Brainscape's Knowledge GenomeTM

Browse over 1 million classes created by top students, professors, publishers, and experts.


See full index

PHILIPPINES Microsoft Dynamics 365 (CRM) Fundamentals > Microsoft D365 Sales > Flashcards

Microsoft D365 Sales Flashcards

1
Q

A _________ is an individual, or company hat receives, consumes, or buys a product or service.

The primary goal of a commercial enterprise is to attract ________ and maintain strong relationship with them over-time, by ensuring they want to continue to do business with your organization.

A

Customer

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
2
Q

_______________ represents the emotional connection between a customer and a brand.

A

Customer engagement

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
3
Q

is a low-code application development platform that not only spans Dynamics 365, but also Office 365, Azure, and standalone applications. It is where Dynamics 365’s customer engagement applications are built on.

A

Microsoft Power Platform

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
3
Q

__________________ is a low-code application development platform that not only spans Dynamics 365, but also Office 365, Azure, and standalone applications. It is where Dynamics 365’s customer engagement applications are built on.

A

Microsoft Power Platform

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
4
Q

True or False:

One of the key elements to building applications on Power Platform is Microsoft Dataverse

A

True

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
4
Q

Benefits of leveraging Dataverse

A
  1. Easy to manage
    - both the metadata and data are stored in cloud.
  2. Easy to secure
    - Data is securely stored so users can access what they need to. Role-based security allows you to control access to tables for different users within your organization.
  3. Rich metadata
    - Data types and relationships are used directly within Power Apps
  4. Logic and validation
    - Define calculated columns, business rules, workflows, and business process flows to ensure data quality and drive business processes.
  5. Productivity tools
    - Tables are available within the add-ins for Microsoft Excel to increase productivity and ensure data accessibility
How well did you know this?
1
Not at all
2
3
4
5
Perfectly
5
Q

Enumerate the five core Dynamics 365 customer engagement applications

A
  1. Microsoft Dynamics 365 Sales
  2. Microsoft Dynamics 365 Customer Service
  3. Microsoft Dynamics 365 Field Service
  4. Microsoft Dynamics 365 Project Operations
  5. Microsoft Dynamics 365 Marketing
How well did you know this?
1
Not at all
2
3
4
5
Perfectly
6
Q

Enumerate the three ways organizations define customers

A
  1. Business to Business (B2B)
    (e. g. telcom selling to hotels)
  2. Business to Consumer (B2C)
    (e. g. grocery stores)
  3. Hybrid
    (e. g. software vendors, event centers, insurance companies)
How well did you know this?
1
Not at all
2
3
4
5
Perfectly
7
Q

What are the primary records used in Dynamics 365

A
  1. Account
  2. Contact
How well did you know this?
1
Not at all
2
3
4
5
Perfectly
8
Q

This record represents a company or an organization that you do business with such as a customer, vendor, partner, or reseller.

A

Account

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
9
Q

This record represents a person. It can be a standalone person, or an individual at an organization.

A

Contact

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
10
Q

True or False:
While many accounts will be stand alone accounts, there are occasions where an account can be considered as the parent account to another account. This might occur when one account is a division or subsidiary of a parent company.

A

True

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
11
Q

This contact represents a key person at the organization that you primarily deal with. This might be the person you deal as it relates to billing, sales, and so on.

A

Primary Contact

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
12
Q

This helps keep track of customer communication.

A

Activities

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
13
Q

True or False

Activities can only be associated with contacts and accounts.

A

False.

Depending on the Dynamics 365 applications you are using, they can also be associated with other types of records

e.g.
Sales - records like leads, opportunities, or quotes
Service - records like cases, work orders, or projects

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
14
Q

Two most common searching tools

A
  1. Search a view (Quick Find)
  2. Multi table search (Categorized Search)
How well did you know this?
1
Not at all
2
3
4
5
Perfectly
14
Q

This searching tool is often referred to as Quick Find and is available on any Dynamics 365 View. You provide the first several letters of the item you are looking for, and the results will be returned directly in the view. For example, if you were looking at a list of active account records and entered the word Adventure into the search field, you would see all the account records that begin with Adventure.

