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Guide for AB-210: Microsoft Accelerating Sales Pipelines with AI in Dynamics 365

Quiz AB-210: Microsoft Accelerating Sales Pipelines with AI in Dynamics 365

Free Test
/ 10

Quiz

1/10
Topic 1, AdventureWorks Case Study
Background
AdventureWorks Cycles is a global manufacturer of high-performance bicycles headquartered in
Seattle. The company sells products through
distributors, specialty retailers, and a growing direct-to-consumer online channel. AdventureWorks
Cycles recently expanded its product catalog to
include the athlete package. This package includes a cycle, connected devices and subscription-based
analytics services.
To support this expansion, the company wants to modernize its sales operations by implementing
Microsoft Dynamics 365 Sales. The leadership
team wants sellers to focus on building relationships with distributors and enterprise buyers rather
than manually qualifying leads or assembling
product packages.
The sales operations team is responsible for configuring the Dynamics 365 Sales environment. Their
goal is to implement Al-driven processes that
streamline the lead-to-cash workflow while ensuring that sellers can easily identify the most
promising opportunities.
Current Environment
AdventureWorks Cycles previously used a legacy CRM system that tracked leads and opportunities
but lacked predictive intelligence or automated
lead qualification. Sellers manually evaluate incoming leads, which creates delays and inconsistent
prioritization.
The global sales team manages approximately 15,000 leads per month generated from marketing
campaigns, trade shows, and partner referrals.
Product data is stored in multiple systems. Product managers maintain products and pricing in
spreadsheets. Information regarding custom
relationships, competitor analysis, and region-specific marketing content is stored in a SharePoint
site called the sales portfolio.
The organization has identified several challenges they want to resolve with a new solution:
Sellers often spend significant time researching leads that ultimately do not convert.
Regional managers require in-depth reporting using information from the sales pipeline and seller
activities, the point-of-sale solution, website analytics, and the accounting system.
Multiple product offerings are difficult to manage because components are defined in different
systems.
Team leads require real-time information on active opportunities, as well as visibility of seller's
appointments and phone calls, without needing to navigate into multiple views.
All sellers are assigned Dynamics 365 Sales Enterprise licenses, Also, the CFO has requested that
Copilot message packs are pre-purchased by using the Copilot Studio subscription license.
A Dynamics 365 sales sandbox environment has been in use for six months. There are 60 leads
records with 30 records that are qualified and 20 that are disqualified. Ten of the qualified leads are
over three months old.
Business Requirements:
AdventureWorks Cycles has defined the following business requirements for the production
environment of Dynamics 365 Sales:
Sellers in all regions should be able to review the new mountaineer cycles. The cycles include
economy and premium fittings. When creating opportunities, sellers should be able to select a metal
type when adding a mountaineer cycle to an opportunity. The metal types include chrome,
aluminum, and titanium.
Pricing managers must be able to create deals for the same products in their own currencies and at
their own prices, without reference to the cost of the product.
Sellers must be able to quickly view their own opportunities by phase.
Predictive scoring should be enabled for leads created within the last three months in the sandbox
environment. This should provide seller training on the scoring's interpretation and usage.
A segment of leads named Hot is needed that will contain all leads where the source is phone,
employee referral or partner. Leads from this segment should be distributed to sellers by using a
round robin method.
Agents should not be able to take action on any data that is created in the production environment
before they are started.
All sellers should be able to access disqualified leads.
Technical Information and Requirements:
The new Dynamics 365 Sales environment must meet the following technical requirements:
Agents must use a dedicated service identity to execute write actions with a controlled security role
in Dataverse.
The sales operations team lead must be assigned the Power Platform administrator role.
The lead pricing manager must be assigned to the Microsoft 365 billing admin role.
The vice president of sales must be assigned the Al admin role.
A sandbox and a production environment must be created. Both of the environments must be
enabled for Al capacity, but usage should be capped on the sandbox environment.
A trial environment must be created, with the Sales Qualification Agent configured to business
requirements.
Sellers must be assigned the security roles on the production environment only.
All sellers must be assigned a customized version of the salesperson role. This role should grant read
access only to the leads that the sellers own.
The EnableRoleBasedSystemViews property must be set to true for the production environment.
No Azure subscriptions are available in the tenant.
Issues:
During early testing, the sales operations team identify the following issues:
The Sales Qualification Agent has disqualified several leads in the trial environment. The vice
president of sales has requested to understand the reason for the disqualified leads.
Sellers are unable to create agents in the production environment.
Agent consumption has been unreliable. The company requires that Al capacity is always available to
sellers.
The required predictive scoring model cannot be created yet.
You need to inform the sales team how many more record types are needed before it can be
configured.
What two actions on lead records are required? Each correct answer presents part of the solution.
Choose two.
Select the answer
2 correct answers
A.
40 more leads must be created.
B.
20 more leads must be disqualified.
C.
10 more leads must be qualified.
D.
20 more leads must be qualified.
E.
30 more leads must be disqualified.

Quiz

2/10
Topic 1, AdventureWorks Case Study
Background
AdventureWorks Cycles is a global manufacturer of high-performance bicycles headquartered in
Seattle. The company sells products through
distributors, specialty retailers, and a growing direct-to-consumer online channel. AdventureWorks
Cycles recently expanded its product catalog to
include the athlete package. This package includes a cycle, connected devices and subscription-based
analytics services.
To support this expansion, the company wants to modernize its sales operations by implementing
Microsoft Dynamics 365 Sales. The leadership
team wants sellers to focus on building relationships with distributors and enterprise buyers rather
than manually qualifying leads or assembling
product packages.
The sales operations team is responsible for configuring the Dynamics 365 Sales environment. Their
goal is to implement Al-driven processes that
streamline the lead-to-cash workflow while ensuring that sellers can easily identify the most
promising opportunities.
Current Environment
AdventureWorks Cycles previously used a legacy CRM system that tracked leads and opportunities
but lacked predictive intelligence or automated
lead qualification. Sellers manually evaluate incoming leads, which creates delays and inconsistent
prioritization.
The global sales team manages approximately 15,000 leads per month generated from marketing
campaigns, trade shows, and partner referrals.
Product data is stored in multiple systems. Product managers maintain products and pricing in
spreadsheets. Information regarding custom
relationships, competitor analysis, and region-specific marketing content is stored in a SharePoint
site called the sales portfolio.
The organization has identified several challenges they want to resolve with a new solution:
Sellers often spend significant time researching leads that ultimately do not convert.
Regional managers require in-depth reporting using information from the sales pipeline and seller
activities, the point-of-sale solution, website analytics, and the accounting system.
Multiple product offerings are difficult to manage because components are defined in different
systems.
Team leads require real-time information on active opportunities, as well as visibility of seller's
appointments and phone calls, without needing to navigate into multiple views.
All sellers are assigned Dynamics 365 Sales Enterprise licenses, Also, the CFO has requested that
Copilot message packs are pre-purchased by using the Copilot Studio subscription license.
A Dynamics 365 sales sandbox environment has been in use for six months. There are 60 leads
records with 30 records that are qualified and 20 that are disqualified. Ten of the qualified leads are
over three months old.
Business Requirements:
AdventureWorks Cycles has defined the following business requirements for the production
environment of Dynamics 365 Sales:
Sellers in all regions should be able to review the new mountaineer cycles. The cycles include
economy and premium fittings. When creating opportunities, sellers should be able to select a metal
type when adding a mountaineer cycle to an opportunity. The metal types include chrome,
aluminum, and titanium.
Pricing managers must be able to create deals for the same products in their own currencies and at
their own prices, without reference to the cost of the product.
Sellers must be able to quickly view their own opportunities by phase.
Predictive scoring should be enabled for leads created within the last three months in the sandbox
environment. This should provide seller training on the scoring's interpretation and usage.
A segment of leads named Hot is needed that will contain all leads where the source is phone,
employee referral or partner. Leads from this segment should be distributed to sellers by using a
round robin method.
Agents should not be able to take action on any data that is created in the production environment
before they are started.
All sellers should be able to access disqualified leads.
Technical Information and Requirements:
The new Dynamics 365 Sales environment must meet the following technical requirements:
Agents must use a dedicated service identity to execute write actions with a controlled security role
in Dataverse.
The sales operations team lead must be assigned the Power Platform administrator role.
The lead pricing manager must be assigned to the Microsoft 365 billing admin role.
The vice president of sales must be assigned the Al admin role.
A sandbox and a production environment must be created. Both of the environments must be
enabled for Al capacity, but usage should be capped on the sandbox environment.
A trial environment must be created, with the Sales Qualification Agent configured to business
requirements.
Sellers must be assigned the security roles on the production environment only.
All sellers must be assigned a customized version of the salesperson role. This role should grant read
access only to the leads that the sellers own.
The EnableRoleBasedSystemViews property must be set to true for the production environment.
No Azure subscriptions are available in the tenant.
Issues:
During early testing, the sales operations team identify the following issues:
The Sales Qualification Agent has disqualified several leads in the trial environment. The vice
president of sales has requested to understand the reason for the disqualified leads.
Sellers are unable to create agents in the production environment.
Agent consumption has been unreliable. The company requires that Al capacity is always available to
sellers.
You need to allow sellers to view leads disqualified by the Sales Qualification Agent in production.
Which two actions should you perform? Each correct answer presents part of the solution. Choose
two.
Select the answer
2 correct answers
A.
Upgrade the agent to research and engage mode.
B.
Update the EnableRoleBasedSystemViews setting.
C.
Update the agent look back period.
D.
Assign organization level read on lead table to sellers.

