Microsoft Accelerating Sales Pipelines with AI in Dynamics 365 AB-210 Exam Questions

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Question 1

A company implements Dynamics 365 Sales.

The company has the following requirements:

. Employees must have quarterly goals. The goals must calculate all deals won by quarter for each goal.

. Managers must be able to look at the goals and calculations at any time.

The solution must use goal features WITHOUT customization.

You need to create the calculation.

What should you configure?

ADrill-down table

BGoal metric

CRollup query

DRollup table

Answer : B

The correct answer is Goal metric. In Dynamics 365 Sales, the goal metric defines how goal performance is calculated. Microsoft explains that each goal uses a goal metric to determine how the goal is tracked, and goal metrics can track actual, in-progress, and custom values through rollup fields. For won opportunity revenue, the metric can use the Opportunity table as the source and roll up the actual value for opportunities that are closed as won.

The quarterly requirement is handled by the goal's time period. The goal metric specifies the calculation logic, including the source table, source attribute, date attribute, and source status such as Won. Microsoft's goal metric documentation states that the date attribute is validated against the goal time period, so records participate in the rollup only when their date falls between the goal start and end dates. A rollup query is not the best answer because it only applies additional filtering criteria to an existing goal metric; it does not create the core calculation.

References/topics: Dynamics 365 Sales goals; goal metrics; rollup fields; won opportunity calculations; quarterly goal tracking.

Question 2

The remote sales workforce of your organization has been using the integrated Teams chat to collaborate internally. To save time, you indicate to the sales leader that suggested contacts can be displayed when a seller starts a new connected chat.

The sales leader asked you to configure the ability to use suggested contacts.

Which three rules does Dynamics 365 provide as default options to use for suggesting contacts? Each correct answer presents a complete solution. Choose three.

NOTE: Each correct selection is worth one point.

AThe Record Owner of the initiating record.

BThe Record Owner of your linked business unit.

CThe system user who updated a timeline activity on the initiating record.

DThe Created By of the initiating record.

EThe Last Modified By of the initiating record.

FThe user assigned as your manager on your system user record.

Answer : A, D, F

The three default rule-style suggestions are the Record Owner of the initiating record, the Created By user of the initiating record, and the manager assigned on the seller's system user record. Suggested contacts in Dynamics 365 Sales Teams chat are intended to help sellers quickly find coworkers who are relevant to the record they are working on. Microsoft states that administrators can enable suggested contacts when a seller starts a new connected chat, and that rules-based contact suggestions can be configured for supported Dynamics 365 record types.

The rule engine supports relational rules: Microsoft explains that a relational rule suggests a user who has a relationship with the linked record type or one of its related records, and administrators can select a user field directly on the record or through related entities. The record owner and created-by user are direct relational users on the initiating record. The seller's manager is reached through the system user relationship. The business-unit owner is not the default suggestion path for seller collaboration, and ''last modified by'' or a user who updated a timeline activity are not the default rule answers in this configuration set.

References/topics: Teams chat in Dynamics 365 Sales; suggested contacts; rules-based contact suggestions; relational suggestion rules; sales collaboration.

Question 3

Note: This question is part of a series of questions that present the same scenario. Each question in the series contains a unique solution that might meet the stated goals. Some question sets might have more than one correct solution, while others might not have a correct solution.

After you answer a question in this section, you will NOT be able to return to it. As a result, these questions will not appear on the review screen.

A company is evaluating AI agent capabilities for opportunity management.

Sales managers require insights about deals. You must ensure that the system does not perform automatic outreach to buyers.

You need to determine whether proposed solutions meet the requirements.

Solution: Use Research mode and allow sellers to review insights manually.

Does the solution meet the goal?

AYes

BNo

Answer : A

Yes, the solution meets the goal. The requirement has two parts: sales managers need deal insights, and the system must not automatically perform outreach to buyers. Sales Close Agent in Research mode is the correct fit because it researches opportunities, calculates importance and risk, generates summaries, and provides actionable recommendations for sellers to review manually. Microsoft states that the opportunity research experience shows a summary and a See full research page with complete opportunity insights and recommendations.