A

Search a View

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
15
Q

This searching tool is often referred to as Categorized Search. It searches across multiple tables that have been defined by the organization. In this instance, if you enter Adventure, and are presented with all accounts that begin with Adventure, you will also be provided with a list of any contacts who are associated with an account that begins with the word Adventure as well.

A

Multi table search

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
16
Q

A __________ is a collection of products and services that an organization sells and provides to customers.

A typical __________ not only includes a list of the products that an organization sells but also defines different pricing options, such as retail and wholesale. It also details how a product will be sold.

A

Product Catalog

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
17
Q

What are the four primary components of Dynamics 365 product catalog consists of four primary components

A
  1. Unit Groups
    - defines how a product is packaged for sale
  2. Products
    - represent the type of product or service of a company
  3. Price Lists
    - sets of prices charged for the product
  4. Discount Lists
    - allow organizations to offer products or services at different prices depending upon the quantity purchased
How well did you know this?
1
Not at all
2
3
4
5
Perfectly
18
Q

Enumerate the most common integration options within Dynamics 365

A
  1. Microsoft Word
  2. Microsoft Excel
  3. SharePoint
  4. Microsoft Teams
  5. Power Apps - Canvas Apps
How well did you know this?
1
Not at all
2
3
4
5
Perfectly
19
Q

This type of worksheet in exporting D365 data to Microsoft Excel creates a local copy of the data, and no connection is maintained between Dataverse workbook.

A

Static worksheet

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
20
Q

This type of worksheet in exporting D365 data to Microsoft Excel maintains a link between the Dataverse data and the Excel file. The Dataverse security model is maintained, and users need appropriate privileges to refresh the data.

A

Dynamic worksheets or pivot tables

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
21
Q

This option opens the Excel file for the user in a window within Dynamics 365 or custom model-driven apps. This option is popular when someone wants to quickly edit multiple Dynamics 365 records.

A

Excel Online

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
22
Q

When you create _____, you create analytics based on the data that is important to you. When you view records, you can apply filters to drill down into the detail that is important to you.

A

Views

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
23
Q

_______ are quick and actionable visualizations of data.

It is interactive that you can continue to drill down into relevant data. You can also place _____ on dashboards and view them in line with the data they are displaying.

A

Charts

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
24
Q

Both standard and interactive _________ offer a combination of charts and views in an easy-to-consume experience.

It is a collection of

  • Views
  • Charts
  • Iframe
  • Web resources
A

Dashboards

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
25
Q

Each of the Dynamics 365 first party apps include system _______ that you use to gain insights into how your business is doing. You can use these ______ as is or customize them for your needs. If you need to create a basic specialized ______, you can use the Report Wizard to create custom reports.

A

Report

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
26
Q

Which of the following responses represents a Microsoft Business Applications first-party app?

a. Azure
b. Office 365
c. Dynamics 365 Field Service

A

c. Dynamics 365 Field Service

Azure and Office 365 does not fall in the Microsoft Business Application product line

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
27
Q

Which of the following applications can be integrated with Dynamics 365 to provide document management capabilities that include versioning and collaboration

a. Microsoft Word
b. Microsoft Excel
c. Microsoft SharePoint

A

c. Microsoft SharePoint

Microsoft SharePoint is a document management application that can be integrated with Dynamics 365

Microsoft Word and Excel does not provide document management capabilities

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
28
Q

Which of the following searching or filtering options would be used if you wanted to display a list of Accounts with open orders?

a. Advanced Filter
b. Quick Find
c. Categorized Search

A

a. Advanced Filter
- Advanced Filter capabilities provide the ability to filter data using details from multiple Dynamics 365 tables

  • Quick Find is a searching option that only allow searching of one table at a time
  • Categorized Search doesn’t let you filter data based on multiple tables
How well did you know this?
1
Not at all
2
3
4
5
Perfectly
29
Q

___________ enables sellers to build strong customer relationships and close deals faster.

A

Dynamics 365 Sales

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
30
Q

_________ is a guide or map that organizations implement to assist sellers during sales life cycle management.

A

Sales process

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
31
Q

Enumerate the general outline of a typical sales process

A

Qualify -> Develop -> Propose -> Close

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
32
Q

A ______ represents someone with an interest in what you are saying.

