Practice developing deals through intelligent opportunity research. Questions cover opportunity management, pricing, and the Sales Opportunity, Sales Close, and Sales Research agents.
10 questions covering this official AB-210 domain.
Q01 - Question
A sales manager asks the Sales Research Agent a natural-language question about pipeline health and receives a research blueprint with a summary, charts, findings, and next steps. Before presenting one finding to leadership, the manager must verify which records and reasoning steps produced it. Which capability should the manager use?
Domain: Develop deals by using intelligent opportunity research (25–30%) Type: Single choice
- A. Show work
- B. Multi-branch research
- C. Session file upload
- D. AI-cursor refinement
A is correct.
Explanation: Show work exposes the data and reasoning steps behind a research blueprint, so you can validate a finding before you share it.
B is incorrect: Multi-branch research explores several related lines of inquiry at once, but it does not reveal how an individual finding was produced.
C is incorrect: Session file upload adds extra context to the research session and does not explain the reasoning behind an existing result.
D is incorrect: AI-cursor refinement adjusts or reworks a section of the blueprint rather than documenting the source data and steps.
Q02 - Question
After you deploy the Sales Opportunity Agent, sellers report that almost every researched opportunity is returned with risk signals. The signals no longer help them decide where to focus. What should you do first?
Domain: Develop deals by using intelligent opportunity research (25–30%) Type: Single choice
- A. Adjust the configurable importance and risk-signal thresholds
- B. Turn off Bing search
- C. Remove Microsoft 365 consent
- D. Reduce the Copilot Studio capacity
A is correct.
Explanation: The Sales Opportunity Agent uses configurable importance and risk-signal thresholds. You should adjust these thresholds so the agent flags only the opportunities that meet your specific risk criteria.
B is incorrect: Turning off Bing search removes web-research signals entirely instead of adjusting the threshold for when a risk is flagged.
C is incorrect: Removing Microsoft 365 consent limits the email and meeting signals that provide buyer context, reducing overall research quality rather than fixing threshold sensitivity.
D is incorrect: Copilot Studio capacity determines how many agent operations can run in the environment; it does not control the logic or sensitivity of risk signals.
Q03 - Question
A B2B seller prepares to pursue a deal with a manufacturing company and needs one record that represents the company, keeps the individuals who work there linked to it, and shows related records for the deal. How should the seller structure the customer data in Dynamics 365 Sales?
Domain: Develop deals by using intelligent opportunity research (25–30%) Type: Single choice
- A. Create a contact record for the company and add each employee as a related activity on that contact.
- B. Create separate contact records only, and repeat the company details on every contact record.
- C. Create an account record for the company and a second account record for each employee who is involved in the deal.
- D. Create an account record for the company, create contact records for the individuals, and set a primary contact on the account.
D is correct.
Explanation: An account represents an organization and a contact represents an individual. You store the company as an account, store the people as contacts, relate the contacts to the account, and identify one of them as the primary contact. Related records then give you the full view of the organization while you work the deal.
A is incorrect: A contact represents a person, so using it for the company loses the account-to-contact relationship that ties employees to the organization.
B is incorrect: Storing company details on every contact duplicates organization data and leaves no single account record to hold the related records for the deal.
C is incorrect: Creating an account for each individual misuses the account record, which is intended for the organization the seller does business with.
Q04 - Question
A technical specialist from another team must read and update one large opportunity for the duration of the deal. The sales manager wants the current salesperson to remain the owner and does not want to change ownership or duplicate the record. Which approach supports this collaborative deal management requirement?
Domain: Develop deals by using intelligent opportunity research (25–30%) Type: Single choice
- A. Reassign the opportunity owner to the technical specialist for the duration of the deal.
- B. Add the technical specialist as a connection on the opportunity and use an access team to grant record-level access.
- C. Change the opportunity to an owner team that includes every salesperson in the organization.
- D. Create a duplicate opportunity that the technical specialist owns and keep both records updated.
B is correct.
Explanation: Connections record the role a person plays on a deal, and access teams grant access to a specific record, so the specialist can work on the single opportunity while the salesperson stays the owner.
A is incorrect: Reassigning the owner removes the salesperson as owner, which the manager wants to avoid.
C is incorrect: An owner team that contains every salesperson grants access far beyond the one specialist who needs it.
D is incorrect: A duplicate opportunity splits pipeline data and forces manual synchronization of the same deal.
Q05 - Question
A salesperson has added several catalog products to an opportunity from the current price list and agreed the amounts with the customer. The organization plans to publish a new price list next week. The salesperson must keep the agreed line item prices on this opportunity after the new price list is published. What should the salesperson do?
Domain: Develop deals by using intelligent opportunity research (25–30%) Type: Single choice
- A. Set the opportunity revenue to User Provided and type the agreed total manually.
- B. Override the price on each line item and then use the option to restore the default price.
- C. Lock pricing on the opportunity so the existing line item prices are retained when the price list changes.
- D. Delete the catalog line items and re-enter each product as a write-in product.
C is correct.
Explanation: Price locking keeps the current line item prices on the opportunity, so a later price list change does not update the agreed amounts.
A is incorrect: User Provided revenue only changes how the estimated revenue total is entered, and it does not preserve individual line item prices.
B is incorrect: Restoring the default price returns the line to the price list value, which is the opposite of the requirement.
