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Microsoft Dynamics 365 MB-210 Practice Test Questions, Microsoft Dynamics 365 MB-210 Exam dumps
Welcome
1. Welcome
Hello and welcome to this course. This course will help you become an expert at Microsoft Dynamics 365 Sales. My name is Abel Sharma. I'm the founder of Online CRM Training and Learn MS Dynamics, one of the fastest growing Microsoft Dynamics training platforms online. And I will be your instructor for this course. As you know, just learning technology is not enough. Similarly, just learning to pass a certification is also not enough. So, what is your objective? Well, it should be to first learn, then get your hands dirty by practising on technology platforms or software, and then prepare for certification so you don't miss any success component. It makes sense, right? That's why this course is designed for you to learn and prepare for MB-210 certification, which is Microsoft Dynamics 365 Sales, through practical videos and the exam preparation book. So, let's see what you can expect in this course. The first thing is about dynamics. 365 Sales Basics So if you have no idea what Dynamics 365 for Sales is and you are not sure about the business terminologies, then this is the perfect place to start. So first we will cover the basics of Dynamics 365 for Sales, and we'll discuss the important terminologies. It means I am going to explain to you the terms that you must be aware of before you can actually start learning and working on Dynamics 365 Sales. Plus, I'm going to explain to you the relevance of each term with respect to business. So you will understand the business scenarios. You will understand why a specific term is used in Dynamics 365 and how it relates to business scenarios. So in this section, you will learn about the basics, important terms, and how these terms are related to business. Then I will show you how you can sign up for Dynamics 365 Sales. Now, this is important because once you start learning, you need to practise what you're learning, right? So you must have access to a Dynamics 365 Sales trial. So, Microsoft provides a 30-day free trial, for which you can sign up. And you don't need to pay anything. You can use the software for free for 30 days. Plus, you also have a chance to extend the trial for another 30 days. and that's something we will discuss in this tutorial. So, you will learn as per the MB-210 Microsoft Dynamics 365 Sales exam curriculum. So the first topic is Perform Configuration, and in that you will learn about configuring settings. So, when you want to implement Dynamics 365 for a client, you need to first configure certain areas of Dynamics 365 Sales. And then only can you ask your customers or other users to start using the application. So these are the basic configurations that you must be aware of, and you must do them before your client actually starts using the application. So, the first thing we'll talk about is configuring sales territories and hierarchical sales territories. So if your client has divided their sales structure into territories and has a manager for each territory, then this is the place you need to configure those territories and assign managers and team members. So we'll discuss about it. Then you will learn about default revenue types. So in Dynamics 365, there are two ways you can calculate revenue. Either you can calculate revenue from the products and services that you select in the Dynamics 25 opportunity lines or you can define the revenue as per your requirements. So maybe you want users to manually enter revenue, which is estimated revenue. So we'll discuss revenue types and how you can configure the default revenue type. Then you will learn how to configure auto-number settings. So, Auto Number allows the system to automatically generate a number for each document that you create. This is applicable for quotation orders and invoices, so you will learn how to configure an auto-number for these entities and how you can use it in Dynamics 365. So we'll discuss about that. Then you will learn how to configure business closures. So, for every company, there's a calendar for holidays—days where the company is not working. So you don't want your staff to get scheduled on those business-close days. Now this functionality is more focused on customer service because you have customer service representatives who support customers and who are scheduled to resolve issues. But Microsoft has mentioned this in the sales certification curriculum. So we'll discuss it, and I'm going to show you how you can define business closures. Then you will learn how to configure a fiscal year. So a fiscal year allows you to define the period that can be used for reporting purposes. We'll discuss more about it in this section. Then you will learn how to configure currencies. Now, Dynamics 365 allows companies to have transactions and do business in multiple currencies. So they can be one default currency or base currency, but you can still configure multiple currencies. So we'll discuss about it. Then you will learn how to configure sales team roles. Then you will learn about sales security roles, which are the default "out of the box" security roles available when you sign up for Dynamics 365 sales. Then you will learn about goal management components. So you can define goals for each salesperson and sales manager, and then you can keep track of how much they have already achieved as per their target and how much is remaining, so that's something that's configured in this section. Then you will learn about creating and managing collectible sales collectibles. So we'll be discussing more of the sales literature. It's basically that group of documents that your sales team need for effectively selling and getting the information quickly to close more sales. Then you will learn how to configure relationship cards or sales inside cards. So previously, the sales insider cards were called relationship cards. So if you see in your exam or read somewhere about relationship cards, it is now sales inside cards, and there was something called a "relationship assistant," which is now called a "sales insight assistant." This is a very important thing to know. This basically allows users to work effectively and increase productivity. So we'll discuss how you can configure the sales inside cards. Then you will learn how to configure playbook management. So, playbook management is a great functionality where salespeople can launch playbooks on a specific entity for a specific record, and the system will give them the step-by-step process of activities they need to perform to achieve a specific task or target. So we'll go over how to set up Playbook Management as well as how to use it. Then you will learn how to configure soft phone dialers. So there is a solution available, and you can just import the solution and configure it. And once you configure it, you can start making calls from your Dynamics 365 system, and the system will