MB2-717 Microsoft Dynamics 365 for Sales-Klug (Re-Formatted)

Question 1

Which of the following statements are TRUE about business process flows? Select all that apply.

A. Business process flows are designed to help organize information.

B. Business process flows have multiple stages.

C. Business process flows have only one branch per process.

D. Business process flows can have multiple branches per process.

Answer 1

A. Business process flows are designed to help organize information.* (not in OD)

B. Business process flows have multiple stages.

D. 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.

Question 2

Which of the following statements are TRUE about Sales Territories? Select all that apply.

A. A Sales Manager can only be linked to one Sales territory

B. You can assign a default price list to a Sales Territory

C. A Salesperson can be linked to more than one Sales Territory

D. Sales Territory can only represent a specific geographic region

Answer 2

A. A Sales Manager can only be linked to one Sales territory

B. You can assign a default price list to a Sales Territory

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.

Question 3

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.

A. Set a User default Currency to US Dollar

B. Leave the default currency blank

C. 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

D. Set currency default at the system level to US Dollar

Answer 3

A. Set a User default Currency to US Dollar

C. 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

D. 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.

Question 4

Which of the following tasks are required when creating a product catalog? Select all that apply.

A. Configure Price Lists

B. Create Products

C. Configure Unit Groups

D. Setting up templates

Answer 4

A. Configure Price Lists

B. Create Products

C. Configure Unit Groups

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.

Question 5

Which of the examples below are benefits to using Product Bundles in Dynamics 365? Select all that apply.

A. Ability to group related products together in a kit

B. Offer special discount on bundled products

C. Increase sales by encouraging customers to buy a group of products

D. Enable an Organization to categorize products together

Answer 5

A. Ability to group related products together in a kit

B. Offer special discount on bundled products

C. Increase sales by encouraging customers to buy a group of products

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.

Question 6

Which of the following options are product relationships in the system? Select all that apply.

A. Cross-sell

B. Substitute

C. Return

D. Accessory

Answer 6

A. Cross-sell

B. Substitute

D. 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.

Question 7

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.

A. There needs to separate price lists for each currency

B. There does not need to be separate price lists for each currency

C. Having multiple currencies affects quotes, products, and invoices

D. Having multiple currencies affects quotes, orders, and invoices

Answer 7

A. There needs to separate price lists for each currency

D. 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.

Question 8

Which of the following actions can you perform on ACTIVE quotes? Select all that apply.

A. Edit the quote

B. Print quote for customer

C. Create an order

D. Add a discount

Answer 8

B. Print quote for customer

C. Create an order

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.

Question 9

In Microsoft Dynamics 365 once an order is placed, what is the next step in the sales order process?

A. Close the order

B. Activate the order

C. Ship the order

D. Fulfill the order

Answer 9

D. 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.

Question 10

Which of the following is the correct linear order for the sales process?

A. Quote  Opportunity  Order  Invoice

B. Quote  Invoice  Opportunity  Order

C. Opportunity  Quote  Order  Invoice

D. Opportunity  Invoice  Quote  Order

Answer 10

C. Opportunity  Quote  Order  Invoice

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.

Question 11

What is the term used to describe the time period required to create goals?

A. Goal Date

B. Date Range

C. Fiscal Period

D. Goal Period

Answer 11

C. Fiscal Period

Lesson: Configuring Fiscal Periods- Each goal must specify a particular fiscal period or a custom time period first before it can be saved.

Question 12

Which of the following statements are TRUE about rollup queries? Select all that apply.

A. Rollup queries allow us to find a more distinct subset of data.

B. Rollup queries only allow us to roll up from parent goals.

C. Rollup queries do not allow us to roll up record sets.

D. Rollup queries allow us to roll up record sets.

Answer 12

A. Rollup queries allow us to find a more distinct subset of data.

D. 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.

Question 13

Which of the following statements is TRUE about the Parent/Child goals? Select all that apply.

A. A goal can have multiple child goals.

B. Parent goals are a combination of child goals.

C. If you delete a parent goal, the child goal is deleted.

D. All goals must be based within the same time period.

Answer 13

A. A goal can have multiple child goals.

B. Parent goals are a combination of child goals.

D. 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.

Question 14

Which of the following are valid purposes for gamification? Select all that apply.

A. Create a team mentality amongst your sales team

B. Provide system-specific sales use-cases

C. Drive user adoption

D. Provide better, more consistent data

Answer 14

A. Create a team mentality amongst your sales team

C. Drive user adoption

D. 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.

Question 15

Which of the following are valid scoring methods in Gamification? Select all that apply.

