Study guide for Exam MB-210: Microsoft Dynamics 365 Sales Functional Consultant

  • Article

Purpose of this document

This study guide should help you understand what to expect on the exam and includes a summary of the topics the exam might cover and links to additional resources. The information and materials in this document should help you focus your studies as you prepare for the exam.

Useful links Description
Review the skills measured as of April 19, 2024 This list represents the skills measured AFTER the date provided. Study this list if you plan to take the exam AFTER that date.
Review the skills measured prior to April 19, 2024 Study this list of skills if you take your exam PRIOR to the date provided.
Change log You can go directly to the change log if you want to see the changes that will be made on the date provided.
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Take a free Practice Assessment Test your skills with practice questions to help you prepare for the exam.

Updates to the exam

Our exams are updated periodically to reflect skills that are required to perform a role. We have included two versions of the Skills Measured objectives depending on when you are taking the exam.

We always update the English language version of the exam first. Some exams are localized into other languages, and those are updated approximately eight weeks after the English version is updated. While Microsoft makes every effort to update localized versions as noted, there may be times when the localized versions of an exam are not updated on this schedule. Other available languages are listed in the Schedule Exam section of the Exam Details webpage. If the exam isn't available in your preferred language, you can request an additional 30 minutes to complete the exam.

Note

The bullets that follow each of the skills measured are intended to illustrate how we are assessing that skill. Related topics may be covered in the exam.

Note

Most questions cover features that are general availability (GA). The exam may contain questions on Preview features if those features are commonly used.

Skills measured as of April 19, 2024

Audience profile

As a candidate for this exam, you’re a Microsoft Dynamics 365 functional consultant with sales expertise. You’re responsible for implementing solutions that meet the business requirements of an organization, large or small. You’re also responsible for identifying potential process efficiencies and improvements that could be achieved by using Dynamics 365 Sales and wider Microsoft Power Platform features. This may include supporting a sales lifecycle to run effectively and assisting the sales team to:

  • Achieve revenue targets.

  • Execute business strategies.

  • Meet an organization's objectives.

You’re responsible for configuring and expanding the core sales application functionality to create scalable customer solutions which support, automate, and accelerate the company's sales process. You’ll use your knowledge of Microsoft Power Platform and the common customer engagement capabilities in Dynamics 365 to inform the solution design where the following are required:

  • Integrations

  • Business process flows

  • Visualizations

  • Custom applications

As a candidate, you should:

  • Have strong business knowledge of sales processes for business-to-customer and business-to-business scenarios.

  • Understand the sales process of the customer as well as the core functionality of Dynamics 365 Sales to identify where the two align and differ.

  • Be proficient in configuring Microsoft Power Platform, primarily model-driven apps.

  • Have knowledge of Microsoft 365 services and their interactions with Microsoft Dataverse.

Skills at a glance

  • Configure Dynamics 365 Sales (35–40%)

  • Manage core sales features (30–35%)

  • Configure additional tools and services (25–30%)

Configure Dynamics 365 Sales (35–40%)

Configure user interfaces

  • Configure model-driven apps

  • Create and configure forms

  • Create and configure views

  • Create email, Excel, and Word templates

  • Configure the timeline control

  • Describe Microsoft Dataverse security concepts

  • Configure column mappings on table relationships

Configure sales settings

  • Configure sales territories and hierarchical sales territories

  • Configure auto number settings for quotes, orders, and invoices

  • Configure currencies and fiscal years

  • Describe sales security roles

  • Manage sales literature

  • Configure hierarchy security

  • Configure and utilize the assistant

  • Configure the business card scanner control

  • Enable the Kanban control

  • Describe goal management

Configure processes

  • Configure duplicate detection rules

  • Configure sales business process flows

  • Import data by using the Data Import wizard and export data to Excel

Configure sales visualizations

  • Implement Power BI apps for Sales

  • Configure sales dashboards

  • Describe options for sales reports

  • Configure the opportunity pipeline view

Configure sales engagement

  • Configure and utilize the Sales accelerator

  • Configure the workspace

  • Create and manage sequences

  • Create and manage segments

  • Configure lead and opportunity assignment rules for routing

  • Configure the Up Next widget

Evaluate Sales licensing

  • Compare and contrast Sales Professional and Enterprise configuration

  • Describe use cases for Team member licensing

  • Describe the upgrade pathway from Sales Professional to Enterprise

Manage core sales features (30–35%)