capture a lot of details from that caller. So we'll discuss soft phone dialer and how you can configure that, and then you will learn how to configure forecast management. So this is all about configuring sales. This is the first section. Then you'll learn how to configure processes. So you will learn how to configure record creation rules. So when you have any incoming activities, like emails, then you can configure the system to create records automatically without you doing it manually. So you can define record creation tools. We'll discuss that. Then you will learn how to configure "out of the box" sales business process flows. So there are a few "out of the box" sales business process flows that you can follow. We'll discuss them and also see the different stages each business process flow has. After that, you will learn how to create and configure sales visualizations. So this section focuses more on reporting and analysis. So you will learn how to configure sales. Content pack for h business Now, power-sharing is an amazing solution. and it integrates with dynamics. three to five sales. So we'll see how we can configure a sales content pack for Pi. Then you will learn how to configure dashboards, how to design and create sales charts, and how to execute and analyse "out of box" sales reports. Configure integration with external sales applications is the final section under configuration. So there are a lot of add-ons and solutions available that you can integrate with Dynamics 365 Sales. So, first, we'll go over how to implement Dynamics 365 AI for Sales Insights, as well as how to configure and enable embedded intelligence, Social Selling Assistant, and LinkedIn Sales Navigator. So once you complete this Perform configuration section, you will be ready to configure an application for your clients to use. So, sales configuration, dynamics three to five. You will learn in these sections. After that, you will start learning about managing core sales entities. It means now we get into the process where your client will be using those processes and they will perform the day-to-day transactions, in that the first is to create and manage leads. So we'll see how we can create and search for leads in Dynamics 365, plus you will also learn about the business card scan feature for leads. Then you will learn how to perform lead qualification tasks. So we'll discuss qualification, disqualification, and reactivation. Now that leads have multiple statuses, we'll go over how to configure the status reasons and how the transition works. So I'm going to show you that after that, the next section is creating and managing opportunities. So once you're done with the leads, the next step is to convert them into opportunities or create new opportunities so that you can start generating business from your clients. So first, create and search for opportunities. Then you can also keep track of stakeholders and a sales team within an opportunity. Then you'll learn how to create and manage competitors so you can keep track of them and, if they compete against you, understand their strengths and weaknesses and devise strategies to beat them. Then you will learn how to add product line items to an opportunity so that you can add your products and services and give it to your clients, right? Then you'll discover how to close an opportunity as one or lost, as well as how to customise the opportunity close form. This is a great feature because users may want to capture more information when they close any opportunity. So, if the opportunity exists or is lost, they may want to record their comments about profitability and other areas, as well as other important details that will be useful in the future. So we'll discuss how you can customise the opportunity form. Then, similar to the lead entity, we also have different statuses and status reasons for the opportunity. We'll discuss them in this section, and finally we'll see how we can configure views. So after you learn about the leads and opportunities, it's time to move forward on the core process that generates revenue for the company. So the first step is to develop and manage products and product catalogs. So we will discuss what is in the product catalogue and what is in the product lifecycle. We'll see how you can configure unit groups, how you will measure any product or service, and how you can define that. Then you will learn how to configure price lists based on different scenarios. So you can create a price list for the same product for different scenarios, right? So we'll discuss how you can define pricing. Then what are the different pricing methods available? You will learn and you will see how you can configure things because I'm going to share with you an Excel sheet that can really help you understand how the pricing methods work. Then you will learn how to configure a discount list in Dynamics 365, then how to configure families and bundles in the product catalogue So this is all about product now. Once you understand the product, it's time to move forward with quotations, right? So you can create and manage quotation. So you can create quotations either from an opportunity or manually. You can activate the quotations and send it to the customer. Then in case of customer requests, any changes, then you might want to revise it. And also you will learn how to close a quote. After the quote is finalized, you can convert a quotation to order. And also you will learn how to create a Word template from a quotation. So you can design the layout the way you want and send it to your customers. After that you will learn about the order processing. So how to create and manage orders and how to create and manage Sales invoices so that you can build your customers and book revenues in system, right? So this is all about the entire Dynamics 365Sales, which is MB-210 Certification Exam curriculum. And the course is designed in the same structure. So you will not only just prepare for the certification, but also you will learn in depth about each topic. Now if you are preparing for MB-210 Dynamics365 sales exam, then we have exam preparation book. So this is a detailed book with the screenshots and the content that is required for preparation. It's a great book for you to have the reference handy. So after you complete your video tutorials and also practice on Dynamics 365 application, it is time for you to go through the Exam Preparation Book so you can quickly prepare for the exam. Plus this course includes all the future changes. So any content changes that Microsoft includes or any new topics that Microsoft includes will be available in this course. So I'll keep updating this course so that you can get more out of it. And also you can prepare and pass certification. So I'm really excited to be teaching you to Microsoft Dynamics 365 Sales and help you prepare for MB-210 Certification. So that was the basic overview of what you will learn. And now let's dive in and learn about each topic in detail.
