Topic 6, Contoso, Ltd (An Appliance Company)

Background

Contoso, Ltd. is an appliance company that sells appliances to various regions. The company uses First Up Consultants, an external sales company, to manage opportunities in areas where they do not have salespeople. The First Up Consultants personnel do not have Dynamics 365 Sales licenses. The internal sales team generates about 500 tradeshow leads per month.

Contoso, Ltd. uses Dynamics 365 Sales with no additional features enabled. The company currently uses only custom forms and the Sales Hub app.

The company recently hired a sales manager. The sales manager plans to improve processes and must keep costs as low as possible. A hands-off approach means the sales manager will view information in Dynamics 365 Sales but will not add entries. The sales manager identified the following areas that require major improvement

• Leads process

• Opportunity process

• Marketing process

• General company collaboration and communication

Leads Process

• Leads created at The head office must be automatically distnbuted to salespeople in a cyclical order. Tradeshow leads are created by salespeople and do not need to be redistributed.

• Lead assignments are often delayed because other tasks become a priority.

• To help prioritize tasks, the salespeople require the Up Next widget for the Lead form.

• The salespeople require a task that reminds them to call the lead one week after the tradeshow.

• The salespeople are excellent at meeting leads at tradeshows. One day after the tradeshow, they manually send a follow up email, but that is often where the communication stops.

• Salespeople often forget to track customer emails to their leads when they are in Microsoft Outlook.

Opportunity Process

• The contracts team must review all contracts uploaded in Dynamics 365 Sales for opportunities, but they do not have access to Dynamics 365 Sales.

• Opportunities are often transferred to different child or parent accounts, so contracts should not be filed by account.

• First Up Consultants must track the progress of the opportunity in Dynamics 365 Sales.

Marketing Process

• The contracts team must review all contracts uploaded in Dynamics 365 Sales for opportunities, but they do not have access to Dynamics 365 Sales.

• Opportunities are often transferred to different child or parent accounts, so contracts should not be filed by account.

o Pop-up sale emails must only go to a manually selected group of cont<365 Sales.,

• Tradeshow

o The sales administrator must send marketing materials to specific leads collected from

the tradeshow when the tradeshow ends. The sales administrator must manually select the

leads from all the leads collected.

• Flyers

o The sales administrator must send a quarterly sales flyer to leads in the local area. These leads are collected from the website. The leads must be automatically added or removed throughout the quarter.

General Issues

• Salespeople often travel to visit customers. Currently, the salespeople connect to Dynamics 365 Sales through a browser on their phones. The Dynamics 365 Sales forms are often small and difficult to use.

• The salespeople require availability of the following features on their phone:

o Receive an alert that notifies them of a new lead assignment even when they are not using Dynamics 365 Sales. o View all meetings and appointments from Outlook and Dynamics 365 Sales in one view. o Generate a SQL Server Reporting Services (SSRS) quote for a customer.

• Salespeople require emails to appear on Dynamics 365 Sales records so they can associate the email to the record without needing to navigate to another app.

• A new salesperson can open records but cannot access the app. The salesperson has been granted the same app access as all other salespeople.

You need to help the sales administrator identify leads generated from the tradeshow and website.

DRAG DROP

What should you create for each audience? To answer, drag the appropriate list types to the correct audiences. Each list type 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.

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Correct Answer:

DRAG DROP

You need to provide a solution for the traveling salespeople.

What should you recommend for each scenario? To answer, drag the appropriate apps to the correct scenarios. Each app 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: Bach correct selection is worth one point.

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Correct Answer:

You need to provide First Up Consultants the access they require.

What should you do?

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You need to purchase a license for the sales manager.

Which license should you purchase?

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DRAG DROP

You need to configure the system for the contracts team.

Which three 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.

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Correct Answer:

Explanation:

Select the Opportunity table.

Enable the Based on entity functionality.

Create a file type field.

You need to help the new salesperson resolve the access issue.

What should you change?

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HOTSPOT

You need to help the salespeople prioritize their tasks

What should you do? To answer, select the appropriate options in the answer area. NOTE: Each correct selection is worth one point.

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Correct Answer:

You need to recommend to the sales manager which license to use for salespeople who work on tradeshow leads.

What should you recommend?

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You need to help the salespeople track their emails.

Which three actions should you perform? Each correct answer presents pan of the solution. NOTE: Each correct selection is worth one point.

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HOTSPOT

You need to improve lead assignments.

Which actions should you take? To answer, select the appropriate options in the answer area. NOTE: Each correct selection is worth one point.

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Correct Answer: