Practice qualifying and prioritising leads with Dynamics 365 Sales AI. Questions cover predictive scoring, lead lifecycle decisions, and Sales Qualification Agent configuration and monitoring.
10 questions covering this official AB-210 domain.
Q01 - Question
A sales manager plans to use the Sales Qualification Agent, but the team wants to review the agent output before any customer contact happens. Which two statements about the Sales Qualification Agent apply to this plan? Each correct answer presents part of the solution.
Domain: Qualify and prioritize leads by using AI (15–20%) Type: Multiple choice
- A. The agent evaluates whether a lead is a fit so that sellers can focus on the leads worth pursuing.
- B. The agent surfaces risk and deal-health signals for opportunities that show no recent activity.
- C. The agent can run in research-only mode, so it researches leads without engaging the customer.
- D. The agent automates repeatable engagement tasks that move a deal to closure.
A and C are correct.
Explanation: The Sales Qualification Agent evaluates lead fit, and it can operate in research-only mode or in research-and-engage mode. Selecting research-only mode lets the team review the research before any customer contact occurs. Plan for capacity monitoring and responsible AI review when you enable agents.
B is incorrect: Detecting risk and deal-health signals on inactive opportunities is the work of the Sales Opportunity Agent.
D is incorrect: Automating repeatable engagement to move a deal toward closure is the work of the Sales Close Agent.
Q02 - Question
A sales manager collects a list of people who attended a product webinar. The attendees expressed general interest, but no budget, product fit, or purchase timeline is confirmed. The manager asks how these records should be handled in Dynamics 365 Sales. What should you recommend?
Domain: Qualify and prioritize leads by using AI (15–20%) Type: Single choice
- A. Create an opportunity for each attendee so that revenue forecasting includes the webinar audience immediately.
- B. Create a lead for each attendee, work the lead, and qualify it to an opportunity when the interest is confirmed.
- C. Create an account for each attendee so that the company hierarchy is recorded before any selling activity starts.
- D. Create a contact for each attendee and skip the lead record because contacts already store interest details.
B is correct.
Explanation: Leads represent early-stage, unqualified interest. You capture the attendee as a lead, work it through follow-up activities, and qualify it to an opportunity only after the interest is confirmed.
A is incorrect: An opportunity represents a validated sales pursuit, so creating one for unverified webinar interest places unqualified demand into your pipeline.
C is incorrect: An account records an organization you already do business with and does not track the early-stage interest or the qualification steps for an individual attendee.
D is incorrect: A contact alone does not carry the lead lifecycle, so you lose the qualification and disqualification path that moves interest toward an opportunity.
Q03 - Question
After a trade show, a sales team returns with two sets of information: printed business cards collected at the booth, and an attendee list that the event organizer supplied as a CSV file. The team must create lead records for both sets with minimal manual typing. Which two actions should you recommend? Each correct answer presents part of the solution.
Domain: Qualify and prioritize leads by using AI (15–20%) Type: Multiple choice
- A. Use the business card scanning capability in the mobile app to create leads from the printed cards.
- B. Use the Sales Qualification Agent to automatically read and digitize the printed cards.
- C. Import the CSV file to create the leads in bulk.
- D. Send an email to the CSV list so that customer replies can be converted into leads.
A and C are correct.
Explanation: Business card scanning in the mobile app creates leads from printed cards, and bulk import from a CSV or Excel file creates many lead records at once, so both sources are captured without manual retyping.
B is incorrect: The Sales Qualification Agent validates emails and researches leads, but the mobile app's business card scanner is the correct feature to digitize printed cards.
D is incorrect: While emails can be converted to leads, relying on customers to reply first delays lead creation and does not directly import the supplied CSV file.
Q04 - Question
A seller disqualified a lead six months ago because the customer had no budget. The same customer now contacts the seller and confirms that funding is approved. The sales manager wants the original activity history and notes kept with the record. What should the seller do?
Domain: Qualify and prioritize leads by using AI (15–20%) Type: Single choice
- A. Create a new lead record and manually copy the notes from the disqualified lead.
- B. Qualify the disqualified lead directly to an opportunity without changing its state.
- C. Recover the disqualified lead from the system audit log.
- D. Reactivate the disqualified lead and continue working it through the lead lifecycle.
D is correct.
Explanation: Reactivation returns a disqualified lead to an open state, so the seller keeps the existing activities and notes and continues moving the lead through the lifecycle toward qualification.
A is incorrect: A new lead record splits the history across two records and adds manual work to copy details that already exist.
B is incorrect: A disqualified lead must be reactivated before it can be worked and qualified again.
C is incorrect: The audit log tracks data changes but is not used to restore or work closed records. Reactivation is the native command for disqualified leads.
Q05 - Question
An organization wants sellers to triage leads by using predictive lead scores and A through D grades. The administrator plans to run Quick setup to create and publish the model. Before setup, which data condition must the environment meet?
Domain: Qualify and prioritize leads by using AI (15–20%) Type: Single choice
- A. At least 40 leads in total must exist, regardless of whether they were qualified or disqualified.
- B. At least 40 open leads must be assigned to sellers in the current fiscal year.
- C. At least 40 qualified leads and 40 disqualified leads must have been created in the past two years.
- D. No historical data is required because the Quick setup option uses a pre-trained generic model.
C is correct.
Explanation: The predictive lead scoring model trains on historical outcomes, so the environment needs at least 40 qualified leads and 40 disqualified leads created in the past two years before Quick setup can create and publish the model.
A is incorrect: A total lead count is not enough because the model needs both qualified and disqualified examples to learn which attributes separate the two outcomes.
B is incorrect: Open leads have no recorded outcome, so they cannot supply the qualified and disqualified history the model requires.
