Sales Management in Microsoft Dynamics CRM 2013

Transcription

1 Sales Management in Microsoft Dynamics CRM 2013 Varighed: 1 Days Kursus Kode: M80546 Beskrivelse: 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. Målgruppe: 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 Agenda: After completing this course, students will be able to: 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 Forudsætninger: Before attending this course, students must have: General knowledge of Microsoft Windows General knowledge of Microsoft Office An understanding of Customer Relationship Management solution processes and practices

2 Indhold: Module 1: Introduction to Sales This is an important part of the sales process Lessons Management because this is where the sales team spends most of its time and effort. The process of Lead to Opportunity Process Form and working on an opportunity may include Process Ribbon The Sales module within Microsoft Dynamics several customer interactions. How well the Convert Activity Records to Leads CRM provides a flexible framework for sales team manages this stage can mean the Qualifying and Disqualifying Leads organizations to track, manage, and analyze difference between a win and a loss. Create, Maintain, and Use Sales Literature parts of their sales cycle as well as its overall Create, Maintain, and Use Competitors success. Adding Line Items (Opportunity Products) Lessons to Opportunities Quote Management This course describes the components used in Customer Scenarios Working with Orders Microsoft Dynamics CRM Sales Management Basic Record Types Working with Invoices and explains how they can apply to various Create Opportunities and Work with Configuring Goal Metrics business scenarios. It also details the entities Opportunity Form Configuring Fiscal Periods or record types that Microsoft Dynamics CRM Changing Opportunity Status Creating and Assigning Goal Records uses to track sales from potential to close. With The Microsoft Dynamics CRM Product Creating and Recalculating Parent and this information, organizations can determine Catalog Child Goal Records which aspects of the Sales module framework Unit Groups Creating a Rollup Query are appropriate for their organization Adding and Maintaining Products Creating, Maintaining and Using Price Lab : Sales Order Process Lists Lessons Currency Management Creating a Price List After completing this module, students will Customer Scenarios Running Built-in Reports be able to: Basic Record Types Exporting Sales Information to Excel Create Opportunities and Work with Working with Charts and Dashboards List the business scenarios that might Opportunity Form Working with System Charts from the benefit from Microsoft Dynamics CRM Changing Opportunity Status Opportunity List Sales Management. The Microsoft Dynamics CRM Product Working with Dashboards Describe the role of the core record types Catalog Create a New Dashboard in the used in Microsoft Dynamics CRM Sales Unit Groups Workplace Management. Adding and Maintaining Products Sharing DASHBOARDS, Charts and Discuss when and how to use the Creating, Maintaining and Using Price Lists Advanced Find Queries Competitors and Sales Literature record Currency Management types. Creating a Price List Lab : Managing Sales Opportunities Create and work with new and existing Running Built-in Reports customers. Exporting Sales Information to Excel Describe the relationship between Working with Charts and Dashboards After completing this module, students will customer records and sales records. Working with System Charts from the be able to: Examine the Lead to Opportunity process Opportunity List and the roles of these records. Working with Dashboards List the business scenarios that might Understand how to work with Sales Create a New Dashboard in the Workplace benefit from Microsoft Dynamics CRM Literature in Microsoft Dynamics CRM. Sharing DASHBOARDS, Charts and Sales Management. Explore the steps to create and maintain Advanced Find Queries Describe the role of the core record types Competitors. used in Microsoft Dynamics CRM Sales On a conceptual level, describe After completing this module, students will Management. Opportunity records. be able to: Discuss when and how to use the Create, work with, close, and reopen Competitors and Sales Literature record Opportunity records. List the business scenarios that might types. Describe the different statuses of an benefit from Microsoft Dynamics CRM Sales Create and work with new and existing opportunity. Management. customers. Use the assign functionality in Microsoft Describe the role of the core record types Describe the relationship between Dynamics to assign opportunities to other used in Microsoft Dynamics CRM Sales customer records and sales records. users. Management. Examine the Lead to Opportunity process Manage opportunities from system views. Discuss when and how to use the and the roles of these records. Identify the features and benefits of the Competitors and Sales Literature record Understand how to work with Sales product catalog. types. Literature in Microsoft Dynamics CRM. Create and maintain unit groups for the Create and work with new and existing Explore the steps to create and maintain product catalog. customers. Competitors. Add products to the product catalog, and Describe the relationship between customer On a conceptual level, describe describe the use of kit products and records and sales records. Opportunity records. substitute products. Examine the Lead to Opportunity process Create, work with, close, and reopen Create price lists and configure them as and the roles of these records. Opportunity records. appropriate for different customers,