A

Lead

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
33
Q

Represents a business or organization.

Sometimes this organization is a customer or vendor.

In some organizations, it might be a different grouping, such as a family.

It typically will have related contact records

A

Account

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
34
Q

Represents supporting records and customer interactions.

By default, it includes email, appointment, and phone call.

A

Activities

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
35
Q

It can either be an account or a contact.

In a B2B scenario, this is an account.

In a B2C scenario, this is a contact.

A

Customer

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
36
Q

Represents someone with an interest in what you are selling. It might be an existing client, or someone that you have never done business with before.

A

Lead

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
37
Q

Like a lead, this is a potential sales transaction. This is a more viable prospect that a lead, and it will contain more information and be tracked for a longer period of time.

A

Opportunity

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
38
Q

A collection of records that interact with opportunities, quotes, orders, and invoices to facilitate management of products, price lists, discounts, and product families for sales transactions.

A

Product Catalog

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
39
Q

A formal offer for products or services, proposed at specific prices and related payment terms to a customer.

A

Quote

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
40
Q

A confirmed request for delivery of goods and services based on specified terms, or a quote that has been accepted by a customer.

A

Order

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
40
Q

An order or record of a sale including details about products or services purchased that has been billed to the customer.

A

Invoice

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
41
Q

A snapshot of where prospects are in the sales process.

A typical _________ would show how many deals salespeople are expected to close in a given week, month, or year, and how close a rep is to reaching their sales quota.

A

Sales Pipeline

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
42
Q

Organizations that you are competing with to win deals

A

Competitors

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
43
Q

In this part of sales process, an account executive reaches out to the lead to gather more information about them and determine if a relationship would be mutually beneficial.

  • > If it is determined that it is not a good fit, the lead is disqualified and the sales cycle ends.
  • > If it is determine that everyone is a good fit, the lead is qualified and converted to an opportunity.
A

Qualify

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
44
Q

In this part of sales process, the opportunity record is used to fill-up the details of the deal.

Details such as the product and services they are interest in, estimated revenue, and time-lines are added to the opportunity.

A

Develop

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
45
Q

In this part of sales process, a quote is added to the opportunity that represents the formal proposal to the customer once the deal is ready.

A

Propose

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
46
Q

In this part of sales process, an invoice is generated to bill the customer after the order is fulfilled.

A

Fulfill

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
46
Q

In this part of sales process, an invoice is generated to bill the customer after the order is fulfilled.

A

Fulfill

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
47
Q

To help manage the sales lifecycle, organizations often use ________________

A

Salesforce automation software.

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
48
Q

To help manage the sales lifecycle, organizations often use ________________

A

Salesforce automation software.

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
49
Q

Tools that can be used to help with the Lead Qualification Process of D365 Sales

A
  1. Artificial Intelligence Tools
  2. Tailorable Business Process Flows
  3. Assistant
  4. Timeline
50
Q

This tool allow you to quickly capture important information and input it into Dynamics 365 Sales or Power Apps while in the field. This helps quickly identify if there is a past relationship with this customer and determine what the next course of action should be.

A

Artificial Intelligence Tools.

51
Q

This tool guides sellers through each stage of your organization’s sales lifecycle process.

Not only does this help to onboard new sellers, but it ensures that all your sellers know exactly what is required during each stage in the process. They are equipped with the necessary data and tools to execute it.

A

Tailorable Business Process Flows

52
Q

This tools surfaces important information in the context of what you are doing now, such as providing reminders of upcoming activities related to a sales lead or notifying you when customers are doing something that could impact a potential deal.

A

Assistant

53
Q

This tool surfaces any related communication directly on the records form.

