Exam *MB-717 Microsoft Dynamics 365 for Sales Flashcards
81055: Relationship Management in Microsoft Dynamics 365 for Sales 81056: Sales Management in Microsoft Dynamics 365 81066: Introduction to Microsoft Dynamics 365
Which of the following statements are TRUE about business process flows? Select all that apply.
Answers:
Business process flows are designed to help organize information.
Business process flows have multiple stages.
Business process flows have only one branch per process.
Business process flows can have multiple branches per process.
Answers:
Business process flows are designed to help organize information.
- Business process flows have multiple stages.
Business process flows have only one branch per process.
- Business process flows can have multiple branches per process.
Lesson: Overview of Business Process and Branching Business Process Flows- Business Process Flows are used to help guide users through the necessary steps to complete an entire business process successfully and can contain multiple stages and/or branches.
Which of the following statements are TRUE about Sales Territories? Select all that apply.
Answers:
A Sales Manager can only be linked to one Sales territory
You can assign a default price list to a Sales Territory
A Salesperson can be linked to more than one Sales Territory
Sales Territory can only represent a specific geographic region
Answers:
- A Sales Manager can only be linked to one Sales territory
- You can assign a default price list to a Sales Territory
A Salesperson can be linked to more than one Sales Territory
Sales Territory can only represent a specific geographic region
Lesson: Sales Territories- In some scenarios it might be appropriate to identify a default price list for various sales territories. We can then link individual salespeople as team members of a sales territory. It is important to note that while one sales manager can be tied to many salespeople, a sales manager can only be tied to ONE sales territory. The same thing applies to salespeople. A salesperson can only belong to ONE sales territory.
Your company has relationships mainly with US-Based companies but occasionally you receive orders from companies in Canada and Mexico. Which configuration settings below would best support multi-currency? Select all that apply.
Answers:
Set a User default Currency to US Dollar
Leave the default currency blank
Set the default currency on the Account level to ensure that any further financial transactions from that Account are set with the correct currency option
Set currency default at the system level to US Dollar
Answers:
- Set a User default Currency to US Dollar
Leave the default currency blank
- Set the default currency on the Account level to ensure that any further financial transactions from that Account are set with the correct currency option
- Set currency default at the system level to US Dollar
Lesson: Currency Configuration - Assigning a default currency is performed during the installation or provisioning process and even though it is not required, it is extremely important. If a default currency isn’t specified, users will need to select a currency every time they create a new financial transaction. In addition, beyond the default currency that is applied throughout the system, customers, as well as users, can also have their own default currency. For example, if I have a customer that is located in Canada, or in Mexico, it is possible to define either Canadian dollars or Mexican Pesos as their default currency on the account or contact record.
Which of the following tasks are required when creating a product catalog? Select all that apply.
Answers:
Configure Price Lists
Create Products
Configure Unit Groups
Setting up templates
Answers:
- Configure Price Lists
- Create Products
- Configure Unit Groups
Setting up templates
Lesson: Configuring the Product Catalog- There are four components required when setting up the product catalog and include unit groups, price lists, price list items, and products. Discount lists are optional.
Which of the examples below are benefits to using Product Bundles in Dynamics 365? Select all that apply.
Answers:
Ability to group related products together in a kit
Offer special discount on bundled products
Increase sales by encouraging customers to buy a group of products
Enable an Organization to categorize products together
Answers:
- Ability to group related products together in a kit
- Offer special discount on bundled products
- Increase sales by encouraging customers to buy a group of products
Enable an Organization to categorize products together
Lesson: Product Bundles and Relationships- Within Microsoft Dynamics 365, Sales Operations Managers can easily add products to the system and bundle related products together to allow salespeople to increase sales by encouraging customers to buy a group of products instead of single items. You can pair a top-selling product with a less popular one, create groups of products to maximize the benefits for customers when they buy, and offer special discounts on bundled products.
Which of the following options are product relationships in the system? Select all that apply.
Answers:
Cross-sell
Substitute
Return
Accessory
Answers:
- Cross-sell
- Substitute
Return
- Accessory
Lesson: Product Relationships- Another aspect to the product catalog configuration is the ability to create what we call product relationships. Imagine product relationships to be anything that consists of up sales, cross sales, accessories or even substitutes.
Microsoft Dynamics 365 allows multiple currencies within an environment. Which of the following statements are TRUE about currencies in Microsoft Dynamics 365? Select all that apply.