2. How to Prepare For The MB-210 Exam
Alright, so welcome to this tutorial. This video will tell you what you should do to prepare well for the MB-210 exam and how you can pass it on your first try. So like our other certification courses, each topic in this one is carefully designed for primarily two things. The first is to learn dynamics. 365 sales functionalities Now you will learn about each topic in detail with practical scenarios so that you understand the concepts as well as learn how to work with the application and implement it for your clients, right? And the second is to help you prepare for the MB-210 exam. So each topic in this course is picked from the MB-210 exam curriculum provided by Microsoft, and we have explained that in detail with theoretical as well as practical knowledge. And here are a few recommendations from my side so that you can get the most out of this course. The first thing is to take time to learn. It means you schedule learning sessions throughout the week. So you should define when you will be learning and how many hours you will be spending. So you must have heard that things that get scheduled are the things that get done, right? So book learning slots and make sure you prepare and learn from this course during that time. The second is you need to understand the concept of each topic. So if you understand the concept, it will be very easy for you to learn how it works in the application, and you will be able to remember more. Plus, you must also register for the Dynamics 365 Sales trial because it will help you practise what you're learning. And in the real MB-210 exam, you may expect some case study-based based question. Microsoft has introduced case study concepts so that they understand the business knowledge that you possess. Then they ask questions from that particular case study. So you may find there are lengthy case studies, but I would highly recommend you take some time to read the entire thing in the case study, and then you answer the questions. So you will find the questions relatively easy if you understand the case study. So the main important thing here is patience. So read the entire case study, and you will be able to answer the questions easily. And that's why learning the functionality and terminology is so important. And this course will teach you everything you need for preparation. The next is to regularly check the resource section and online resources, which I will be sharing with you. So educational announcements or any new topic that I'm adding or anything related to exams So keep checking those resources and keep track of the emails that I'm sending so that you don't miss anything. And most importantly, go through the exam preparation book because that can really help you pass the exam on your first try. So these are my suggestions for you to prepare well for the MB-210 certification exam. And if you follow this, I'm 100% sure that you will be able to pass the certification on your first try. So that's it for this video. I will see you in the next video. Tutorial.
Microsoft Dynamics 365 Sales Basics
1. Learn About Microsoft Dynamics 365 Sales
Alright, so welcome to this tutorial. In this tutorial, you will learn about Dynamics 365 Sales. So if you have no idea what Microsoft Dynamics 365Sales is, then this is the perfect video to start with. But if you are already aware of what Dynamics 365 Sales is, then you may want to skip this video and move forward, right? So let's start with what Dynamics 365 Sales is. So Microsoft Dynamics 365 Sales helps organizations manage their sales lifecycle. So as you know, every organization has a sales business function, right? And they require a solution to either automate or systemize their sales business function. So Dynamics 365 Sales helps organizations manage and automate their sales lifecycle, and it allows companies to store and manage their client information so their clients can be individuals or can be organizations. So Dynamics 365 allows them to store accounts and contacts. Dynamics 365 Sales allows businesses to standardize their business development activities. And these include lead management and qualification, opportunity management, code generation revision and finalizing the quote creating orders and order management. Invoicing managing the product catalog, it means the products, the unit price, discounts, sales price lists, so those kind of things can be captured and managed in the product catalog. Also included is sales literature that can help salespeople sell more and be more productive, as well as assist organizations in creating goals for each salesperson or manager and tracking those goals to meet targets. And there's a lot more that is included in Dynamics 365 Sales that can be used to systemize and automate the sales function of an organization. So this is how it looks like, which is Dynamics 365 Sales. and the model-driven app that you use is Sales model-dri So when you sign up for a Dynamics 365 trial, you will choose Sales as the business function that you want to sign up for and install. And then, once the sign-up is complete, you will see the application as follows: So, on the left, you have the site map, followed by areas for sales, app settings, and other sections. And also, you will see a dashboard like this. Okay, so this is demo data, but when you implement it for any client, you will have a blank database, and then you need to configure the application as per customer requirements, right? is an overview of Dynamics 365 for Sales. So that's it for this video, and I will see you in the next video tutorial.
