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You are implementing an agent in Dynamics 365 Sales for a company.
The customer runs weekly webinars that generate thousands of inbound leads.
The sales team needs to automate the first part of qualification but transfer promising leads to sellers.
The marketing team needs to analyze lead information and determine qualification possibility. However, all outreach to prospects must be managed by human sellers due to compliance requirements.
You have the following requirements for the agent:
. The agent must research inbound leads and if they match the target customer profile.
. The agent must evaluate Budget, Authority, Need, and Timeline during early engagement before transferring to sellers.
. The agent must send the initial outreach email automatically, manage responses, and detect positive intent.
. The leads that do NOT match the target customer profile should be disqualified automatically, and sales supervisors should be notified.
. The qualified and positive intent leads should be transferred to sellers.
You need to determine which configuration should be used.
Which agent and mode should you use?
The correct configuration is Sales Qualification Agent in Research and engage mode. The question contains one conflicting sentence about human-managed outreach, but the explicit agent requirements require autonomous outreach, response handling, BANT evaluation, positive-intent detection, disqualification of poor-fit leads, supervisor notification, and seller handoff. Those capabilities map only to Research and engage mode.
Microsoft's Sales Qualification Agent documentation states that both modes can research leads and check target customer profile fit, but only Research and engage mode checks BANT criteria, sends outreach emails, detects positive intent, sends follow-up emails, and engages with leads based on their responses. Microsoft's handoff criteria documentation also states that BANT criteria are only used by Research and engage mode, and that leads satisfying BANT and purchase-interest criteria are handed over to sellers, while leads that do not satisfy the configured criteria are disqualified and added for supervisor review.
Option B or D would be correct only if the controlling requirement were strictly ''human sellers must manage all outreach.'' But the listed automation requirements go beyond Research-only mode, so the exam answer is C.
References/topics: Sales Qualification Agent; Research and engage mode; target customer profile; BANT; purchase intent; lead handoff; supervisor review.