MB-210 : Microsoft Dynamics 365 for Sales : Part 04

MB-210 : Microsoft Dynamics 365 for Sales : Part 04

1. 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.

   

   

2. A company uses Dynamics 365 Sales Professional.

   A new salesperson is unable to access the system with the current custom security roles for the Sales Hub.

   You need to assign the appropriate default security role.

   Which security role should you assign to the user?

   • Sales Professional app access
   • Sales Team Member
   • Sales Professional
   • Sales Professional Manager

3. DRAG DROP

   You manage a Dynamics 365 Sales environment for an organization.

   You need to edit the display name of a business process flow.

   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.

   

   

4. 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.

   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: Create a Power Automate flow to track the activities.

   Does the solution meet the goal?

   • Yes
   • No
   Explanation:
   Activity tracking is enabled in the Playbook template.

5. 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.

   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?

   • Yes
   • No
   Explanation:
   Activity tracking is enabled in the Playbook template.

6. 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.

   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 the playbook in Playbook settings.

   Does the solution meet the goal?

   • Yes
   • No
   Explanation:
   Activity tracking is enabled in the Playbook template.

7. 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.

   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: Edit the playbook template and set the value of the Track Progress option to yes.

   Does the solution meet the goal?

   • Yes
   • No
   Explanation:
   Activity tracking is enabled in the Playbook template.

8. HOTSPOT

   A company releases a new catalog.

   The company requires salespeople to do the following:

   – Contact customers about the new catalog.
   – Set up appointments with the customers to deliver the catalog.

   You need to set up playbooks to track the activities.

   What should you configure? To answer, select the appropriate options in the answer area.

   NOTE: Each correct selection is worth one point.

   

   

9. A company uses Dynamics 365 Sales Professional.

   A new enterprise sales team must be created. The sales manager will be responsible for adding members and removing members from the team.

   You need to create the new sales team.

   Which two values must you configure? Each correct answer presents part of the solution.

   NOTE: Each correct selection is worth one point.

   • Team administrator
   • Team channel name
   • Team name
   • Team description
   • Business unit name

10. DRAG DROP

    You manage a Dynamics 365 for Sales environment.

    You need to email the sales manager when salespeople update their 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.

    

    

11. 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 configuring Dynamics 365 Sales for a US-based company as follows:

    – Utah to California is the West territory
    – Illinois to Colorado is the Central territory.
    – Maine to Indiana is the East territory.

    The company wants the territories set up as follows:

    – Salespersons 1 and 2 sell in the West territory.
    – Salespersons 5 and 6 sell in the Central territory.
    – Salespersons 3 and 4 sell in the East territory.
    – Postal code for each state used as the location.

    You need to set up the territories.

    Solution:
    – Create the West territory, add the manager, and save.
    – Repeat for the Central and East territories.
    – Add the members for each territory.
    – Select Related under each territory and select the postal codes applicable for each territory.

    Does the solution meet the goal?

    • Yes
    • No

12. 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 configuring Dynamics 365 Sales for a US-based company as follows:

    – Utah to California is the West territory
    – Illinois to Colorado is the Central territory.
    – Maine to Indiana is the East territory.

    The company wants the territories set up as follows:

    – Salespersons 1 and 2 sell in the West territory.
    – Salespersons 5 and 6 sell in the Central territory.
    – Salespersons 3 and 4 sell in the East territory.
    – Postal code for each state used as the location.

    You need to set up the territories.

    Solution:
    – Create the West territory, add the manager, and save.
    – Repeat for the Central and East territories.
    – Add the members for each territory.
    – Select Related and add the Resource territories.

    Does the solution meet the goal?

    • Yes
    • No

13. 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 configuring Dynamics 365 Sales for a US-based company as follows:

    – Utah to California is the West territory
    – Illinois to Colorado is the Central territory.
    – Maine to Indiana is the East territory.

    The company wants the territories set up as follows:

    – Salespersons 1 and 2 sell in the West territory.
    – Salespersons 5 and 6 sell in the Central territory.
    – Salespersons 3 and 4 sell in the East territory.
    – Postal code for each state used as the location.

    You need to set up the territories.