Quiz

3/10
Topic 1, AdventureWorks Case Study
Background
AdventureWorks Cycles is a global manufacturer of high-performance bicycles headquartered in
Seattle. The company sells products through
distributors, specialty retailers, and a growing direct-to-consumer online channel. AdventureWorks
Cycles recently expanded its product catalog to
include the athlete package. This package includes a cycle, connected devices and subscription-based
analytics services.
To support this expansion, the company wants to modernize its sales operations by implementing
Microsoft Dynamics 365 Sales. The leadership
team wants sellers to focus on building relationships with distributors and enterprise buyers rather
than manually qualifying leads or assembling
product packages.
The sales operations team is responsible for configuring the Dynamics 365 Sales environment. Their
goal is to implement Al-driven processes that
streamline the lead-to-cash workflow while ensuring that sellers can easily identify the most
promising opportunities.
Current Environment
AdventureWorks Cycles previously used a legacy CRM system that tracked leads and opportunities
but lacked predictive intelligence or automated
lead qualification. Sellers manually evaluate incoming leads, which creates delays and inconsistent
prioritization.
The global sales team manages approximately 15,000 leads per month generated from marketing
campaigns, trade shows, and partner referrals.
Product data is stored in multiple systems. Product managers maintain products and pricing in
spreadsheets. Information regarding custom
relationships, competitor analysis, and region-specific marketing content is stored in a SharePoint
site called the sales portfolio.
The organization has identified several challenges they want to resolve with a new solution:
Sellers often spend significant time researching leads that ultimately do not convert.
Regional managers require in-depth reporting using information from the sales pipeline and seller
activities, the point-of-sale solution, website analytics, and the accounting system.
Multiple product offerings are difficult to manage because components are defined in different
systems.
Team leads require real-time information on active opportunities, as well as visibility of seller's
appointments and phone calls, without needing to navigate into multiple views.
All sellers are assigned Dynamics 365 Sales Enterprise licenses, Also, the CFO has requested that
Copilot message packs are pre-purchased by using the Copilot Studio subscription license.
A Dynamics 365 sales sandbox environment has been in use for six months. There are 60 leads
records with 30 records that are qualified and 20 that are disqualified. Ten of the qualified leads are
over three months old.
Business Requirements:
AdventureWorks Cycles has defined the following business requirements for the production
environment of Dynamics 365 Sales:
Sellers in all regions should be able to review the new mountaineer cycles. The cycles include
economy and premium fittings. When creating opportunities, sellers should be able to select a metal
type when adding a mountaineer cycle to an opportunity. The metal types include chrome,
aluminum, and titanium.
Pricing managers must be able to create deals for the same products in their own currencies and at
their own prices, without reference to the cost of the product.
Sellers must be able to quickly view their own opportunities by phase.
Predictive scoring should be enabled for leads created within the last three months in the sandbox
environment. This should provide seller training on the scoring's interpretation and usage.
A segment of leads named Hot is needed that will contain all leads where the source is phone,
employee referral or partner. Leads from this segment should be distributed to sellers by using a
round robin method.
Agents should not be able to take action on any data that is created in the production environment
before they are started.
All sellers should be able to access disqualified leads.
Technical Information and Requirements:
The new Dynamics 365 Sales environment must meet the following technical requirements:
Agents must use a dedicated service identity to execute write actions with a controlled security role
in Dataverse.
The sales operations team lead must be assigned the Power Platform administrator role.
The lead pricing manager must be assigned to the Microsoft 365 billing admin role.
The vice president of sales must be assigned the Al admin role.
A sandbox and a production environment must be created. Both of the environments must be
enabled for Al capacity, but usage should be capped on the sandbox environment.
A trial environment must be created, with the Sales Qualification Agent configured to business
requirements.
Sellers must be assigned the security roles on the production environment only.
All sellers must be assigned a customized version of the salesperson role. This role should grant read
access only to the leads that the sellers own.
The EnableRoleBasedSystemViews property must be set to true for the production environment.
No Azure subscriptions are available in the tenant.
Issues:
During early testing, the sales operations team identify the following issues:
The Sales Qualification Agent has disqualified several leads in the trial environment. The vice
president of sales has requested to understand the reason for the disqualified leads.
Sellers are unable to create agents in the production environment.
Agent consumption has been unreliable. The company requires that Al capacity is always available to
sellers.
You need to configure the AdventureWorks Cycles product catalog.
How should you configure the product catalog? To answer, select the appropriate options in the


answer area.

Certification Exam AB-210: Microsoft Accelerating Sales Pipelines with AI in Dynamics 365 Microsoft Microsoft-AB-210 1-3949917583
Select the answer
1 correct answer
Requirement Component
Mountaineer range Product family
Athlete package Product bundle
Metal range Product property
The Mountaineer range should be configured as a Product family because it represents a product
classification hierarchy. Dynamics 365 Sales uses product families to organize related products, child
products, and bundles under a parent structure. Microsoft’s product catalog guidance states that
product families can contain child product families, products, and bundles in a hierarchy, which fits
the mountaineer cycle range with economy and premium fitting variations.
The Athlete package should be configured as a Product bundle because it combines multiple sellable
items: a cycle, connected devices, and subscription-based analytics services. A bundle is used when
multiple products are sold together as one commercial package. Dynamics 365 Sales allows products
to be associated with a bundle, including quantities and required or optional components.
The Metal range should be configured as a Product property because sellers must choose a
configurable attribute—chrome, aluminum, or titanium—when adding the mountaineer cycle to an
opportunity. Product properties define product characteristics such as size, color, or component, and
can be used at run time when adding products to opportunities, quotes, orders, or invoices.
References/topics: Product catalog setup; product families; product bundles; product properties;
opportunity product configuration.