A. Excel

B. Service Bus

C. Microsoft Dynamics 365 Integration

D. API Integration

Answer 15

A. Excel

C. Microsoft Dynamics 365 Integration

D. 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.

Question 16

Which game element cannot be changed once a game is activated?

A. Metrics

B. Name

C. Awards

D. End Date

Answer 16

D. 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.

Question 17

Which of the following statements are TRUE about charts? Select all that apply.

A. Users do not have the ability to drill down into charts and filter results.

B. There are two types of charts: Personal and System.

C. There are three types of charts: Personal, System, and Custom.

D. System charts are visible to all users within the organization.

Answer 17

B. There are two types of charts: Personal and System.

D. 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.

Question 18

What do Power BI dashboards have the ability to do? Select all that apply.

A. Provides the ability to use these dashboards within Microsoft Dynamics 365

B. Provides the ability to connect with Microsoft OneNote

C. Provides the ability to create reports directly from the Power BI dashboard

D. Provides the ability to import data from Microsoft Word documents

Answer 18

A. Provides the ability to use these dashboards within Microsoft Dynamics 365

C. Provides the ability to create reports directly from the Power BI dashboard

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.

Question 19

Which of the following data sources are available to connect to in Power BI? Select all that apply.

A. CSV Files

B. Microsoft Dynamics 365

C. Excel Files

D. External Web Pages

Answer 19

A. CSV Files

B. Microsoft Dynamics 365

C. Excel Files

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.

Question 20

What does the Account entity represent?

A. Company or organization

B. Activity you’re held accountable for

C. A specific Person

D. Record created after an opportunity is won

Answer 20

A. Company or organization

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.

Question 21

Which of the following are valid customer scenarios? Choose all that apply.

A. Existing customer

B. Vendor

C. New Customer

D. Prospect

Answer 21

A. Existing customer

C. New Customer

D. 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.

Question 22

Which record types best represent existing customers? Select all that apply

A. Account

B. Competitor

C. Contact

D. Lead

Answer 22

A. Account

C. Contact

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.

Question 23

Which of the following entity types can be associated with the Sales Literature entity? Select all that apply.

A. Products

B. Competitors

C. Marketing Campaigns

D. Price Lists

Answer 23

A. Products

B. Competitors

C. Marketing Campaigns

Lesson: Sales Literature - Sales Literature can be associated with Products, Competitors, and Marketing Campaigns.

Question 24

Which of the following entity types can be associated with competitors? Select all that apply.

A. Opportunities

B. Products

C. Accounts

D. Contacts

Answer 24

A. Opportunities

B. Products

Lesson: Create, Maintain and use Competitors- Competitors can be associated to opportunities, sales literature, and products. Accounts or contacts are not associable to competitors.

Question 25

Which of the following best exemplifies what a Competitor record represents?

A. A subsidiary or your own company

B. A Company that could stand in the way of a Sales rep winning this deal

C. Another term for a Stakeholder

D. A Vendor with whom you are working with on a sales opportunity

Answer 25

B. A Company that could stand in the way of a Sales rep winning this deal

Lesson: Create, Maintain and use Competitors- Competitors are any company that could stand in the way of the Sales rep winning the deal.

Question 26

Which type of records can be created from a Lead? Select all that apply.

A. Competitor

B. Account

C. Contact

D. Opportunity

Answer 26

B. Account

C. Contact

D. 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.

Question 27

Which of the following activities can be converted to a lead?

A. Appointment

B. Email

C. Phone Call

D. Task

Answer 27

B. Email

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.

Question 28

What happens after the viability of a lead is determined?

A. The record is still able to be modified.

B. The original lead record is no longer visible to users.

C. The record becomes Read-Only.

D. The original lead record is deleted from the system.

Answer 28

C. The record becomes Read-Only.

Lesson: Lead to Opportunity Process Form - Upon qualifying or disqualifying a lead that specific record becomes locked and is no longer editable.

Question 29

Which of the following is required to create an opportunity?

Answers:

Competitor

Customer

Lead

Marketing list

Answer 29

Answers:

• Customer

Lesson: Opportunities- However you choose to create an opportunity, it will always need to be attached to a customer record.

Question 30

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

Answer 30

Answers:

• Resolution Activity

Lesson: Opportunities - When an opportunity is closed, a Resolution Activity is automatically created.

