MB-210 Question #130: Real Exam Question with Answer & Explanation

Case Study 1 - Humongous Insurance Background Humongous Insurance provides fleet automotive insurance. The company's accounting year is July 1st-June 31st. They have experienced rapid growth by acquiring brokerages that have locations in Canada, the United States, and the United Kingdom. The company is making a big push for the start of their second quarter on October 1st. Current environment United States salespeople are located in either the north, east, south, west, or national territory. Only national territory sales team members can send quotes and invoices across multiple territories. Sales managers route leads based on territory. Salesperson1 and Salesperson2 are part of the south region and the national account, respectively. Salespeople cannot accurately report progression of sales and whether they are closed or still in process. Manager and underwriter approval is communicated by email. Many salespeople use different quote layouts. Requirements Territories Each territory must be set up as a Business Unit for security. Each territory must have the ability to qualify its own leads. Security National sales team members must have privileges in order to see sales and account information managed by the regional sales teams. Configure appropriate security for national and each regional sales. Goals Salespeople's goals must roll up to their manager's goal. Goal metrics need to automatically calculate every 12 hours. Quotes Set up version traceability for quotes. Quotes must be marked with the word "Final" when approved. Quotes and orders must be generated in their client's currency. Quotes and invoices must be able to be viewed across a variety of devices. Pricing must be standardized for insurance products while supporting tiered pricing across national and regional accounts. Opportunities Closed opportunities that are won or lost must capture competitor information. The company wants a visualization built for the categories related to why the opportunities closed a certain way. When an opportunity is nearing time to quote, products should be added to the opportunity. Other requirements Simplify data entry and reduce dual data entry. Help salespeople and their managers keep track of where they are in the sales process. Use out-of-the-box reports where possible. Generate invoice numbers automatically. Begin invoice numbers with the letters INV. Allow managers to be able to view a diagram and drill down to leads converted in the last 30 days. Issues Salespeople cannot identify the sales process stage process for each customer. Updated products are not easily updated within the product groups. There is no pricing tool. Salespeople must research each product every time they have to quote a customer on a product. UserA is unable to qualify leads. The manager follows the process on an approved quote but an error occurs. ClientA purchases products from multiple regions for a single order. Not all products are available in regional pricelists or national pricelists. You need to ensure that sales numbers reflect the accounting calendar. What should you configure?