

C. Add the Sales Enterprise App role.

D. Apply a Dynamics 365 Sales Professional license.

A company uses Dynamics 365 Sales.
You need to configure the Sales Insights sales accelerator.
What should you create?

A. Insight cards

B. Leads

C. Communication frequency

D. Sequences

A company uses Dynamics 365 Sales. The company does not use any custom views or forms.
You select a customer and create an appointment for the next day.
You need to find the appointment.
Which two places will display the appointment? Each correct answer presents a complete solution.
NOTE: Each correct selection is worth one point.

A. My Activities view

B. Account Files tab

C. Account Timeline feed

D. My Active Accounts view

E. Contact Timeline feed

CompanyA uses Dynamics 365 Sales.
A sales manager identifies an increase in lost sales in a specific regional territory due to the opening of CompanyB.
CompanyB offers a large one-time discount to customers who place orders with them.
You need to configure CompanyA's system to track the lost sales due to the discount.
Which three actions should you perform? Each correct answer presents part of the solution.
NOTE: Each correct selection is worth one point.

A. Create a product that represents CompanyB’s product.

B. Associate the competitor to the contact.

C. Create a new sales forecast.

D. Create a new reason code.

E. Associate the competitor to the opportunity.

F. Create a new competitor record.

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.
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 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.
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
Lead Process -
•	Leads created at the head office must be automatically distributed 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 -
•	Pop-up sale
o	A sales administrator must offer a one-time pop-up sale to local customers to remove damaged appliances from inventory. o	Pop-up sale emails must only go to a manually selected group of contacts. No reporting is required. Minimal set up is required.
•	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 new salesperson resolve the access issue.
What should you change?

A. Dynamics 365 Sales Enterprise license to a Dynamics 365 Sales Premium license

B. Team member license to a Dynamics 365 Sales Enterprise license

C. Salesperson role to a Sales Manager role

D. Sales Team Member role to a Salesperson role

HOTSPOT
-
You are consulting for a company that is installing Microsoft Power BI to work with a Dynamics 365 Sales application.
The administrator must configure each required option to successfully integrate the Sales Analytics template for use in Dynamics 365 Sales.
You need to identify which option to select.
Which option should you use? To answer, select the appropriate option in the answer area.
NOTE: Each correct selection is worth one point.
 

A company sends PDF quotes to customers.
A salesperson wants to revise the look of a quote after selecting the Export to PDF button.
You need to modify the template for the PDF.
Where should you modify the template?

A. Microsoft Excel

B. a report

C. Microsoft Word

D. the PDF document

A company creates a new table named Locations.
The sales team wants the Locations table visible in the Sales Hub.
You need to make the Locations table visible.
What should you do?

A. Add Location to the App Designer.

B. Create a Location Sub Area.

C. Create a Location Group.

D. Add Location as an Area.