Free Microsoft MB2-717 Exam Practice Questions & Explanations
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A salesperson has an opportunity with several opportunity product lines. The organization uses a price list with fixed pricing. The customer negotiates a one-time discount on a single product line only, and the sales manager insists that the standard price list must not be changed.
What should the salesperson do?
On an existing (price-list based) opportunity product, the Pricing option can be switched from Use Default to Override Price, allowing a specific per-unit price for that line only; alternatively a manual discount amount can be entered on the line. Either approach affects only that line and leaves the price list untouched.
A discards catalog product data unnecessarily. B is heavy-handed and changes pricing for every line. D is wrong: with System Calculated revenue, estimated revenue is derived from the product lines and cannot be typed; only User Provided revenue allows manual entry, and that does not record the line-level discount.
A salesperson is working a large opportunity and learns that a rival vendor is also bidding. The salesperson wants to record which rival is involved on that specific opportunity and also send the customer a standard product brochure that the marketing team maintains centrally.
Which two actions accomplish this? Choose two.
Opportunities have a native many-to-many relationship with Competitors, so the rival is recorded directly on the opportunity (and if the opportunity is lost, the competitor can be recorded on the close dialog). Sales literature records store centrally managed documents such as brochures and can be attached to email or shared with customers.
B is wrong because competitors can be linked to opportunities as well as products. C is wrong because sales literature, not account attachments, is the intended repository. E is not a supported conversion.
Your sales team must always follow the same steps in order: qualify the lead, develop the opportunity, gather the customer's budget, and identify the decision maker before a quote can be produced. Management wants users guided step by step, with stages shown across the top of the opportunity form, and wants the process to be able to span leads and opportunities.
What should you implement?
Business process flows provide a visual, stage-based guide displayed at the top of the form, can include required steps that must be completed before moving to the next stage, and can span multiple entities such as Lead, Opportunity, Quote and Order. Workflows automate background actions but provide no visual guidance. Business rules only apply field-level logic on a form. Dialogs are a deprecated feature and should not be used.
A salesperson qualifies a lead for a new prospect. The lead contains a company name, a person's name, and details of the customer's requirement. The organization has not changed any of the default lead qualification settings.
Which records are created when the lead is qualified?
With default settings, qualifying a lead that contains both company and person information creates an account (from Company Name), a contact (from the person's name) and an opportunity, and the lead status changes to Qualified (the lead is deactivated, not deleted). Quotes and orders are created later in the sales process, never by qualification, so C and E are wrong. A and D are incomplete because the default qualification behavior creates all three records.
Contoso Ltd. is a large customer with a head office and three regional branches, each of which places its own orders and has its own contacts. Your sales manager wants reporting that rolls revenue from all branches up to the head office record, while still allowing each branch to be invoiced separately.
How should you model this in Dynamics 365 for Sales?
The Parent Account (hierarchical) relationship between account records is the supported way to build a customer organizational structure. Each branch remains a separate account that can be invoiced and own its own contacts, opportunities and orders, while the account hierarchy visualization and rollup fields let you view aggregated data at the head office level.
A is wrong because branches are organizations, not people, and contacts cannot own orders in a hierarchy roll-up. C uses connections, which are informal, non-hierarchical relationships and do not support hierarchy rollups. D loses the structural relationship entirely; marketing lists are for campaign targeting, not organizational structure.