Sales and Marketing in Microsoft Dynamics AX 2012

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1 CÔNG TY CỔ PHẦN TRƯỜNG CNTT TÂN ĐỨC TAN DUC INFORMATION TECHNOLOGY SCHOOL JSC LEARN MORE WITH LESS! Course 80421: Sales and Marketing in Microsoft Dynamics AX 2012 Length: Audience: 2 Days Level: 200 Information Workers Technology: Microsoft Dynamics AX 2012 About this Course This two-day instructor-led training (ILT) course provides students with the knowledge and skills to set up and use the CRM functionality in the Sales and Marketing module for Microsoft Dynamics AX The topics covered in the course include basic setup of sales management, leads, prospects, opportunities, and campaigns. Additionally, it introduces process definitions and synchronization of data in other areas associated with the sales order chain. Audience Profile This course is intended for IT professionals who have a moderate understanding of the Microsoft Dynamics AX 2012 Sales and Marketing module. This course targets those IT professionals who are responsible to set up CRM processes throughout the customer s sales process. Customers with a basic knowledge of their own CRM processes are preferred At Course Completion After completing this course, students will be able to: Understand the basic theory of customer relationship management. Understand CRM-based elements. Gain an overview of the various parts of the Sales and Marketing module. Set up number sequencing information for CRM. Set up relation type for prospects. Set up transaction logging for CRM. Reflect the sales organization by creating sales units. Define sales targets for the sales unit and sales personnel. Describe the graphical view that management statistics provides. Define prospects. Set up the categorizations to use the prospects functionality correctly. Create and maintain prospects. Define and assign responsibilities. Create and maintain contact persons connected to prospects. Create and maintain activities for prospects and contact persons. Set up the telemarketing and default values. TANDUC IT School JSC Pasteur St., Dist.1, HCMC Tel: Fax: Page 1

2 Create and work with call lists. Execute a telemarketing initiative. Create and maintain campaigns. Distribute campaign responsibilities. Delete an intercompany order chain. Define process definitions. Create a lead. Qualify a lead. Create an opportunity. Create a Competitor record. Create a case. Add actions to a case. Create a knowledge article. Work with document handling in Microsoft Dynamics AX's Sales and Marketing module Work with mailing lists. Set up and maintain synchronization between the Microsoft Dynamics AX Sales and Marketing module and Microsoft Outlook. Setup the Computer Telephone Integration system Prerequisites: Before attending this course, students must have: Introduction to Microsoft Dynamics AX 2012 Course Outline Module 1: Overview This module explains the components in the sales and marketing process and provides a short overview of customer relationship management. Overview Customer Relationship Management The Customer Sales and Marketing and CRM Describe the basic theory of customer relationship management. Describe CRM-based elements. Outline the various parts of the Sales and Marketing module. Module 2: Sales and Marketing Setup This module explains how to set up and create defaults in the Sales and Marketing module. Overview and Scenario TANDUC IT School JSC Pasteur St., Dist.1, HCMC Tel: Fax: Page 2

3 Sales and Marketing Module Setup Transaction Log Lab : Set Up CRM Module Set up number sequencing information for CRM. Set up a relation type for prospects. Set up transaction logging for CRM. Module 3: Sales Management This module explains how to create sales units and targets based on the organizational goals and sales statistics. Overview and Scenario The Sales Unit Sales Targets Management Statistics Lab : Creating Sales Units and Targets Reflect the sales organization by creating sales units. Define sales targets for the sales unit and sales personnel. Describe the graphical view that management statistics provides. List the reports available for management statistics. Module 4: Prospects This module explains how take advantage of using prospects in a complete CRM process chain. Overview and Scenario The Prospect Segmentation and Categorization Prospect Maintenance Lab : Create New Prospects Define prospects. Set up the categorizations to use the prospects functionality correctly. Create and maintain prospects. Module 5: Contact Activities and Responsibilities This module explains the roles of a salesperson and how his or her activities and responsibilities are a key component of the Sales and Marketing module. Overview and Scenario Defining Responsibilities TANDUC IT School JSC Pasteur St., Dist.1, HCMC Tel: Fax: Page 3

4 Contact Information Activities Lab : Create Contacts Lab : Creating an Activity Define and assign responsibilities. Create and maintain contact persons connected to prospects. Create and maintain activities for prospects and contact persons. Module 6: Telemarketing This module explains the importance of leveraging the telemarketing functionality in the sales and marketing processes. Overview and Scenario Telemarketing Setup Creating Call Lists Telemarketing Maintenance Lab : Create a Call List Set up the telemarketing and default values. Create and work with call lists. Execute a telemarketing initiative. Module 7: Campaigns This module explains how campaigns can be used in CRM processes. Overview and Scenario Campaign Maintenance Create and maintain campaigns. Distribute campaign responsibilities. Module 8: Leads and Opportunities This module explains how Lead records help your sales and marketing teams gather and store information about a lead. Overview Process Definitions Leads Opportunities Lab : Qualify and Convert a Lead to an Opportunity TANDUC IT School JSC Pasteur St., Dist.1, HCMC Tel: Fax: Page 4

5 Define process definitions. Create a lead. Qualify a lead. Create an opportunity. Create a Competitor record. Module 9: Case Management This module explains how you can use case management for customer, vendor, or employee issues. Overview Setup Working with Cases Knowledge Articles Case Management Examples Create a case. Add actions to a case. Create a knowledge article. Module 10: Common Tools Setup This module explains how common tools allow for enhancement and efficiency in the sales and marketing process. Overview and Scenario Document Management Setup Mailing Lists and Merge Files Microsoft Dynamics AX and Outlook Synchronization Computer Telephone Integration Work with document handling in Microsoft Dynamics AX's Sales and Marketing module. Work with mailing lists. Set up and maintain synchronization between Microsoft Dynamics AX's Sales and Marketing module and Microsoft Outlook. Set up the Computer Telephone Integration system. TANDUC IT School JSC Pasteur St., Dist.1, HCMC Tel: Fax: Page 5

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