Quiz

4/10
Topic 1, AdventureWorks Case Study
Background
AdventureWorks Cycles is a global manufacturer of high-performance bicycles headquartered in
Seattle. The company sells products through
distributors, specialty retailers, and a growing direct-to-consumer online channel. AdventureWorks
Cycles recently expanded its product catalog to
include the athlete package. This package includes a cycle, connected devices and subscription-based
analytics services.
To support this expansion, the company wants to modernize its sales operations by implementing
Microsoft Dynamics 365 Sales. The leadership
team wants sellers to focus on building relationships with distributors and enterprise buyers rather
than manually qualifying leads or assembling
product packages.
The sales operations team is responsible for configuring the Dynamics 365 Sales environment. Their
goal is to implement Al-driven processes that
streamline the lead-to-cash workflow while ensuring that sellers can easily identify the most
promising opportunities.
Current Environment
AdventureWorks Cycles previously used a legacy CRM system that tracked leads and opportunities
but lacked predictive intelligence or automated
lead qualification. Sellers manually evaluate incoming leads, which creates delays and inconsistent
prioritization.
The global sales team manages approximately 15,000 leads per month generated from marketing
campaigns, trade shows, and partner referrals.
Product data is stored in multiple systems. Product managers maintain products and pricing in
spreadsheets. Information regarding custom
relationships, competitor analysis, and region-specific marketing content is stored in a SharePoint
site called the sales portfolio.
The organization has identified several challenges they want to resolve with a new solution:
Sellers often spend significant time researching leads that ultimately do not convert.
Regional managers require in-depth reporting using information from the sales pipeline and seller
activities, the point-of-sale solution, website analytics, and the accounting system.
Multiple product offerings are difficult to manage because components are defined in different
systems.
Team leads require real-time information on active opportunities, as well as visibility of seller's
appointments and phone calls, without needing to navigate into multiple views.
All sellers are assigned Dynamics 365 Sales Enterprise licenses, Also, the CFO has requested that
Copilot message packs are pre-purchased by using the Copilot Studio subscription license.
A Dynamics 365 sales sandbox environment has been in use for six months. There are 60 leads
records with 30 records that are qualified and 20 that are disqualified. Ten of the qualified leads are
over three months old.
Business Requirements:
AdventureWorks Cycles has defined the following business requirements for the production
environment of Dynamics 365 Sales:
Sellers in all regions should be able to review the new mountaineer cycles. The cycles include
economy and premium fittings. When creating opportunities, sellers should be able to select a metal
type when adding a mountaineer cycle to an opportunity. The metal types include chrome,
aluminum, and titanium.
Pricing managers must be able to create deals for the same products in their own currencies and at
their own prices, without reference to the cost of the product.
Sellers must be able to quickly view their own opportunities by phase.
Predictive scoring should be enabled for leads created within the last three months in the sandbox
environment. This should provide seller training on the scoring's interpretation and usage.
A segment of leads named Hot is needed that will contain all leads where the source is phone,
employee referral or partner. Leads from this segment should be distributed to sellers by using a
round robin method.
Agents should not be able to take action on any data that is created in the production environment
before they are started.
All sellers should be able to access disqualified leads.
Technical Information and Requirements:
The new Dynamics 365 Sales environment must meet the following technical requirements:
Agents must use a dedicated service identity to execute write actions with a controlled security role
in Dataverse.
The sales operations team lead must be assigned the Power Platform administrator role.
The lead pricing manager must be assigned to the Microsoft 365 billing admin role.
The vice president of sales must be assigned the Al admin role.
A sandbox and a production environment must be created. Both of the environments must be
enabled for Al capacity, but usage should be capped on the sandbox environment.
A trial environment must be created, with the Sales Qualification Agent configured to business
requirements.
Sellers must be assigned the security roles on the production environment only.
All sellers must be assigned a customized version of the salesperson role. This role should grant read
access only to the leads that the sellers own.
The EnableRoleBasedSystemViews property must be set to true for the production environment.
No Azure subscriptions are available in the tenant.
Issues:
During early testing, the sales operations team identify the following issues:
The Sales Qualification Agent has disqualified several leads in the trial environment. The vice
president of sales has requested to understand the reason for the disqualified leads.
Sellers are unable to create agents in the production environment.
Agent consumption has been unreliable. The company requires that Al capacity is always available to
sellers.
You need to configure the required billing for Copilot and agent capabilities.
What should you use for each requirement? To answer, select the appropriate options in the answer
area.
Certification Exam AB-210: Microsoft Accelerating Sales Pipelines with AI in Dynamics 365 Microsoft Microsoft-AB-210 2-2148595259
Select the answer
1 correct answer
Requirement Tool
Perform purchase required by CFO Microsoft 365 admin center
Configure Sandbox billing Power Platform admin center
Configure Production billing Microsoft 365 admin center
Why: Production requires reliable AI capacity so sellers are not blocked when prepaid Copilot
capacity is depleted. The correct production setup is pay-as-you-go / billing policy configuration
through the Microsoft 365 admin center. Azure portal is not the best answer here because the
scenario says no Azure subscriptions are available, and Microsoft 365 admin center can be used for
the billing policy workflow. Microsoft Agent 365 is for agent management/governance, not billing
configuration.

Quiz

5/10
Topic 2, Contoso Ltd Case Study
Background:
Contoso Ltd. is a global technology distributor headquartered in Redmond, Washington. The
company sells networking equipment, cloud infrastructure, and managed services to enterprise
customers across North America and Europe.
Contoso Ltd. currently manages its sales operations by using Microsoft Dynamics 365 Sales and plans
to enable Sales Insights in the future.
The leadership team wants to modernize the sales organization by introducing capabilities that help
sellers prioritize leads, analyze opportunities, and accelerate deal closure.
The company has approximately 150 field sellers, 40 insider sellers, 20 sales managers, and a central
IT team responsible for configuring the sales platform. Contoso Ltd.'s executive leadership has
defined the following goals for the new sales platform implementation:
Improve seller productivity by reducing manual research and data entry.
Use Al insights to prioritize leads and opportunities.
Provide automated recommendations to sales representatives throughout the deal lifecycle.
Improve collaboration between sellers and sales managers.
Current Environment:
Sales platform
Contoso Ltd. uses Microsoft Dynamics 365 Sales integrated with Microsoft 365 services.
The following components are currently deployed:
Certification Exam AB-210: Microsoft Accelerating Sales Pipelines with AI in Dynamics 365 Microsoft Microsoft-AB-210 3-721341268


