MB-210 : Microsoft Dynamics 365 for Sales : Part 08

MB-210 : Microsoft Dynamics 365 for Sales : Part 08

1. HOTSPOT

   You manage a Dynamics 365 Sales environment.

   You need to configure the default status for each lead.

   Which status reason should you associate to each scenario? To answer, select the appropriate options in the answer area.

   NOTE: Each correct selection is worth one point.

   

   

2. HOTSPOT

   You implement the Dynamics 365 App for Outlook.

   You need to associate emails to lead records.

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

   NOTE: Each correct selection is worth one point.

   

   

3. You manage a Dynamics 365 environment. A user named User1 begins work on an opportunity.

   User1 asks a user named User2 to assist with the opportunity while she is on vacation.

   You need to ensure that User2 can access the opportunity and that User1 retains ownership of the opportunity.

   What should you do?

   • Share the record with User2
   • Grant User2 the security role
   • Instruct User2 to follow the record
   • Add User2 to the Sales team
   Explanation:

   Note: There are several versions of this questions with two different correct answers. The other possible correct answer is:

   – Add User2 to an Access team.

   Other incorrect answers you may see in the exam include the following:

   – Grant User2 the stakeholder role
   – Assign the record to User2.
   – Add User2 to the Owner team.

4. HOTSPOT

   You are a salesperson using Dynamics 365. You receive customer phone calls and manage leads.

   You need to qualify leads and send phone calls to sales representatives.

   How should you manage each of the following situations? To answer, select the appropriate options in the answer area.

   NOTE: Each correct selection is worth one point.

   

   

5. You manage a Dynamics 365 Sales environment.

   You need to ensure that all possible activities are automatically converted to leads by using the record creation rule.

   Which three activities can you convert to leads? Each correct answer presents a complete solution.

   NOTE: Each correct selection is worth one point.

   • Service activity
   • Email
   • Phone call
   • Task
   • Custom activity

6. 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.

   • an opportunity that has quotes in the draft status
   • an opportunity that has quotes in the won status
   • an opportunity that has quotes in the active status
   • an opportunity that has quotes in the revised status reason

7. HOTSPOT

   You use opportunities in Dynamics 365 Sales.

   Opportunities that were closed as lost frequently come back and are eventually won.

   You need to be able to track these occurrences and have insight into the process.

   What happens during the reopen and close process? To answer, select the appropriate options in the answer area.

   NOTE: Each correct selection is worth one point.

   

   

8. HOTSPOT

   You use Dynamics 365 for Sales. Users search for leads by using email addresses, phone numbers, and comments made in notes.

   Users report that the results they obtain when using Global Search are not useful.

   You need to configure Dynamics 365 to enable the users to locate leads.

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

   NOTE: Each correct selection is worth one point.

   

   

9. You use price lists in Dynamics 365 for Sales. Some price lists have expired.

   Users need to be able to continue to manage their opportunities.

   Which option is possible?

   • Users can add the expired price list to opportunities created prior to the expire date.
   • Users can add the expired price list to an opportunity but will see a warning.
   • Opportunities that use the expired price list can continue through their lifecycle.
   • Opportunities that use the expired price list will display a warning that prices must be replaced.

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

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

    – Create an order from a quote.
    – Close the associated opportunity as won.
    – Update the actual values to reflect values from the quote.

    Which two opportunities can you close as won? Each correct answer presents a complete solution.

    NOTE: Each correct selection is worth one point.

    • The opportunity has other quotes in the won status.
    • The opportunity has other quotes in the draft status.
    • The opportunity has other quotes in the active status.
    • The opportunity has other quotes in the revised status reason.

11. A company uses Dynamics 365 for Sales.

    You must track a competitor to help your company win a sale.

    You need to associate the competitor with a Dynamics 365 entity.

    To which type of entity can you associate the competitor?

    • Opportunity
    • Lead
    • Account
    • Contacts

12. HOTSPOT

    You are a salesperson working with Dynamics 365. Your role includes working with opportunities.

    You need to close opportunities.

    Which actions should you perform? To answer, select the appropriate options in the answer area.

    NOTE: Each correct selection is worth one point.

    

    

13. 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?

    • Close the quote and then create a quote from the opportunity.
    • Create a revision to the active quote.
    • Create a new opportunity.
    • Create a new quote from the original opportunity.

14. You are a system customizer in Dynamics 365 Sales.

    You need to set up product families.

    Which option is available?

