Gather Intelligence on Sales Deals by Using the Sales Research Agent AB-210 Practice Questions (Page 4)

Questions 16–20

1. 16application · medium

   A company is deploying the Sales Research Agent for its sales team. The compliance officer requires that the agent's output be reviewed by a human before it is shared with customers. The sales team wants to minimize manual effort. Which configuration should the consultant recommend?

   • AEnable the agent to generate research briefs and set up a Power Automate approval flow that requires a sales manager to approve before the brief is shared.
   • BDisable the agent and have sales representatives manually create all research briefs.
   • CAllow the agent to generate briefs and store them in a shared folder without any review process.
   • DConfigure the agent to automatically send research briefs directly to customers without any review.
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2. 17application · medium

   A sales manager wants to use the research canvas to compare the win rates of deals that used the Sales Research Agent versus those that did not. The manager needs to identify which deals have the highest likelihood of closing. What should the manager do?

   • AUse the Sales Research Agent to generate a report on all deals.
   • BExport all opportunities to Excel and create a pivot table.
   • CAsk the admin to create a custom report in Power BI.
   • DOpen the research canvas and filter opportunities by the research agent usage field.
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4. 18expert · hard

   A sales manager uses the research canvas to review the pipeline and notices that the win rate for opportunities with a specific salesperson is significantly lower than the team average. The manager suspects the salesperson is not following the sales process. The canvas shows that the salesperson's opportunities have a longer average time in the 'Proposal' stage. Which recommendation should the consultant make?

   • AUse the canvas data to discuss the extended time in the Proposal stage with the salesperson and identify any blockers or training needs.
   • BAdvise the manager to ignore the data because the salesperson is new.
   • CImmediately reassign all of the salesperson's opportunities to other team members.
   • DRecommend that the salesperson skip the Proposal stage to shorten the sales cycle.
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5. 19expert · hard

   A sales operations analyst uses the research canvas to compare two segments of opportunities. Segment A has a high win rate but a low average deal size. Segment B has a low win rate but a high average deal size. The analyst wants to maximize expected revenue, which is calculated as win rate multiplied by deal size. Which recommendation should the consultant make based on the canvas data?

   • ARecommend splitting the team evenly between both segments to balance risk.
   • BFocus on the segment with the higher expected revenue per opportunity, as calculated from the canvas metrics.
   • CFocus on Segment B because a high deal size always leads to more revenue.
   • DFocus on Segment A because a high win rate is always more important than deal size.
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6. 20expert · hard

   A sales director uses the research canvas and notices that the win rate for opportunities with a 'Competitor: Microsoft' field is 20% lower than the overall average. The director wants to improve this. The sales team believes the issue is pricing. However, the canvas shows that the average discount for these opportunities is already higher than for other deals. Which conclusion should the consultant draw?

   • AThe data suggests that discounting alone may not be the primary driver of the lower win rate, and the team should investigate other factors such as product fit or sales messaging.
   • BThe team should stop pursuing opportunities where Microsoft is listed as a competitor.
   • CThe team should increase the discount further to improve the win rate.
   • DThe lower win rate is due to the competitor's superior product, and no action can improve it.
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