AB-210 - Dynamics 365 Sales AI Consultant Associate Cheat Sheet

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Updated 2026-08-07

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The AB-210 exam, Accelerating Sales Pipelines with AI in Dynamics 365, certifies the Dynamics 365 Sales AI Consultant Associate role: designing, configuring, and governing AI-enhanced seller workflows across the full lead-to-cash process. It goes beyond classic Dynamics 365 Sales configuration (mailboxes, business process flows, the product catalog) to cover Copilot in Dynamics 365 Sales and the newer autonomous agents, the Sales Qualification Agent, Sales Opportunity Agent, Sales Close Agent, and Sales Research Agent, that now research, qualify, and help close deals alongside a human seller. Passing it proves you can translate a sales team's real workflow into a secure, well-governed configuration rather than just describe the features. Worth knowing going in: nearly a third of the exam sits on developing deals through intelligent opportunity research, so the deal-closing and research agents reward the deepest study.

What This Cheat Sheet Covers

This topic spans 21 focused tables and 221 indexed concepts, 221 flashcards, 7 practice tests with 272 questions. Below is a complete table-by-table outline of this topic, spanning foundational concepts through advanced details.

Table 1: Sales Deployment Prerequisites, Mailboxes, and Security ModelTable 2: Business Process Flows, Timeline, and Data Import/ExportTable 3: Microsoft 365 Integration for SalesTable 4: Product Catalog and Price ListsTable 5: AI-First Sales Strategy and Data Model DesignTable 6: Agent Deployment Prerequisites, Capacity, and BillingTable 7: Sales Accelerator and Work AssignmentTable 8: Conversational Intelligence and Relationship IntelligenceTable 9: Predictive Lead Scoring: Configuration and TuningTable 10: Copilot Features for Sellers and Record SummarizationTable 11: Forecasting and Goal ManagementTable 12: Lead and Opportunity Experience ConfigurationTable 13: Sales Qualification Agent: Modes and ConfigurationTable 14: Sales Qualification Agent: Actions and MonitoringTable 15: Opportunity Products, Pricing, and Pipeline ViewTable 16: Sales Opportunity Agent Configuration and Use CasesTable 17: Sales Close Agent: Setup and CoordinationTable 18: Sales Close Agent: Actions, Monitoring, and CollaborationTable 19: Sales Research Agent: Configuration and Research CanvasTable 20: Sales Mobile App, Teams Calling, and SMS ChannelTable 21: Extending Sales with Power Automate, Power Apps, and Power BI

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Table 1: Sales Deployment Prerequisites, Mailboxes, and Security Model

AB-210 Configure Sales: evaluating what an organization needs before Dynamics 365 Sales goes live, getting mailboxes approved and synchronizing through server-side sync, and the business unit, team, and security role layers (plus the separate column-level security layer) that decide who can see and touch Dataverse records.