Create and manage accounts and contacts

  • Create and manage accounts

  • Create and manage contacts

  • Describe use cases for auto capture

  • Describe use cases for email engagement

  • Describe relationship intelligence

  • Describe use cases for notes analysis

  • Describe SMS message engagement with customers

Create and manage leads and opportunities

  • Create and manage leads

  • Perform lead qualification and disqualification

  • Configure lead qualification

  • Manage opportunities

  • Track stakeholders, sales team members, and competitors

  • Manage product line items on opportunities

  • Customize the Opportunity Close form

  • Configure and utilize predictive lead and opportunity scoring

  • Manage the sales pipeline by using the work list

  • Configure duplicate lead detection

Create and manage quotes, orders, and invoices

  • Add quotes to opportunities

  • Edit quotes in various stages

  • Send quotes and invoices to customers

  • Convert quotes to orders

  • Manage orders and invoices

Create and manage the product catalog

  • Create and manage products, product bundles, and product families

  • Describe the product lifecycle

  • Create and manage price lists

  • Create and manage unit groups

Create and manage forecasts

  • Configure and utilize forecasts

  • Describe the forecast templates

  • Configure and utilize premium forecasting

Manage in-app campaigns

  • Create and manage marketing lists

  • Create quick campaigns

Configure additional tools and services (25–30%)

Integrate sales applications

  • Integrate with LinkedIn Sales Navigator and Insights

  • Describe Dynamics 365 Sales mobile app capabilities

  • Create push notifications for the Dynamics 365 Sales mobile app

Integrate with Microsoft 365 services

  • Configure mailboxes

  • Describe Server-Side Synchronization

  • Configure document management

  • Deploy the Dynamics 365 App for Outlook

  • Configure the Dynamics 365 App for Outlook

  • Configure auto capture and email engagement

  • Configure SharePoint integration

  • Describe Microsoft Teams calling and conversation intelligence

  • Describe Microsoft Teams collaboration

Study resources

We recommend that you train and get hands-on experience before you take the exam. We offer self-study options and classroom training as well as links to documentation, community sites, and videos.

Study resources Links to learning and documentation
Get trained Choose from self-paced learning paths and modules or take an instructor-led course
Find documentation Dynamics 365 documentation and learning modules
Dynamics 365 Sales documentation
Ask a question Microsoft Q&A | Microsoft Docs
Get community support Microsoft Dynamics Community
Follow Microsoft Learn Microsoft Learn - Microsoft Tech Community

Change log

Key to understanding the table: The topic groups (also known as functional groups) are in bold typeface followed by the objectives within each group. The table is a comparison between the two versions of the exam skills measured and the third column describes the extent of the changes.

Skill area prior to April 19, 2024 Skill area as of April 19, 2024 Change
Audience profile No change
Configure Dynamics 365 Sales Configure Dynamics 365 Sales No % change
Configure the user interfaces of the Sales apps Configure user interfaces No change
Configure sales settings Configure sales settings No change
Configure processes Configure processes Minor
Configure sales visualizations Configure sales visualizations No change
Configure the sales accelerator Configure sales engagement Minor
Evaluate Sales licensing Evaluate Sales licensing No change
Manage core sales tables Manage core sales features No % change
Create and manage accounts and contacts Create and manage accounts and contacts No change
Create and manage leads and opportunities Create and manage leads and opportunities No change
Create and manage quotes, orders, and invoices Create and manage quotes, orders, and invoices No change
Create and manage the product catalog Create and manage the product catalog No change
Create and manage forecasts Create and manage forecasts No change
Manage in-app campaigns Manage in-app campaigns No change
Configure additional tools and services Configure additional tools and services No % change
Integrate sales applications Integrate sales applications No change
Integrate with Microsoft 365 services Integrate with Microsoft 365 services No change

Skills measured prior to April 19, 2024

Audience profile

As a candidate for this exam, you’re a Microsoft Dynamics 365 functional consultant with sales expertise. You’re responsible for implementing solutions that meet the business requirements of an organization, large or small. You’re also responsible for identifying potential process efficiencies and improvements that could be achieved by using Dynamics 365 Sales and wider Microsoft Power Platform features. This may include supporting a sales lifecycle to run effectively and assisting the sales team to:

  • Achieve revenue targets.

  • Execute business strategies.