This lets you easily see al relevant communication from a single point. In addition, you can quickly generate communication such as phone calls, emails, and appointments, and interact with team members directly from the prospects record.

A

Timeline

54
Q

True or False
Dynamics 365 Sales can act as a standalone sales order processing solution, or it can be integrated with Enterprise Resource Planning (ERP) applications, such as Dynamics 365 Finance & Operations.

A

True

55
Q

Enumerate the collaboration tools available for Dynamics 365 Sales

A
  1. Microsoft Teams Integration
  2. SharePoint & OneDrive Integration
  3. Embedded Office 365 Tools
  4. Power Platform
56
Q

Enumerate the Sales Delivery Tools in Microsoft D365 Sales

A
  1. Product Catalog
    - Customized Pricing and Discounting
    - Product Families
  2. Quote Management
  3. Sales Order
  4. Invoices
57
Q

This collaboration tool engage Subject Matter Experts (SME) and collaborates with colleagues across business functions and geographies.

You can access D365 data such as records and views directly from within a Team workspace, providing access to all of this tool’s collaboration abilities.

A

Microsoft Teams Integration

58
Q

This collaboration tool use the document storage and versioning capabilities of ________ and ________ for business to help with document collaboration.

These collaboration capabilities let you easily see whose working on documents and what changes are being made. It also provides you deeper insights to see what documents customers are accessing when you use them to store Share attachments.

A

SharePoint and OneDrive Integration

59
Q

This collaboration tool uses embedded tools like Microsoft Excel and Word, to use everyday to help build details, analyze deal details, and communicate with customers.

A

Embedded Office 365 Tools

60
Q

This collaboration tool is used to execute business processes and speed up daily activities such as the approval processes across line-of-business applications with automation powered by Microsoft Power Automate.

Power Automate provides you with a richer overall experience and simplified execution of business tasks by embedding automation of these items directly into Dynamics 365 Forms

A

Power Platform

61
Q

With a dedicated __________ that can function stand alone or be integrated with ERP applications, such as Dynamics 365 Finance & Operations, you can quickly build sales quotes by adding products directly from the product catalog. Automated pricing options can update pricing details automatically.

A

Product Catalog

62
Q

With multiple price lists, you can attach the most appropriate pricing based on who the customer is, current promotions, or sales scenario.

A

Customized Pricing and Discounting

63
Q

_____________ extend the product catalog functionality even more by providing a central area to define common properties such as sizing and coloring options for all products in a family.

Products can be linked together to provide greater support in common sales scenarios such as cross selling, product substitution, or upselling.

A

Product Families

64
Q

Easily generate quotes directly from details stored in a sales opportunity.

You can manage the entire sales negotiation process with easy quote revisions and quote delivery, using familiar formats such as Microsoft Word documents of PDFs.

A

Quote Management

65
Q

________ can be created directly from Quotes when deals move forward. With Sales automation, related supply chain items can be opened or closed as the attached quote record is also closed.

A

Sales Order

66
Q

________ can be created from fulfilled sales orders, and the status of the _______ is tracked as the _______ is paid by the customer.

A

Invoice

67
Q

Which of the following Dynamics 365 Sales record types would you most likely use during the development phase of a sales process, and when you want to determine the specific items that will be included in the record and have the revenue information available in a sales pipeline?

a. Opportunity
b. Lead
c. Order

A

a. Opportunity

An opportunity represents a viable prospect and is where specific details are captured. An opportunity includes any products or services to be sold. Potential revenue defined on the Opportunity is also reflected in the sales pipeline.

Incorrect answers:
A Lead represents someone with an interest in an interest in what you are selling. The objective of a lead is to qualify them as a viable prospect, so you can create an opportunity and develop a potential solution for them.

An order is a confirmed request for delivery of goods created after a formal quote has been accepted by a customer.

68
Q

Which feature in Dynamics 365 Sales surfaces important information when working on sales records, such as reminders of upcoming activities and notification of customer activities that could impact a potential deal?

a. Assistant
b. Business Process Flow
c. Timeline

A

a. Assistant

The Assistant displays important contextual information that relates to the record with which you are currently working.

