Generate and Nurture Leads AB-210 Practice Questions (Page 2)

Questions 6–10

1. 6application · medium

   A Dynamics 365 Sales admin is explaining predictive scoring to a new sales manager. The manager asks, 'What is the primary purpose of a predictive lead scoring model?' Which response is accurate?

   • ATo automatically qualify leads that have a high score.
   • BTo calculate the potential revenue of each lead.
   • CTo rank leads based on their likelihood to convert, helping sales teams prioritize their efforts.
   • DTo replace the need for lead qualification processes.
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2. 7application · medium

   A Dynamics 365 Sales admin has published a predictive lead scoring model. After two weeks, the sales manager wants to know if the model is effectively prioritizing leads. Which metric should the admin review to directly assess the model's ability to rank leads by likelihood of conversion?

   • AThe model's AUC (Area Under the Curve) score.
   • BThe percentage of leads with a score above 80.
   • CThe number of leads that have been qualified.
   • DThe average lead score across all leads.
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4. 8expert · medium

   A sales operations team has been using a custom opportunity scoring model for a year. They want to evaluate whether the model is still effective after a major change in the sales process. They have historical data from before and after the change. What should you do to assess the model's current effectiveness?

   • AReview the model's evaluation metrics, such as accuracy and lift, using the most recent data.
   • BCompare the model's scores before and after the change to see if they are consistent.
   • CAsk the sales team if they feel the model is still useful.
   • DRetrain the model immediately with the post-change data to ensure it reflects the new process.
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5. 9application · medium

   A company wants to streamline its sales process by automatically creating an opportunity when a lead is qualified. They also want to ensure that the opportunity record includes key fields from the lead, such as estimated value and description. What should you configure?

   • AUse the opportunity management settings to define a default opportunity template for all new opportunities.
   • BManually create opportunities for each qualified lead and copy the fields from the lead record.
   • CEnable the 'Create opportunity on lead qualification' setting in the lead management settings.
   • DSet up a workflow or Power Automate flow that triggers on lead qualification and creates an opportunity with mapped fields.
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6. 10expert · medium

   A sales organization wants to implement opportunity scoring to help prioritize deals. They have two sales teams: one that sells high-value, long-cycle deals and another that sells low-value, short-cycle deals. They want a single scoring model that works for both teams. What should you do?

   • ACreate two separate scoring models, one for each team, and assign them to the respective opportunities.
   • BUse the default opportunity scoring model because it is pre-trained and works for all scenarios.
   • CCreate one opportunity scoring model that includes attributes relevant to both types of deals, such as deal size and sales cycle length.
   • DDisable opportunity scoring and rely on manual prioritization by the sales teams.
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