Sales And Marketing In Microsoft Dynamics CRM 2015/2016

  • Work with Sales Management and real-life sales scenarios

  • How the various elements of the Microsoft Dynamics CRM and Sales Management fit together

  • Basic terminology used in Dynamics CRM sales management

  • How the basic flow of sales activity in Microsoft Dynamics CRM: Lead, Account, Contact, Opportunity, Order, Invoice

  • 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

  • Marketing campaigns responses and quick 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 and marketing analysis tools that Microsoft Dynamics CRM provides to analyze and report on sales/marketing related information

Course Outline

Introduction to Sales Management

  • Customer who use Dynamics CRM and scenarios

  • Basic Record Types for Sales Management

  • An overview of the Sales Process

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

Working with Opportunity Records

  • Create Opportunities and Work with Opportunity Form

  • Changing Opportunity Status

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

Sales Order Processing

  • Adding Line Items (Opportunity Products) to Opportunities

  • Quote Management

  • Working with Orders

  • Working with Invoices


  • The Dynamics Marketing Module

  • Marketing List Management

  • Marketing Campaigns and Activities

  • Campaign Responses

  • Quick Campaigns

  • Marketing Goals and Reports

  • Microsoft Marketing as a Service and Marketing Professional Users

  • Dynamics Marketplace

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

Sales and Marketing 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


Individuals that need to implement, use, maintain, or support Microsoft Dynamics CRM in their organization. Sales representatives, Marketing managers, administrators, office managers, CEOs, and consultants who want to learn the available sales and marketing features of Microsoft Dynamics CRM.