D is incorrect: Write-in products are for items that are not in the product catalog, and replacing catalog lines loses the product references used for pricing.
Q06 - Question
A salesperson activated a quote and sent it to the customer. The customer asks to increase the quantity on one line before accepting. The salesperson must change the quantity and keep a record of what was previously sent. What should the salesperson do?
Domain: Develop deals by using intelligent opportunity research (25–30%) Type: Single choice
- A. Edit the quantity directly on the line item of the active quote.
- B. Convert the active quote to an order and correct the quantity on the order.
- C. Delete the active quote and create a new quote from the opportunity.
- D. Revise the quote, which creates a draft revision with an incremented revision ID for editing.
D is correct.
Explanation: An active quote is read-only, so you revise it. The revision increments the revision ID and returns the quote to draft for editing, and the earlier version remains in the revision history.
A is incorrect: You cannot edit an active quote because it is read-only once activated.
B is incorrect: An order is created after the customer accepts the quote, so converting first skips acceptance and does not document the pricing that was sent.
C is incorrect: Deleting the quote removes the version the customer already received, so no revision history is kept.
Q07 - Question
A seller qualifies a Grade A lead, and Dynamics 365 Sales creates the related opportunity. The seller has a discovery meeting scheduled with the buying group and wants Copilot assistance to prepare for that meeting. Which Copilot capability applies at this point in the process?
Domain: Develop deals by using intelligent opportunity research (25–30%) Type: Single choice
- A. Company news on the closed lead record
- B. Meeting preparation on the opportunity created from the qualified lead
- C. Suggested matching contacts on the closed lead record
- D. A refresh of the predictive lead score for the qualified lead
B is correct.
Explanation: After a lead is qualified, Copilot provides meeting preparation on the resulting opportunity, so the seller can use it to prepare for the scheduled discovery meeting.
A is incorrect: Company news gives recent articles about the company but does not prepare the seller for a specific scheduled meeting on the opportunity.
C is incorrect: Suggested matching contacts support enrichment and duplicate prevention while the lead is being worked, not meeting preparation.
D is incorrect: Predictive lead scores help sellers triage open leads; once the lead is qualified, the work moves to the opportunity.
Q08 - Question
A seller opens a lead that the Sales Qualification Agent handed over. On the Lead research page, the seller reviews the research cards, signal strength, lead rating, and the agent steps. The seller confirms the BANT findings with the prospect and decides to move the deal forward. What is the result of qualifying the lead?
Domain: Develop deals by using intelligent opportunity research (25–30%) Type: Single choice
- A. The agent switches from Research-only mode to Research and engage mode for that lead.
- B. Dynamics 365 Sales creates opportunity, contact, and account records from the lead.
- C. The lead returns to the agent queue so the agent can run additional research steps.
- D. The lead is recorded as disqualified with a reason, and a supervisor reviews it.
B is correct.
Explanation: When a seller qualifies a lead that the agent researched, Dynamics 365 Sales creates opportunity, contact, and account records so the seller can continue working the deal.
A is incorrect: The agent mode is an organization-level setting, and the upgrade to Research and engage is irreversible rather than something a seller changes per lead.
C is incorrect: Qualification advances the lead to a deal rather than returning it to the queue for more agent research.
D is incorrect: Disqualification with supervisor review applies to leads that the agent or seller rules out, not to a lead the seller qualifies.
Q09 - Question
You created a sequence in Dynamics 365 Sales that contains activity steps, waits, and branches so sellers follow a consistent set of actions on their opportunities. Sellers report that the sequence steps do not appear in their work list. Which two actions should you take? Each correct answer presents part of the solution.
Domain: Develop deals by using intelligent opportunity research (25–30%) Type: Multiple choice
- A. Add the Opportunity table to SharePoint document management.
- B. Publish the sequence.
- C. Enable conversation intelligence for the sales team.
- D. Connect the sequence to the opportunity records, either manually or automatically.
B and D are correct.
Explanation: A sequence becomes usable only after you publish it, and its steps appear for sellers after the sequence is connected to records. You can connect records to a published sequence manually or automatically. Also confirm that first-run setup enabled sales accelerator access for the relevant security roles and included the record type in the work list.
A is incorrect: SharePoint document management controls document storage for records and has no effect on whether sequence steps appear in the work list.
C is incorrect: Conversation intelligence analyzes seller calls and does not publish or connect sequences.
Q10 - Question
A company wants to increase sales by prompting sellers to recommend a premium version of a software subscription when customers select the standard version. What should you configure in the product catalog?
Domain: Develop deals by using intelligent opportunity research (25–30%) Type: Single choice
- A. A cross-sell product relationship
- B. An up-sell product relationship
- C. A product family hierarchy
- D. A bundle with optional items
B is correct.
Explanation: Product relationships can be configured for up-sell suggestions, prompting the seller to recommend a premium or higher-value product alternative when a specific item is selected.
A is incorrect: A cross-sell relationship suggests complementary products that a customer might want to buy in addition to the original item, not a premium alternative that replaces it.
C is incorrect: A product family creates a hierarchy to organize products and share inherited properties, but it does not generate automatic up-sell suggestions for sellers.
D is incorrect: A bundle groups multiple products together to sell as a package, whereas an up-sell suggests an alternative, higher-value product.