Niche
CRM2011

Sales Management in Microsoft Dynamics CRM 2011
(Microsoft Training Course: 80291) - 1 day - £475 exc VAT

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London (Tabernacle St) Centre EC2          02   
London International House Centre E1W 04            


> Target Audience
This course introduces students to the capabilities of Sales Management in Microsoft Dynamics CRM 2011 that tracks and manages the sales process from potential to close. It is intended for new partners and customers of Microsoft Dynamics CRM that want to learn about the available sales features in the Microsoft Dynamics CRM product.
> Course outline
  1. Introduction
  2. Working with the Product Catalog
  3. Sales Order Processing
  4. Analysis, Reporting and Goals

Supplementary InformationThis course forms part of the preparation for Microsoft Certification Exam MB2-868.
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.
  • 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
Skills
  • 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.
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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.
  • 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
Skills
  • 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.
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Module 3: Sales Order Processing
  • This module discusses the tools used to capture important sales information and uncover new business opportunities.
  • 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
Skills
  • 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 fulfilment.
  • Create an invoice from an order and close or cancel an invoice.
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Module 4: Analysis, Reporting and Goals
  • This module discusses a number of tools you can use to analyse and report on sales-related information in Microsoft Dynamics CRM.
  • Analysing 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
Skills
  • Use Lists, Views, and Charts to obtain important sales information.
  • Use sales reports to review potential opportunities, forecast revenue, and analyse 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.
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> Pre-Requisites
Before attending this course, students must have the following pre-requisites:
  • General working knowledge of customer relationship management.
  • General understanding of business processes.
  • General working knowledge of Microsoft Windows.
> Purpose
After completing the 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.
> Supplementary Information
This course forms part of the preparation for Microsoft Certification Exam MB2-868.