Incorrect Answers:

Business process flows are used to guide sellers through each stage of an organization’s sales lifecycle process. They ensure that steps are not getting missed. They do not provide notifications.

The Record Timeline surfaces all related communication directly on the record in a timeline view. The Timeline does not provide notifications.

69
Q

While working on an opportunity record, you add an appointment activity for an upcoming meeting that you will be having with the customer. Where will the appointment activity be displayed on the opportunity record?

a. Related Panel
b. General Information Section
c. Record Timeline

A

c. Record Timeline

The Record Timeline in Dynamics 365 is available for most records, including cases. It displays all activities, notes, and posts related to a specific record by date.

Incorrect Answers:

The Related Panel does not display activity information. It displays other related information, such as other cases for the customer, and provides the ability to search for knowledge articles that might assist in resolving the issue.

The General information section does not include any activity information. It mainly focuses on items like case title, topic, customer, and origin.

70
Q

In this part of the sales process, a potential lead is identified and _________.

A

Qualify Stage

71
Q

In this part of the sales process, an opportunity is created, and other details such as the products and services they are interested in, estimated revenue, and timeline are added to the opportunity.

A

Develop Stage

72
Q

In this part of the sales process, a quote is added to the opportunity and formally presented to the customer.

A

Proposed Stage

73
Q

In this part of the sales process, the customer agrees to the quote and an order is generated.

A

Close Stage

74
Q

In this part of the sales process, after the order is fulfilled, an invoice is generated to bill the customer.

A

Fulfill Stage

75
Q

Match the sales record types which correspond to the different stages in the sales process

A

a. Qualify Stage - Lead
b. Develop Stage - Opportunity
c. Propose Stage - Quote
d. Close Stage - Order
e. Fulfill Stage - Invoice

76
Q

The goal of _____ is to determine the viability of them becoming a customer. This process is referred to as __________.

A

Lead; Lead qualification

77
Q

What are the ways to capture leads in Dynamics 365 Sales?

A
  1. Manual Creation
  2. Converting activities such as emails
  3. Bulk import to the application
78
Q

What are the key pieces of information available in Dynamics 365 Sales that can be used to assist sellers during the qualification process

A 
1. Timeline
2 Assistant
3. Stakeholders
4. Competitors
5. Business Process Flows
79
Q

This process involves placing phone calls, researching the customer, and engaging with the stakeholders throughout the process. Information about the lead is gathered and contacted, and a decision is made if you should move forward.

A

Lead Qualification

80
Q

Displays related lead activities. All activities are displayed in chronological order. These could include phone calls made or received, appointments with the lead, internal posts about the record made by the colleagues, or notes that were added about the record.

a. Timeline
b. Assistant
c. Stakeholders
d. Competitors
e. Business Process Flows

A

a. Timeline

81
Q

Provides reminders or notifications about items related to lead (e.g. upcoming appointments)

a. Timeline
b. Assistant
c. Stakeholders
d. Competitors
e. Business Process Flows

A

b. Assistant

82
Q

Identifies individuals that might have a vested interest or be involved in the decision-making process. These are typically contact records that are noted on the record.

a. Timeline
b. Assistant
c. Stakeholders
d. Competitors
e. Business Process Flows

A

c. Stakeholders

83
Q

Identifies any other vendors that could be potentially be competing for a customer’s business

a. Timeline
b. Assistant
c. Stakeholders
d. Competitors
e. Business Process Flows

A

d. Competitors

84
Q

Represent guided processes that are used to guide account executives through the entire sales life cycle.

a. Timeline
b. Assistant
c. Stakeholders
d. Competitors
e. Business Process Flows

A

e. Business Process Flows

85
Q

True or False
Depending on the type of lead or company procedures, a lead might have multiple business processes available that can be switched, depending on specific details in the lead.

These details could include the lead source, estimated budget, purchase timeframe, or other business factors.

