Description:
This course introduces the
capabilities of Sales Management in Microsoft Dynamics CRM that allow you to
track and manage the sales process from potential to close. It provides insight
on using the Product Catalog and process sales information. It also introduces
some of the tools used to analyze and report on sales
information.
Audience Profile
This course is
designed for new partners and customers of Microsoft Dynamics CRM that want to
learn about the available sales features in the Microsoft Dynamics CRM
product.
At Course Completion
After completing this course,
students will be able to:
• Gain a conceptual understanding of
the Microsoft Dynamics CRM sales process
• Understand the role of the
core record types used in Sales Management
• Discuss when to use leads
to qualify or disqualify opportunities
• Use process dialogs to
automate lead and opportunity management
• Use the Product Catalog
• Create Price Lists for campaigns and special offers
• Create
orders, quotes and track order fulfillment
• Use Lists, Views and
Charts to obtain important sales information
• Work with and create
dashboards
Syllabus:
Course Outline
Module 1: Introduction
This
module introduces the capabilities of Microsoft Dynamics CRM that allow you to
track and manage the sales process from potential to
close.
Lessons
• Overview of the Sales Process in Microsoft Dynamics
CRM
• Core Records in the Sales Process
• Tracking Competitors
and Managing Sales Literature
• Working with Leads
• Working
with Opportunities
• Sales Processes, Workflows and Dialogs
Lab :
Qualify and Convert Leads
Lab : Running a Dialog Process
After completing
this module, students will be able to:
• Gain a conceptual understanding
of the Microsoft Dynamics CRM sales process.
• Understand the role of
the core record types used in Microsoft Dynamics CRM Sales Management.
• Identify when and how to use the Competitors and Sales Literature
record types.
• Identify when to use leads to qualify or disqualify
opportunities.
• Create, work with and close opportunities.
• Reopen opportunities.
• Use process dialogs to automate lead
and opportunity management.
Module 2: Working with the Product
Catalog
This module describes the role of the product catalog in
Microsoft Dynamics CRM and the benefits of using it. It shows the tasks that are
required to configure a product catalog, including setting up and maintaining
unit groups, products, and price lists. It also describes and demonstrates the
important role of the product catalog and price lists in the sales
process.
Lessons
• The Product Catalog and the Sales Process
• Unit Groups
• Adding and Maintaining Products
• Creating, Maintaining and Using Price Lists
Lab : Create a Special
Offer Price List
Lab : Use a Special Offer Price List for an Opportunity
After completing this module, students will be able to:
• Identify
the features and benefits of the product catalog.
• Create and maintain
unit groups for the product catalog.
• Add products to the product
catalog, and describe the use of kit products and substitute products.
• Create price lists and configure for different customers, marketing
campaigns and special offers.
• Set up different price lists for
different types of customers and marketing campaigns.
Module 3: Sales
Order Processing
This module discusses the tools used to capture
important sales information and uncover new business opportunities. Although,
quotes, orders, and invoices are an important part of the sales processes and
provide a complete view of the customer, implementing a sales process allows
users to initiate, track, and close sales consistently and
efficiently.
Lessons
• The Microsoft Dynamics CRM Sales Order
Process
• Opportunities, Quotes, and the Sales Process
• Working with Orders
• Working with Invoices
Lab : Create
Multiple Quotes from an Opportunity
Lab : Convert a Quote to an Order
After completing this module, students will be able to:
• Identify
what constitutes a complete sales transaction.
• Understand how
opportunities and quotes are related to each other, and how they can be used
together in the sales process.
• Create a new order, create an order
from a quote, and track order fulfillment.
• Create an invoice from an
order and close or cancel an invoice.
Module 4: Analysis, Reporting
and Goals
This course discusses a number of tools you can use to
analyze and report on sales-related information in Microsoft Dynamics
CRM.
Lessons
• Analyzing Sales Information with Lists, Views and
Charts
• Working with Reports
• Exporting Sales Information to
Microsoft Office Excel
• Creating and Managing Sales Goals
• Creating Charts
• Dashboards
Lab : Create a Sales Goal
for Opportunities
After completing this module, students will be able
to:
• Use Lists, Views, and Charts to obtain important sales
information.
• Use sales reports to review potential opportunities,
forecast revenue, and analyze sales productivity.
• Create custom
reports with the Report Wizard.
• Export the results of an Advanced
Find or view a Microsoft Excel spreadsheet using the Export to Excel feature.
• Create and manage sales goals for individuals, teams, and your
organization.
• Create and share personal charts and system charts.
• Work with and create
dashboards.