3 Understand how to work with Sales Describe the different statuses of an marketing campaigns, and special offers. Literature in Microsoft Dynamics CRM. opportunity. Demonstrate how to add items to an Explore the steps to create and maintain Use the assign functionality in Microsoft opportunity. Competitors. Dynamics to assign opportunities to other Demonstrate how to generate quotes from On a conceptual level, describe Opportunity users. an opportunity. records. Manage opportunities from system views. Describe how to work with different Create, work with, close, and reopen Identify the features and benefits of the currencies. Opportunity records. product catalog. Create and edit quotes, orders, and Describe the different statuses of an Create and maintain unit groups for the invoices in Microsoft Dynamics CRM. opportunity. product catalog. Describe the process of converting a quote Use the assign functionality in Microsoft Add products to the product catalog, and to an order. Dynamics to assign opportunities to other describe the use of kit products and Create and manage sales goals for users. substitute products. individuals, teams, and the organization. Manage opportunities from system views. Create price lists and configure them as Configure fiscal periods. Identify the features and benefits of the appropriate for different customers, Define Parent and Child Goal Records. product catalog. marketing campaigns, and special offers. Work with individual Goal records. Create and maintain unit groups for the Demonstrate how to add items to an Create rollup queries. product catalog. opportunity. Retrieve important sales information with Add products to the product catalog, and Demonstrate how to generate quotes Lists, Views, and Charts. describe the use of kit products and from an opportunity. Review potential opportunities, forecast substitute products. Describe how to work with different revenue, and analyze sales productivity Create price lists and configure them as currencies. with Sales Reports. appropriate for different customers, Create and edit quotes, orders, and Export the results of an Advanced Find or marketing campaigns, and special offers. invoices in Microsoft Dynamics CRM. view a Microsoft Office Excel spreadsheet Demonstrate how to add items to an Describe the process of converting a using the Export to Excel feature. opportunity. quote to an order. Create and manage sales goals for Demonstrate how to generate quotes from Create and manage sales goals for individuals, teams, and the organization. an opportunity. individuals, teams, and the organization. Create and share personal charts and Describe how to work with different Configure fiscal periods. system charts. currencies. Define Parent and Child Goal Records. Work with and create dashboards. Create and edit quotes, orders, and invoices Work with individual Goal records. in Microsoft Dynamics CRM. Create rollup queries. Module 6: Metrics and Goals Describe the process of converting a quote Retrieve important sales information with to an order. Lists, Views, and Charts. Create and manage sales goals for Review potential opportunities, forecast Microsoft Dynamics CRM uses two record individuals, teams, and the organization. revenue, and analyze sales productivity types known as Goal Metrics and Goals. Configure fiscal periods. with Sales Reports. These record types combine to provide a Define Parent and Child Goal Records. Export the results of an Advanced Find or powerful, flexible set of goal management Work with individual Goal records. view a Microsoft Office Excel features. Goal management allows Create rollup queries. spreadsheet using the Export to Excel organizations to track individual, team, and Retrieve important sales information with feature. organizational progress toward specific goals. Lists, Views, and Charts. Create and manage sales goals for Review potential opportunities, forecast individuals, teams, and the organization. revenue, and analyze sales productivity with Create and share personal charts and Lessons Sales Reports. system charts. Export the results of an Advanced Find or Work with and create dashboards. Lead to Opportunity Process Form and view a Microsoft Office Excel spreadsheet Process Ribbon using the Export to Excel feature. Module 4: Working with the Product Convert Activity Records to Leads Create and manage sales goals for Catalog Qualifying and Disqualifying Leads individuals, teams, and the organization. Create, Maintain, and Use Sales Literature Create and share personal charts and Create, Maintain, and Use Competitors system charts. This course describes the role of the product Adding Line Items (Opportunity Products) Work with and create dashboards. catalog in Microsoft Dynamics CRM and the to Opportunities benefits of using it. It shows the tasks that are Quote Management Module 2: Lead Management required to configure a product catalog, Working with Orders including setting up and maintaining unit Working with Invoices groups, products, and price lists. It also Configuring Goal Metrics This module introduces the tracking and describes and demonstrates the important Configuring Fiscal Periods management features of the Sales module in role of the product catalog and price lists in Creating and Assigning Goal Records Microsoft Dynamics CRM. It is rare that two the sales process. Creating and Recalculating Parent and organizations follow the same sales process, Child Goal Records even if the organizations are within the same Creating a Rollup Query industry. For this reason, Microsoft Dynamics Lessons CRM does not dictate a rigid process. Instead it Lab : Goal Management for provides a framework around which an Customer Scenarios Individuals Implement a Goal Metric organization can build a custom sales process. Basic Record Types

