MOC 80546 - Sales Management in Microsoft Dynamics CRM 2013

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Course Outline

This Sales Management in Microsoft Dynamics CRM 2013 training class 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.

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.

  1. Introduction to Sales Management
    1. Customer Scenarios
    2. Basic Record Types
  2. Lead Management
    1. Lead to Opportunity Process Form and Process Ribbon
    2. Convert Activity Records to Leads
    3. Qualifying and Disqualifying Leads
    4. Create, Maintain, and Use Sales Literature
    5. Create, Maintain, and Use Competitors
    6. Lab: Create and Disqualify a Lead
  3. Working with Opportunity Records
    1. Create Opportunities and Work with Opportunity Form
    2. Changing Opportunity Status
    3. Lab: Managing Sales Opportunities
  4. Working with the Product Catalog
    1. The Microsoft Dynamics CRM Product Catalog
    2. Unit Groups
    3. Adding and Maintaining Products
    4. Creating, Maintaining and Using Price Lists
    5. Currency Management
    6. Creating a Price List
    7. Lab: Managing Price List Items
    8. Lab: Managing the Product Catalog
  5. Sales Order Processing
    1. Adding Line Items (Opportunity Products) to Opportunities
    2. Quote Management
    3. Working with Orders
    4. Working with Invoices
    5. Lab: Sales Order Process
  6. Metrics and Goals
    1. Configuring Goal Metrics
    2. Configuring Fiscal Periods
    3. Creating and Assigning Goal Records
    4. Creating and Recalculating Parent and Child Goal Records
    5. Creating a Rollup Query
    6. Lab: Goal Management for Individuals
  7. Sales Analysis
    1. Running Built-in Reports
    2. Exporting Sales Information to Excel
    3. Working with Charts and Dashboards
    4. Working with System Charts from the Opportunity List
    5. Working with Dashboards
    6. Create a New Dashboard in the Workplace
    7. Sharing DASHBOARDS, Charts and Advanced Find Queries
    8. Lab: Create a New Personal, Sales Dashboard

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