80802 - Sales Management in Microsoft Dynamics CRM 2016 (3 Day)
Description
The Sales Management course within Microsoft Dynamics CRM provides a flexible framework for organizations to track, manage, and analyze parts of their sales cycle as well as its overall success. This course describes the components used in Microsoft Dynamics CRM Sales Management and explains how they can apply to various business scenarios. It also details the entities or record types that Microsoft Dynamics CRM uses to track sales from potential to close. With this information, organizations can determine which aspects of the Sales module framework are appropriate for their organization. The Sales Management course provides information on the full functionality of the Sales functionality of Microsoft Dynamics CRM 2016. It provides information about various customer scenarios, lead through opportunity management, product catalog management, sales transaction processing, goal management, and sales analysis.
This course contains modules and lessons from 80827: Sales Management in Microsoft Dynamics CRM 2016 as well as new modules and lessons covering Microsoft Dynamics CRM 2016.
Module 01: Introduction to Sales Management
- Customer Scenarios
- Basic Record Types
- Business and Branching Process Flows
- Sales Literature
- Competitors
- Sales Territories
- Currency Configuration
- Microsoft Social Engagement
Module 01: Test Your Knowledge Questions
Module 01: Practices
QUICK CREATE: CREATE A NEW CONTACT
Module 02: Sales Module Setup
- Add Line Items to Opportunities
- Write-In Products
- Different Currencies
- Exchange Rates
- Quotes from Opportunities
- Quote Management
- Orders
- Invoices
- Goal Management
Module 02: Test Your Knowledge Questions
Module 02: Practices
LAB 2.1:CREATE SALES LITERATURE
LAB 2.2: CREATE A UNIT GROUP
LAB 2.3: CREATE A NEW PRODUCT
LAB 2.4: CREATE A PRICE LIST AND PRICE LIST ITEMS
LAB 2.5: CREATE A DISCOUNT LIST
LAB 2.6: CREATE A PRODUCT BUNDLE WITH ASSOCIATED PRODUCTS
Module 03: Lead Management
- Role of Lead and Opportunity Records
- Lead Opportunity Process Form and Ribbon
- Track and Convert Leads
Module 03: Test Your Knowledge Questions
Module 03: Practices
LAB 3.1: CREATE AND DISQUALIFY A LEAD
Module 04: Opportunity Records
- Understand Opportunities
- Opportunity Management
- Closing Opportunities
- Connect with Records
- Demonstration: Associate Competitors with an Opportunity
- View Resolution Activities
- Opportunities and Views
- Quick Create
Module 04: Test Your Knowledge Questions
Module 04: Practices
LAB 4.1: MANAGE OPPORTUNITIES AND COMPETITORS
Module 05: Sales Transactional Records
- Product Catalog Components
- Unit Groups
- Product Configuration
- Price Lists
- Tailored Price Lists
- Discount Lists
- Currency Management
- Product Relationships
- Product Families and Properties
- Product Bundles and Relationships
- Products in Hierarchical Charts
Module 05 Test Your Knowledge Questions
Module 05: Practices
LAB 5.1: END-TO-END SALES ORDER PROCESSING
Module 06: Metric and Goals
- Sales Metrics
- Fiscal Periods
- Goals
- Parent and Child Goals
- Rollup Queries
Module 06: Test Your Knowledge Questions
Module 06: Practices
LAB 6.1: CREATE AND MANAGE GOAL METRICS
LAB 6.2: CREATING A GOAL
Module 07: Fantasy Sales Team
- What is Gamification and FantasySalesTeam?
- FantasySalesTeam Portal
- Player Roles and Account Types
- Choosing Game Types
- Demonstration: Set up Game - No Team
- Demonstration: Set up Game - Fixed Teams
- Demonstration: Set up Game - Fantasy Teams
- Sales Metrics
- Demonstration: Set up Sales Metrics
- Demonstration: Set up Quotas
- Player Position and Alignment
- Scoring Methods
- Trophies, Badges, and Prizes
- Kick-Off
- Managing Outcomes
- FST TV Feeds
- Interacting with the Game as a Player or Fan
- Game Cloning
- Email Scheduling
Module 07: Test Your Knowledge Questions
Module 07: Practices
LAB 7.1: ENABLE FANTASTY SALES TEAM
LAB 7.2: IMPORT PLAYERS & SET ROLES
LAB 7.3: ADD FANS & FAN GROUPS
LAB 7.4: SET UP A GAME (NO TEAM- ACTUALS)
LAB 7.5: SET UP A GAME (NO TEAM- TARGETS)
LAB 7.6: SET UP A GAME (FIXED TEAM ACTUALS)
LAB 7.7: SET UP A GAME (FANTASY TEAMS TARGETS)
LAB 7.8: SET UP SALES METRICS
LAB 7.9: SET UP QUOTAS
LAB 7.10: POSITION ALIGNMENT
LAB 7.11: MAP SALES METRICS INTO CRM
LAB 7.12: TROPHIES, BADGES, & PRIZES
LAB 7.13: SET UP AND VIEW OUTCOMES
LAB 7.14: SET UP AN FST TV STREAM
LAB 7.15: GAME INTERACTION AS A PLAYER OR FAN
LAB 7.16: GAME ADMINISTRATION
LAB 7.18: EMAIL SCHEDULING
Module 08: Sales Analysis
- Built-In Reports
- Export Microsoft Dynamics CRM Data
- Demonstration: Export to Excel
- Demonstration: Export to Word Template
- Charts and Dashboards
- Types of Charts
- System Charts
- Demonstration: Default Charts
- Work with Dashboards
- Share Dashboards, Charts, and Queries
- PowerBI Dashboards
Module 08: Test Your Knowledge Questions
Module 08: Practices
LAB 8.1: EXPORT CRM DATA TO EXCEL
LAB 8.2: CREATE AND SHARE A DASHBOARD