Data and lead management
Leads are important for driving new business at Contoso Ltd. They are generated from multiple
sources including:
Marketing automation campaigns
Website registrations
Partner referrals
Trade show contact imports
Marketing teams import lead lists weekly into Dynamics 365 Sales by using spreadsheet imports.
Sellers currently evaluate leads manually.
Sales managers report that this process results in inconsistent prioritization across regions.
Opportunity management
Opportunities are tracked in Dynamics 365 Sales through a defined qualification-to-opportunity
lifecycle to ensure accurate reporting.
Sales leadership has requested the Contoso Ltd. IT team to evaluate the following capabilities:
AI-generated summaries of opportunity records.
AI-driven research for customer organizations.
Automated recommendations for closing deals.
Business Requirement:
Contoso Ltd.'s executives have defined the following business requirements:
Lead management
Inside sellers must use a seller engagement workspace that prioritizes leads automatically based on
predicted likelihood to convert.
All sellers are guided through a consistent set of qualification steps aligned to Contoso Ltd.'s sales
strategy.
Leads cannot be advanced to the development stage until a decision maker has been confirmed.
Sales leadership requires flexibility in how leads are converted. Inside sales need automatic
opportunity creation. Field sellers need the option to manually decide whether an opportunity
should be created when a lead is qualified.
Lead scoring must be implemented to help sellers identify high potential leads automatically.
Lead scoring must continuously improve based on historical sales outcomes.
Opportunity development
The opportunity flow must be improved by using Al-driven research and automated insights.
Field sellers must be able to access contextual research about customers and competitors while
working on opportunities.
Opportunity records must display Al-generated summaries to reduce the time required to review
historical activities.
Field sellers must use the Opportunity pipeline view to visualize, prioritize, and manage
opportunities.
All opportunity revenue must be calculated using opportunity line items based on selected Contoso
Ltd.'s products and standard pricing.
Sales managers must receive an external quarterly competitive intelligence brief to help with their
research. This should be delivered as a PDF document.
Sales performance
Sales managers require improved pipeline and revenue forecasting capabilities. The managers need
to report on their business performance
and use insights, visuals, and recommended next actions.
The new solution must provide the following:
Allow sales managers to configure forecasts for opportunity pipelines.
Notify the seller's manager when a draft quote is created and requires approval.
Allow leadership to track performance against revenue goals.
Ask questions about Dynamics 365 Sales data to support executive analysis and decision making.
Support data definitions used at Contoso Ltd. when reporting.
Technical Requirement:
Contoso Ltd.'s IT department defines the following priorities for the sales platform.
AI capabilities
The platform must support the following Al features:
Lead scoring to guide sellers to priority items.
Opportunity research insights to prepare deal analysis.
Copilot-generated summaries of sales records to help with decision making.
AI-powered research and analytics to aid leadership reporting.
When performing sales research, sales managers must be able to save their favorite prompts.
Automation
Automation must be implemented to guide sellers through recommended next steps during the
sales cycle.
Any approvals must use the Power Automate Approvals connector.
Field sellers use the existing Lead to Opportunity Business Process Flow to manage their leads.
A Power Automate desktop flow is used to process orders into a partner ordering application that
completes fulfillment.
Collaboration
All sellers must be able to collaborate by using Teams and store related sales documents in
SharePoint.
AI-driven insights
The company is deploying the Sales accelerator to guide seller activities.
The Sales Research Agent
Sales managers will use the Sales Research Agent to gather intelligence about customer
organizations.
The sales managers have the following requirements:
Must be able to reuse visualizations after they are created; they don't want to recreate them.
Must have a consistent method to quickly return to a blueprint that they frequently use.
Must be able to retain a library of questions to receive consistent responses based on definitions
approved by the company.
Should have Bing search enabled on the environment for generative Al feature settings.
Platform extensions
The IT department plan to extend the platform by doing the following:
Create Power Automate flows to automate seller tasks.
Embed Power Apps components inside model-driven forms.
Embed Power BI reports for sales analytics.
Testing
The IT department is testing predictive lead scoring with a small group of sellers.
The IT department edits the existing lead scoring model by adding new fields.
Issues:
Users have reported the following issues:
Field sellers spend a significant amount of time researching customers before engaging with
prospects.
Sales managers cannot easily identify the most promising opportunities across regions.
Lead prioritization varies significantly between sales teams.
Testers report they cannot access the field changes in the lead score.
A sales manager generated a blueprint but forgot the competitive intelligence brief.
You need to configure the new lead qualification experience in Dynamics 365 Sales for field sellers.
What should you configure?
Select the answer
1 correct answer
A.
Set related record creation to Seller.
B.
Enable auto-create records for newly qualified leads.
C.
Use the Lead to Opportunity Business Process Flow.
D.
Allow Copilot to summarize key info.
E.
Set related record creation to Automatic.

Quiz

6/10
Topic 2, Contoso Ltd Case Study
Background:
Contoso Ltd. is a global technology distributor headquartered in Redmond, Washington. The
company sells networking equipment, cloud infrastructure, and managed services to enterprise
customers across North America and Europe.
Contoso Ltd. currently manages its sales operations by using Microsoft Dynamics 365 Sales and plans
to enable Sales Insights in the future.
The leadership team wants to modernize the sales organization by introducing capabilities that help
sellers prioritize leads, analyze opportunities, and accelerate deal closure.
The company has approximately 150 field sellers, 40 insider sellers, 20 sales managers, and a central
IT team responsible for configuring the sales platform. Contoso Ltd.'s executive leadership has
defined the following goals for the new sales platform implementation:
Improve seller productivity by reducing manual research and data entry.
Use Al insights to prioritize leads and opportunities.
Provide automated recommendations to sales representatives throughout the deal lifecycle.
Improve collaboration between sellers and sales managers.
Current Environment:
Sales platform
Contoso Ltd. uses Microsoft Dynamics 365 Sales integrated with Microsoft 365 services.
The following components are currently deployed:
Certification Exam AB-210: Microsoft Accelerating Sales Pipelines with AI in Dynamics 365 Microsoft Microsoft-AB-210 3-721341268


Data and lead management
Leads are important for driving new business at Contoso Ltd. They are generated from multiple
sources including:
Marketing automation campaigns
Website registrations
Partner referrals
Trade show contact imports
Marketing teams import lead lists weekly into Dynamics 365 Sales by using spreadsheet imports.
Sellers currently evaluate leads manually.
Sales managers report that this process results in inconsistent prioritization across regions.
Opportunity management
Opportunities are tracked in Dynamics 365 Sales through a defined qualification-to-opportunity
lifecycle to ensure accurate reporting.
Sales leadership has requested the Contoso Ltd. IT team to evaluate the following capabilities:
AI-generated summaries of opportunity records.
AI-driven research for customer organizations.
Automated recommendations for closing deals.
Business Requirement:
Contoso Ltd.'s executives have defined the following business requirements:
Lead management
Inside sellers must use a seller engagement workspace that prioritizes leads automatically based on
predicted likelihood to convert.
All sellers are guided through a consistent set of qualification steps aligned to Contoso Ltd.'s sales
strategy.
Leads cannot be advanced to the development stage until a decision maker has been confirmed.
Sales leadership requires flexibility in how leads are converted. Inside sales need automatic
opportunity creation. Field sellers need the option to manually decide whether an opportunity
should be created when a lead is qualified.
Lead scoring must be implemented to help sellers identify high potential leads automatically.
Lead scoring must continuously improve based on historical sales outcomes.
Opportunity development
The opportunity flow must be improved by using Al-driven research and automated insights.
Field sellers must be able to access contextual research about customers and competitors while
working on opportunities.
Opportunity records must display Al-generated summaries to reduce the time required to review
historical activities.
Field sellers must use the Opportunity pipeline view to visualize, prioritize, and manage
opportunities.
All opportunity revenue must be calculated using opportunity line items based on selected Contoso
Ltd.'s products and standard pricing.
Sales managers must receive an external quarterly competitive intelligence brief to help with their
research. This should be delivered as a PDF document.
Sales performance
Sales managers require improved pipeline and revenue forecasting capabilities. The managers need
to report on their business performance
and use insights, visuals, and recommended next actions.
The new solution must provide the following:
Allow sales managers to configure forecasts for opportunity pipelines.
Notify the seller's manager when a draft quote is created and requires approval.
Allow leadership to track performance against revenue goals.
Ask questions about Dynamics 365 Sales data to support executive analysis and decision making.
Support data definitions used at Contoso Ltd. when reporting.
Technical Requirement:
Contoso Ltd.'s IT department defines the following priorities for the sales platform.
AI capabilities
The platform must support the following Al features:
Lead scoring to guide sellers to priority items.
Opportunity research insights to prepare deal analysis.
Copilot-generated summaries of sales records to help with decision making.
AI-powered research and analytics to aid leadership reporting.
When performing sales research, sales managers must be able to save their favorite prompts.
Automation
Automation must be implemented to guide sellers through recommended next steps during the
sales cycle.
Any approvals must use the Power Automate Approvals connector.
Field sellers use the existing Lead to Opportunity Business Process Flow to manage their leads.
A Power Automate desktop flow is used to process orders into a partner ordering application that
completes fulfillment.
Collaboration
All sellers must be able to collaborate by using Teams and store related sales documents in
SharePoint.
AI-driven insights
The company is deploying the Sales accelerator to guide seller activities.
The Sales Research Agent
Sales managers will use the Sales Research Agent to gather intelligence about customer
organizations.
The sales managers have the following requirements:
Must be able to reuse visualizations after they are created; they don't want to recreate them.
Must have a consistent method to quickly return to a blueprint that they frequently use.
Must be able to retain a library of questions to receive consistent responses based on definitions
approved by the company.
Should have Bing search enabled on the environment for generative Al feature settings.
Platform extensions
The IT department plan to extend the platform by doing the following:
Create Power Automate flows to automate seller tasks.
Embed Power Apps components inside model-driven forms.
Embed Power BI reports for sales analytics.
Testing
The IT department is testing predictive lead scoring with a small group of sellers.
The IT department edits the existing lead scoring model by adding new fields.
Issues:
Users have reported the following issues:
Field sellers spend a significant amount of time researching customers before engaging with
prospects.
Sales managers cannot easily identify the most promising opportunities across regions.
Lead prioritization varies significantly between sales teams.
Testers report they cannot access the field changes in the lead score.
A sales manager generated a blueprint but forgot the competitive intelligence brief.
DRAG DROP
You need to automate the quote approval process.
Which four actions should you perform in sequence? To answer, move the appropriate actions from
the list of actions to the answer area and arrange them in the correct order.
Certification Exam AB-210: Microsoft Accelerating Sales Pipelines with AI in Dynamics 365 Microsoft Microsoft-AB-210 4-3630008984
Select the answer
1 correct answer
Create a Power Automate cloud flow.
Add a Dataverse trigger.
Define an approval step.
Test and activate the flow.
The correct automation pattern is an automated Power Automate cloud flow triggered by a
Dataverse event. The case study states that the process must notify the seller’s manager when a draft
quote is created and requires approval, and that approvals must use the Power Automate Approvals
connector. Therefore, the flow should first be created as a cloud flow, then started by a Dataverse
trigger such as when a row is added, modified, or deleted on the Quote table, filtered for the draft
quote condition. Microsoft’s Dataverse trigger guidance confirms that this trigger runs when a
selected Dataverse table row is created, modified, or deleted.
After the trigger is defined, the flow must include an approval step using Power Automate approvals.
Microsoft’s approval workflow guidance states that Power Automate can manage approvals across
services including Dynamics 365 and Dataverse-based processes. The final action is to test and
activate the flow so the quote approval automation is available to users. Do not use a scheduled
trigger because the requirement is event-driven, not time-based. Do not connect to the existing
desktop flow because that desktop flow processes partner orders for fulfillment, not draft quote
approvals. A Teams step is optional collaboration, not the required approval mechanism.
References/topics: Power Automate cloud flows; Dataverse triggers; Approvals connector; Dynamics
365 Sales quote approval automation; sales platform extension.

