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Sales Management in Microsoft Dynamics CRM 2013

This course introduces the capabilities of Sales Management in Microsoft Dynamics CRM 2013 that allow you to track and manage the sales process from potential to close. This course provides insight on sales process infor... Show More
Course Prerequisites:
This course is intended for individuals that plan to implement, use, maintain, or support Microsoft Dynamics C... Show More
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Instructor-Led Training (ILT)

Attend training in a classroom environment at a campus near you. Instructor-led training is still the number one delivery method of choice because it allows you to interact and discuss the training material, either individually or in a group setting, and you gain access to expert knowledge from certified instructors. This form of guided learning is impactful and produces positive learning outcomes. Day, evening and Saturday classes are offered.

1 Day

Course Content

Module 1: Introduction to Sales Management
The Sales module within Microsoft Dynamics CRM provides a flexible framework for organizations to track, manage, and analyze parts of their sales cycle as well as its overall success. Thi s course describes the components used in Microsoft Dynamics CRM Sales Management and explains how they can apply to various business scenarios. It also details the entities or record types that Microsoft Dynamics CRM uses to track sales from potential to close. With this information, organizations can determine which aspects of the Sales module framework are appropriate for their organization

Customer Scenarios
Basic Record Types

Module 2: Lead Management
This module introduces the tracking and management features of the Sales module in Microsoft Dynamics CRM. It is rare that two organizations follow the same sales process, even if the organizations are within the same industry. For this reason, Microsoft Dynamics CRM does not dictate a rigid process. Instead it provides a framework around which an organization can bu ild a custom sales process. This module describes the components of the Microsoft Dynamics CRM sales process. It also details the entities or record types Microsoft Dynamics CRM uses to track sales from potential to close. With this information, organiza tions can determine which aspects of the sales process framework are appropriate for them.

Lead to Opportunity Process Form and Process Ribbon
Convert Activity Records to Leads
Qualifying and Disqualifying Leads
Create, Maintain, and Use Sales Literature
Create, Maintain, and Use Competitors

Lab : Create and Disqualify a Lead
Create a New Lead Record
Disqualify the Lead Record.

Module 3: Working with Opportunity Records
In Microsoft Dynamics CRM, qualified leads, su ch as those that have estimated revenue associated with them, become opportunities. When a prospect or customer expresses qualified interest in buying the business’ products or services, that prospect or customer is considered an opportunity.

This is an important part of the sales process because this is where the sales team spends most of its time and effort. The process of working on an opportunity may include several customer interactions. How well the sales team manages this stage can mean the differe nce between a win and a loss.

Lessons Create Opportunities and Work with Opportunity Form Changing Opportunity Status

Lab : Managing Sales Opportunities

Module 4: Working with the Product Catalog
This course 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.

The Microsoft Dynamics CRM Product Catalog
Unit Groups
Adding and Maintaining Products
Creating, Maintaining and Using Price Lists
Currency Management
Creating a Price List

Lab : Managing Price List Items
Create a Test Opportunity Record, and Add a Price List

Lab : Managing the Product Catalog
Create Currency
Create a Unit Group associated with the Currency
Create a Product
Create a Price List and Price List Item Tied to the Currency.

Module 5: Sales Order Processing
Microsoft Dynamics CRM provides tools that capture important sales information and uncover new business opportunities. Although quotes, orders, and invoices are important to the sales process and provide a complete view of the customer, implementing a sales process allows users to initiate, track, and close sales consistently and efficiently.

The product catalog in Microsoft Dynamics CRM helps companies build a central repository for managing products, services, charges, and fees. The tasks required to set up a product catalog include setting up and maintaining unit groups, products, and price lists. Microsoft Dynamics CRM also supports discount lists, which help companies provide customers with incentive s to buy more products.

Adding Line Items (Opportunity Products) to Opportunities
Quote Management
Working with Orders
Working with Invoices

Lab : Sales Order Process

Module 6: Metrics and Goals
Microsoft Dynamics CRM uses two record types known as Goal Metrics and Goals. These record types combine to provide a powerful, flexible set of goal management features. Go al management allows organizations to track individual, team, and organizational progress toward specific goals.

Configuring Goal Metrics
Configuring Fiscal Periods
Creating and Assigning Goal Records
Creating and Recalculating Parent and Child Goal Records
Creating a Rollup Query

Lab : Goal Management for Individuals
Implement a Goal Metric

Module 7: Sales Analysis
This module explains the tools that Microsoft Dynamics CRM provides to analyze and report on sales – related information.

Running Built-in Reports
Exporting Sales Information to Excel
Working with Charts and Dashboards
Working with System Charts from the Opportunity List
Working with Dashboards
Create a New Dashboard in the Workplace
Sharing DASHBOARDS, Charts and Advanced Find Queries

Lab : Create a New Personal, Sales Dashboard
Create an advanced find query
Create a chart.
Create a dashboard, and add the advanced find query and chart to it.
Share the dashboard

CTU Training Solutions , Updated: July 6th, 2017

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