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Updated On : 31-Aug-202669 Questions
Accelerating Sales Pipelines with AI in Dynamics 365
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Topic 1: AdventureWorks Case StudyBackgroundAdventureWorks Cycles is a global manufacturer of high-performance bicycles headquartered in Seattle. The company sells products through
Topic 1, AdventureWorks Case StudyBackgroundAdventureWorks Cycles is a global
manufacturer of high-performance bicycles headquartered in Seattle. The company
sells products through
distributors, specialty retailers, and a growing direct-to-consumer online channel.
AdventureWorks Cycles recently expanded its product catalog to
include the athlete package. This package includes a cycle, connected devices and
subscription-based analytics services.
To support this expansion, the company wants to modernize its sales operations by
implementing Microsoft Dynamics 365 Sales. The leadership
team wants sellers to focus on building relationships with distributors and enterprise buyers
rather than manually qualifying leads or assembling
product packages.
The sales operations team is responsible for configuring the Dynamics 365 Sales
environment. Their goal is to implement Al-driven processes that
streamline the lead-to-cash workflow while ensuring that sellers can easily identify the most
promising opportunities.
Current Environment AdventureWorks Cycles previously used a legacy CRM system that
tracked leads and opportunities but lacked predictive intelligence or automated
lead qualification. Sellers manually evaluate incoming leads, which creates delays and
inconsistent prioritization.
The global sales team manages approximately 15,000 leads per month generated from
marketing campaigns, trade shows, and partner referrals.
Product data is stored in multiple systems. Product managers maintain products and
pricing in spreadsheets. Information regarding custom
relationships, competitor analysis, and region-specific marketing content is stored in a
SharePoint site called the sales portfolio.
The organization has identified several challenges they want to resolve with a new solution:
Sellers often spend significant time researching leads that ultimately do not
convert.
Regional managers require in-depth reporting using information from the sales
pipeline and seller activities, the point-of-sale solution, website analytics, and the
accounting system.
Multiple product offerings are difficult to manage because components are defined
in different systems.
Team leads require real-time information on active opportunities, as well as
visibility of seller's appointments and phone calls, without needing to navigate into
multiple views.
All sellers are assigned Dynamics 365 Sales Enterprise licenses, Also, the CFO has
requested that Copilot message packs are pre-purchased by using the Copilot Studio
subscription license.
A Dynamics 365 sales sandbox environment has been in use for six months. There are 60 leads records with 30 records that are qualified and 20 that are disqualified. Ten of the
qualified leads are over three months old.Business Requirements:AdventureWorks
Cycles has defined the following business requirements for the production environment of
Dynamics 365 Sales:
Sellers in all regions should be able to review the new mountaineer cycles. The cycles
include economy and premium fittings. When creating opportunities, sellers should be able
to select a metal type when adding a mountaineer cycle to an opportunity. The metal types
include chrome, aluminum, and titanium.
Pricing managers must be able to create deals for the same products in their own
currencies and at their own prices, without reference to the cost of the product.
Sellers must be able to quickly view their own opportunities by phase.
Predictive scoring should be enabled for leads created within the last three months
in the sandbox environment. This should provide seller training on the scoring's
interpretation and usage.
A segment of leads named Hot is needed that will contain all leads where the
source is phone, employee referral or partner. Leads from this segment should be
distributed to sellers by using a round robin method.
Agents should not be able to take action on any data that is created in the
production environment before they are started.
All sellers should be able to access disqualified leads.
Technical Information and Requirements:The new Dynamics 365 Sales environment
must meet the following technical requirements:
Agents must use a dedicated service identity to execute write actions with a controlled
security role in Dataverse.
The sales operations team lead must be assigned the Power Platform administrator role.
The lead pricing manager must be assigned to the Microsoft 365 billing admin role.
The vice president of sales must be assigned the Al admin role.
A sandbox and a production environment must be created. Both of the
environments must be enabled for Al capacity, but usage should be capped on the
sandbox environment.
A trial environment must be created, with the Sales Qualification Agent configured
to business requirements.
Sellers must be assigned the security roles on the production environment only.
All sellers must be assigned a customized version of the salesperson role. This
role should grant read access only to the leads that the sellers own.
The EnableRoleBasedSystemViews property must be set to true for the production
environment.
No Azure subscriptions are available in the tenant.
Issues:During early testing, the sales operations team identify the following issues:
The Sales Qualification Agent has disqualified several leads in the trial
environment. The vice president of sales has requested to understand the reason for the disqualified leads.
Sellers are unable to create agents in the production environment.
Agent consumption has been unreliable. The company requires that Al capacity is
always available to sellers
You are configuring Microsoft Teams calling for a company. The company uses Dynamics
365 Sales and Microsoft Teams. The Microsoft Teams dialer is enabled with all the
prerequisites.
Sellers report the following issues:
. The Microsoft Teams dialer is enabled and the security role is assigned in the dialer
configuration, but sellers in the security role are not able to access the dialer in Sales Hub.
. Sellers report that their existing third-party telephony system stopped working in Sales.
. Sellers are able to use the Microsoft Teams dialer in Sales Hub, but sellers that are using
a custom model-driven app are not able to access the dialer.
You need to resolve the issues.
How should you configure the Microsoft Teams dialer setup? To answer, select the
appropriate options in the answer area.
NOTE: Each correct selection is worth one point.
You manage Dynamics 365 Sales for a company.
A sales manager wants a weekly performance view of the Sales Close Agent in Research
mode.
The sales manager also reports that a specific Opportunity stopped receiving automated
outreach from the Sales Close Agent in Engage mode.
You need to do the following:
. Determine if the engagement for the opportunity record is pending, completed, or failed.
. Provide a performance view that includes the Last refreshed and the time period filter.
You need to identify the correct monitoring metrics for each requirement.
Which metrics should you review? To answer, select the appropriate options in the answer
area.
NOTE: Each correct selection is worth one point.
A company tracks opportunities using the pipeline view.
The sales managers want pipeline stages configured so they can quickly identify deal
progress.
The configuration must meet the following requirements:
. Open the Pipeline view by default in Opportunities.
. Open a specific form for the opportunity side panel.
. Provide the ability to expand or collapse the grid by sections, for example Owner or
Account.
. Display the average value at the bottom of the grid.
You need to identify the opportunity configuration.
Which configuration should you apply for each requirement? To answer, move the
appropriate configurations to the correct requirements. You may use each configuration
once, more than once, or not at all. You may need to move the split bar between panes or
scroll to view content.
NOTE: Each correct selection is worth one point
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