Quiz

7/10
Topic 2, Contoso Ltd Case Study
Background:
Contoso Ltd. is a global technology distributor headquartered in Redmond, Washington. The
company sells networking equipment, cloud infrastructure, and managed services to enterprise
customers across North America and Europe.
Contoso Ltd. currently manages its sales operations by using Microsoft Dynamics 365 Sales and plans
to enable Sales Insights in the future.
The leadership team wants to modernize the sales organization by introducing capabilities that help
sellers prioritize leads, analyze opportunities, and accelerate deal closure.
The company has approximately 150 field sellers, 40 insider sellers, 20 sales managers, and a central
IT team responsible for configuring the sales platform. Contoso Ltd.'s executive leadership has
defined the following goals for the new sales platform implementation:
Improve seller productivity by reducing manual research and data entry.
Use Al insights to prioritize leads and opportunities.
Provide automated recommendations to sales representatives throughout the deal lifecycle.
Improve collaboration between sellers and sales managers.
Current Environment:
Sales platform
Contoso Ltd. uses Microsoft Dynamics 365 Sales integrated with Microsoft 365 services.
The following components are currently deployed:
Certification Exam AB-210: Microsoft Accelerating Sales Pipelines with AI in Dynamics 365 Microsoft Microsoft-AB-210 3-721341268


Data and lead management
Leads are important for driving new business at Contoso Ltd. They are generated from multiple
sources including:
Marketing automation campaigns
Website registrations
Partner referrals
Trade show contact imports
Marketing teams import lead lists weekly into Dynamics 365 Sales by using spreadsheet imports.
Sellers currently evaluate leads manually.
Sales managers report that this process results in inconsistent prioritization across regions.
Opportunity management
Opportunities are tracked in Dynamics 365 Sales through a defined qualification-to-opportunity
lifecycle to ensure accurate reporting.
Sales leadership has requested the Contoso Ltd. IT team to evaluate the following capabilities:
AI-generated summaries of opportunity records.
AI-driven research for customer organizations.
Automated recommendations for closing deals.
Business Requirement:
Contoso Ltd.'s executives have defined the following business requirements:
Lead management
Inside sellers must use a seller engagement workspace that prioritizes leads automatically based on
predicted likelihood to convert.
All sellers are guided through a consistent set of qualification steps aligned to Contoso Ltd.'s sales
strategy.
Leads cannot be advanced to the development stage until a decision maker has been confirmed.
Sales leadership requires flexibility in how leads are converted. Inside sales need automatic
opportunity creation. Field sellers need the option to manually decide whether an opportunity
should be created when a lead is qualified.
Lead scoring must be implemented to help sellers identify high potential leads automatically.
Lead scoring must continuously improve based on historical sales outcomes.
Opportunity development
The opportunity flow must be improved by using Al-driven research and automated insights.
Field sellers must be able to access contextual research about customers and competitors while
working on opportunities.
Opportunity records must display Al-generated summaries to reduce the time required to review
historical activities.
Field sellers must use the Opportunity pipeline view to visualize, prioritize, and manage
opportunities.
All opportunity revenue must be calculated using opportunity line items based on selected Contoso
Ltd.'s products and standard pricing.
Sales managers must receive an external quarterly competitive intelligence brief to help with their
research. This should be delivered as a PDF document.
Sales performance
Sales managers require improved pipeline and revenue forecasting capabilities. The managers need
to report on their business performance
and use insights, visuals, and recommended next actions.
The new solution must provide the following:
Allow sales managers to configure forecasts for opportunity pipelines.
Notify the seller's manager when a draft quote is created and requires approval.
Allow leadership to track performance against revenue goals.
Ask questions about Dynamics 365 Sales data to support executive analysis and decision making.
Support data definitions used at Contoso Ltd. when reporting.
Technical Requirement:
Contoso Ltd.'s IT department defines the following priorities for the sales platform.
AI capabilities
The platform must support the following Al features:
Lead scoring to guide sellers to priority items.
Opportunity research insights to prepare deal analysis.
Copilot-generated summaries of sales records to help with decision making.
AI-powered research and analytics to aid leadership reporting.
When performing sales research, sales managers must be able to save their favorite prompts.
Automation
Automation must be implemented to guide sellers through recommended next steps during the
sales cycle.
Any approvals must use the Power Automate Approvals connector.
Field sellers use the existing Lead to Opportunity Business Process Flow to manage their leads.
A Power Automate desktop flow is used to process orders into a partner ordering application that
completes fulfillment.
Collaboration
All sellers must be able to collaborate by using Teams and store related sales documents in
SharePoint.
AI-driven insights
The company is deploying the Sales accelerator to guide seller activities.
The Sales Research Agent
Sales managers will use the Sales Research Agent to gather intelligence about customer
organizations.
The sales managers have the following requirements:
Must be able to reuse visualizations after they are created; they don't want to recreate them.
Must have a consistent method to quickly return to a blueprint that they frequently use.
Must be able to retain a library of questions to receive consistent responses based on definitions
approved by the company.
Should have Bing search enabled on the environment for generative Al feature settings.
Platform extensions
The IT department plan to extend the platform by doing the following:
Create Power Automate flows to automate seller tasks.
Embed Power Apps components inside model-driven forms.
Embed Power BI reports for sales analytics.
Testing
The IT department is testing predictive lead scoring with a small group of sellers.
The IT department edits the existing lead scoring model by adding new fields.
Issues:
Users have reported the following issues:
Field sellers spend a significant amount of time researching customers before engaging with
prospects.
Sales managers cannot easily identify the most promising opportunities across regions.
Lead prioritization varies significantly between sales teams.
Testers report they cannot access the field changes in the lead score.
A sales manager generated a blueprint but forgot the competitive intelligence brief.
You need to configure AI-powered research capabilities for the sales team.
What should you configure? To answer, move the appropriate configurations to the correct


requirements. You may use each configuration once, more than once, or not at all.