Concept	Example	Description
Dynamics 365 Sales Licensing Editions	Need AI-driven conversation and relationship intelligence on top of automation? Choose Sales Premium. Need automation with contextual insights and deep customization? Choose Sales Enterprise. Need core sales automation only? Choose Sales Professional.	Sales Premium builds on Sales Enterprise by adding AI features that analyze Dataverse and Microsoft 365 interaction data. •Sales Enterprise adds contextual insights and advanced customization over Professional. •Editions differ mainly by feature depth, not just seat count or price.
System and License Requirements for Sales Apps	Sales Hub is a model-driven Power Apps app, so check Power Apps supported browsers and OS. The embedded Teams dialer runs on Azure Communication Services, so check ACS network requirements.	• Before rollout, confirm supported browsers/OS for Power Apps, ACS network requirements for the embedded Teams dialer, and storage for call recordings. &bull • Sales Premium features are only available in specific supported regions and languages
Installing and Sharing Sales Apps from the Power Platform Admin Center	Admin center → environment → Resources → Dynamics 365 apps → install Sales Hub → share the app → assign the user a security role.	• Apps are installed once per environment from the Power Platform admin center, not per user. &bull • Sharing an installed app still requires the recipient to already hold a license and be assigned a security role before they can see data
Configure Sales Basics (Territories, Fiscal Periods, Currencies)	Set the fiscal year start month and type, set a base currency and add transaction currencies, and define sales territories by geography, all before customizing forms or branding.	• These basic resources (business units, sales territories, fiscal periods, multiple currencies, product catalog) are meant to be configured first. &bull • Branding, business process flows, and form customization come after the basics, not before
Server-Side Synchronization	A seller works from a browser or the mobile app, so server-side synchronization is the preferred sync method, bidirectionally syncing email, contacts, tasks, and appointments roughly every five minutes.	• Microsoft's preferred synchronization option for customer engagement apps used in a browser or on mobile, ahead of the older Email Router. &bull • Not to be confused with the Email Router, which the setup guidance no longer positions as the method for these scenarios
Email Server Profile for Exchange Online	Environment Settings → Email → Server profiles → New server profile → Email Server Type: Exchange Online → pick Server-to-Server authentication (same tenant) or OAuth (cross tenant).	• The server profile tells Dataverse how to reach Exchange • a default "Microsoft Exchange Online" profile is created automatically when Exchange and the environment share a tenant. &bull • It must be set as the default profile before new mailboxes inherit it automatically
Mailbox Approval Process	A new hire's mailbox is configured for server-side sync, but email still isn't sending, because an admin holding the Approve Email Addresses for Users or Queues privilege must approve it first.	• Process emails only for approved users and Process emails only for approved queues are both on by default, so an unapproved mailbox stays disabled for send and receive. &bull • Approval can be delegated to a Delegated Mailbox Approver instead of always requiring a Global or Exchange admin
Test and Enable Mailboxes	Mailboxes → Active Mailboxes view → select mailboxes → Test & Enable Mailbox → Incoming Email Status, Outgoing Email Status, and Appointments, Contacts, and Tasks Status columns update.	• Running this test validates the sync configuration and enables the mailbox for processing. &bull • A failure raises an alert on the mailbox owner's Alerts wall instead of silently dropping messages
Role-Based Security (Security Roles)	Assign the Salesperson role to a team instead of to each user individually, so every team member inherits the role's privileges the moment they join.	• Dataverse groups privileges into security roles that attach to a user directly, or through a team or business unit. &bull • All privilege grants are accumulative with the greatest amount of access prevailing, so a broad grant can't later be narrowed for one record
Business Units	Root business unit Contoso has child units Sales East and Sales West; a user placed in Sales East owns new records there and, with Business Unit level access, sees only that unit's records.	• Business units are the security boundary an environment is divided into • every environment always has exactly one root business unit. &bull • A record's Owning Business Unit column defaults to the creating user's business unit and drives Business-Unit-level access checks
Teams (Owning Teams and Access Teams)	Create an owning team "Enterprise Deals," assign it the Senior Seller security role, add three sellers as members, and all three get that role's access without an individual assignment.	• Every business unit auto-generates a default team of its members that can't be manually edited. &bull • An owning team can hold security roles and own records directly, while an access team only gains access through record sharing
Record-Level Security and Table Ownership	Contact is a user/team-owned table; grant Salesperson Business-Unit-level Read on Contact, and a seller in Division A sees contacts owned by anyone in Division A but not in Division B.	• A table is either organization-owned (an all-or-nothing privilege) or user/team-owned (tiered access: Organization, Business Unit, Business Unit plus child units, or the user's own records). &bull • Individual record sharing exists for exceptions but is harder to audit than role-based access
Column-Level Security (Field Security Profiles)	Enable column security on the Credit Limit column, create a Column Security Profile granting Read to the Finance team, and a seller with full Read on the Account record still sees ******** in Credit Limit.	• Column-level security (still labeled Field Security Profiles in some Dynamics 365 areas) is a separate, org-wide layer stacked on top of record-level security, not a substitute for it. &bull • System administrators always bypass it and see the real value • a profile only matters once the user already has access to the record

Table 2: Business Process Flows, Timeline, and Data Import/Export

The Configure Sales task also spans designing business process flows that guide sellers through consistent stages, configuring the timeline control (including Copilot powered highlights) on a record form, and choosing the right data import and export path, including duplicate detection rules, to keep Dataverse records clean.