2. Microsoft Changed The Sign Up Process
Alright, so welcome to this tutorial. This tutorial will show you how you can sign up for a Dynamics 365 trial. Now it may be a little frustrating because Microsoft keeps changing the sign-up process, and it is very difficult for anyone to follow the step-by-step instructions given in the process. Previous videos. If you signed up for this course, say last week or two weeks ago, the process that you see in the video has been changed by Microsoft. So now a new process has been introduced. So I'm recording this video so that you follow the step-by-step process, and it's easy for you to sign up and start working with your Dynamics 365 trial. So let me just show you how you can do that. So first you need to go to TrialsDynamics.com, and after that you can select either one of these four options: customer service, field service, or project service automation. Let's select sales. And then here you need to select: are you signing up on behalf of a customer or using a trial for development purposes? So we just click "Sign up here" and then we can just click "No," continuing to sign up. The first thing you will see is this screen. Now this screen is completely changed. Now it is different. So here, you need to enter your email. Now your email can be your work email or it can be any email like Yahoo, Gmail, or Hotmail, right? So I'll just enter my email, just click Next, and then it will ask me to set up the account. So let's go ahead and click "Create Account." And now I must enter my information. I'll just say it quickly, and make sure you select the country or region as the United States, because most updates are sent to the United States or this region first, and you may see something different in other regions. So I would highly recommend you go with the United States. Now, if you are using it for production, I would suggest you select the country that you belong to. Okay, so this is just for trial purposes, not for production purposes. Okay, we just click "Next" and then it will ask you to verify your phone number. Okay, so I will just do that. So you can choose your country code and the phone number that you have access to. Just click Send verification code, and once you get it, you need to enter it here. And then you click Verify; if you don't get the code, you can just click Try Again. Or if you want to change your phone number, you can do that by clicking here. So let's click "verify." Now it's time to set up the details about business. So what is the subdomain that you will use for this environment? So make sure it is available. Okay, so I'll just give an example, and then you click Check Availability to make sure this is available. If not, then you make changes to your URL, and then you click Next. Okay, so just click Next here, and then here you need to enter your user ID. So this is the user that you will use to login to Dynamics 365 or Portal Office.com. Enter your password. You can leave this unchecked if you don't want to share the information and make the partners get in touch with you. And you can just click "Sign up." So when you click "Sign Up," it is going to create an account for you. Okay, so now it's all set, and make sure you copy the user ID because this is the ID you will be using to log into Dynamics 365. Okay, so you will get this in the email that you used to sign up. However, it is always a good idea to save this in a notepad or something, and then click Let's go. Once you do that, it will direct you to the Power Platform Admin Center. Now, previously, this was not the case, but now Microsoft has asked you to log into Power Platform, where you can create your trial environment. So now you enter the sign-in URL, which is the new URL I asked you to copy in the previous step, right? At therateourourenvironment.microsoft.com, it will be your name. Click Next, and then you enter the password and click Sign in. You can still sign in if you want and click Yes. Now sometimes it may ask you to sign in again because the cookies that are used on the right-hand side, the top side, are blocked. If you're using Google Chrome, you will see that the cookies are blocked. Okay, so in case you want to remove this, you can just click Site not working and allow cookies, and then it will work if you're using some of the browsers; maybe you won't face this challenge. Okay, so now you are in the Power Platform Admin Center. The next step is to sign up for the trial. Okay, so here you need to enter your environment, name the new environment, make sure you select trial as the subscription-based model, and choose the region as the United States, and it will create a database. Just click next. And here you can rename your organisation URL, and it should be available as well. Okay, and then you can choose the currency. So it's UST based on your currency. You can choose that. Then you enable Dynamics in the app, and it will be enabled. You can also select all enterprise apps from this page. Okay, then you click Save, and the environment is created now, and you can see the state is preparing an instance. So let's give it a few minutes. It may take a couple of minutes or more, and then it will show "Ready" as the state. So let's give it some time. All right, so after you refresh it, you will see that the environment was successfully created, and you can use Open Environment to use it. So, let's click this, and then click OpenEnvironment, and you'll see this page, which you can also access from Home Dynamics.com. So you will be redirected to this page. And here you will see all the apps that are published. Make sure you select the apps that have unified interfaces. Okay? Don't select the web one; select a unified interface one. So if you want to work with Dynamics 365 Sales, click Sales Hub. for customer service. Click. "Customer Service Hub." for field service. Click here. and for project service automation. You click "Project Service." These are the apps you can use. Let's click. Sales hub. and here you will see Dynamics 365 Sales. and you can start working with this. If you want to change this app, all you can do is click on the app selector, and you can choose the right app that you want to work with. The other thing you must do is to click on Settings and Advanced Settings. So here you can see the settings of Dynamics 365, which is the previous one. If you want to see the latest one, you need to go to Power Platform AdminCenter, select that environment, click Settings. Then you will see all the settings that you need to work on. Now you need to add users. So that has also been changed by Microsoft. So if you click on Users, it opens up this screen. and here you can add users. So for example, you can just click Add User. And here you need to enter the email or name of the user that you already have in Azure Active Directory. So if I enter up here, it shows me here, but as I'm already present in this, it will not allow