A

True

86
Q

Two possible scenarios of a potential lead after lead qualification

A

a. Qualified
- Indicates the organization and considers them to be a viable potential sale and are ready to move to the next phase of the sales process

b. Disqualified
- Indicates that you will no longer be pursuing them as a customer.

87
Q

This represents a potential sale. Unlike leads, ______ provide more specific details such as potential revenue, timelines, and product, or service details.

A

Opportunity

88
Q

This is an important part of the sales process because they are typically where a sales team spends most of its time and effort.

Managing it typically includes several customer interactions. How well the sales team manage this is the difference between a win and a loss.

A

Opportunities

89
Q

This is an important part of the sales process because they are typically where a sales team spends most of its time and effort.

Managing it typically includes several customer interactions. How well the sales team manage this is the difference between a win and a loss.

A

Opportunities

90
Q

Effective managing of opportunities can involve the following tasks:

A
  1. Assigning and sharing opportunities with the most appropriate individuals or teams.
  2. Tracking product and service details for items the customer is interested in.
  3. Providing the most appropriate literature to the customer.
  4. Tracking stakeholders and competitors
  5. Moving opportunities through a sales process workflow
91
Q

True or False

Opportunities can only be closed manually.

A

False.

Opportunities can also be closed automatically when an associated quote is closed, or when an order is created from a quote.

92
Q

Information that is present in opportunities that is not present in the lead.

A

Products, services, and price lists.

93
Q

This is a formal proposal that is presented to the customer that defines pricing information and product quantities once the seller work out specific details of a customer solution in opportunities.

A

Quote

94
Q

True or False

Quotes can be created manually or directly from an opportunity

A

True

95
Q

Read: Important notes for Quotes

A
  1. When quote is first created, it has a status of “Draft”.
  2. “Draft” quotes can be modified and have products added or removed.
  3. When quote is ready to be presented to a customer, it needs to be activated.
  4. Activated quote is read-only.
  5. Quotes can be generated as Microsoft Word or PDF documents
  6. Active quotes in D365 Sales cannot be edited.
  7. Changes to quotes are done as “Revisions”.
  8. When a quote is revised, the original version is closed and retained for historical purposes, and a new version is created with an updated revision number.
  9. Once the customer signs off on a quote it can be closed, and an order can be generated.
  10. When a quote is accepted, it cannot be revised.
96
Q

This is a commitment from a customer to buy products or services.

Most of this is created as a direct result of an accepted quote.

However, there are times when an _____ unrelated to a quote may need to be created.

A

Order

97
Q

Read: Important notes for Order

A
  1. When quotes are converted to orders, the content is added to the order record and the quote is closed. The products and items on the order can edited as needed
  2. If an order is created manually, all the necessary order information such as potential customer, name, and price list information must be added.
  3. Since, orders are typically the last stage of a sales process, organizations want to ensure that the pricing information related to them is correct.
  4. Organizations may handle this by limiting the products and pricing by locking and unlocking pricing as needed.
  5. Once an order is placed, it needs to be fulfilled.
  6. The fulfillment may be marked as complete or partial.
98
Q

This is a request for payment from a business to its customers.

It can be, but is not required to be, related to orders.

A

Invoice

99
Q

Two options of marking invoice as paid

A
  1. Completed
    - Invoice was completely paid by the customer
  2. Partial
    - Invoice was only partially paid by the customer
100
Q

What type of record can be created automatically from a qualified Lead?

a. Competitor
b. Order
c. Opportunity

A

c. Opportunity

Upon qualification of a Lead, an Opportunity record is automatically created.

Competitors are organizations that you are competing with to win deals. Competitors are defined in Opportunity records.

An order is a confirmed request for delivery of goods or services. Orders are typically created after a quote or opportunity has been closed.

101
Q

You’re working on an opportunity where the customer requires that their lawyer is looped in on all items. You have their lawyer as a Contact in Dynamics 365. How would you associate their lawyer to the Opportunity?

a. Add the lawyer as a Stakeholder on the Opportunity
b. Add the note about the lawyer to the Account Record
c. Add the lawyer as a Contact for the Account Record

A

a. Add the lawyer as a Stakeholder on the Opportunity.