    Solution:
    – Create the West territory, add the manager.
    – Add members for each territory and save.
    – Repeat for the Central and East territories.
    – Add connections to each territory.

    Does the solution meet the goal?

    • Yes
    • No

14. You need to ensure that a user named User1 can assign salespeople to sales territories. The solution must use the principle of least privilege.

    To which security role should you assign User1?

    • Sales Person
    • Delegate
    • System Customizer
    • CEO – Business Manager

15. 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.

    

    

16. 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 are 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.
    – Salesperson1 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 metrics need to 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 for 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 drill 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.
    – UserA is unable to qualify leads.
    – The manager follows the process on an approved quote but an error occurs.
    – ClientA purchases products from multiple regions for a single order.
    – Not all products are available in regional pricelists or national pricelists.

    1. 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.

       

       

    2. 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.

       

       

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

       What should you configure?

       • Rollup Queries
       • Business Closures
       • Sales Territories
       • Fiscal Year Settings

    4. 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.

       

       

    5. 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.

       

       

17. Background

    Bellows College has several sports 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 all 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 for existing customers will be entered as new opportunities for tracking and reporting purposes. To facilitate timely follow-up (and sales representative accountability), a phone call activity will be auto-generated every time a new opportunity is created.

    Ticket sales for 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 values cannot be customized. Status reasons can be customized.

    Ticket prices

    The standard ticket price for all sporting events is $50. Non-alumni ticket purchases are priced based on the standard rate. Alumni ticket purchases are 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 pricing:

    

    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 will 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 salesperson’s 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. If 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 year 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 sales reporting must be completed by using Dynamics 365 for Sales. Bellows College has purchased the online version of the Sales Content Pack for BI to allow for visualizations and the creation of dashboards for ticket sales. The sales team needs to use a secured connection to access the Bellows College Power BI dashboard.

    Sales team members need the following report types to meet reporting needs:

    

    Problem statements

    The sales manager is concerned with the lack of sales from one of the sales representatives in comparison to the other sales representatives. The legacy system does not provide enough data to allow the manager 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.

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

       What should you do?

       • Use purchaser, markup, and margin on the X-axis. Use amount of sales on the Y-axis.
       • Use the ticket type as the X-axis. Use amount of sales on the Y-axis
       • Use the ticket type on the X-axis. Use margins multiplied by cost on Y-axis
       • Use discount price on the X-axis. Use the number of tickets for groups on the Y-axis.
       Explanation:
       The school’s athletic director needs a fiscal year 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).

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

       What should you create?

       • a Microsoft Flow workflow
       • a playbook
       • a Lifecycle Services (LCS) package
       Explanation:
       Enforce repeatable steps to promote and increase efficiency and consistency for ticket sales across all sports and venues.

    3. 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.

       

       

    4. 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.

       

       

    5. You need to implement dashboards.

       Which URL should you use?

       • https://bellowscollege.crm.dynamics.com
       • http://bellowscollege.crm.dynamics.com
       • https://bellowscollege.dynamics.com
       • https://crm.bellowscollege.dynamics.com

18. 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 theatre 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 totalled 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 theatres 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.
    – Representative1 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.

    1. 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?

       • Create a workflow for the Goals entity
       • In the Goals section of App Settings, select Actuals
       • In the Business Management section of Settings, configure Goal Metrics
       • In the Goals Settings section of App Settings, select Rollup recurrence
       Explanation: 
       The number of tickets each salesperson sells must be totalled 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.

    2. 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.

       

       

    3. 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.

       

       

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

       What is the cause of the issue?

       • The field needs to be added to the form
       • Show image on the form is not selected in Form Properties
       • The users do not have the appropriate permissions
       • A business rule needs to be set up to show the field
       • The AI Builder Business Card control needs to be configured for the field on the form

19. 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.

    1. 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.

       • Create a primary account for the customer and contacts for each country of operation.
       • Create each country sales territory as a sub-territory of the global territory.
       • Associate the customer accounts for each country with the primary account.
       • Create a primary account for the customer and assign it to the global territory.
       • Associate the accounts in each country with the country sales territory in which it is located.

    2. 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.

       

       

    3. 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.

       

       

    4. 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.

       

       

    5. 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.

       

       

20. 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.