This course introduces the capabilities of Sales Management in Microsoft Dynamics CRM 2013 that allow you to track and manage the sales process from potential to close. This course provides insight on sales process information, and introduces the tools available to analyze and report on sales information.
This course guides you through the tools that help make the internal processes simpler and easier so your sales force can focus on what is important - creating a differentiated experience for your customers.
After completing this course, students will be able to do the following:
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
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.
Module 3: Working with Opportunity Records
Create Opportunities and Work with Opportunity Form
Changing Opportunity Status
Lab : Managing Sales Opportunities
Module 4: Working with the Product Catalog
The Microsoft Dynamics CRM Product Catalog
Adding and Maintaining Products
Creating, Maintaining and Using Price Lists
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 a Unit Group associated with the Currency
Create a Product
Create a Price List and Price List Item Tied to the Currency.
Module 5: Sales Order Processing
Adding Line Items (Opportunity Products) to Opportunities
Working with Orders
Working with Invoices
Lab : Sales Order Process
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
Lab : Goal Management for Individuals
Implement a Goal Metric
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
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.
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.
College Credit, CEUs, PDUs and CDUs When you take courses with the Babbage Simmel, be sure you get the credit you deserve. Curriculum offered by Babbage Simmel can earn you college credit, CEUs, PDUs or CDUs.
College Credit Select curriculum offered by Babbage Simmel is part of the accredited University of Findlay's undergraduate course catalogs. For questions please E-Mail: firstname.lastname@example.org or call 614-481-4345.
Continuing Education Units (CEUs) Continuing Education Units (CEUs) are nationally recognized standard units of measurement earned for satisfactory completion of qualified programs of continuing education. If you need more information about CEUs, please E-Mail: email@example.com or call 614-481-4345.
Professional Development Units (PDUs) Professional Development Units (PDUs) can be issued by PMI® for formal learning activities related to project management. Project Management Professionals (PMPs®) are required to earn a minimum of 60 PDUs every 3 years to maintain certification. For more information about this program go to the PMI® web site or call 1-855 746 4849.
Continuing Development Units (CDUs) CDUs may be earned by attending professional development (e.g. courses, seminars) offered by organizations endorsed by IIBA® and designated as an EEP vendor. As an IIBA Endorsed Education Provider (EEP) Babbage Simmel's IIBA® endorsed courses qualify for CDU credit. For more information about CDUs go the IIBA® web site or call 1-647-426-3735.
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