The lawyer needs to looped in on this Opportunity only. The Opportunity record contains an area in which to define stakeholders.

Adding a note to the account record would not display the information on the Opportunity.

The lawyer needs to be associated directly with the Opportunity.

102
Q

Which of the following best describes a Quote?

a. A potential sale for a customer that you have an existing relationship with
Incorrect. This is describing an Opportunity record.

b. A confirmed request for delivery of goods and services
c. A formal offer for products or services

A

c. A formal offer for products or services

A describes an Opportunity record

B describes an Order record

103
Q

What are the two most common capabilities of Dynamics 365 features and products that work together with the core functionality provided in Dynamics 365 Sales

A

a. Sales Insights

b. LinkedIn Sales Navigator

104
Q

This capability applies artificial intelligence to help sellers streamline their selling approach. Sellers can prioritize which items to focus on and thereby shorten sales cycles. Sales insights also helps to sellers build relationships with authentic and personal engagement.

A

Sales Insights

105
Q

This capability unlocks the full sales potential of LinkedIn with a powerful set of search capabilities, visibility into extended networks, and more. Data from LinkedIn can be surfaced on any Dynamics 365 record to help better understand the connection behind the record.

A

LinkedIn Sales Navigator

106
Q

This is a suite of features that continuously analyzes the vast collection of customer-interaction data already stored in your Dynamics 365 Sales and Office 365 databases.

This examines how often you are engaging your customers, how often they are engaging you, upcoming sales activities, and the content of communication.

A

Dynamics 365 Sales Insights

107
Q

Enumerate the features of Sales Insights that are included in Dynamics 365 Sales

A
  1. Assistant
  2. Auto capture
  3. Email engagement
108
Q

This free Sales Insights feature combines and analyzes data at its disposal to generate action cards. These cards help to ensure that you are not missing deadlines, remind you of appointments, and notify you of important information related to your customers.

Each card includes a message summarizing what the card is about, as well as a set of links for acting.

Cards are sorted by priority and filtered based on your current context.

A

Assistant

109
Q

This free Sales Insights feature looks for messages sent to or from relevant email addresses and present them inside Dynamics 365 Sales. Staff members can examine the messages surfaced in the application and determine if they are important should be tracked in the application. Once they are tracked, they will be visible other Dynamics 365 users.

A

Auto capture

110
Q

This free Sales Insights feature helps create more effective email messages and to learn how your contacts are interacting with them.

As emails are opened, replied to, and forwarded on by customers, email engagement tracks those activities and reports back information. It can also remind sales staff of actions to take based on customers viewing or not viewing emails

A

Email Engagement

111
Q

Enumerate the Advanced Sales Insights features that require Dynamics 365 Sales Insights licensing

A
  1. Assistant with Studio
  2. Relationship analytics
  3. Predictive lead scoring
  4. Predictive opportunity scoring
  5. Notes analysis
  6. Talking points
  7. Who knows whom
  8. Dynamics 365 assistant for Microsoft Teams
112
Q

This advanced Sales Insights feature allows you to receive the ability to create and display custom insight cards using the Studio to users, in addition to the base assistant capabilities. The Studio helps you to create custom insight cards through Power Automate. After you create the cards, you can configure prioritization and who can see the cards.

A

Assistant with Studio (full capabilities)

112
Q

This advanced Sales Insights feature allows you to receive the ability to create and display custom insight cards using the Studio to users, in addition to the base assistant capabilities. The Studio helps you to create custom insight cards through Power Automate. After you create the cards, you can configure prioritization and who can see the cards.

A

Assistant with Studio (full capabilities)

113
Q

This advanced Sales Insights feature gathers information from Dynamics 365 Sales for Key Performance Indicators (KPIs) and activity histories and displays it in a graphical representation.

A

Relationship analytics

114
Q

This advanced Sales Insights feature helps you to focus on revenue generation efforts by providing a score to prioritize efforts on quality leads.

A

Predictive lead scoring

115
Q

This advanced Sales Insights feature helps you to focus on revenue generation efforts by providing a score to prioritize efforts on quality opportunities.