Answers:
There needs to separate price lists for each currency
There does not need to be separate price lists for each currency
Having multiple currencies affects quotes, products, and invoices
Having multiple currencies affects quotes, orders, and invoices
Answers:
- There needs to separate price lists for each currency
There does not need to be separate price lists for each currency
Having multiple currencies affects quotes, products, and invoices
- Having multiple currencies affects quotes, orders, and invoices
Lesson: Impact of Different Currencies on Price Calculations and Price Lists- Each price list needs a different currency attached to it in order to keep information and exchange rates organized. Having multiple currencies affects opportunities, quotes, orders, and invoices. The products themselves are not affected as there needs to be products created for each price list per currency.
Which of the following actions can you perform on ACTIVE quotes? Select all that apply.
Answers:
Edit the quote
Print quote for customer
Create an order
Add a discount
Answers:
Edit the quote
- Print quote for customer
- Create an order
Add a discount
Lesson: Quote Life Cycle- You can print the quote for the customer, which is basically the intention of a quote. Also, from an activated quote, you can create an Order, change the status by marking it as won or lost, or revise the Quote.
In Microsoft Dynamics 365 once an order is placed, what is the next step in the sales order process?
Answers:
Close the order
Activate the order
Ship the order
Fulfill the order
Answers:
Close the order
Activate the order
Ship the order
- Fulfill the order
Lesson: Working with Orders- Orders have statuses of Open, Fulfilled, or Canceled. Shipping, Activating, or Closing an order are not functions or available buttons within Microsoft Dynamics 365.
Which of the following is the correct linear order for the sales process?
Answers:
Quote Opportunity Order Invoice
Quote Invoice Opportunity Order
Opportunity Quote Order Invoice
Opportunity Invoice Quote Order
Answers:
Quote Opportunity Order Invoice
Quote Invoice Opportunity Order
- Opportunity Quote Order Invoice
Opportunity Invoice Quote Order
Entire Module: Sales Transactional Records- Throughout the module, the correct linear order is presented many times and fully explained. The process goes as follows: Opportunity, Quote, Order, and Invoice.
What is the term used to describe the time period required to create goals?
Answers:
Goal Date
Date Range
Fiscal Period
Goal Period
Answers:
Goal Date
Date Range
- Fiscal Period
Goal Period
Lesson: Configuring Fiscal Periods- Each goal must specify a particular fiscal period or a custom time period first before it can be saved.
Which of the following statements are TRUE about rollup queries? Select all that apply.
Answers:
Rollup queries allow us to find a more distinct subset of data.
Rollup queries only allow us to roll up from parent goals.
Rollup queries do not allow us to roll up record sets.
Rollup queries allow us to roll up record sets.
Answers:
- Rollup queries allow us to find a more distinct subset of data.
Rollup queries only allow us to roll up from parent goals.
Rollup queries do not allow us to roll up record sets.
- Rollup queries allow us to roll up record sets.
Lesson: Creating a Rollup Query- Rollup queries allow us to find a more distinct subset of data and roll up record sets. They can roll up child goals as well as parent goals.
Which of the following statements is TRUE about the Parent/Child goals? Select all that apply.
Answers:
A goal can have multiple child goals.
Parent goals are a combination of child goals.
If you delete a parent goal, the child goal is deleted.
All goals must be based within the same time period.
Answers:
- A goal can have multiple child goals.
- Parent goals are a combination of child goals.
If you delete a parent goal, the child goal is deleted.
- All goals must be based within the same time period.
Lesson: Creating and Recalculating Parent/Child Goal Records- Parent goals can have multiple child goals and be a child goal. Parent goals are a combination of child goals. If you delete a parent goal, the child goals are not deleted. Additionally, all goals must be based within the same time period.
Which of the following are valid purposes for gamification? Select all that apply.
Answers:
Create a team mentality amongst your sales team
Provide system-specific sales use-cases
Drive user adoption
Provide better, more consistent data
Answers:
- Create a team mentality amongst your sales team
Provide system-specific sales use-cases
- Drive user adoption
- Provide better, more consistent data
Lesson: Purpose of Gamification - The purposes for gamification include create a team mentality amongst your sales team, drive user adoption, and provide better, more consistent data. It does not include provide system-specific sales use-cases, nor is that a valid purpose of gamification.
Which of the following are valid scoring methods in Gamification? Select all that apply.
Answers:
Excel
Service Bus
Microsoft Dynamics 365 Integration
API Integration
Answers:
- Excel
Service Bus
- Microsoft Dynamics 365 Integration
- API Integration
Lesson: Understanding and Managing Scoring Methods - Microsoft Dynamics 365 Integration, API Integration, and Excel are all valid options for Gamification scoring methods, whereas Service Bus is not a type of scoring method.
