805705-01 Sales and Marketing in Microsoft Dynamics CRM 2015/2016

805705-01 Sales and Marketing in Microsoft Dynamics CRM 2015/2016 

Course Description 

This class covers both the CRM on Premise and CRM Online 

 Who Should Attend 

Individuals that need to implement, use, maintain, or support Microsoft Dynamics CRM in their organization. Sales representatives, Marketing managers, administrators, office managers, CEOs, and consultants who want to learn the available sales and marketing features of Microsoft Dynamics CRM. 

Course Outline 

Module 1: Introduction to Sales Management 

Lessons 

• Customer who use Dynamics CRM and scenarios 
• Basic Record Types for Sales Management 
• An overview of the Sales Process 

Module 2: Lead Management 

Lessons 

• 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 

Module 3: Working with Opportunity Records 

Lessons 

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

Module 4: Working with the Product Catalog 

Lessons 

• The Microsoft Dynamics CRM Product Catalog 
• Unit Groups 
• Adding and Maintaining Products 
• Creating, Maintaining and Using Price Lists 
• Currency Management 
• Creating a Price List 

Module 5: Sales Order Processing 

Lessons 

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

Module 6: Marketing 

Lessons 

• The Dynamics Marketing Module 
• Marketing List Management 
• Marketing Campaigns and Activities 
• Campaign Responses 
• Quick Campaigns 
• Marketing Goals and Reports 
• Microsoft Marketing as a Service and Marketing Professional Users 
• Dynamics Marketplace 

Module 7: Metrics and Goals 

Lessons 

• Configuring Goal Metrics 
• Configuring Fiscal Periods 
• Creating and Assigning Goal Records 
• Creating and Recalculating Parent and Child Goal Records 
• Creating a Rollup Query 

Module 8: Sales and Marketing Analysis 

Lessons 

• 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 

What You'll Learn 

After completing this course, students will be able to: 

• Work with Sales Management and real-life sales scenarios. 
• How the various elements of the Microsoft Dynamics CRM and Sales Management fit together. 
• Basic terminology used in Dynamics CRM sales management. 
• How the basic flow of sales activity in Microsoft Dynamics CRM: Lead, Account, Contact, Opportunity, Order, Invoice. 
• Ways to manage leads in Microsoft Dynamics CRM. 
• Role of leads and when they can be used. 
• The lead-to-opportunity process and the roles of these records. 
• Sales literature in Microsoft Dynamics CRM. 
• Steps to create and maintain competitors. 
• Features and benefits of the product catalog. 
• Unit groups for the product catalog. 
• Add products to the product catalog. 
• Kit products and substitute products. 
• 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. 
• Marketing campaigns responses and quick campaigns. 
• Tools available within Microsoft Dynamics CRM to capture important sales information and identify new business opportunities. 
• How goal management enables organizations to manage and analyze performance. 
• Use the sales and marketing analysis tools that Microsoft Dynamics CRM provides to analyze and report on sales/marketing related information.