me to add. I'll just show you that in a couple of minutes. So when the classic setting opens, you need to go to Data Management and then you need to install Sample Data because you might want to work with some data in Dynamics 365, right? So sampling data helps you get the basic data set. And then you can start working with Dynamics 365's different areas. So click on Sample Data, and then you can click Install. Sample data? So let's give it a few seconds. It may take some time. And once it says that it is installing in the background, then you can continue with your work. So now it is working in the background and we can continue using it. So now this will help you get the data into the Dynamics 365 applications. Okay? So that's how you install basic data. Now let's see how you can add users. So you need to go to Office.com, or you can go to Portal Office.com.And then you need to click Admin. So you are in the Microsoft 365 Admin Center now. And then you need to add users. So you can just click "Add User." And here, you need to enter the basic details. I'll just enter Sherma as the Username and create a password, and then we can click Next and assign the Dynamics 365 Customer Engagement Applications License. Okay, then you click Next, and you don't need to change anything. If you want to give this user any roles in Office 365, the Microsoft Admin Center, or provide admin access, then you can do that. Otherwise, you can just click Next, and you can just click Finish Adding. So it is done now, and you can just close it. So we can go to Users and Permissions in the Power Platform Admin Center, click Users, and then Add User to search for the user. So the newly created user is selected here. Click Add. So now it has been added to the environment, but the security role is not assigned. So you can go to Dynamics 365 to assign the security role, or you can just click not now if you don't want to. So let's get to Dynamics 365 and open the classic environment again for the user. And from there, you can click Manage Roles, and then you can give it one or more roles as per your requirements. Let's give it to the sales manager and click. OK. So now this user will be able to access Dynamics 365 and start working with this other thing that you can do. Let's refresh here, and you can see that a user has been added here. Next, you can go to Settings, and you have another setting under Permissions, which is Security Roles. So this is also a new thing that Microsoft has added now. Previously, whatever you see in the Classic Client would always be available. Microsoft may choose to remove that later, but for now it's available. And then you can clickon Settings, User and Permissions. Security roles. And here you can see all the security roles available, right? So you can see the security roles from here as well. So you can go to Security, then open Security Roles, and manage Security roles from there. So, if you click any security role, say "Sales Manager," it will show you all the users who are part of that security role. It means these users have the Sales Manager security role. Okay, you can remove them from here if you want. And you can also select a user and click "Remove from that security role." So it will be removed from the security role, but the user will still exist. You can go back to Security Roles if you want to modify any security role. Say, for example, let's talk about the same sales manager. Here, you can just click Edit. It opens a new window, this time in Classic mode. And then you can modify it and make changes to the security role. In case if you want to copy, you can just click Copy and give it a name. Sales Magic Copy Click Copy, and a new role will be created that can also be used, and you can assign users to it and make changes as per your requirements. A sales manager copy is available. Another advantage you have is that you will see more details if you enter this environment. So details, conversion updates, any resources and access. So in case if you want to update, because we are not 2020 release Wave two updates it's off right now If you want to see what's in this release, you can just click there and it will open the URL. These are very important documents that I would highly recommend you to go through because you will know what changes that are coming and you can keep yourself up to date. In case you want to update, you can just click Manage, and you can enable these features by clicking Update. Now please note this cannot be undone and performance may be impacted while you updated. so it may take hours to update. So make sure you do it when the users are not working. And I'm just showing you the trial environment, the sandbox environment, but never do this in a production environment without understanding what is in the update and how it is going to impact the existing implementation, right? So if you are doing it for trial, go ahead. That's okay. There will not be any impact because you will not have any live data. Okay, so just to reiterate, do it for the sandbox and for testing environments or trial environments, but don't do it for production environments before understanding the consequences, right? So that's how you can manage it. And now in case if you are lost, if you're not sure how you can access. So first, you can go to EdmundPowerPlatform.com on Microsoft.com, okay? That's the place where you can access the environment by clicking Open Environment. Another thing you can do is go to Home Dynamics.com, or from TheOffice.com you can click on Dynamics 365, which opens Home Dynamics.com. Now you may not see these things. So all you need to do first time is you need to click Sync. So when you click Sync it is going to populate all these apps and from there you can start working. So for example, in the Customer Service Hub, it will open the Customer Service Hub in the Unified Interface, and you can see now that the data is also populated. The customizations are the next thing you must do. You can do customizations in Classic from Advanced Settings, which is not recommended because Microsoft has made a lot of changes and the new changes are applicable and can be seen. new customization environment. So make powerapps.com. If you see this error, make sure you allow cookies and then it will work fine. So, when you open Make Powerapps.com for the first time, the environment will be set to default on the right top. But make sure you select the right environment of Dynamics 365 that you have signed up to, right? And from there, you can go to Data, see the customization options, or go to Solutions, where you can do the customizations as per your requirements. So these are some of the changes in the sign-up process, users, and security. I'll keep adding more as we learn more from Microsoft and receive updates from them, and we'll keep updating this course. All right, so that's it for this video, and I will see you on the next video tutorial.
