Microsoft MB-210 Microsoft Dynamics 365 Sales Functional Consultant Online Training
Microsoft MB-210 Online Training
The questions for MB-210 were last updated at Nov 26,2024.
- Exam Code: MB-210
- Exam Name: Microsoft Dynamics 365 Sales Functional Consultant
- Certification Provider: Microsoft
- Latest update: Nov 26,2024
HOTSPOT
You need to resolve the issues on the ticket’s dashboard.
Which configurations should you change? To answer, select the appropriate options in the answer area. NOTE: Each correct selection is worth one point.
DRAG DROP
You need to ensure that new managers receive the information they need.
What should you do? To answer, drag the appropriate actions to the correct information. Each action may be used once, more than once, or not at all. You may need to drag the split bar between panes or scroll to view content. NOTE: Each correct selection is worth one point.
You need to choose where to enter the other show names in the system.
Where should you add the shows?
- A . Competitor
- B . Product
- C . Accounts
- D . Contacts
DRAG DROP
You need to handle large quantity opportunities.
Which four actions should you perform in sequence? To answer, move the appropriate actions from the list of actions to the answer area and arrange them in the correct order.
You need to create orders for large quantity purchases.
What are two possible ways to achieve this goal? Each correct answer presents a complete solution NOTE: Each correct selection is worth one point.
- A . Create an invoice from the order record.
- B . Make a copy of the quote and save it as won.
- C . Select Won when prompted.
- D . Select a Create order from the Quote record.
- E . Select Convert to work order from the Opportunity record.
You need to configure the system to handle all ticket sales.
What should you configure?
- A . Discount Lists
- B . Product Bundles
- C . Product Catalog Settings
- D . Goals
Topic 4, Contoso Ltd.
Background
Contoso, Ltd. manufactures electronic components for robotic assembly machines. The company specializes in wiring harnesses that are made to customer specifications.
The company’s corporate office and a manufacturing plant are in Detroit.
The company also has offices and manufacturing plants in the following countries:
✑ China
✑ Germany
✑ Mexico
✑ United Kingdom (UK)
Current environment
Sales
✑ Customers who have operations in more than one country are managed by the sales team within the country from which a request originated. However, it is difficult to get information about sales for these customers.
✑ Each salesperson manually creates customer quotes using Microsoft Word and Excel templates. This causes pricing inconsistencies, which is affecting profitability.
✑ Customers who have total sales over $1,5M per year receive special Preferred Customer discount pricing on products and services.
✑ Costs, pricing, and product availability vary greatly by country.
Sales teams
✑ Each office has a dedicated sales team. Sales are managed by a global team in countries without a sales office.
✑ Each sales team has a projected revenue target that is tied to the factory capacity in their country, except for the global team. The global team’s projected revenue target is derived using a percentage of their actual sales from the previous year.
✑ Each sales team maintains a spreadsheet in which they record customer requests for quotes (RFQs). The spreadsheets are stored on a network drive.
✑ Sales team revenue targets are set yearly based on manufacturing capacities at each plant.
✑ Individual sales targets are based on product lines by quarter.
Current RFQ process
The company defines the following process for processing RFQs:
Requirements
General setup
✑ Standard functionality must be used when possible.
✑ All open RFQs must be imported into the solution.
✑ All information must be accessible to the entire executive management team.
✑ Country-specific sales information must be accessible only to sales representatives assigned to those teams.
✑ Sales and quote processes must be standardized across all sales divisions.
✑ Sales territories must be set up for each country as well as for a global territory.
✑ The global team will take over the management of RFQs for customers who have operations in more than one region.
✑ Due to regulatory considerations, the solution must be able to limit the kinds of products that can be sold by region.
RFQ management
✑ New RFQs must be entered initially into the system as Leads until they are reviewed.
✑ The default forecast categories must be used.
✑ Standardized quote formats and product pricing must be enforced across all sales offices.
✑ All tasks and follow-up activities with customers to close RFQs must be associated directly with the RFQs.
Credit and reference checks
✑ All new customers must undergo credit and reference checks before estimates are created for any RFQs. This information will be recorded in a new custom field called Credit Check that has a Yes/No value.
✑ The finance manager must be assigned the credit and reference review when an RFQ is ready for review.
✑ If a customer’s credit and reference review is unfavorable, the finance manager must follow up with the customer and the sales representative by phone.
✑ The customer’s credit report must be added to the RFQ as a permanent record and for audit purposes.
✑ The solution must provide both a sample script that the finance manager can use
as well as a checklist of how to perform the check.
Reporting
The sales manager dashboard must show the following data:
✑ Projected revenue and profitability per country by month and fiscal year.
✑ Projected and current product sales per country by month and fiscal year.
✑ RFQ Won/Loss revenue comparison by fiscal quarter.
✑ RFQ status by sales representative within their territory.
✑ RFQs that are awaiting management approval and how long they have been waiting.
✑ Sales lost to competitors month over month.
Managers must also be able to track how long an RFQ has been awaiting credit and reference checks, and how many RFQs have had unfavorable results from credit or reference checks.
Issues
✑ PreferredCustomerA, who has factories in Germany, the UK, and Canada, reports that their sales representatives give different pricing and discounts to customers depending on the country in which the RFQ is initiated.
✑ Several RFQs that have passed management review but failed standard credit checks have been issued quotes. To prevent this, credit checks must now be done before the management approval meeting.
✑ Several imported RFQs contain quotes for discontinued products. Updated quotes with current product offers need to be sent to customers.
✑ CompanyB needs pricing for harnesses for their plants in Germany, the UK, and Argentina.
✑ CompanyC received a quote for harnesses for their US home office. They need the products for their Canadian plant.
✑ CompanyD wants sales orders and shipments sent directly to VendorZ, who manufactures several subassemblies for them. VendorZ also builds components for other customers as well as for Contoso, Ltd.
✑ The chief financial officer (CFO) is concerned about the amount of work that the new credit and reference checks will create. Therefore, a time-study needs to be initiated for that work to see whether an additional person needs to be hired.
You need to set up the required sales tracking for multinational customers.
Which two actions should you perform? Each correct answer presents part of the solution. NOTE: Each correct selection is worth one point.
- A . Create a primary account for the customer and contacts for each country of operation.
- B . Create each country sales territory as a sub-territory of the global territory.
- C . Associate the customer accounts for each country with the primary account.
- D . Create a primary account for the customer and assign it to the global territory.
- E . Associate the accounts in each country with the country sales territory in which it is located.
HOTSPOT
You need to configure the RFQ Won/Loss chart.
How should you configure the chart? To answer, select the appropriate options in the answer area. NOTE: Each correct selection is worth one point.
HOTSPOT
You need to configure forecasting according to the requirements.
What should you do? To answer, select the appropriate options in the answer area. NOTE: Each correct selection is worth one point.
HOTSPOT
You need to configure the RFQ process flow.
What should you create to meet each requirement? To answer, select the appropriate options in the answer area. NOTE: Each correct selection is worth one point.
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