80546 Sales Management in Microsoft Dynamics CRM 2013
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COURSE COST: $495.00

COURSE TIMES: 9:00am - 4;30pm

Printable version of this course


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.

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


*Course cost listed does not include the cost of courseware (required) or lunch (optional). Please contact us at learn@vtec.org or 207-775-0244 for additional pricing information, or if you have any questions.
Course subject to minimum enrollment.
Course may run as a Live Distance Learning (LDL) session if minimum enrollment is not met.


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

Module 3: Working with Opportunity Records
Create Opportunities and Work with Opportunity Form
Changing Opportunity Status
Lab : Managing Sales Opportunities

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, Price List and Price List Item Tied to the Currenc

Module 5: Sales Order Processing
Adding Line Items (Opportunity Products) to Opportunities
Quote Management
Working with Orders
Working with Invoices
Lab : Sales Order Process

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

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.