4 Create Opportunities and Work with Opportunity Form After completing this module, students will This module describes the components of the Changing Opportunity Status be able to: Microsoft Dynamics CRM sales process. It also The Microsoft Dynamics CRM Product details the entities or record types Microsoft Catalog List the business scenarios that might Dynamics CRM uses to track sales from Unit Groups benefit from Microsoft Dynamics CRM potential to close. With this information, Adding and Maintaining Products Sales Management. organizations can determine which aspects of Creating, Maintaining and Using Price Describe the role of the core record types the sales process framework are appropriate Lists used in Microsoft Dynamics CRM Sales for them. Currency Management Management. Creating a Price List Discuss when and how to use the Running Built-in Reports Competitors and Sales Literature record Lessons Exporting Sales Information to Excel types. Working with Charts and Dashboards Create and work with new and existing Lead to Opportunity Process Form and Working with System Charts from the customers. Process Ribbon Opportunity List Describe the relationship between Convert Activity Records to Leads Working with Dashboards customer records and sales records. Qualifying and Disqualifying Leads Create a New Dashboard in the Examine the Lead to Opportunity process Create, Maintain, and Use Sales Literature Workplace and the roles of these records. Create, Maintain, and Use Competitors Sharing DASHBOARDS, Charts and Understand how to work with Sales Adding Line Items (Opportunity Products) to Advanced Find Queries Literature in Microsoft Dynamics CRM. Opportunities Explore the steps to create and maintain Quote Management Lab : Managing Price List Items Competitors. Working with Orders On a conceptual level, describe Working with Invoices Create a Test Opportunity Record, and Opportunity records. Configuring Goal Metrics Add a Price List Create, work with, close, and reopen Configuring Fiscal Periods Opportunity records. Creating and Assigning Goal Records Lab : Managing the Product Catalog Describe the different statuses of an Creating and Recalculating Parent and Child opportunity. Goal Records Create Currency Use the assign functionality in Microsoft Creating a Rollup Query Create a Unit Group associated with the Dynamics to assign opportunities to other Currency users. Lab : Create and Disqualify a Lead Create a Product Manage opportunities from system views. Create a Price List and Price List Item Identify the features and benefits of the Create a New Lead Record Tied to the Currency. product catalog. Disqualify the Lead Record. Create and maintain unit groups for the After completing this module, students will product catalog. After completing this module, students will be able to: Add products to the product catalog, and be able to: describe the use of kit products and List the business scenarios that might substitute products. List the business scenarios that might benefit from Microsoft Dynamics CRM Create price lists and configure them as benefit from Microsoft Dynamics CRM Sales Sales Management. appropriate for different customers, Management. Describe the role of the core record types marketing campaigns, and special offers. Describe the role of the core record types used in Microsoft Dynamics CRM Sales Demonstrate how to add items to an used in Microsoft Dynamics CRM Sales Management. opportunity. Management. Discuss when and how to use the Demonstrate how to generate quotes from Discuss when and how to use the Competitors and Sales Literature record an opportunity. Competitors and Sales Literature record types. Describe how to work with different types. Create and work with new and existing currencies. Create and work with new and existing customers. Create and edit quotes, orders, and customers. Describe the relationship between invoices in Microsoft Dynamics CRM. Describe the relationship between customer customer records and sales records. Describe the process of converting a quote records and sales records. Examine the Lead to Opportunity process to an order. Examine the Lead to Opportunity process and the roles of these records. Create and manage sales goals for and the roles of these records. Understand how to work with Sales individuals, teams, and the organization. Understand how to work with Sales Literature in Microsoft Dynamics CRM. Configure fiscal periods. Literature in Microsoft Dynamics CRM. Explore the steps to create and maintain Define Parent and Child Goal Records. Explore the steps to create and maintain Competitors. Work with individual Goal records. Competitors. On a conceptual level, describe Create rollup queries. On a conceptual level, describe Opportunity Opportunity records. Retrieve important sales information with records. Create, work with, close, and reopen Lists, Views, and Charts. Create, work with, close, and reopen Opportunity records. Review potential opportunities, forecast Opportunity records. Describe the different statuses of an revenue, and analyze sales productivity Describe the different statuses of an opportunity. with Sales Reports. opportunity. Use the assign functionality in Microsoft Export the results of an Advanced Find or Use the assign functionality in Microsoft Dynamics to assign opportunities to other view a Microsoft Office Excel spreadsheet