Question 31

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

Answer 31

Answers:

• To make the opportunity record Read-Only
• 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.

Question 32

Which option listed below allows users to create relationship links between two different records?

Answers:

Relationships

Personal Attachments

Connections

Connectors

Answer 32

Answers:

• Connections

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.

Question 33

Of the following records, which can have Opportunity records assigned to them? Select all that apply.

Answers:

User

Account

Competitor

Team

Answer 33

Answers:

• User
• 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

Question 34

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.

Answer 34

Answers:

• Allows a user to edit the columns to be displayed.
• 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.

Question 35

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

Answer 35

Answers:

• Dynamic Worksheet

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.

Question 36

Which of the following field types cannot be edited when the Editable Grid is enabled?

Answers:

Text

Lookup

Date/Time

Option sets

Answer 36

Answers:

• Lookup

Lesson: Editable Grids - Editable grids allow for changes to text fields, option set fields and currency fields but does not allow for editing Lookup fields in editable grids.

Question 37

When working with Advanced Find queries, if you click results and don’t see a column of data that you need, how do you add it to the view?

Answers:

Click on Edit Properties

Click on Edit Columns

Click on Saved Views

Add a line of criteria in the query window

Answer 37

Answers:

• Click on Edit Columns

Lesson: Advanced Finds - Advanced Finds can return information in columns not only from the entity on which the view is built but also from related records.

Question 38

What are THREE primary functional areas within Microsoft Dynamics 365? Select All that Apply.

Answers:

Sales

Help

Service

Marketing

Answer 38

Answers:

• Sales
• Service
• Marketing

Lesson: Basic Functional Areas - The Help area within Microsoft Dynamics 365 is very useful but is not used to house any sort of data for your organization and is not discussed in great detail unlike the Sales, Marketing, and Service areas.

Question 39

What term best describes itself as a record type, such as an Account or Contact.

Answers:

Field

Form

Relationship

Entity

Answer 39

Answers:

• Entity

Lesson: Relationships and Records - Entities are described as a record type, such as an Account or Contact. Fields are specific data, forms are a collection of fields, and relationships are a dotted line between records.

Question 40

Which of the following statements are TRUE about Microsoft Help areas? Select all that apply.

Answers:

There are three primary Help areas in Microsoft Dynamics 365.

Help areas open directly within Microsoft Dynamics 365 and do not go to an external web page.

Page redirection occurs based upon the entity you were in last.

Included in the many help categories available, there are also videos available to watch.

Answer 40

Answers:

• Page redirection occurs based upon the entity you were in last.
• Included in the many help categories available, there are also videos available to watch.

Lesson: Microsoft Help Areas - There are two primary Help areas in which you can choose from within Microsoft Dynamics 365: Help Center and Help and Training. Knowledge Base articles can also be used for case resolution assistance but are not considered a primary Help area since they are within D365. They open in a separate link and not directly within Microsoft Dynamics 365. Page redirection occurs based upon the entity you were in last and there are videos available to watch and learn.

Question 41

What does an Account represent?

Answers:

Company or Organization

Activity in which you’re held accountable

A specific person or individual

Record created after an opportunity is won

Answer 41

Answers:

• Company or Organization

Accounts and Contacts - An Account represents a businesses, organizations, or groups of people such as Microsoft. A Contact represents an individual or a specific person, such as Connie Watson.

Question 42

Which of the following are action types you can take on records within Microsoft Dynamics 365? Select all that apply.

Answers:

Follow/Unfollow

Switch the Type

Export to Excel

Export to OneNote

Answer 42

Answers:

• Follow/Unfollow
• Export to Excel

Lesson: Other Actions on Records - You can follow/unfollow a record and export specific records to Excel. You cannot export records to Microsoft OneNote and Switch the Type is not a real action within Microsoft Dynamics 365.

Question 43

What is defined as a mechanism to track relevant interactions between the organization and their customers?

Answers:

Actions

Movements

Contacts

Activities

Answer 43

Answers:

• Activities

Lesson: Activities - Activities are a mechanism to track relevant interactions between the organization and their customers and provide a great detail of insight as well as historical tracking of customer interactions.

Question 44

Which type of record is created after a Lead has been qualified?

Answers:

Competitor

Account

Contact

Opportunity

Answer 44

Answers:

• Account
• Contact
• Opportunity

Lesson: Leads - When leads are qualified, they automatically create three records: Opportunity, Contact, and Account. Competitor records must be manually added and are not associated with Leads.