3. Dynamics 365 Sales Important Terms
Alright, so welcome to this tutorial. In this tutorial you will learn about Dynamics 365 important terms. So in the previous tutorial, you learned how you can sign up for a Dynamics 365 trial and I'm sure you must have signed up. If not, then I would highly recommend that you do that so that you can learn and practise on the application. So in this video, you will learn about the important terms. And this is very important if you are not sure about what is inside Dynamics 365 for Sales. We will go deep into each functionality, so you must know these terms. So it is easy for you to understand and practise along the way, right? So let's start with the important terms. The first term is "account." So account is an organization. So you capture company details, organisations that you are doing business with, in accounts. An entity is an "individual" that can be a prospect, a customer, a vendor, a partner, a consultant, an influencer, an affiliate, or any other. So you capture the organisation details that you are doing business with under AccountsEntity, and the next is Contact. So in Accounts, you capture organisation details; in Contact, you capture individual details. So a contact is an individual. It can be a prospect or a customer. And you can associate a contact with a maximum of one account through the contact form. So on the contact form you can select the account, and there can be only one you can select, right? But an account can have multiple contacts. So when you create an account, which is an organization, in that organisation you can have multiple people that you will be interacting with. So they can be a finance manager that you are interacting with to discuss the financials, or they can be a contact who is an influencer that can help the organisation make decisions. So you can capture the contact details and associate multiple contacts with an account. So if a company is doing business with a company or organization, you capture them in your account. And if a company is doing business with individuals, you capture them in contacts. The next important term is competitor. A competitor entity is a place where you capture all your competitors. So it is important to keep track of competitors because when you are prospecting any business, if there are competitors who are also bidding for that particular opportunity, then you must know who these competitors are, what their strengths and weaknesses are, and it can really help you understand what kind of strategies you need to make so that you can win against the competitors. So you must capture competitors in Competitor Entity and you can also associate competitors in opportunities you create. The next one is a playbook. So a Playbook allows users to follow a set of activities and tasks to handle situations and external events. So a playbook is applicable to account, contact, entity, lead, opportunity, code, order, and invoice. As a result, you can categorise Playbooks based on your needs. You can define them for specific entities. Plus, you can also create templates so that you can reuse those playbooks and create new ones. So an example of a playbook could be if a company is working on a big deal. So your company needs a specific strategy to successfully negotiate with the customer, right? So you can create a playbook for successful negotiation for difficult customers or precious customers, and then you can define the activities that your team needs to follow. So you can define, for example, that you need to prepare for the negotiations. So you might want your team member to go through certain documents, watch some videos, and create some strategies. Then you can wait for some time, you can send them an email, then you can wait for some time, and then you can schedule a call with them, right? So there can be different activities that you can configure. So when you're working on that particular opportunity, then you can launch that playbook, and the system will automatically create a series of activities the salesperson needs to follow or the sales manager needs to follow for successful negotiation, right? So this is one of the examples. Like this, you can have as many as you your requirements. So Playbook is a wonderful feature that any organisation can use to improve their sales. The next one is lead. So a lead is a prospect. It can be either a potential customer or a potential sale. You will consider a lead as a potential customer if the company is doing business with you for the first time. So an individual or an organisation is doing business with you for the first time. That lead can be your potential customer. It can also be considered a potential sale, which means that the customer is already existing, meaning they are already doing business with you, and there are new products or services that you have launched that they may be interested in. So that can result in a potential sale. So lead is the first step in the sales cycle, which basically shows that your prospects, our customers, are interested in your products and services, right? So leads allow you to keep track of your prospects and see if they are interested in products or services. And then from there, you can move forward in the sales cycle. So for example, if a salesperson is going to an event and there he or she meets multiple people and those people show interest in products and services, the salesperson can collect their business cards and then enter those business cards and the people in the Leads entity in Dynamics 365 Sales, right? So it's a prospect that can become your potential sale or a potential customer. The next important term is opportunity. So an opportunity is a potential sale. It means that a lead which you have captured is almost ready to buy. So either you can qualify a lead to create an opportunity or you can create an opportunity manually. In an opportunity, you must attach it to an account or a contact, and also in opportunities, you have multiple stages so you can identify customer needs, propose the solution, understand their current scenarios, as well as negotiate and close. The next important term is quote. So a quote is a formal document that you share with your prospect or customer with all the details like product quantity, pricing, and payment terms so that you move towards closing that particular sale, right? So it's a document, and you can associate a quote with an opportunity as well. So we'll discuss how you can create quotations. You can create quotations manually; you can also create quotations from an opportunity. So an order is a customer's confirmation of purchasing your products and services. So after you have understood their requirements and have sent them the quotation, after the negotiation and all the other discussions, the customer is ready to buy from you, right? So then you create an order. An order is a confirmation, and you can create an order from a quote. You can directly convert a quote to an order, or you can manually create an order for an existing customer, and in the order, it allows you to either get products manually or get the products from an existing opportunity. So that is an order. It means that a customer is doing business with you now, and they have confirmed that the next important term is invoice. So an invoice is a document to build customer loyalty for your product and services. So after the order is confirmed, you deliver the product or services as per the