MB-210 MB-210 Lead & Opportunity Management 1 — Questions and Answers
Question 1: In Dynamics 365 Sales, what is the primary purpose of qualifying a lead?
- To convert the lead into an opportunity, account, and contact (Correct answer)
- To permanently delete the lead from the system
- To assign the lead to a different sales territory
- To merge the lead with an existing account
Correct answer: To convert the lead into an opportunity, account, and contact
Qualifying a lead in Dynamics 365 Sales converts it into an opportunity, account, and/or contact record for further sales pursuit.
Question 2: Which field on an Opportunity record is used to calculate the weighted revenue based on probability?
- Estimated Revenue (Correct answer)
- Actual Revenue
- Est. Close Date
- Budget Amount
Correct answer: Estimated Revenue
The Estimated Revenue field combined with the probability percentage determines the weighted revenue shown in forecasts.
Question 3: What happens to an opportunity when it is marked as 'Won' in Dynamics 365 Sales?
- It is closed and a win record is created, making the opportunity read-only (Correct answer)
- It is deleted from the system automatically
- It is moved to a leads queue for re-engagement
- It generates an invoice automatically
Correct answer: It is closed and a win record is created, making the opportunity read-only
Closing an opportunity as Won sets it to read-only and records the actual revenue and close date in the system.
Question 4: Which view in Dynamics 365 Sales shows all open opportunities grouped by their estimated close date?
- My Open Opportunities
- Opportunities Closing This Month (Correct answer)
- Active Opportunities by Stage
- Pipeline View
Correct answer: Opportunities Closing This Month
The 'Opportunities Closing This Month' view filters and groups open opportunities by their estimated close date within the current month.
Question 5: In the Sales Accelerator, what is a 'sequence' used for in lead and opportunity management?
- To automate a predefined series of sales activities assigned to a record (Correct answer)
- To rank leads by purchase likelihood score
- To merge duplicate lead records automatically
- To schedule bulk email campaigns
Correct answer: To automate a predefined series of sales activities assigned to a record
A sequence in the Sales Accelerator defines an ordered set of activities (calls, emails, tasks) automatically assigned to guide sellers through the sales process.
Question 6: What does the 'Lead Score' field in Dynamics 365 Sales predictive lead scoring represent?
- An AI-generated score predicting the likelihood a lead will be converted (Correct answer)
- The number of activities completed on the lead
- The lead's credit rating from an external source
- The number of days since the lead was created
Correct answer: An AI-generated score predicting the likelihood a lead will be converted
Predictive lead scoring uses an AI model trained on historical data to assign a score indicating the probability of lead conversion.
MB-210 MB-210 Lead & Opportunity Management 1
In Dynamics 365 Sales, what is the primary purpose of qualifying a lead?