Research mode is intentionally different from Engage mode. Engage mode is the autonomous customer-interaction mode; Microsoft describes Sales Close Agent Engage as managing customer interactions and driving sales for high-velocity deals. By contrast, Research mode focuses on research, opportunity insights, risks, and seller guidance. Microsoft's configuration guidance for Sales Close Agent Research describes selecting opportunities to research, configuring refresh frequency, and providing company context so the agent can curate research insights. Therefore, using Research mode while requiring sellers to manually review the insights satisfies both requirements: the organization receives AI-generated deal intelligence, but buyer outreach remains under human seller control.

References/topics: Sales Close Agent Research mode; opportunity research insights; manual seller review; Engage mode versus Research mode; AI-supported opportunity management.

Question 4

A sales company uses the Sales Qualification Agent to evaluate inbound leads.

A sales manager updates the qualification criteria to better align with the target customer profile.

After the update, monitoring data shows the following:

. A shift in how leads are categorized compared to earlier results.

. Continued processing of incoming leads.

. No gaps in evaluation activity.

You need to interpret the monitoring data to understand the agent's behavior.

What should you conclude?

AChanges in outcome distribution indicate that additional tuning may be required.

BDifferences between current and prior results indicate that earlier evaluations were incomplete.

CVariation in categorization suggests that external factors are influencing lead evaluation.

DLead outcomes reflect updated evaluation criteria applied during processing.

Answer : D

The correct conclusion is that lead outcomes reflect updated evaluation criteria applied during processing. The Sales Qualification Agent evaluates inbound leads against the configured target customer profile and qualification settings. Microsoft states that the target customer profile suitability is determined by the attributes defined in the agent configuration's handoff criteria, and the agent categorizes leads as high, moderate, or low fit based on how well the lead matches those attributes.

Therefore, when the sales manager updates the qualification criteria, a shift in categorization is expected. It means the agent is applying the new criteria to processed leads, not that the old evaluations were incomplete or that external factors are necessarily driving the change. The continued processing and absence of evaluation gaps also indicate normal operational continuity. Microsoft's Sales Qualification Agent setup guidance explains that the agent works on assigned leads based on configured selection criteria and that stopping the agent prevents new lead processing; here, processing continued, so the agent remained active while using the revised configuration. Option A is too speculative: tuning might be useful later, but the evidence given does not prove a tuning problem. The clean interpretation is D.

References/topics: Sales Qualification Agent; target customer profile; qualification criteria; lead categorization; AI-driven lead qualification monitoring.

Question 5

You use price lists in Dynamics 365 Sales. Some price lists have expired.

Users need to be able to continue to manage their opportunities.

Which option is possible?

AOpportunities that use the expired price list will display a warning that prices must be replaced.

BUsers can add the expired price list to opportunities created prior to the expiration date.

CUsers can add the expired price list to an opportunity but will see a warning.

DOpportunities that use the expired price list can continue through their lifecycle.

Answer : D

The correct answer is D. Opportunities that use the expired price list can continue through their lifecycle. In Dynamics 365 Sales, a price list can include a Start Date and End Date to define the effective period for that price list, such as a promotional pricing period. Microsoft's pricing guidance explains that price lists and price list items define pricing for products, and that price calculation applies across opportunity, quote, order, and invoice records.

The expiration date controls the effective availability of the price list going forward; it does not automatically invalidate existing opportunity records that already reference that price list. This distinction matters operationally: if an opportunity was already created with a valid price list, the sales process can continue without forcing users to replace pricing midstream. That preserves pricing consistency across the opportunity lifecycle and prevents disruption to quotes, orders, and downstream sales documents.