Question 45

What type of record is required to create an opportunity?

Answers:

Competitor

Customer

Lead

Marketing list

Answer 45

Answers:

• Customer

Lesson: Opportunities - Opportunities can either be created manually or converted from a lead or activity, either way they are always attached to a customer record.

Question 46

Which of the following is the basic record type in service management and also represents a single incident of service?

Answers:

Cases

Queues

Service Objects

Ticket

Answer 46

Answers:

• Cases

Lesson: Entities and Record Types - Cases are the fundamental record type in service management, and represent a single incident of service.

Question 47

What service component specifies how many support cases or hours of support a customer can have?

Answers:

Service Level Agreements

Entitlements

Customer Records

Support Queues

Answer 47

Answers:

• Entitlements

Lesson: Entities and Record Types - Entitlements are agreements that can be used to specify the level and type of support customers are entitled to. They require a customer (account or contact) and are automatically assigned a unique ID.

Question 48

What term represents a repository of articles that is used to help customer service representatives resolve cases?

Answers:

Content Library

Knowledge Base

Subject Tree

Sales Literature

Answer 48

Answers:

• Knowledge Base

Lesson: Entities and Record Types - The Knowledge Base provides a central repository for an organization’s information, stored as articles and organized by subject. The Subject Tree is a hierarchy of topics to manage the knowledge base. Sales Literature is used by the Sales people about product information.

Question 49

Which of the follow records cannot be added to a marketing list?

Answers:

Account

Contact

Lead

Opportunity

Answer 49

Answers:

• Opportunity

Lesson: Member Types - A marketing list is a list of accounts, contacts, or leads that share common characteristics.

Question 50

What type of marketing tool creates a single activity for distribution?

Answers:

Quick Campaign

Dynamic Marketing List

Static Marketing List

Marketing Campaign

Answer 50

Answers:

• Quick Campaign

Lesson: Quick Campaigns - Quick Campaigns create a single activity for distribution to a marketing list or a unique group of accounts, contacts, or leads. Marketing Campaigns can distribute more than one activity.

Question 51

Which of the following records can be created directly from a campaign response?

Answers:

Leads

Opportunities

Competitor

Orders

Answer 51

Answers:

• Leads
• Opportunities
• Orders

Campaign Responses - A Campaign Response is a response to a campaign activity where a customer (or potential customer) has indicated their level of interest. They are also used to bridge the connection between sales and marketing. Campaign responses can be converted into leads, opportunities, quotes, or orders.

Question 52

What are the values of Workspaces? Select all that apply.

Answers:

Direct access to Tasks

Reduces Deployment Efforts

Helps Answer Specific Answers

Defines how a document flows through the system

Answer 52

Answers:

• Direct access to Tasks
• Helps Answer Specific Answers

Lesson: Value of Workspaces - Workspaces provide a 360-degree view of an activity. Workspaces can provide is Insight: By using workspaces, you can compare multiple sources of data. This gives a big picture view that is hard to achieve with when only using lists in specific applications. Workspaces also allow you to Navigate by data and select what you want to act on. And finally, workspaces give you Direct access to tasks. Direct access to tasks means you can perform those tasks directly in the workspace.

Question 53

What functionality do the Financials module support?

Answers:

Travel and Expense Management

Purchase Order Processing

Payroll

Marketing Campaigns

Answer 53

Answers:

• Travel and Expense Management

Lesson: Functionality - The Microsoft Dynamics 365 for Operations’ Financial Management module provides fast, reliable, and comprehensive accounting, financial reporting, and analysis. It also provides all the functionality that you need to update accounts efficiently and comply with reporting requirements. Some of the basic capabilities of the Financial Management module are; General Ledger, Tax, Accounts Receivable, Accounts Payable, Bank Management, Budgeting, Fixed Assets, Travel and Expense Management, and Fund Accounting.

Question 54

Which of the following are reporting tools available for Operations? Select all that apply.

Answers:

Workflows

Workspaces

Power BI

Excel

Answer 54

Answers:

• Power BI
• Excel

Lesson: Reporting Tools –Dynamics 365 for Operations offers several tools for producing reports that satisfy complex business requirements. These tools include: Excel integration, which allows you to manage and analyze data by using Excel; Embedded analytics, which give you the ability to add aggregate data to workspaces by using native controls such as charts and grids; SSRS Reporting Services, which provides the ability to create business documents using a SSRS-based solution; and Power BI integration, which allows you to Author and share reports that can be accessed anywhere.