D is incorrect: Quick setup trains a specific model on your organization's data and does not use a pre-trained generic model, so the minimum historical lead data is required.
Q06 - Question
A seller creates a lead for a person at a large customer organization that the company already sells to. The sales manager is concerned about duplicate records and wants missing lead details completed from existing data. Which Copilot capability should the seller use?
Domain: Qualify and prioritize leads by using AI (15–20%) Type: Single choice
- A. Generate a lead summary to review the key details of the new lead record.
- B. Review the suggested matching contacts for the lead.
- C. Read the Bing-powered company news for the related organization.
- D. Run meeting preparation for the upcoming customer call.
B is correct.
Explanation: Suggested matching contacts compare the lead with existing contact records, so the seller can enrich the lead with data that already exists and avoid creating a duplicate.
A is incorrect: A lead summary condenses the information already on the record and does not compare the lead with existing contacts.
C is incorrect: Company news provides external information about the organization and does not identify duplicate records in your data.
D is incorrect: Meeting preparation supports an upcoming customer conversation and applies to opportunities after the lead is qualified, so it does not address duplicates or missing lead details.
Q07 - Question
A seller disqualified a lead six months ago because the contact had no budget. The contact now confirms that budget is approved for this quarter and asks the seller to restart the conversation. The sales manager wants the original activity history kept with the lead. What should the seller do?
Domain: Qualify and prioritize leads by using AI (15–20%) Type: Single choice
- A. Create a new lead record for the contact and leave the disqualified lead closed
- B. Change the grade on the disqualified lead in the focused view
- C. Reactivate the disqualified lead and continue working it through the lead lifecycle
- D. Copy the disqualified lead's activities to a new opportunity record
C is correct.
Explanation: Reactivation returns a disqualified lead to an open state so the seller can log new activities, move the lead through the business process flow, and qualify it later, while the earlier activity history stays on the same record.
A is incorrect: A second lead record splits the history across two records and leaves the manager without the earlier activities on the lead being worked.
B is incorrect: The focused view helps sellers organize and work their lead list; changing a grade value does not return a disqualified lead to an open state.
D is incorrect: A lead must be reactivated and qualified before an opportunity is created from it, so copying activities to an opportunity skips the lead lifecycle.
Q08 - Question
A system administrator plans to enable predictive lead scoring so sellers can triage leads by score and by an A through D grade. Before running Quick setup, the administrator must confirm that the environment holds enough historical data to train the model. Which data condition must be met?
Domain: Qualify and prioritize leads by using AI (15–20%) Type: Single choice
- A. At least 40 qualified leads and 40 disqualified leads created in the past two years
- B. At least 40 lead records in total, regardless of their state or creation date
- C. At least 40 open leads that already have a grade assigned manually by sellers
- D. At least 40 opportunities won in the past two years, with no lead history required
A is correct.
Explanation: The model learns from outcomes, so lead scoring requires at least 40 qualified leads and 40 disqualified leads created in the past two years. Quick setup then creates and publishes the predictive lead-score model and adds its widget to lead records.
B is incorrect: A raw count of leads is not enough, because the model needs both qualified and disqualified examples from the past two years.
C is incorrect: Grades are produced by the published model from the lead score; sellers do not supply graded open leads as training data.
D is incorrect: Won opportunities do not replace the qualified and disqualified lead history that predictive lead scoring requires.
Q09 - Question
A sales organization wants the Sales Qualification Agent to research incoming leads against a target customer profile and BANT criteria, but the compliance team has not yet approved any automated email outreach to prospects. Leadership also wants the option to allow outreach later without recreating the agent. Which approach meets these requirements?
Domain: Qualify and prioritize leads by using AI (15–20%) Type: Single choice
- A. Configure the agent in Research and engage mode and disable the handoff rules until compliance approves outreach.
- B. Configure two agents for the organization, one in Research-only mode and one in Research and engage mode, then start only the Research-only agent.
- C. Configure the agent in Research-only mode now, and upgrade it to Research and engage mode after compliance approves outreach.
- D. Configure the agent in Research and engage mode and remove Bing as a research source until compliance approves outreach.
C is correct.
Explanation: Research-only mode has the agent research leads with Bing, Dataverse, and configured knowledge sources and assess target customer profile and BANT fit without engaging prospects. When outreach is approved, you can upgrade the agent to Research and engage mode, which is an irreversible upgrade.
A is incorrect: Starting in Research and engage mode enables prospect engagement, and handoff rules control when leads move to sellers rather than whether the agent engages prospects.
B is incorrect: An organization can have only one agent running in one mode, so you cannot configure a second agent in the other mode.
D is incorrect: Removing a research source changes the information the agent uses for research and does not prevent engagement in Research and engage mode.
Q10 - Question
A sales manager wants sellers to work the leads that are most likely to convert, based on patterns in the organization's existing lead data. Which intelligence feature should you configure?
Domain: Qualify and prioritize leads by using AI (15–20%) Type: Single choice
- A. Predictive lead scoring
- B. Relationship health
- C. Conversation intelligence
- D. Who knows whom
A is correct.
Explanation: Predictive lead scoring ranks leads so sellers can prioritize the ones most likely to convert. Confirm that the organization meets the data requirements for scoring before you enable it, because the model depends on existing lead data.
B is incorrect: Relationship health is part of relationship intelligence and reflects the state of a relationship rather than producing a predictive lead rank.
C is incorrect: Conversation intelligence analyzes seller calls and conversations, so it does not score leads for prioritization.
D is incorrect: Who knows whom identifies colleagues who can provide an introduction and is available in a basic and an enhanced experience, but it does not rank leads by conversion likelihood.