  • Meet an organization's objectives.

You’re responsible for configuring and expanding the core sales application functionality to create scalable customer solutions which support, automate, and accelerate the company's sales process. You’ll use your knowledge of Microsoft Power Platform and the common customer engagement capabilities in Dynamics 365 to inform the solution design where the following are required:

  • Integrations

  • Business process flows

  • Visualizations

  • Custom applications

As a candidate, you should:

  • Have strong business knowledge of sales processes for business-to-customer and business-to-business scenarios.

  • Understand the sales process of the customer as well as the core functionality of Dynamics 365 Sales to identify where the two align and differ.

  • Be proficient in configuring Microsoft Power Platform, primarily model-driven apps.

  • Have knowledge of Microsoft 365 services and their interactions with Microsoft Dataverse.

Skills at a glance

  • Configure Dynamics 365 Sales (35–40%)

  • Manage core sales features (30–35%)

  • Configure additional tools and services (25–30%)

Configure Dynamics 365 Sales (35–40%)

Configure user interfaces

  • Configure model-driven apps

  • Create and configure forms

  • Create and configure views

  • Create email, Excel, and Word templates

  • Configure the timeline control

  • Describe Microsoft Dataverse security concepts

  • Configure column mappings on table relationships

Configure sales settings

  • Configure sales territories and hierarchical sales territories

  • Configure auto number settings for quotes, orders, and invoices

  • Configure currencies and fiscal years

  • Describe sales security roles

  • Manage sales literature

  • Configure hierarchy security

  • Configure and utilize the assistant

  • Configure the business card scanner control

  • Enable the Kanban control

  • Describe goal management

Configure processes

  • Configure duplicate detection rules

  • Configure sales business process flows

  • Create and manage playbooks

  • Import data by using the Data Import wizard and export data to Excel

Configure sales visualizations

  • Implement Power BI apps for Sales

  • Configure sales dashboards

  • Describe options for sales reports

  • Configure the opportunity pipeline view

Work with the sales accelerator

  • Configure and utilize the sales accelerator

  • Configure the workspace

  • Create and manage sequences

  • Create and manage segments

  • Configure lead and opportunity assignment rules for routing

  • Configure the Up Next widget

Evaluate Sales licensing

  • Compare and contrast Sales Professional and Enterprise configuration

  • Describe use cases for Team member licensing

  • Describe the upgrade pathway from Sales Professional to Enterprise

Manage core sales features (30–35%)

Create and manage accounts and contacts

  • Create and manage accounts

  • Create and manage contacts

  • Describe use cases for auto capture

  • Describe use cases for email engagement

  • Describe relationship intelligence

  • Describe use cases for notes analysis

  • Describe SMS message engagement with customers

Create and manage leads and opportunities

  • Create and manage leads

  • Perform lead qualification and disqualification

  • Configure lead qualification

  • Manage opportunities

  • Track stakeholders, sales team members, and competitors

  • Manage product line items on opportunities

  • Customize the Opportunity Close form

  • Configure and utilize predictive lead and opportunity scoring

  • Manage the sales pipeline by using the work list

  • Configure duplicate lead detection

Create and manage quotes, orders, and invoices

  • Add quotes to opportunities

  • Edit quotes in various stages

  • Send quotes and invoices to customers

  • Convert quotes to orders

  • Manage orders and invoices

Create and manage the product catalog

  • Create and manage products, product bundles, and product families

  • Describe the product lifecycle

  • Create and manage price lists

  • Create and manage unit groups

Create and manage forecasts

  • Configure and utilize forecasts

  • Describe the forecast templates

  • Configure and utilize premium forecasting

Manage in-app campaigns

  • Create and manage marketing lists

  • Create quick campaigns

Configure additional tools and services (25–30%)

Integrate sales applications

  • Integrate with LinkedIn Sales Navigator and Insights

  • Describe Dynamics 365 Sales mobile app capabilities

  • Create push notifications for the Dynamics 365 Sales mobile app

Integrate with Microsoft 365 services

  • Configure mailboxes

  • Describe Server-Side Synchronization

  • Configure document management

  • Deploy the Dynamics 365 App for Outlook

  • Configure the Dynamics 365 App for Outlook

  • Configure auto capture and email engagement

  • Configure SharePoint integration

  • Describe Microsoft Teams calling and conversation intelligence

  • Describe Microsoft Teams collaboration