Certification Exam AB-210: Microsoft Accelerating Sales Pipelines with AI in Dynamics 365 Microsoft Microsoft-AB-210 5-2307597701
Select the answer
1 correct answer
Requirement Configuration
Blueprints Name the blueprint workspace and pin the workspace.
Questions Create a business function with seeded prompts.
For Blueprints, the correct configuration is to name the blueprint workspace and pin the workspace.
The requirement is not asking to regenerate analysis; it asks for a reliable way to return to frequently
used research output. In Sales Research Agent, a generated blueprint exists inside a workspace, and
Microsoft states that the workspace displays the workspace name, can be renamed, and can be
switched from the workspace menu. That makes naming and pinning the workspace the correct
operational pattern for reusable research access.
For Questions, the correct configuration is to create a business function with seeded prompts. Sales
Research Agent business functions are designed to tailor research to a specific use case, and
administrators can add starter prompts. Microsoft explains that starter prompts appear on the Sales
Research Agent home page for quick access and that the full prompt is sent to the agent when
selected. This directly satisfies the requirement to retain a reusable library of approved questions.
Do not select regenerate the blueprint because regeneration refreshes or recreates analysis, but it
does not create a persistent shortcut to frequently used research. Do not select custom table or
manual prompt questions in Sales Copilot because the native Sales Research Agent feature already
supports reusable business-function prompts.
References/topics: Sales Research Agent; research blueprints; workspace management; business
functions; seeded/starter prompts; intelligent opportunity research.

Quiz

8/10
Topic 2, Contoso Ltd Case Study
Background:
Contoso Ltd. is a global technology distributor headquartered in Redmond, Washington. The
company sells networking equipment, cloud infrastructure, and managed services to enterprise
customers across North America and Europe.
Contoso Ltd. currently manages its sales operations by using Microsoft Dynamics 365 Sales and plans
to enable Sales Insights in the future.
The leadership team wants to modernize the sales organization by introducing capabilities that help
sellers prioritize leads, analyze opportunities, and accelerate deal closure.
The company has approximately 150 field sellers, 40 insider sellers, 20 sales managers, and a central
IT team responsible for configuring the sales platform. Contoso Ltd.'s executive leadership has
defined the following goals for the new sales platform implementation:
Improve seller productivity by reducing manual research and data entry.
Use Al insights to prioritize leads and opportunities.
Provide automated recommendations to sales representatives throughout the deal lifecycle.
Improve collaboration between sellers and sales managers.
Current Environment:
Sales platform
Contoso Ltd. uses Microsoft Dynamics 365 Sales integrated with Microsoft 365 services.
The following components are currently deployed:
Certification Exam AB-210: Microsoft Accelerating Sales Pipelines with AI in Dynamics 365 Microsoft Microsoft-AB-210 3-721341268


Data and lead management
Leads are important for driving new business at Contoso Ltd. They are generated from multiple
sources including:
Marketing automation campaigns
Website registrations
Partner referrals
Trade show contact imports
Marketing teams import lead lists weekly into Dynamics 365 Sales by using spreadsheet imports.
Sellers currently evaluate leads manually.
Sales managers report that this process results in inconsistent prioritization across regions.
Opportunity management
Opportunities are tracked in Dynamics 365 Sales through a defined qualification-to-opportunity
lifecycle to ensure accurate reporting.
Sales leadership has requested the Contoso Ltd. IT team to evaluate the following capabilities:
AI-generated summaries of opportunity records.
AI-driven research for customer organizations.
Automated recommendations for closing deals.
Business Requirement:
Contoso Ltd.'s executives have defined the following business requirements:
Lead management
Inside sellers must use a seller engagement workspace that prioritizes leads automatically based on
predicted likelihood to convert.
All sellers are guided through a consistent set of qualification steps aligned to Contoso Ltd.'s sales
strategy.
Leads cannot be advanced to the development stage until a decision maker has been confirmed.
Sales leadership requires flexibility in how leads are converted. Inside sales need automatic
opportunity creation. Field sellers need the option to manually decide whether an opportunity
should be created when a lead is qualified.
Lead scoring must be implemented to help sellers identify high potential leads automatically.
Lead scoring must continuously improve based on historical sales outcomes.
Opportunity development
The opportunity flow must be improved by using Al-driven research and automated insights.
Field sellers must be able to access contextual research about customers and competitors while
working on opportunities.
Opportunity records must display Al-generated summaries to reduce the time required to review
historical activities.
Field sellers must use the Opportunity pipeline view to visualize, prioritize, and manage
opportunities.
All opportunity revenue must be calculated using opportunity line items based on selected Contoso
Ltd.'s products and standard pricing.
Sales managers must receive an external quarterly competitive intelligence brief to help with their
research. This should be delivered as a PDF document.
Sales performance
Sales managers require improved pipeline and revenue forecasting capabilities. The managers need
to report on their business performance
and use insights, visuals, and recommended next actions.
The new solution must provide the following:
Allow sales managers to configure forecasts for opportunity pipelines.
Notify the seller's manager when a draft quote is created and requires approval.
Allow leadership to track performance against revenue goals.
Ask questions about Dynamics 365 Sales data to support executive analysis and decision making.
Support data definitions used at Contoso Ltd. when reporting.
Technical Requirement:
Contoso Ltd.'s IT department defines the following priorities for the sales platform.
AI capabilities
The platform must support the following Al features:
Lead scoring to guide sellers to priority items.
Opportunity research insights to prepare deal analysis.
Copilot-generated summaries of sales records to help with decision making.
AI-powered research and analytics to aid leadership reporting.
When performing sales research, sales managers must be able to save their favorite prompts.
Automation
Automation must be implemented to guide sellers through recommended next steps during the
sales cycle.
Any approvals must use the Power Automate Approvals connector.
Field sellers use the existing Lead to Opportunity Business Process Flow to manage their leads.
A Power Automate desktop flow is used to process orders into a partner ordering application that
completes fulfillment.
Collaboration
All sellers must be able to collaborate by using Teams and store related sales documents in
SharePoint.
AI-driven insights
The company is deploying the Sales accelerator to guide seller activities.
The Sales Research Agent
Sales managers will use the Sales Research Agent to gather intelligence about customer
organizations.
The sales managers have the following requirements:
Must be able to reuse visualizations after they are created; they don't want to recreate them.
Must have a consistent method to quickly return to a blueprint that they frequently use.
Must be able to retain a library of questions to receive consistent responses based on definitions
approved by the company.
Should have Bing search enabled on the environment for generative Al feature settings.
Platform extensions
The IT department plan to extend the platform by doing the following:
Create Power Automate flows to automate seller tasks.
Embed Power Apps components inside model-driven forms.
Embed Power BI reports for sales analytics.
Testing
The IT department is testing predictive lead scoring with a small group of sellers.
The IT department edits the existing lead scoring model by adding new fields.
Issues:
Users have reported the following issues:
Field sellers spend a significant amount of time researching customers before engaging with
prospects.
Sales managers cannot easily identify the most promising opportunities across regions.
Lead prioritization varies significantly between sales teams.
Testers report they cannot access the field changes in the lead score.
A sales manager generated a blueprint but forgot the competitive intelligence brief.
You need to standardize the lead qualification process for field sellers.


