MB-210 flashcards
MB-210 · Build recall with a focused review session.
32 cards. Read the term and the definition here. The deck at the top of this page is optional.
- Business unit hierarchy
- A tree of business units that determines record ownership visibility and the scope of security role assignments; users see records in their own and child business units when privileges use the parent-child level.
- Security role privilege levels
- Access levels are User, Business Unit, Parent: Child Business Unit, and Organization. When multiple roles or teams grant a privilege, the least restrictive level applies to that user.
- Field security profile
- A profile that grants Create, Read, Update, or no access to secured fields. It overrides table privileges, and secured fields appear blank in views unless read is granted.
- Record creation and update rule
- A rule that converts incoming activities such as email or social posts into records or queue items based on conditions like source, sender, or subject. It must be activated to run.
- Queue item routing
- Queues collect unassigned work. Queue item rules route items automatically, and a user picks an item or uses Work on to convert it into an owned activity or record.
- Sales territories
- Hierarchical groupings of sellers used for rollup reporting and assignment. Territory membership does not itself grant or restrict record access; security roles do that.
- Column security limits
- Column security applies to custom columns and selected standard columns that are securable. It never blocks system administrators and does not apply to every out-of-box column.
- Manager hierarchy visibility
- The Sales Manager and Vice President roles include Parent: Child Business Unit read access, so managers see records owned by sellers below them in the business unit tree.
- Lead qualification outcome
- Qualifying a lead creates an account, contact, and opportunity according to the existing contact and account flags, then deactivates the lead with status Qualified while keeping the link.
- Disqualified lead
- A lead closed with a status reason such as Lost or No Longer Interested. It remains searchable and can be reactivated, which returns it to the Open state.
- Opportunity close rules
- Win sets state Closed/Won with status reason Won. Lose requires actual revenue of zero and a status reason. Closed opportunities are read-only until reopened.
- Business process flow stage
- A guided stage in a business process flow. Stages can move forward or backward, may require fields before advancing, and are separate from the record's status and status reason.
- Price list item requirement
- A product must exist as a price list item on the price list used by the quote, order, or opportunity before it can be selected on a line item.
- Quote lifecycle
- Draft to Active to Won creates an order, and invoicing the order creates an invoice. Revising a quote creates a new revision and locks the previous one.
- Write-in product
- A free-text line item that bypasses the product catalog. It carries no price list validation, so use it only for items that are not cataloged.
- Goal rollup
- Goals aggregate a goal metric, such as actual revenue or opportunity count, over a fiscal period using a rollup query. Rollups run on a schedule, so totals lag.
- Competitor on opportunity
- Competitor records are linked on the opportunity Competitors subgrid and can be marked won or lost per opportunity, supporting competitive win-loss reporting.
- Opportunity product line
- A line item on an opportunity that references a catalog product and price list item or a write-in, with quantity, price per unit, and estimated revenue used in forecasting.
- Email engagement tracking
- Open and attachment tracking on sales emails requires server-side synchronization and the feature enabled in Sales Hub settings. Tracked opens appear on the record timeline.
- Relationship insights
- AI features including the Assistant cards, email sentiment, and relationship health. They depend on server-side sync or Exchange configuration and an enabled AI model.
- Sales Accelerator sequence
- A series of steps attached to a sequence entity such as Lead or Opportunity. A seller must be added to the sequence before sequence activities are generated.
- Sequence step types
- Steps can send email, create a phone call or task, or wait for a condition such as elapsed days or a field value. The sequence stops when the record closes.
- Conversation intelligence
- Ingests Teams or Zoom call recordings when enabled, then produces transcripts, keywords, and competitor mentions linked to the related sales records.
- LinkedIn Sales Navigator
- An integration an administrator enables and sellers connect to their LinkedIn accounts. CRM records appear in Sales Navigator and saved leads sync back to Dynamics 365.
- Power Automate in Sales
- Flows triggered by record creation, update, or a button run under the connection owner's identity, so that owner's security role limits what the flow can read or write.
- Forecast configuration
- Defines forecast dimensions, periods, and the hierarchy used for rollup. Forecasts are read-only projections and do not modify opportunity or revenue data.
- Sales Hub app
- A model-driven app whose sitemap, forms, and views are edited in the app designer. Changes must be published before users see them.
- Server-side synchronization
- The mailbox synchronization mechanism connecting Dynamics 365 to Exchange or POP/SMTP. Email engagement, insights, and activity tracking depend on it.
- Opportunity pipeline view
- A chart or view grouping open opportunities by stage or estimated close date, used to inspect pipeline value and identify stalled deals before forecasting.
- Product catalog hierarchy
- Products belong to price lists through price list items, and line items on opportunities, quotes, orders, and invoices reference those items to obtain pricing.
- Quote revision
- Revising an active quote creates a new revision and locks the earlier one. The quote must be Active to be won, which then generates an order.
- Sales security roles
- Out-of-box roles Salesperson, Sales Manager, and Vice President of Sales grant increasing access, with managers reading subordinate records through the parent-child business unit level.