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Exam
MB2-717

Microsoft Dynamics 365

  • Published:
    February 21, 2017
  • Languages:
    English, Japanese
  • Audiences:
    IT professionals, Developers
  • Technology:
    Microsoft Dynamics 365 Enterprise
  • Credit toward certification:
    MCP, MCSE

Microsoft Dynamics 365 for Sales

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Skills measured

This exam measures your ability to accomplish the technical tasks listed below. The percentages indicate the relative weight of each major topic area on the exam. The higher the percentage, the more questions you are likely to see on that content area on the exam. View video tutorials about the variety of question types on Microsoft exams.

Please note that the questions may test on, but will not be limited to, the topics described in the bulleted text.

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Create a Customer Organizational Structure (20% - 25%)
  • Manage customer records
    • Create and maintain a current customer base organizational structure; identify potential sales opportunities by utilizing core records such as accounts, contacts and customers
  • Manage the sales process
    • Create and maintain sales transactional records; track the sales progression; manage the sales process from lead generation through quote, order, and invoice creation
  • Manage customer communication
    • Create and manage social engagement sources, identify opportunities and generate leads
  • Manage sales literature and competitors
    • Create and maintain a sales literature repository, create an organized methodology for identifying and tracking competitors
Manage Leads and Opportunities (15% - 20%)
  • Manage leads
    • Identify leads and track them throughout the conversion process, reactivate or delete disqualified leads
  • Identify and manage opportunities
    • Identify opportunities to track throughout the sales workflow, create opportunities with a defined status, create records within the opportunity form, assign opportunities to designated sales staff
  • Utilize opportunity functionality
    • Close and document opportunities as won or lost, use Quick Create to add new information, connect opportunities to other record types, apply connections to a data structure
  • Manage opportunity relationships
    • Analyze lost sales opportunities through resolution activities, utilize multiple opportunity views
Manage Relationship and Sales Analysis (10% - 15%)
  • Manage relationship intelligence
    • Provision and configure Relationship Insights to integrate with Exchange, create and prioritize actions and tasks, track interactions, manage sales communication
  • Manage relationship analysis
    • Provision and configure relationship intelligence, create actionable and productivity cards by using Relationship Assistant
  • Integrate email with Dynamics 365 Sales
    • Track interactions with a specific email; manage sales relationships through statistical analysis of email activity, untracked emails and performance activities; manage sales relationships with Email Engagement; use engagement analytics and Auto-capture
  • Manage sales by using sales analysis tools
    • Improve sales tracking by using Advanced Find, editable grids and built-in reports; export data to Excel in both static and dynamic processes; export Excel templates
Manage the Sale Process (10% - 15%)
  • Manage the business process flow
    • Manage the tasks required of each state in the Business Process Flow, create territories and assign them to managers and sales staff, configure currency and exchange rates
  • Manage Products by using the Product Catalog
    • Manage prices lists, discount lists and unit groups; create, maintain and clone products; manage the product lifecycle
  • Manage price structures
    • Create price lists, create discount list models, assign currencies to products
  • Manage product relationships
    • Identify product relationships, differentiate product relationships by family units, customize properties for all products, identify and bundle related products
  • Manage sales transactional records
    • Create price and revenue structures with inclusion of line items, currency rates, exchange rates, and write-in products; manage the quote lifecycle; create and manage quotes, orders, and invoices
Improve Sales Performance (10% - 15%)
  • Manage goals
    • Create manageable and measurable goals, delineate goals by fiscal periods, specify definitions and goal metric records, analyze individual and organizational progress by creating goal hierarchies, use rollup queries
  • Manage visual tools with Sales Analysis
    • Create documents and templates, integrate charts and dashboards
Manage Customer Information (15% - 20%)
  • Operate Dynamics 365 sales functions
    • Identify and define the functional areas of Dynamics 365 Sales, model relationships and records in Microsoft Dynamics 365, access Dynamics 365 Sales through various client access methods, utilize the help center
  • Perform data management
    • Create customers and contacts within 365 Sales, enforce customer relationship by using activity types, use views and global searches
  • Perform lifecycle management
    • Utilize leads, convert leads into customers in the lead life cycle, perform opportunity management, manage cases

Preparation options

Self-paced training

Online learning through the Microsoft Dynamics Learning Portal (DLP) is available to Microsoft Dynamics Partners who have purchased a training pack. If you haven’t purchased a training pack, sign in to PartnerSource and view the training pack details page. Find out how to gain access to the DLP site.

These DLP courses cover content for Exam MB2-717.

81055: Relationship Management in Microsoft Dynamics 365 for Sales

81056: Sales Management in Microsoft Dynamics 365

81066: Introduction to Microsoft Dynamics 365

These Digital Learning courses provide students with the tools to customize Dynamics 365 implementation for Sales. They explore the components used within the Sales module and how they apply to various business scenarios, describe Business Processes Flows, and provide insight on ways to put customer service at the forefront of an organization’s customer engagement strategy.

Customers on a service plan can access online learning from CustomerSource. Please contact mlxsupp@microsoft.com if you have questions.

From the community

Microsoft Dynamics CRM Team Blog

Follow @MSLearning

Who should take this exam?

Individuals wishing to obtain a certification on Microsoft Dynamics CRM Online Deployment should take this exam. Candidates for this exam implement, use, maintain, or support Microsoft Dynamics 365. Candidates include sales and marketing professionals, sales managers, project managers, solution architects, and functional consultants. This exam is also appropriate for sales staff who have a business software solution background and want to demonstrate foundational understanding of Microsoft Dynamics 365 application.

Candidates should have a moderate understanding of the sales and marketing process. Candidates should also have an understanding of the basic components and features of Microsoft Dynamics 365, and how they aid in the process of converting leads and opportunities into customers and sales while maximizing revenues.

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Note

This preparation guide is subject to change at any time without prior notice and at the sole discretion of Microsoft. Microsoft exams might include adaptive testing technology and simulation items. Microsoft does not identify the format in which exams are presented. Please use this preparation guide to prepare for the exam, regardless of its format. To help you prepare for this exam, Microsoft recommends that you have hands-on experience with the product and that you use the specified training resources. These training resources do not necessarily cover all topics listed in the "Skills measured" section.