terms. So after the delivery or as per the payment terms that you define, you send an invoice to the customer to bill for your products and services, and then they can make payment against that e order is coSo you send it to the customer after the order fulfillment, you can create an invoice manually or you can create an invoice from an order as well. And once you're okay with the invoice created, you can confirm the invoice, and then you can send it to the customer. And after the customer has made payment, you can mark that invoice as paid; or in case the customer is unable to pay for any reason, you may also mark the invoice as canceled. We'll discuss all these actions, operations, and status reasons in the coming videos. However, for a basic understanding, an invoice is a document that you use to build your customers, and then they pay against the invoice. The next important term is goals. So goals help companies define and keep track of targets. It is important for every organisation to have targets, right? And the targets can be quarterly, can be monthly, can be yearly. In that first you define goal matrix. So goal matrixes allow you to define how you will measure a particular goal. It can be in terms of amount or count. Now, amount is usually used for opportunities, so if you have given a target to a salesperson, say $200,000 in the first quarter of 2021, then that can be an amount. So you can measure this coal matrix by amount, and the count can be like how many opportunities a person needs to close. Okay, so you can define a goal metric as "count" as well. And you can configure a goal hierarchy. It means you can have parent-child goals. So, for example, you have a goal for a sales team in that the sales manager has some goals, and then the team has salespeople under him. So you can define goals for each salesperson. So these can be considered as parent-child goals, and then you can define how you will measure those goals in a parent-child goal relationship. You can also define roll-up queries and attach them to a goal with multiple filters. So we will discuss goals in detail as well. The next one is sales literature. It's a kind of centralised repository for sales-related documents, and these can be brochures, product guides, competitor information, pricing, discounts, sales documents, or anything that is relevant for sales and helps sales people close more deals. So either you can use sales literature or you can upload the documents there. The next one is a product catalog. So a product catalogue is a collection of products and their pricing information. So you can combine multiple products and sell them as bundles. So you can create bundles. You can also create families to define properties, or you can define products that you can sell individually. Also, you need to define unit groups. It means how the products will be measured and sold as it can be Kg, it can be numbers. So, as per your requirements for the product, you can define unit groups and you can also define a price list under "Product catalog." So Priceless explains how you are going to price a particular product or service. So an example can be the pricing fora training course can be different for individuals, but it can be different for a corporate. So we can define price lists, and you can also define discount lists. So, discount lists are based on the number of quantities or the volume that your customer is purchasing, and based on that volume, you give discounts to your customers. So that is all about product catalogs. So these are the important terms that you must be aware of before we can actually understand and work with Dynamics 365 Sales. So I'm sure you get the idea of what Dynamics 365 for Sales is and the key terms you should be aware of. And now you're ready to start learning the configuration and functionalities of Dynamics 365 Sales.
Configure Sales Settings
1. Configure Sales Territories
Alright, so welcome to this tutorial. In this tutorial, you will learn how we can configure sales territories. So first I'll explain to you what sales territories are and why they are required, and then we'll take a scenario and I'm going to show you how you can configure that scenario in Dynamics 365 sales So sales territories in Dynamics 550 allow organisations to create segments and structures to manage sales strategies and increase revenue. It is very common for an organisation to have multiple regions and to sell their products and services in those regions. Either they can sell similar kinds of products and services to all the regions or they may have specific requirements for each region. So companies can define sales territories based on their requirements in Dynamics 365, which helps them maintain strategies and increase revenue. By defining sales territories, an organisation can benefit in a variety of ways, including increased sales and team member productivity. Companies can assign sales team members for maximum capacity utilization, and companies can have territory-specific products and services that they will be offering to their customers. They may need territory-specific skill sets for sales team members and managers, territory-specific training requirements to upskill their resources so that they can sell more and have a better customer experience, and they can also have territory-specific targets. So organisations can structure their territories as per their requirements, and sales territories can help simplify business monitoring analysis, which means they can take better decisions and improve their sales. So these are some of the ways sales territory can help organizations. So you can create multiple sales territories as per your requirements, and it also allows you to create a sales territory hierarchy. It means you can define parent-child relationships between territories. And for each territory, you must assign a manager. So there can be only one manager for one territory, and a user can be part of only one sales territory, like one user cannot be part of more than one territory, right? And if you want to create sales territories in Dynamics 365, you must have one of these security roles assigned to the user. So the security roles are sales manager, vice president, CEO, business manager, system administrator, or system customizer security roles or the equivalent permissions. So these are the basic out of the box" roles that you must have in order to create sales territory. So this is very important to know from the exam perspective as well as for you to assign permissions to users when you are implementing projects. So let's take an example and see how it can be configured. So we are taking a company name called ThreeE Consulting Private Limited, which is in India. And Three Consulting has three regions. So it has North India, West India, and South India. And under North India, we have New Delhi and Rajasthan. So in this example we have an organisation under which we have three regions, and in one of the regions we have two states. As a result, when we configure sales territories, we'll create three consulting, private, limited India companies as a single sales status. And we are going to assign a sales manager. Now, this sales manager can manage only one sales territory. It will not be the manager of any other sales territory. Then on the regional level, we will have regional managers. So in this scenario, we are talking about more than India only. So for North India you will have a regional manager, and