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

Certification Exam AB-210: Microsoft Accelerating Sales Pipelines with AI in Dynamics 365 Microsoft Microsoft-AB-210 6-3043303781
Select the answer
1 correct answer
Requirement Configuration
Advance the lead to the Development stage Set the decision maker field as required.
Ensure that the default process is applied Authorize the process for field sellers.
The lead qualification process should be controlled through the Lead to Opportunity Business Process
Flow, because the case study states that field sellers use this existing process to manage leads. To
prevent a lead from advancing to the Development stage until a decision maker is confirmed,
configure the Decision Maker step as required in the business process flow. Microsoft’s business
process flow guidance states that each stage contains steps mapped to columns, and a step can be
made required so users must enter data before moving to the next stage. This stage-gating behavior
directly satisfies the requirement that leads cannot progress until the decision maker is confirmed.
To ensure the correct process is applied for field sellers, authorize the business process flow for the
field seller security role. Microsoft explains that business process flows can be associated with
security roles so only users with those roles can view or use them, and that the first active process
available for a user’s security role is applied by default according to process order.
Do not choose Power Automate to advance the lead; the requirement is to block advancement until
a required qualification criterion is completed, not to automate progression. “Switch to a different
process” is user action, not a configuration standard.
References/topics: Business process flows; stage-gating; Lead to Opportunity Sales Process; security
role authorization; seller workflow standardization.

Quiz

9/10
Topic 2, Contoso Ltd Case Study
Background:
Contoso Ltd. is a global technology distributor headquartered in Redmond, Washington. The
company sells networking equipment, cloud infrastructure, and managed services to enterprise
customers across North America and Europe.
Contoso Ltd. currently manages its sales operations by using Microsoft Dynamics 365 Sales and plans
to enable Sales Insights in the future.
The leadership team wants to modernize the sales organization by introducing capabilities that help
sellers prioritize leads, analyze opportunities, and accelerate deal closure.
The company has approximately 150 field sellers, 40 insider sellers, 20 sales managers, and a central
IT team responsible for configuring the sales platform. Contoso Ltd.'s executive leadership has
defined the following goals for the new sales platform implementation:
Improve seller productivity by reducing manual research and data entry.
Use Al insights to prioritize leads and opportunities.
Provide automated recommendations to sales representatives throughout the deal lifecycle.
Improve collaboration between sellers and sales managers.
Current Environment:
Sales platform
Contoso Ltd. uses Microsoft Dynamics 365 Sales integrated with Microsoft 365 services.
The following components are currently deployed:
Certification Exam AB-210: Microsoft Accelerating Sales Pipelines with AI in Dynamics 365 Microsoft Microsoft-AB-210 3-721341268


Data and lead management
Leads are important for driving new business at Contoso Ltd. They are generated from multiple
sources including:
Marketing automation campaigns
Website registrations
Partner referrals
Trade show contact imports
Marketing teams import lead lists weekly into Dynamics 365 Sales by using spreadsheet imports.
Sellers currently evaluate leads manually.
Sales managers report that this process results in inconsistent prioritization across regions.
Opportunity management
Opportunities are tracked in Dynamics 365 Sales through a defined qualification-to-opportunity
lifecycle to ensure accurate reporting.
Sales leadership has requested the Contoso Ltd. IT team to evaluate the following capabilities:
AI-generated summaries of opportunity records.
AI-driven research for customer organizations.
Automated recommendations for closing deals.
Business Requirement:
Contoso Ltd.'s executives have defined the following business requirements:
Lead management
Inside sellers must use a seller engagement workspace that prioritizes leads automatically based on
predicted likelihood to convert.
All sellers are guided through a consistent set of qualification steps aligned to Contoso Ltd.'s sales
strategy.
Leads cannot be advanced to the development stage until a decision maker has been confirmed.
Sales leadership requires flexibility in how leads are converted. Inside sales need automatic
opportunity creation. Field sellers need the option to manually decide whether an opportunity
should be created when a lead is qualified.
Lead scoring must be implemented to help sellers identify high potential leads automatically.
Lead scoring must continuously improve based on historical sales outcomes.
Opportunity development
The opportunity flow must be improved by using Al-driven research and automated insights.
Field sellers must be able to access contextual research about customers and competitors while
working on opportunities.
Opportunity records must display Al-generated summaries to reduce the time required to review
historical activities.
Field sellers must use the Opportunity pipeline view to visualize, prioritize, and manage
opportunities.
All opportunity revenue must be calculated using opportunity line items based on selected Contoso
Ltd.'s products and standard pricing.
Sales managers must receive an external quarterly competitive intelligence brief to help with their
research. This should be delivered as a PDF document.
Sales performance
Sales managers require improved pipeline and revenue forecasting capabilities. The managers need
to report on their business performance
and use insights, visuals, and recommended next actions.
The new solution must provide the following:
Allow sales managers to configure forecasts for opportunity pipelines.
Notify the seller's manager when a draft quote is created and requires approval.
Allow leadership to track performance against revenue goals.
Ask questions about Dynamics 365 Sales data to support executive analysis and decision making.
Support data definitions used at Contoso Ltd. when reporting.
Technical Requirement:
Contoso Ltd.'s IT department defines the following priorities for the sales platform.
AI capabilities
The platform must support the following Al features:
Lead scoring to guide sellers to priority items.
Opportunity research insights to prepare deal analysis.
Copilot-generated summaries of sales records to help with decision making.
AI-powered research and analytics to aid leadership reporting.
When performing sales research, sales managers must be able to save their favorite prompts.
Automation
Automation must be implemented to guide sellers through recommended next steps during the
sales cycle.
Any approvals must use the Power Automate Approvals connector.
Field sellers use the existing Lead to Opportunity Business Process Flow to manage their leads.
A Power Automate desktop flow is used to process orders into a partner ordering application that
completes fulfillment.
Collaboration
All sellers must be able to collaborate by using Teams and store related sales documents in
SharePoint.
AI-driven insights
The company is deploying the Sales accelerator to guide seller activities.
The Sales Research Agent
Sales managers will use the Sales Research Agent to gather intelligence about customer
organizations.
The sales managers have the following requirements:
Must be able to reuse visualizations after they are created; they don't want to recreate them.
Must have a consistent method to quickly return to a blueprint that they frequently use.
Must be able to retain a library of questions to receive consistent responses based on definitions
approved by the company.
Should have Bing search enabled on the environment for generative Al feature settings.
Platform extensions
The IT department plan to extend the platform by doing the following:
Create Power Automate flows to automate seller tasks.
Embed Power Apps components inside model-driven forms.
Embed Power BI reports for sales analytics.
Testing
The IT department is testing predictive lead scoring with a small group of sellers.
The IT department edits the existing lead scoring model by adding new fields.
Issues:
Users have reported the following issues:
Field sellers spend a significant amount of time researching customers before engaging with
prospects.
Sales managers cannot easily identify the most promising opportunities across regions.
Lead prioritization varies significantly between sales teams.
Testers report they cannot access the field changes in the lead score.
A sales manager generated a blueprint but forgot the competitive intelligence brief.
You need to configure AI capabilities that prioritize leads and improve scoring accuracy in Dynamics
365 Sales.
How should each requirement be configured? To answer, select the appropriate options in the
answer area.
Certification Exam AB-210: Microsoft Accelerating Sales Pipelines with AI in Dynamics 365 Microsoft Microsoft-AB-210 7-2588450121
Select the answer
1 correct answer
Requirement Configuration
Automatically prioritize leads based on conversion probability Predictive lead scoring
Ensure the lead scoring improvement requirement is met Automatically retrain model
The correct capability for automatically prioritizing leads based on conversion probability is
Predictive lead scoring. Dynamics 365 Sales predictive lead scoring assigns scores to leads so sellers
can prioritize the leads most likely to qualify or convert. Microsoft’s Sales documentation states that
predictive lead scoring helps sales teams prioritize leads based on scores and improve lead
qualification outcomes. This directly matches Contoso’s requirement to guide sellers toward high-
potential leads and reduce inconsistent manual prioritization across regions.
To meet the requirement that lead scoring must continuously improve based on historical sales
outcomes, configure the model to automatically retrain. Microsoft’s predictive lead scoring guidance
explains that retraining uses the latest leads in the organization to improve model accuracy, and
automatic retraining allows the application to retrain the model every 15 days. This is the correct
option because Contoso wants the scoring model to improve continuously as more closed lead
outcome data becomes available.
“Lead scoring model” is too generic; the AI capability required is specifically predictive lead scoring.
“Relationship intelligence” supports relationship analytics and engagement insights, but it does not
score leads by conversion probability. “Configure forecast” applies to pipeline forecasting, not lead
scoring accuracy.
References/topics: Predictive lead scoring; lead prioritization; scoring model accuracy; automatic
model retraining; AI-driven lead qualification.