Which game element cannot be changed once a game is activated?
Answers:
Metrics
Name
Awards
End Date
Answers:
Metrics
Name
Awards
- End Date
Lesson: Drafting and Managing Fantasy Teams - KPIs, name, and awards are all items that can be changed for activated games. Start dates and end dates as an item cannot be changed after a game is activated.
Which of the following statements are TRUE about charts? Select all that apply.
Answers:
Users do not have the ability to drill down into charts and filter results.
There are two types of charts: Personal and System.
There are three types of charts: Personal, System, and Custom.
System charts are visible to all users within the organization.
Answers:
Users do not have the ability to drill down into charts and filter results.
- There are two types of charts: Personal and System.
There are three types of charts: Personal, System, and Custom.
- System charts are visible to all users within the organization.
Lesson: Working with Charts and Dashboards- There are two types of charts within Microsoft Dynamics 365: Personal and System. Users have to ability to drill-down and filter results of a chart. System charts are visible to all users within the organization, while personal charts are not.
What do Power BI dashboards have the ability to do? Select all that apply.
Answers:
Provides the ability to use these dashboards within Microsoft Dynamics 365
Provides the ability to connect with Microsoft OneNote
Provides the ability to create reports directly from the Power BI dashboard
Provides the ability to import data from Microsoft Word documents
Answers:
- Provides the ability to use these dashboards within Microsoft Dynamics 365
Provides the ability to connect with Microsoft OneNote
- Provides the ability to create reports directly from the Power BI dashboard
Provides the ability to import data from Microsoft Word documents
Lesson: Power BI Dashboards- Power BI Dashboards provide the ability to create reports directly from the Power BI Dashboard. They cannot import data from Microsoft Word, only Excel. Power BI Dashboards cannot connect with OneNote and require a separate web address to be utilized, which means they are not available directly within Microsoft Dynamics 365.
Which of the following data sources are available to connect to in Power BI? Select all that apply.
Answers:
CSV Files
Microsoft Dynamics 365
Excel Files
External Web Pages
Answers:
- CSV Files
- Microsoft Dynamics 365
- Excel Files
External Web Pages
Lesson: Power BI Dashboards- Power BI has the ability to connect to a very diverse set of data sources. These include CSV files, Microsoft Dynamics 365, and Excel files. It does not include external web pages as a source of connection.
What does the Account entity represent?
Answers:
Company or organization
Activity you’re held accountable for
A specific Person
Record created after an opportunity is won
Answers:
- Company or organization
Activity you’re held accountable for
A specific Person
Record created after an opportunity is won
Lesson: Basic Record Types- An Account typically represents a company or an organization. It is a group that could include vendors, partners, distributors, and resellers for example.
Which of the following are valid customer scenarios? Choose all that apply.
Answers:
Existing customer
Vendor
New Customer
Prospect
Answers:
- Existing customer
Vendor
- New Customer
- Prospect
Lesson: Customer Scenarios- New and existing customers along with prospects are valid customer scenarios. A Vendor, while can be considered an Account, is not a valid customer scenario.
Which record types best represent existing customers? Select all that apply
Answers:
Account
Competitor
Contact
Lead
Answers:
- Account
Competitor
- Contact
Lead
Lesson: Basic Record Types- Accounts and contacts best represent existing customers in Microsoft Dynamics 365. Competitor is wrong, and lead could represent a potential customer or opportunity, but typically, it is not recommended to be used for an existing customer.
Which of the following entity types can be associated with the Sales Literature entity? Select all that apply.
Answers:
Products
Competitors
Marketing Campaigns
Price Lists
Answers:
- Products
- Competitors
- Marketing Campaigns
Price Lists
Lesson: Sales Literature - Sales Literature can be associated with Products, Competitors, and Marketing Campaigns.
Which of the following entity types can be associated with competitors? Select all that apply.
Answers:
Opportunities
Products
Accounts
Contacts
Answers:
- Opportunities
- Products
Accounts
Contacts
Lesson: Create, Maintain and use Competitors- Competitors can be associated to opportunities, sales literature, and products. Accounts or contacts are not associable to competitors.
Which of the following best exemplifies what a Competitor record represents?
Answers:
A subsidiary or your own company
A Company that could stand in the way of a Sales rep winning this deal
Another term for a Stakeholder
A Vendor with whom you are working with on a sales opportunity
Answers:
A subsidiary or your own company
- A Company that could stand in the way of a Sales rep winning this deal
Another term for a Stakeholder
A Vendor with whom you are working with on a sales opportunity
Lesson: Create, Maintain and use Competitors- Competitors are any company that could stand in the way of the Sales rep winning the deal.