5 Dynamics to assign opportunities to other users. using the Export to Excel feature. users. Manage opportunities from system views. Create and manage sales goals for Manage opportunities from system views. Identify the features and benefits of the individuals, teams, and the organization. Identify the features and benefits of the product catalog. Create and share personal charts and product catalog. Create and maintain unit groups for the system charts. Create and maintain unit groups for the product catalog. Work with and create dashboards. product catalog. Add products to the product catalog, and Add products to the product catalog, and describe the use of kit products and Module 7: Sales Analysis describe the use of kit products and substitute products. substitute products. Create price lists and configure them as Create price lists and configure them as appropriate for different customers, This module explains the tools that Microsoft appropriate for different customers, marketing campaigns, and special offers. Dynamics CRM provides to analyze and marketing campaigns, and special offers. Demonstrate how to add items to an report on sales-related information. Demonstrate how to add items to an opportunity. opportunity. Demonstrate how to generate quotes Demonstrate how to generate quotes from from an opportunity. Lessons an opportunity. Describe how to work with different Describe how to work with different currencies. Customer Scenarios currencies. Create and edit quotes, orders, and Basic Record Types Create and edit quotes, orders, and invoices invoices in Microsoft Dynamics CRM. Create Opportunities and Work with in Microsoft Dynamics CRM. Describe the process of converting a Opportunity Form Describe the process of converting a quote quote to an order. Changing Opportunity Status to an order. Create and manage sales goals for The Microsoft Dynamics CRM Product Create and manage sales goals for individuals, teams, and the organization. Catalog individuals, teams, and the organization. Configure fiscal periods. Unit Groups Configure fiscal periods. Define Parent and Child Goal Records. Adding and Maintaining Products Define Parent and Child Goal Records. Work with individual Goal records. Creating, Maintaining and Using Price Work with individual Goal records. Create rollup queries. Lists Create rollup queries. Retrieve important sales information with Currency Management Retrieve important sales information with Lists, Views, and Charts. Creating a Price List Lists, Views, and Charts. Review potential opportunities, forecast Running Built-in Reports Review potential opportunities, forecast revenue, and analyze sales productivity Exporting Sales Information to Excel revenue, and analyze sales productivity with with Sales Reports. Working with Charts and Dashboards Sales Reports. Export the results of an Advanced Find or Working with System Charts from the Export the results of an Advanced Find or view a Microsoft Office Excel Opportunity List view a Microsoft Office Excel spreadsheet spreadsheet using the Export to Excel Working with Dashboards using the Export to Excel feature. feature. Create a New Dashboard in the Workplace Create and manage sales goals for Create and manage sales goals for Sharing DASHBOARDS, Charts and individuals, teams, and the organization. individuals, teams, and the organization. Advanced Find Queries Create and share personal charts and Create and share personal charts and system charts. system charts. Lab : Create a New Personal, Sales Work with and create dashboards. Work with and create dashboards. Dashboard Module 3: Working with Opportunity Module 5: Sales Order Processing Create an advanced find query Records Create a chart. Create a dashboard, and add the Microsoft Dynamics CRM provides tools that advanced find query and chart to it. In Microsoft Dynamics CRM, qualified leads, capture important sales information and Share the dashboard. such as those that have estimated revenue uncover new business opportunities. Although associated with them, become opportunities. quotes, orders, and invoices are important to After completing this module, students will When a prospect or customer expresses the sales process and provide a complete be able to: qualified interest in buying the business' view of the customer, implementing a sales products or services, that prospect or customer process allows users to initiate, track, and List the business scenarios that might is considered an opportunity. close sales consistently and efficiently. benefit from Microsoft Dynamics CRM Sales Management. Describe the role of the core record types The product catalog in Microsoft Dynamics used in Microsoft Dynamics CRM Sales CRM helps companies build a central Management. repository for managing products, services, Discuss when and how to use the charges, and fees. The tasks required to set Competitors and Sales Literature record up a product catalog include setting up and types. maintaining unit groups, products, and price Create and work with new and existing lists. Microsoft Dynamics CRM also supports customers. discount lists, which help companies provide Describe the relationship between customers with incentives to buy more customer records and sales records. products. Examine the Lead to Opportunity process

6 and the roles of these records. Understand how to work with Sales Literature in Microsoft Dynamics CRM. Explore the steps to create and maintain Competitors. On a conceptual level, describe Opportunity records. Create, work with, close, and reopen Opportunity records. Describe the different statuses of an opportunity. Use the assign functionality in Microsoft Dynamics to assign opportunities to other users. Manage opportunities from system views. 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 them as appropriate for different customers, marketing campaigns, and special offers. Demonstrate how to add items to an opportunity. Demonstrate how to generate quotes from an opportunity. Describe how to work with different currencies. Create and edit quotes, orders, and invoices in Microsoft Dynamics CRM. Describe the process of converting a quote to an order. Create and manage sales goals for individuals, teams, and the organization. Configure fiscal periods. Define Parent and Child Goal Records. Work with individual Goal records. Create rollup queries. Retrieve important sales information with Lists, Views, and Charts. Review potential opportunities, forecast revenue, and analyze sales productivity with Sales Reports. Export the results of an Advanced Find or view a Microsoft Office Excel spreadsheet using the Export to Excel feature. Create and manage sales goals for individuals, teams, and the organization. Create and share personal charts and system charts. Work with and create dashboards. Flere Informationer: For yderligere informationer eller booking af kursus, kontakt os på tlf.nr.: training@globalknowledge.dk Global Knowledge, Stamholmen 110, 2650 Hvidovre