80546, Sales Management in Microsoft Dynamics CRM 2013

Instructor led, group-paced, classroom-delivery learning model with structured hands-on activities.

This course is intended for individuals that plan to implement, use, maintain, or support Microsoft Dynamics CRM 2013 in their organization. The training is intended for sales representatives, administrators, office managers, CEOs, and consultants who want to learn the available sales features within Microsoft Dynamics CRM 2013.

Before attending this course, students must have:

• General knowledge of Microsoft Windows
• General knowledge of Microsoft Office
• An understanding of Customer Relationship Management solution processes and practices

After completing this course, students will be able to:

• Understand the context of Sales Management and review real-life sales scenarios
• Identify how the various elements of the Microsoft Dynamics CRM 2013 Sales fit together
• Review the basic terminology used throughout the application.
• Review how the basic flow of sales activity in Microsoft Dynamics CRM begins with the entry of leads, and review ways to manage leads in Microsoft Dynamics CRM
• Identify the role of leads, and when they can be used
• Know the Lead to Opportunity process and the roles of these records.
• Work with Sales Literature in Microsoft Dynamics CRM.
• Explore the steps to create and maintain Competitors.
• 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 as appropriate for different customers, marketing campaigns and special offers.
• Set up different price lists for different types of customers and marketing campaigns
• Utilize the tools to available within Microsoft Dynamics CRM to capture important sales information and uncover new business opportunities.
• Identify how Goal Management enables organizations to manage and analyze performance.
• Use the Sales Analysis tools that Microsoft Dynamics CRM provides analyze and report on sales-related information

Module 1: Introduction to Sales Management

Customer Scenarios
Basic Record Types

Module 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

Module 3: Working with Opportunity Records

Create Opportunities and Work with Opportunity Form
Changing Opportunity Status

Module 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

Module 5: Sales Order Processing

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

Module 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

Module 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

Infero Training Ltd is based in the Lace Market in Nottingham. Training courses take place at the following locations including Nottingham, Derby, Loughborough, Mansfield, Chesterfield, Burton-on-Trent, Lincoln, Leicester, Sheffield, Stoke-on-Trent, Tamworth, Wolverhampton, Walsall, Birmingham, Solihul, Coventry, Nuneaton, Peterborough, Grantham.