Concept	Example	Description
Business Process Flow (BPF)	The `Lead to Opportunity Sales Process` BPF walks a rep through Qualify, Develop, Propose, and Close using the Next Stage button.	• A guided, stage and step control pinned to the top of a form. • Provides no conditional logic or automation of its own, unlike a workflow or Power Automate cloud flow. • Can span up to five related tables in one flow.

The rest of this section is part of the full cheat sheet

Table 3: Microsoft 365 Integration for Sales

Configure Dynamics 365 Sales core features for AI, Configure Sales task: the Microsoft 365 app integrations a Sales admin sets up so sellers can work with SharePoint, Microsoft Teams, Outlook, and OneDrive without leaving their flow of work.

Concept	Example	Description
Connect SharePoint (Server-Based Integration)	Sales Settings > Connect SharePoint > enter the org's SharePoint address; a subsite like `/Dynamics 365/orgname` is created, with folders nested by account (for example account "Margie's Travel" > opportunity "100 Bikes").	• Turns on document management for the default sales entities (Account, Contact, Lead, Opportunity, Quote, Invoice, Product, and more) in one step. • Once server-based integration is enabled there's no supported way back to the previous client-based method.

The rest of this section is part of the full cheat sheet

Table 4: Product Catalog and Price Lists

Configure Dynamics 365 Sales core features for AI: create and manage the product catalog, covering product families, products, bundles, and the price lists (with their currencies and pricing methods) that price them for opportunities, quotes, orders, and invoices.

Concept	Example	Description
Product Family	A "Laptops" family groups "Surface Laptop 5" and "Surface Laptop Studio" as child products, both inheriting a shared Warranty Period property.	• Groups and categorizes related products or bundles into a browsable hierarchy; a family can nest inside another family with no depth limit. • Not a sellable item itself, only its child products and bundles get added to a deal. • Defines the Product Properties that its children inherit.

