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Sales Management in Microsoft Dynamics CRM 2013 | Microsoft

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Module 1: Introduction to Sales Management


  • Customer Scenarios
  • Basic Record Types

After completing this module, students will be able to:

  • List the business scenarios that might benefit from Microsoft Dynamics CRM Sales Management.
  • Describe the role of the core record types used in Microsoft Dynamics CRM Sales Management.
  • Discuss when and how to use the Competitors and Sales Literature record types.
  • Create and work with new and existing customers.
  • Describe the relationship between customer records and sales records.

Module 2: Lead Management


  • 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.

After completing this module, students will be able to:

  • Examine the Lead to Opportunity process 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.

Module 3: Working with Opportunity Records


  • Create Opportunities and Work with Opportunity Form
  • Changing Opportunity Status

Lab : Managing Sales Opportunities

After completing this module, students will be able to:

  • 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.

Module 4: Working with the Product Catalog


  • The Microsoft Dynamics CRM Product Catalog
  • Unit Groups
  • Adding and Maintaining Products
  • Creating, Maintaining and Using Price Lists
  • Currency Management
  • 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 Currency
  • Create a Unit Group associated with the Currency
  • Create a Product
  • Create a Price List and Price List Item Tied to the Currency.

After completing this module, students will be able to:

  • 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.

Module 5: Sales Order Processing


  • Adding Line Items (Opportunity Products) to Opportunities
  • Quote Management
  • Working with Orders
  • Working with Invoices

Lab : Sales Order Process

After completing this module, students will be able to:

  • Demonstrate how to add line 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.

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

After completing this module, students will be able to:

  • 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.

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.

After completing this module, students will be able to:

  • Retrieve important sales information with Lists, Views, and Charts.
  • Review potential opportunities, forecast revenue, and analyze sales productivity with Sales Reports.
  • Create and manage sales goals for individuals, teams, and the organization.
  • Create and share personal charts and system charts.
  • Work with and create dashboards.

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.

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.

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