Which type of records can be converted from a Lead? Select all that apply.
Answers:
Competitor
Account
Contact
Opportunity
Answers:
Competitor
- Account
- Contact
- Opportunity
Lesson: Lead to Opportunity Process Flow - Upon qualification, the lead record will automatically be converted into three separate records: An opportunity, a contact, and an account.
Which of the following activities can be converted to a lead?
Answers:
Appointment
Phone Call
Task
Answers:
Appointment
Phone Call
Task
Lesson: Convert Activity Records to Leads- Microsoft Dynamics 365 has the ability to track communications and interactions. Emails contain the information required to be converted into a lead, unlike tasks, appointments, or phone call activities.
What happens after the viability of a lead is determined?
Answers:
The record is still able to be modified.
The original lead record is no longer visible to users.
The record becomes Read-Only.
The original lead record is deleted from the system.
Answers:
The record is still able to be modified.
The original lead record is no longer visible to users.
- The record becomes Read-Only.
The original lead record is deleted from the system.
Lesson: Lead to Opportunity Process Form - Upon qualifying or disqualifying a lead that specific record becomes locked and is no longer editable.
Which of the following is required to create an opportunity?
Answers:
Competitor
Customer
Lead
Marketing list
Answers:
Competitor
- Customer
Lead
Marketing list
Lesson: Opportunities- However you choose to create an opportunity, it will always need to be attached to a customer record.
When an opportunity is either won or lost, a type of activity is generated. This is referred to as what?
Answers:
Closed Activity
Completed Activity
Finalized Activity
Resolution Activity
Answers:
Closed Activity
Completed Activity
Finalized Activity
- Resolution Activity
Lesson: Opportunities - When an opportunity is closed, a Resolution Activity is automatically created.
An opportunity needs to be marked as closed after it has been determined as won or lost. Why? Select all that apply.
Answers:
To make the opportunity record Read-Only
Verifies the opportunity record is still active
To make sure the opportunity record can still be modified
Verifies the opportunity record no longer active
Answers:
- To make the opportunity record Read-Only
Verifies the opportunity record is still active
To make sure the opportunity record can still be modified
- Verifies the opportunity record no longer active
Lesson: Closing Opportunities - Closing an opportunity does not delete it from the system, but the opportunity is no longer available in the list of active opportunities and the fields become read-only.
Which option listed below allows users to create relationship links between two different records?
Answers:
Relationships
Personal Attachments
Connections
Connectors
Answers:
Relationships
Personal Attachments
- Connections
Connectors
Lesson: Connecting with other Records - Connections allow users to create links between two different records, or a dotted-line link between one record and another. The other options listed are not record types at all.
Of the following records, which can have Opportunity records assigned to them? Select all that apply.
Answers:
User
Account
Competitor
Team
Answers:
- User
Account
Competitor
- Team
Lesson: Assigning Opportunities - Assigning Opportunities can be done to Users and Teams. By default, when it is created, an opportunity has an owner associated with it. For Opportunities, there are can be two possible owners of the record; One example is a USER. Additionally, Opportunities can also be assigned to a team
Which of the following actions are available through Advanced Find? Select all that apply.
Answers:
Allows a user to edit the columns to be displayed.
Allows a user to return multiple entity types within one search.
Allows a user to export an Advanced Find search.
Uses queries for the user to filter data and provide results.
Answers:
- Allows a user to edit the columns to be displayed.
Allows a user to return multiple entity types within one search.
- Allows a user to export an Advanced Find search.
- Uses queries for the user to filter data and provide results.
Lesson: Advanced Find - The Advanced Find tool uses queries for the user to filter data and provide results. It allows a user to edit the columns to be displayed and export an Advanced Find search. However, it CANNOT return multiple entity types within one search.
When it comes to exporting data to Excel, which format creates a simple spreadsheet containing a connection to the Microsoft Dynamics 365 database and automatically refreshes the data?
Answers:
Dynamic Worksheet
Dynamics Pivot Table
Static Export
Excel Online
Answers:
- Dynamic Worksheet
Dynamics Pivot Table
Static Export
Excel Online
Lesson: Export to Excel - With a Dynamics Worksheet, you can export a query with a link back to the Microsoft Dynamics 365 server. This type of export causes the data to be loaded dynamically from Microsoft Dynamics 365, providing Excel data that is always up-to-date without having to manually refresh it. Dynamic exports require a connection back to the Microsoft Dynamics 365 server and appropriate permissions.