Option A is too strong because Dynamics 365 does not require replacement of prices simply because the referenced price list later expires. Option B incorrectly limits use based on the creation date of the opportunity. Option C is not the best answer because the key supported behavior is continuation of existing opportunities, not adding expired price lists to new opportunities with a warning.

References/topics: Price lists; price list start and end dates; opportunity pricing; product catalog pricing; opportunity lifecycle management.

Question 6

A company plans to deploy a Dynamics 365 Sales Hub app.

An administrator creates a Power Platform environment with the following configuration:

. The environment does not have a database.

* The environment is a sandbox environment.

. Access to the environment is restricted to a security group.

. The administrator has the System Administrator role.

You need to ensure that the administrator can deploy Dynamics 365 Sales.

Which two actions should you perform? Each correct answer presents part of the solution. Choose two.

NOTE: Each correct selection is worth one point.

AEnable server-side synchronization.

BAssign a Dynamics 365 Sales enterprise license to the administrator role.

CAdd Dataverse and enable Dynamics 365 apps.

DCreate a new environment.

ERemove the security group restriction.

Answer : B, C

The administrator must have both the correct license and an environment that supports Dynamics 365 apps. Microsoft states that when creating a production or sandbox Power Platform environment with a Dataverse database, administrators can add Dynamics 365 apps such as Dynamics 365 Sales, but they must select Enable Dynamics 365 apps during database provisioning. Microsoft also states that a valid Dynamics 365 license is required to enable Dynamics 365 apps.

Therefore, the administrator must be assigned a Dynamics 365 Sales Enterprise license, and the environment must have Dataverse added with Dynamics 365 apps enabled. After the Sales license is available, Dynamics 365 Sales apps such as Sales Hub can be installed from the Power Platform admin center under the environment's Dynamics 365 apps resources.

Option A is wrong because server-side synchronization is used for Exchange email, appointments, contacts, and tasks integration; it is not required to deploy Sales Hub. Option D is not required because a sandbox environment can support Dynamics 365 apps when Dataverse and Dynamics 365 apps are enabled. Option E is unnecessary unless the administrator is excluded from the security group; the scenario already states the administrator has the System Administrator role.

References/topics: Power Platform environment provisioning; Dataverse database; Enable Dynamics 365 apps; Dynamics 365 Sales licensing; Sales Hub deployment.

Question 7

A company uses the Sales Qualification Agent to analyze leads and determine qualification probability.

The Sales Qualification Agent is configured in Research-only mode. The agent processes a lead and determines the lead's target customer profile suitability is Low.

You need to determine the outcome of the agent's action.

What should you infer about the agent?

AAlways transfers the lead to a seller for outreach and does not disqualify leads in Research-only mode.

BDisqualifies the lead, notifies the supervisor, and the lead continues to be assigned to the agent.

CSends a personalized outreach email automatically and transfers the lead only when it detects positive intent.

DEvaluates the Budget, Authority, Need, and Timeline criteria.

Answer : B

The correct outcome is that the agent disqualifies the lead, notifies the supervisor, and the lead continues to be assigned to the agent. In Research-only mode, the Sales Qualification Agent evaluates whether the lead fits the target customer profile. Microsoft states that when target customer profile suitability is high or medium, the lead is handed over to a seller according to the configured assignment rule. When target customer profile suitability is low, the agent disqualifies the lead, notifies the supervisor, and the lead remains assigned to the agent.

Option A is wrong because Research-only mode does not always transfer every lead to a seller; low-fit leads can be disqualified. Option C describes Research and engage behavior, where the agent sends outreach, manages responses, and hands over leads when positive intent is detected. Research-only mode generates outreach drafts but does not send outreach emails or engage with leads. Option D is also wrong because BANT criteria are only used by Research and engage mode, not Research-only mode. Therefore, a low target customer profile suitability result in Research-only mode results in agent disqualification and supervisor notification.

References/topics: Sales Qualification Agent; Research-only mode; target customer profile suitability; lead disqualification; supervisor notification; lead handoff rules.