Duration: 1 Day
In this course, you will be introduced to the capabilities of Sales Management in Microsoft Dynamics CRM 2013 that allow you to track and manage the sales process from potential to close. You will learn about sales process information and the tools available to analyze and report on sales information.
This course guides you through the tools that help make the internal processes simpler and easier so your sales force can focus on what is important-creating a differentiated experience for your customers.
What You Will Learn
- The context of Sales Management and real-life sales scenarios
- How the various elements of the Microsoft Dynamics CRM 2013 and Sales Management fit together
- Basic terminology used throughout the application
- How the basic flow of sales activity in Microsoft Dynamics CRM begins with the entry of leads
- Ways to manage leads in Microsoft Dynamics CRM
- Role of leads and when they can be used
- The lead-to-opportunity process and the roles of these records
- Sales literature in Microsoft Dynamics CRM
- Steps to create and maintain competitors
- Features and benefits of the product catalog
- Unit groups for the product catalog
- Add products to the product catalog
- Kit products and substitute products
- Price lists and configure as appropriate for different customers
- Marketing campaigns and special offers
- Set up different price lists for different types of customers and marketing campaigns
- Tools available within Microsoft Dynamics CRM to capture important sales information and identify new business opportunities
- How goal management enables organizations to manage and analyze performance
- Use the sales analysis tools that Microsoft Dynamics CRM provides to analyze and report on sales-related information
Audience
- Individuals that need to implement, use, maintain, or support Microsoft Dynamics CRM 2013 in their organization
- Sales representatives, administrators, office managers, CEOs, and consultants who want to learn the available sales features within Microsoft Dynamics CRM 2013
Prerequistes
Course Outline
1. Introduction to Sales Management
- Customer Scenarios
- Basic Record Types
2. Lead Management
- 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
3. Working with Opportunity Records
- Create Opportunities and Work with Opportunity Form
- Changing Opportunity Status
4. Working with the Product Catalog
- The Microsoft Dynamics CRM Product Catalog
- Unit Groups
- Adding and Maintaining Products
- Creating, Maintaining and Using Price Lists
- Currency Management
- Creating a Price List
5. Sales Order Processing
- Adding Line Items (Opportunity Products) to Opportunities
- Quote Management
- Working with Orders
- Working with Invoices
6. Metrics and Goals
- Configuring Goal Metrics
- Configuring Fiscal Periods
- Creating and Assigning Goal Records
- Creating and Recalculating Parent and Child Goal Records
- Creating a Rollup Query
7. Sales Analysis
- 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
Course Labs
Lab 1: Create and Disqualify a Lead
Lab 2: Managing Sales Opportunities
Lab 3: Managing Price List Items
Lab 4: Managing the Product Catalog
Lab 5: Sales Order Process
Lab 6: Goal Management for Individuals
Lab 7: Create a New Personal, Sales Dashboard