A

Predictive opportunity scoring

116
Q

This advanced Sales Insights feature monitors notes that you enter regarding a recent meeting or discussion with your customer to provide intelligent suggestions.

A

Notes analysis

116
Q

This advanced Sales Insights feature displays topics to start a conversation with your customer such as sports, vacation, family, and entertainment

A

Talking points

117
Q

This advanced Sales Insights provide details such as names and email addresses of your colleagues who knows a lead that you are going to interact with.

A

Who knows whom

118
Q

This advanced Sales Insights feature provides sellers with timely and in-context intelligent guidance across the sales journey so that sellers can spend more time building relationships with their customers.

A

Dynamics 365 assistant for Microsoft Teams

119
Q

An online platform that connects business professionals

A

LinkedIn

120
Q

__________________ brings together LinkedIn Sales Navigator and Microsoft Dynamics 365 Sales to empower sellers to drive that more personalized and meaningful engagement with buyers.

A

Microsoft Relationship Sales

121
Q

There are two types of controls available in LinkedIn Sales Navigator.

A
  1. LinkedIn Sales Navigator Lead control - shows information about a LinkedIn member profile.
  2. LinkedIn Sales Navigator Account Control - shows information about a LinkedIn company profile.
122
Q

Sections of LinkedIn Sales Navigator Lead control

A
  1. Top Card
    - Shows information about the person like name, headline, and more. Additionally, it provides capabilities to message or save the person as a lead in Sales Navigator.
  2. News (Icebreakers)
    - Shows the person’s highlights, activities, conversation starters, and more.
  3. Connections (Get Introduced)
    - Shows the mutual connections and allows for a warm introduction to the person.
  4. Related Leads
    - Shows potential Sales Navigator leads who are similar to the target person and might represent the relevant stakeholders around them. On a sales scenario, this insight is crucial to identify the potential decision-makers for a deal.
123
Q

Modules of LinkedIn Sales Navigator Account control:

A
  1. Top Card
    - Shows information about the company like company name, industry, location, and more. Additionally, provides capabilities to view the related account and save it in Sales Navigator.
  2. News
    - Shows the latest news of this company.
  3. Connections
    - Shows relevant connections for this company that can establish a first contact.
  4. Recommended Leads
    - Show the recommended potential leads in this company that may be opportunities open for the next deal.
124
Q

With LinkedIn Sales Navigator and Dynamics 365 Sales, you can do which of the following?

a. Connect with prospects
b. Track web activity
c. Locate old friends

A

a. Connect with prospects

LinkedIn lets you build a professional network by connecting with other businesspeople.

b.

125
Q

Which of the following embedded intelligence features suggest emails that might be relevant to the Dynamics 365 Record with which you are working?

a. Relationship Assistant
b. Auto Capture
c. Email Engagement

A

b. Auto Capture

Auto Capture looks for messages sent to or from relevant email addresses. It presents them inside Dynamics 365 Sales.

Neither Dynamics 365 Sales nor LinkedIn Sales Navigator provide the ability to track web activity.

LinkedIn Sales Navigator is a business-based social networking tool.

126
Q

Which of the following Sales Insights features isn’t available in Dynamics 365 Sales?

a. Relationship Analytics
b. Assistant
c. Auto Capture

A

a. Relationship Analytics

Relationship Analytics requires a license for Dynamics 365 Sales Insights.

Assistant surfaces reminders of upcoming sales activities.

Email Engagement helps you understand how your contacts are interacting with your emails.

126
Q

Which of the following Sales Insights features isn’t available in Dynamics 365 Sales?

a. Relationship Analytics
b. Assistant
c. Auto Capture

A

a. Relationship Analytics

Relationship Analytics requires a license for Dynamics 365 Sales Insights.

PHILIPPINES Microsoft Dynamics 365 (CRM) Fundamentals (8 decks)

Brainscape helps you reach your goals faster, through stronger study habits.
© 2025 Bold Learning Solutions. Terms and Conditions