there will definitely be a new regional manager for West India and a new regional manager for South India. And under that, you have an area manager. In this scenario, we have area Manager for New Delhi only. So there will be a different Area Manager for Justin, okay? And then we have two sales representatives who are working in New Jersey. So these two sales representatives, Sales Rep One and Sales Rep Two, will be part of only one sales territory. That is new. Tally okay. You cannot assign them to any other sales territory. And here are some important facts you must be aware of. So a member can be part of only one sales territory. I hope you get the idea now. And a manager can only manage one sales territory. But there may be a scenario where you want a manager to manage multiple territories. The manager should then be assigned to the parent sales territory with one or more subterranean offices. So in this example, if we talk about North India, then a regional manager for North India can manage North India as well as New Delhi and Rajasthan, which are under this particular region. So now this regional manager can manage North India territory as well as New Delhi and Rajatan territory. So let's see how you can configure this in Dynamics 365. All right, so here I am in Dynamics 365 Sales. So to configure the sales status, you need to change the area to App Settings. So, go to sales and then app settings. And there, under Sales Administration, you can see sales statutes. So as we are working with the trial and it has some demo data, you can see them, make changes if you want, or create a new one as per your requirements. So we can just click New to create a new sales territory, and let's give it a name. And there will not be any parent territory for this particular sales territory. And there will be a manager, and the manager will be VP Sales. So either you can type it here, VP, and the system will automatically search and you can just select VP Sales, or you can just click on this lens icon to select it. So let's select VP Sales. And here, you can give it a description if you want. Let's click save. You can now create another territory with subterranean territories beneath it from this point. Or you can go back to Sales Territories, and you can create it from here as well. So let's see how you can create it from here. So we click "New" and we define "here," saying North India. And the parent company for this catch will be Consulting Private Limited. And we are going to define the manager as a regional manager. And we can save and close, right? So we have three consultants. Private Limited India was followed by North India territory. Another thing you can do is go to that specific territory, and under that, you can click Subterranean. And here you can define "subterranean." Now look what I have done. I have created these users in Microsoft 365Admin Centers and assigned them a Dynamics 365 Customer Engagement Plan licence and security roles. And then I'm able to select those users in here as managers, okay? In case you want to do it, you definitely need to create users here in the Microsoft 365 Admin Center, assign them a security role, and then you can assign those people as managers and as team members. Okay? So we are going to create two more. So far, we have created North India. We will create South India and West India. So let's click into new territory. And here we are going to mention West India. And there will be no manager for this. You can just save it in case you have, and then you can definitely select that here, right? You can return to under three. E Consulting Private Limited One more of you will create South India, okay? and then we can click Save and Close. And now we have three subterranean, three consulting coverage limited. Now under North America, we have two more sales territories. So we click on North India territory name and under that we can click Subterraise. And from there, we can click New Territory. And here we can put, say, New Delhi. And we can assign a manager. area manager for New Delhi. Save and close. and one more, which is Rajasthan. So we just put Pakistan, and we can put Manager if you want. Let's save and close. So now we have a new Tally and a new Rajasthan. So if you go back to sales statues, you will see all the sales statues that are created. And you can see them in this section. But we also have two salespeople in New Delhi. So we click on New Delhi, and here we are going to define members. So we click "related" and "members." When you assign a manager to a territory, it automatically becomes a team member. So you will see here an area for managers. New Italy is already part of this territory. Here we need to add two more users. One is Sales representative One and Sales representative two. So we click "Add Members" and let's search for a sales rep. So we have Sales rep one. So we choose that and press the Add button. So the user added, we added another, and we clicked Add, correct? So now we have Sales Rep One and Sales Rep Two in New Delhi territory. So let's see what happens if you assign Sales Rep 2 to another territory, say Rajasthan. Okay, so we go back here, we click Add Members, and we select Sales Rep 2 and click Add. You can see that it is added here. Let's go back to New Deli and you will notice that Sales rep two is removed from the New Deli territory. So a user can be part of only one sales territory. It cannot be added to multiple sales territories, right? So if you add it here, it will be removed from Rajasthan. So let's do it here, Sales Rep. And now it has been added and removed from Rajasthan. Also, if you have managers, So if you go back to General, under Rajasthan, So when you click on this manager, you will notice that you don't see the users that you have already selected as members or the Sales Manager. But still, if you try to select it, let's see, we can click Change View, we can select Enabled Users, and let's try to select AreaManager New Tally, and let's save it. You see, this error has occurred. Okay, so this user is already a manager or team member for another territory. As a result, you cannot assign this as Sales Manager. Now, another thing you can do is decide if you want to see everything as a hierarchy. So if you go to sales territories, right now you can see that it is very difficult or maybe impossible to identify those. What are the territories? Three consulting. Private Sales Manager. So for that, you can see sales territories. Hierarchy. So you can click on the hierarchy icon. It will open up a sales territory hierarchy. And here you can see you have three consulting private limited as sales hierarchy. This is the parent hierarchy, and under that it has three sales territories. So we have North India, South India, and West India. And you can see an arrow with a number saying that this North Indian territory has two more territories. So when you click on this, you will notice that you have two more territories under North India territory. So you can see sales territories in a hierarchical representation. And it is easy for you to identify the parent-child relationship. So I would highly recommend you create a scenario. So understand a scenario for maybe your organisation or one of the clients that you're working with, and try to create a sales territory hierarchy and see how it works. So that's it for this video. and I will see you in the next video tutorial.
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