The rest of this section is part of the full cheat sheet

Table 1: Sales Deployment Prerequisites, Mailboxes, and Security Model

Concept	Example	Description
Dynamics 365 Sales Licensing Editions	Need AI-driven conversation and relationship intelligence on top of automation? Choose Sales Premium. Need automation with contextual insights and deep customization? Choose Sales Enterprise. Need core sales automation only? Choose Sales Professional.	Sales Premium builds on Sales Enterprise by adding AI features that analyze Dataverse and Microsoft 365 interaction data. •Sales Enterprise adds contextual insights and advanced customization over Professional. •Editions differ mainly by feature depth, not just seat count or price.
System and License Requirements for Sales Apps	Sales Hub is a model-driven Power Apps app, so check Power Apps supported browsers and OS. The embedded Teams dialer runs on Azure Communication Services, so check ACS network requirements.	• Before rollout, confirm supported browsers/OS for Power Apps, ACS network requirements for the embedded Teams dialer, and storage for call recordings. &bull • Sales Premium features are only available in specific supported regions and languages
Installing and Sharing Sales Apps from the Power Platform Admin Center	Admin center → environment → Resources → Dynamics 365 apps → install Sales Hub → share the app → assign the user a security role.	• Apps are installed once per environment from the Power Platform admin center, not per user. &bull • Sharing an installed app still requires the recipient to already hold a license and be assigned a security role before they can see data
Configure Sales Basics (Territories, Fiscal Periods, Currencies)	Set the fiscal year start month and type, set a base currency and add transaction currencies, and define sales territories by geography, all before customizing forms or branding.	• These basic resources (business units, sales territories, fiscal periods, multiple currencies, product catalog) are meant to be configured first. &bull • Branding, business process flows, and form customization come after the basics, not before
Server-Side Synchronization	A seller works from a browser or the mobile app, so server-side synchronization is the preferred sync method, bidirectionally syncing email, contacts, tasks, and appointments roughly every five minutes.	• Microsoft's preferred synchronization option for customer engagement apps used in a browser or on mobile, ahead of the older Email Router. &bull • Not to be confused with the Email Router, which the setup guidance no longer positions as the method for these scenarios
Email Server Profile for Exchange Online	Environment Settings → Email → Server profiles → New server profile → Email Server Type: Exchange Online → pick Server-to-Server authentication (same tenant) or OAuth (cross tenant).	• The server profile tells Dataverse how to reach Exchange • a default "Microsoft Exchange Online" profile is created automatically when Exchange and the environment share a tenant. &bull • It must be set as the default profile before new mailboxes inherit it automatically
Mailbox Approval Process	A new hire's mailbox is configured for server-side sync, but email still isn't sending, because an admin holding the Approve Email Addresses for Users or Queues privilege must approve it first.	• Process emails only for approved users and Process emails only for approved queues are both on by default, so an unapproved mailbox stays disabled for send and receive. &bull • Approval can be delegated to a Delegated Mailbox Approver instead of always requiring a Global or Exchange admin
Test and Enable Mailboxes	Mailboxes → Active Mailboxes view → select mailboxes → Test & Enable Mailbox → Incoming Email Status, Outgoing Email Status, and Appointments, Contacts, and Tasks Status columns update.	• Running this test validates the sync configuration and enables the mailbox for processing. &bull • A failure raises an alert on the mailbox owner's Alerts wall instead of silently dropping messages
Role-Based Security (Security Roles)	Assign the Salesperson role to a team instead of to each user individually, so every team member inherits the role's privileges the moment they join.	• Dataverse groups privileges into security roles that attach to a user directly, or through a team or business unit. &bull • All privilege grants are accumulative with the greatest amount of access prevailing, so a broad grant can't later be narrowed for one record
Business Units	Root business unit Contoso has child units Sales East and Sales West; a user placed in Sales East owns new records there and, with Business Unit level access, sees only that unit's records.	• Business units are the security boundary an environment is divided into • every environment always has exactly one root business unit. &bull • A record's Owning Business Unit column defaults to the creating user's business unit and drives Business-Unit-level access checks
Teams (Owning Teams and Access Teams)	Create an owning team "Enterprise Deals," assign it the Senior Seller security role, add three sellers as members, and all three get that role's access without an individual assignment.	• Every business unit auto-generates a default team of its members that can't be manually edited. &bull • An owning team can hold security roles and own records directly, while an access team only gains access through record sharing
Record-Level Security and Table Ownership	Contact is a user/team-owned table; grant Salesperson Business-Unit-level Read on Contact, and a seller in Division A sees contacts owned by anyone in Division A but not in Division B.	• A table is either organization-owned (an all-or-nothing privilege) or user/team-owned (tiered access: Organization, Business Unit, Business Unit plus child units, or the user's own records). &bull • Individual record sharing exists for exceptions but is harder to audit than role-based access
Column-Level Security (Field Security Profiles)	Enable column security on the Credit Limit column, create a Column Security Profile granting Read to the Finance team, and a seller with full Read on the Account record still sees ******** in Credit Limit.	• Column-level security (still labeled Field Security Profiles in some Dynamics 365 areas) is a separate, org-wide layer stacked on top of record-level security, not a substitute for it. &bull • System administrators always bypass it and see the real value • a profile only matters once the user already has access to the record

Table 2: Business Process Flows, Timeline, and Data Import/Export

Concept	Example	Description
Business Process Flow (BPF)	The `Lead to Opportunity Sales Process` BPF walks a rep through Qualify, Develop, Propose, and Close using the Next Stage button.	• A guided, stage and step control pinned to the top of a form. • Provides no conditional logic or automation of its own, unlike a workflow or Power Automate cloud flow. • Can span up to five related tables in one flow.

Table 3: Microsoft 365 Integration for Sales

Concept	Example	Description
Connect SharePoint (Server-Based Integration)	Sales Settings > Connect SharePoint > enter the org's SharePoint address; a subsite like `/Dynamics 365/orgname` is created, with folders nested by account (for example account "Margie's Travel" > opportunity "100 Bikes").	• Turns on document management for the default sales entities (Account, Contact, Lead, Opportunity, Quote, Invoice, Product, and more) in one step. • Once server-based integration is enabled there's no supported way back to the previous client-based method.

Table 4: Product Catalog and Price Lists

Concept	Example	Description
Product Family	A "Laptops" family groups "Surface Laptop 5" and "Surface Laptop Studio" as child products, both inheriting a shared Warranty Period property.	• Groups and categorizes related products or bundles into a browsable hierarchy; a family can nest inside another family with no depth limit. • Not a sellable item itself, only its child products and bundles get added to a deal. • Defines the Product Properties that its children inherit.