Sales Management in Microsoft Dynamics® CRM 2011 Training Course


Microsoft Official Curriculum Course Number: 80291
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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.

After completing this 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
Lesson 1: Introduction 
  • 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
Lesson 2: Working with the Product Catalog 
  • 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
Lesson 3: Sales Order Processing  
  • 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
Lesson 4: Analysis, Reporting and Goals 
  • 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

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