Niche
CRM2013

Sales Management in Microsoft Dynamics CRM 2013
(Microsoft Training Course: 80546) - 1 day - £475 exc VAT

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London International House Centre E1W 21         28   


> Target Audience
This course provides both an introduction to Microsoft Dynamics CRM 2013 and introduces the capabilities of Sales Management that allow you to track and manage the sales process from potential to close. It is intended for individuals that plan to implement, use, maintain, or support Microsoft Dynamics CRM 2013 in their organization. Now includes selected marketing content.
> Course outline
  1. Microsoft Dynamics CRM Concepts
  2. Working with the Application
  3. Introduction to Sales Management
  4. Lead Management
  5. Working with Opportunity Records
  6. Working with the Product Catalog
  7. Sales Order Processing
  8. Metrics and Goals
  9. Sales Analysis
  10. Introduction to Marketing Automation

Supplementary InformationThis course contains exclusive content to help users take advantage of some the Marketing Automation Tools in CRM 2013 that are particular useful for Sales Teams.
Module 1: Microsoft Dynamics CRM Concepts
  • Microsoft Dynamics CRM functionality
  • Microsoft Dynamics CRM clients
  • Microsoft Dynamics CRM records
  • Application navigation
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Module 2: Working with the Application
  • Customer records
  • Addresses
  • Personal options
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Module 3: Introduction to Sales Management
  • Customer Scenarios
  • Basic Record Types
Skills
  • List the business scenarios that might benefit from Microsoft Dynamics CRM Sales Management.
  • Describe the role of the core record types used in Microsoft Dynamics CRM Sales Management.
  • Discuss when and how to use the Competitors and Sales Literature record types.
  • Create and work with new and existing customers.
  • Describe the relationship between customer records and sales records.
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Module 4: 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
  • Lab: Create and Disqualify a Lead
  • Create a New Lead Record
  • Disqualify the Lead Record.
Skills
  • Examine the Lead to Opportunity process and the roles of these records.
  • Understand how to work with Sales Literature in Microsoft Dynamics CRM.
  • Explore the steps to create and maintain Competitors.
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Module 5: Working with Opportunity Records
  • Create Opportunities and Work with Opportunity Form
  • Changing Opportunity Status
  • Lab: Managing Sales Opportunities
Skills
  • On a conceptual level, describe Opportunity records.
  • Create, work with, close, and reopen Opportunity records.
  • Describe the different statuses of an opportunity.
  • Use the assign functionality in Microsoft Dynamics to assign opportunities to other users.
  • Manage opportunities from system views.
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Module 6: 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
  • 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.
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 them as appropriate for different customers, marketing campaigns, and special offers.
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Module 7: Sales Order Processing
  • Adding Line Items (Opportunity Products) to Opportunities
  • Quote Management
  • Working with Orders
  • Working with Invoices
  • Lab: Sales Order Process
Skills
  • Demonstrate how to add line items to an opportunity.
  • Demonstrate how to generate quotes from an opportunity.
  • Describe how to work with different currencies.
  • Create and edit quotes, orders, and invoices in Microsoft Dynamics CRM.
  • Describe the process of converting a quote to an order.
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Module 8: 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
  • Lab: Goal Management for Individuals
  • Implement a Goal Metric
Skills
  • Create and manage sales goals for individuals, teams, and the organization.
  • Configure fiscal periods.
  • Define Parent and Child Goal Records.
  • Work with individual Goal records.
  • Create rollup queries.
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Module 9: 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
  • 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.
Skills
  • Retrieve important sales information with Lists, Views, and Charts.
  • Review potential opportunities, forecast revenue, and analyze sales productivity with Sales Reports.
  • Export the results of an Advanced Find or view a Microsoft Office Excel spreadsheet using the Export to Excel feature.
  • Create and manage sales goals for individuals, teams, and the organization.
  • Create and share personal charts and system charts.
  • Work with and create dashboards.
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Module 10: Introduction to Marketing Automation
  • SELECTED CONTENT COVERING MICROSOFT DYNAMICS CRM 2013 MARKETING WILL BE ADDED TO THIS COURSE
  • Benefits of Closed Loop Marketing
  • Creating and Using Marketing Lists
  • Marketing Campaigns and Quick Campaigns
  • Quick Campaigns
  • Introduction to Marketing Campaigns
  • Creating a Marketing Campaign
  • Creating and Using Campaign Templates
  • Importing Leads
Skills
  • Extend the effectiveness of your marketing department and use things such as marketing campaigns, marketing lists, and campaign templates in Microsoft Dynamics CRM
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> Pre-Requisites
Before attending this course, students must have the following pre-requisites:
  • General knowledge of Microsoft Windows
  • General knowledge of Microsoft Office
  • Students do not need a prior understanding of Customer Relationship Management solution processes and practices
> Purpose
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 CRM 2013 Sales fit together; review how the basic flow of sales activity in CRM begins with the entry of leads; know the Lead to Opportunity process and the roles of these records; work with Sales Literature; 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 available within 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 to analyze and report on sales-related information.
> Supplementary Information
This course contains exclusive content to help users take advantage of some the Marketing Automation Tools in CRM 2013 that are particular useful for Sales Teams.