Sales Management in Microsoft Dynamics CRM 2011 Training Course

Course 80291
1 Day

Instructor-Led Live: $695
Instructor-Led Remote: $495 - Learn more

Course Overview
This course introduces the capabilities of Sales Management in Microsoft Dynamics CRM that allow you to track and manage the sales process from potential to close. It provides insight on using the Product Catalog and process sales information. It also introduces some of the tools used to analyze and report on sales information.

Course Outline
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.
Lessons

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
After completing this module, 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 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.

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. 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.
Lessons

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
After completing this module, students will be able to:

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.

Module 3: Sales Order Processing
This module discusses the tools used to capture important sales information and uncover new business opportunities. Although, quotes, orders, and invoices are an important part of the sales processes and provide a complete view of the customer, implementing a sales process allows users to initiate, track, and close sales consistently and efficiently.
Lessons

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
After completing this module, students will be able to:

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 fulfillment.
Create an invoice from an order and close or cancel an invoice.

Module 4: Analysis, Reporting and Goals
This course discusses a number of tools you can use to analyze and report on sales-related information in Microsoft Dynamics CRM.
Lessons

Analyzing 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
After completing this module, students will be able to:

Use Lists, Views, and Charts to obtain important sales information.
Use sales reports to review potential opportunities, forecast revenue, and analyze 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.

Registration

* Indicates required field

Name *

Company *

Location *

Email *

Phone Number *

Preferred Method of Contact *

Email Phone

Proceed to Purchase

Have a Microsoft Voucher?

Sales Management in Microsoft Dynamics CRM 2011 Training Course

Course 802911 Day

Registration

Have a Microsoft Voucher?

Course 80291
1 Day