MB-210 : Microsoft Dynamics 365 for Sales : Part 09

MB-210 : Microsoft Dynamics 365 for Sales : Part 09

1. 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

   – Preferred​ Customer A, 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.
   – Company B needs pricing for harnesses for their plants in Germany, the UK, and Argentina.
   – Company C received a quote for harnesses for their US home office. They need the products for their Canadian plant.
   – Company D wants sales orders and shipments sent directly to Vendor Z, who manufactures several subassemblies for them. VendoZ 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 process Company B’s order.

      What should you do?

      • Activate the quotes.
      • Create an invoice for Company B.
      • Create an order from each quote per country.
      • Submit the order for Company B.

   2. 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.

      • Update the contact preference for VendorZ.
      • Create a new connection type.
      • Create an account record for VendorZ.
      • Update the contact preference for Company D.
      • Create a sub-contact record for the vendor for Company D.

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

      What should you do?

      • Delete the RFQ Lead record.
      • Create custom status reasons.
      • Convert the credit and reference activities to an opportunity.
      • Add a stage to the business process flow.
      • Create custom activities for the credit and reference checks.

   4. You need to implement the time study.

      What should you create?

      • business rule
      • insight cards with Sales Insights
      • custom activity type
      • new data step in the business process flow

   5. HOTSPOT

      You need to implement sales lost to competitors.

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

      NOTE: Each correct selection is worth one point.

      

      

   6. You need to resolve the issue for Preferred Customer A.

      What should you create?

      • a product bundle for each country
      • a playbook category
      • a price list for the currency of each country
      • a product catalog for each country
      • a discount list for Preferred Customers

   7. HOTSPOT

      You need to manage existing RFQs.

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

      NOTE: Each correct selection is worth one point.

      

      

2. HOTSPOT

   You are a Dynamics 365 Sales administrator for a venue. Customers book series of events in the venue. The series of events are children of a main event.

   The sales manager wants to forecast the revenue for each customer’s main event by rolling up the forecasts of the children of each main event.

   You need to configure the forecast.

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

   NOTE: Each correct selection is worth one point.

   

   

3. HOTSPOT

   A company is implementing Dynamics 365 Sales.

   You need to determine which tool or service to recommend for the company’s requirements.

   Which tool or service should you recommend to meet each requirement? To answer, select the appropriate options in the answer area.

   NOTE: Each correct selection is worth one point.

   

   

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. Determine whether the solution meets the stated goals. Some question sets might have more than one correct solution, while others might not have a correct solution.

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

   You configure forecasts for a clothing manufacturer.

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

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

   Proposed solution: Recalculate the opportunity.

   Does the solution meet the goal?

   • Yes
   • No

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. Determine whether the solution meets the stated goals. Some question sets might have more than one correct solution, while others might not have a correct solution.

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

   You configure forecasts for a clothing manufacturer.

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

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

   Proposed solution: Recalculate the forecast.

   Does the solution meet the goal?

   • Yes
   • No

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. 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?

   • Yes
   • No

7. You are a Dynamics 365 Sales administrator for a company. All sales representatives at the company have smart phones.

   You need to recommend a solution that allows sales representatives to take photos of the opportunity notes and use the photo as input for new opportunities in Dynamics 365.

   Which two options will achieve the goal? Each correct answer presents a complete solution.

   NOTE: Each correct answer is worth one point.

   • AI Builder with Dynamics 365 for phones
   • Canvas App with a flow button
   • AI Builder with Power Automate instant flow
   • Dynamics 365 for phones only

8. A company uses Dynamics 365 Sales. The company uses their organizational structure to determine how to aggregate forecasts for each year.

   The company divides a business unit into three separate units. Each unit will have a new manager.

   You need to update the quotas for each user for the current fiscal year’s forecast.

   Which two actions should you perform? Each correct answer presents part of the solution.

   NOTE: Each correct selection is worth one point.

   • Create and assign users to new resource groups for each manager.
   • Adjust the forecast values directly.
   • Assign the users to their new managers.
   • Upload the new quota amounts for each user.

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

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

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

   What should you do?

   • Add each security role to the forecast configuration.
   • Grant all security roles access in the forecast configuration.
   • Add the view privilege to each user’s security role.
   • Grant users permission to view the Forecast Category field.

10. You are a salesperson using Dynamics 365 Sales.

    An invoice needs to be created on an order. The Create Invoice button is not visible.

    You need to determine why the Create Invoice button is not visible.

    Why is the button missing?

    • The sales order is not complete.
    • The price list has expired.
    • The sales order processing integration is enabled.
    • You have not selected the Get Products button.

11. A company measures their sales team on the number of appointments they make in a fiscal year.

    The company needs to be able to track how many appointments have been scheduled by each salesperson.

    You need to ensure the sales representatives are achieving their appointment targets.

    What should you configure?

    • A goal for each salesperson with metric type to set to amount for number of appointments made
    • A goal for each salesperson with metric type set to count for each customer
    • A goal for each salesperson with metric type set to count for number of appointments made
    • A view with the revenue for each salesperson
    • A view with the appointments for each salesperson

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. 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 Opportunity Forecast Category Mapping process.

    Does the solution meet the goal?

    • Yes
    • No

13. 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 choose which product’s solution fits the analysis needed.

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

       NOTE: Each correct selection is worth one point.