Quiz

10/10
Topic 2, Contoso Ltd Case Study
Background:
Contoso Ltd. is a global technology distributor headquartered in Redmond, Washington. The
company sells networking equipment, cloud infrastructure, and managed services to enterprise
customers across North America and Europe.
Contoso Ltd. currently manages its sales operations by using Microsoft Dynamics 365 Sales and plans
to enable Sales Insights in the future.
The leadership team wants to modernize the sales organization by introducing capabilities that help
sellers prioritize leads, analyze opportunities, and accelerate deal closure.
The company has approximately 150 field sellers, 40 insider sellers, 20 sales managers, and a central
IT team responsible for configuring the sales platform. Contoso Ltd.'s executive leadership has
defined the following goals for the new sales platform implementation:
Improve seller productivity by reducing manual research and data entry.
Use Al insights to prioritize leads and opportunities.
Provide automated recommendations to sales representatives throughout the deal lifecycle.
Improve collaboration between sellers and sales managers.
Current Environment:
Sales platform
Contoso Ltd. uses Microsoft Dynamics 365 Sales integrated with Microsoft 365 services.
The following components are currently deployed:
Certification Exam AB-210: Microsoft Accelerating Sales Pipelines with AI in Dynamics 365 Microsoft Microsoft-AB-210 3-721341268


Data and lead management
Leads are important for driving new business at Contoso Ltd. They are generated from multiple
sources including:
Marketing automation campaigns
Website registrations
Partner referrals
Trade show contact imports
Marketing teams import lead lists weekly into Dynamics 365 Sales by using spreadsheet imports.
Sellers currently evaluate leads manually.
Sales managers report that this process results in inconsistent prioritization across regions.
Opportunity management
Opportunities are tracked in Dynamics 365 Sales through a defined qualification-to-opportunity
lifecycle to ensure accurate reporting.
Sales leadership has requested the Contoso Ltd. IT team to evaluate the following capabilities:
AI-generated summaries of opportunity records.
AI-driven research for customer organizations.
Automated recommendations for closing deals.
Business Requirement:
Contoso Ltd.'s executives have defined the following business requirements:
Lead management
Inside sellers must use a seller engagement workspace that prioritizes leads automatically based on
predicted likelihood to convert.
All sellers are guided through a consistent set of qualification steps aligned to Contoso Ltd.'s sales
strategy.
Leads cannot be advanced to the development stage until a decision maker has been confirmed.
Sales leadership requires flexibility in how leads are converted. Inside sales need automatic
opportunity creation. Field sellers need the option to manually decide whether an opportunity
should be created when a lead is qualified.
Lead scoring must be implemented to help sellers identify high potential leads automatically.
Lead scoring must continuously improve based on historical sales outcomes.
Opportunity development
The opportunity flow must be improved by using Al-driven research and automated insights.
Field sellers must be able to access contextual research about customers and competitors while
working on opportunities.
Opportunity records must display Al-generated summaries to reduce the time required to review
historical activities.
Field sellers must use the Opportunity pipeline view to visualize, prioritize, and manage
opportunities.
All opportunity revenue must be calculated using opportunity line items based on selected Contoso
Ltd.'s products and standard pricing.
Sales managers must receive an external quarterly competitive intelligence brief to help with their
research. This should be delivered as a PDF document.
Sales performance
Sales managers require improved pipeline and revenue forecasting capabilities. The managers need
to report on their business performance
and use insights, visuals, and recommended next actions.
The new solution must provide the following:
Allow sales managers to configure forecasts for opportunity pipelines.
Notify the seller's manager when a draft quote is created and requires approval.
Allow leadership to track performance against revenue goals.
Ask questions about Dynamics 365 Sales data to support executive analysis and decision making.
Support data definitions used at Contoso Ltd. when reporting.
Technical Requirement:
Contoso Ltd.'s IT department defines the following priorities for the sales platform.
AI capabilities
The platform must support the following Al features:
Lead scoring to guide sellers to priority items.
Opportunity research insights to prepare deal analysis.
Copilot-generated summaries of sales records to help with decision making.
AI-powered research and analytics to aid leadership reporting.
When performing sales research, sales managers must be able to save their favorite prompts.
Automation
Automation must be implemented to guide sellers through recommended next steps during the
sales cycle.
Any approvals must use the Power Automate Approvals connector.
Field sellers use the existing Lead to Opportunity Business Process Flow to manage their leads.
A Power Automate desktop flow is used to process orders into a partner ordering application that
completes fulfillment.
Collaboration
All sellers must be able to collaborate by using Teams and store related sales documents in
SharePoint.
AI-driven insights
The company is deploying the Sales accelerator to guide seller activities.
The Sales Research Agent
Sales managers will use the Sales Research Agent to gather intelligence about customer
organizations.
The sales managers have the following requirements:
Must be able to reuse visualizations after they are created; they don't want to recreate them.
Must have a consistent method to quickly return to a blueprint that they frequently use.
Must be able to retain a library of questions to receive consistent responses based on definitions
approved by the company.
Should have Bing search enabled on the environment for generative Al feature settings.
Platform extensions
The IT department plan to extend the platform by doing the following:
Create Power Automate flows to automate seller tasks.
Embed Power Apps components inside model-driven forms.
Embed Power BI reports for sales analytics.
Testing
The IT department is testing predictive lead scoring with a small group of sellers.
The IT department edits the existing lead scoring model by adding new fields.
Issues:
Users have reported the following issues:
Field sellers spend a significant amount of time researching customers before engaging with
prospects.
Sales managers cannot easily identify the most promising opportunities across regions.
Lead prioritization varies significantly between sales teams.
Testers report they cannot access the field changes in the lead score.
A sales manager generated a blueprint but forgot the competitive intelligence brief.
You need to resolve the competitive intelligence brief issue for the sales manager.
What three actions should you do? Each correct answer presents part of the solution. Choose three.
Select the answer
3 correct answers
A.
Upload the competitive intelligence brief as a PDF file.
B.
Refresh the canvas.
C.
Upload the competitive intelligence brief as a CSV file.
D.
Add a data source.
E.
Regenerate the canvas.
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Info quiz:

  • Quiz name:AB-210: Microsoft Accelerating Sales Pipelines with AI in Dynamics 365
  • Total number of questions:69
  • Number of questions for the test:50
  • Pass score:80%

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