    • Change the data type of an existing product property.
    • Add the product to multiple product families
    • Add the product to only one product family.
    • Set one product as a parent to another product.

15. You manage a Dynamics 365 environment. A user named User1 begins work on an opportunity.

    User1 asks a user named User2 to assist with the opportunity while she is on vacation.

    You need to ensure that User2 can access the opportunity and that User1 retains ownership of the opportunity.

    What should you do?

    • Assign the record to User2.
    • Grant User2 the stakeholder role.
    • Add User2 to the Owner team.
    • Add User2 to an Access team.
    Explanation:

    Note: There are several versions of this questions with two different correct answers. The other possible correct answer is:

    – Share the record with User2.

    Other incorrect answers you may see in the exam include the following:

    – Grant User2 the security role
    – Instruct User2 to follow the record
    – Add User2 to the Sales team

16. HOTSPOT

    A salesperson has an active quote for a customer.

    The customer wants to add one product to the quote and remove one product from the quote.

    You need to make the changes.

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

    NOTE: Each correct selection is worth one point.

    

    

17. A sales manager asks you to add a reason named DealLost to mark opportunities closed as lost.

    You need to modify entity fields.

    Which two entity fields should you modify? Each correct answer presents part of the solution.

    NOTE: Each correct selection is worth one point.

    • Opportunity Line
    • Opportunity Sales Process
    • Opportunity
    • Opportunity Relationship
    • Opportunity Close

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

       Which fields are required?

       • Status and Stakeholders
       • Status and Contact
       • Status Reason and Competitor
       • Status Reason and Description

    2. HOTSPOT

       You need to set up quotes to meet the requirements.

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

       NOTE: Each correct selection is worth one point.

       

       

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

       Why does the error occur?

       • The opportunity is in Active state.
       • The quote template is in Active mode.
       • The quote has been deleted.
       • The quote is in Active state.

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

       How are they handled?

       • moved to the account after the lead is qualified
       • deleted after the lead is qualified
       • stay with the inactive lead after the opportunity is qualified
       • automatically moved to the opportunity after the lead is qualified

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

       How many orders should you create?

       • 1
       • 2
       • 3
       • 7

19. 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. DRAG DROP

       You need to handle large quantity opportunities.

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

       

       

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

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

       NOTE: Each correct selection is worth one point.

       • Create an invoice from the order record.
       • Make a copy of the quote and save it as won.
       • Select Won when prompted.
       • Select a Create order from the Quote record.
       • Select Convert to work order from the Opportunity record.

    3. DRAG DROP

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

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

       NOTE: Each correct selection is worth one point.

       

       

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

       What should you do?

       • Create a product catalog.
       • Create a quote with a write-in product.
       • Create a workflow for price list.
       • Create an opportunity.

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

       What should you configure?

       • Discount Lists
       • Product Bundles
       • Product Catalog Settings
       • Goals

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

       Where should you add the shows?

       • Competitor
       • Product
       • Accounts
       • Contacts

20. 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 identify new customer pending sales.

       What should you do?

       • Create status reasons in the solution and associate them with Open status
       • Add statuses for all the pending sales stages
       • Set all new leads to a default status of Qualified
       • Configure the solution to automatically convert leads to opportunities
       Explanation:
       To support reporting, pending new customer sales will go through a verification process using the stages New, Pending Approval, Approved.

    2. HOTSPOT

       You need to configure group sales discounts for alumni.

       Which discount type parameters should you use? To answer, select the appropriate options in the answer area.

       NOTE: Each correct selection is worth one point.

       

       

    3. 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.

       

       

    4. HOTSPOT

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

       Which options should you use? To answer, select the appropriate options in the answer area.

       NOTE: Each correct selection is worth one point.

       

       

    5. You need to resolve the sales manager’s issue regarding private box customers.

       What should you do?

       • Convert all incoming phone calls to leads.
       • Convert the dean’s phone call to an opportunity.
       • Convert the sales manager’s emails to leads.
       • Convert the sales manager’s emails to opportunities.

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

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

       • stakeholder
       • record owner
       • contact name
       • dean

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

       What should you do?

       • Configure an end date for the price list.
       • Set the Invoice Product to Use Default.
       • Set the Invoice Product to Override Price.

    8. DRAG DROP

       You need to create invoices for all customers.

       Which products should you use? To answer, select the appropriate options in the answer area.

       NOTE: Each correct selection is worth one point.