Microsoft Dynamics CRM 2013 Sales Management (Examen: MB2-700)
€450, aangeboden door Master it Training
Deze training introduceert de mogelijkheden van Sales Management binnen Microsoft Dynamics CRM 2013; om de sales processen bij te houden en beheren van potentieel tot binnengehaald. Deze training geeft je inzicht in sales proces informatie en introduceert tools waarmee je sales informatie kan analyseren en rapporteren.Deze training behandelt de tools die interne processen versimpelen en vergemakkelijken, waardoor de sales team zich kan focussen op wat belangrijk is – het creëren van een onderscheidende ervaring voor de klanten.Na afronding van deze training kun je: De context van Sales Management begrijpen en echte sales scenario’s controleren; Identificeren hoe de verschillende elementen van Microsoft Dynamics CRM 2013 Sales op elkaar aansluiten; De basis terminologie die binnen de applicatie gebruikt wordt begrijpen; Bekijken hoe de basisstroom van sales activiteit binnen Microsoft Dynamics CRM begint met de binnenkomst van leads en de verschillende manieren voor het beheren van deze leads in Microsoft Dynamics CRM controleren; De rol van leads en wanneer deze gebruikt kunnen worden inzien; Het proces van Lead naar Opportunity kennen en de rollen van deze records weten; Werken met Sales Literature in Microsoft Dynamics CRM 2013; De stappen voor het aanmaken en onderhouden van Competitors verkennen; De functionaliteiten en voordelen van de productcatalogus herkennen; Unit groepen aanmaken en onderhouden voor de productcatalogus; Producten toevoegen aan de productcatalogus en het gebruik van “kit†producten en “substitute†producten beschrijven; Een prijslijst aanmaken en configureren voor verschillende klanten, marketing campagnes en speciale aanbiedingen; Gebruik maken van de tools die Microsoft Dynamics CRM aanbiedt voor het vastleggen van sales informatie en het ontdekken van nieuwe business kansen; Aangeven hoe Goal Management het mogelijk maakt voor organisaties om performance te analyseren en beheren; De Sales Analysis tool gebruiken die Microsoft Dynamics CRM aanbiedt voor het rapporteren van sales gerelateerde informatie.
Let op. Deze training is exclusief het examen.
Doelgroep
Deze training is bedoeld voor iedereen die gebruik wil maken van Microsoft Dynamics CRM 2013, bijvoorbeeld voor een implementatie of voor het onderhouden en ondersteunen in de organisatie. De training is geschikt voor medewerkers verantwoordelijk voor sales, beheerders, office managers, CEO’s en consultants die meer willen leren over de sales functionaliteiten van de applicatie.
Voorkennis voor de Microsoft Dynamics CRM 2013 Sales Management training
Voor deelname aan deze training dien je te beschikken over: Algemene kennis van Microsoft Windows; Algemene kennis van Microsoft Office; Begrip van Customer Relationship Management solution processen en practices.
Examen
MB2-700
Onderwerpen in de Microsoft Dynamics CRM 2013 Sales Management training
Module 1: Introduction to Sales ManagementThe Sales module 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 organizationLessons Customer Scenarios Basic Record TypesAfter 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 ManagementThis module introduces the tracking and management features of the Sales module in Microsoft Dynamics CRM. It is rare that two organizations follow the same sales process, even if the organizations are within the same industry. For this reason, Microsoft Dynamics CRM does not dictate a rigid process. Instead it provides a framework around which an organization can build a custom sales process.This module describes the components of the Microsoft Dynamics CRM sales process. It also details the entities or record types Microsoft Dynamics CRM uses to track sales from potential to close. With this information, organizations can determine which aspects of the sales process framework are appropriate for them.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 CompetitorsLab : 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 RecordsIn Microsoft Dynamics CRM, qualified leads, such as those that have estimated revenue associated with them, become opportunities. When a prospect or customer expresses qualified interest in buying the business' products or services, that prospect or customer is considered an opportunity.This is an important part of the sales process because this is where the sales team spends most of its time and effort. The process of working on an opportunity may include several customer interactions. How well the sales team manages this stage can mean the difference between a win and a loss.Lessons Create Opportunities and Work with Opportunity Form Changing Opportunity StatusLab : Managing Sales OpportunitiesAfter 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 CatalogThis course describes the role of the product catalog in Microsoft Dynamics CRM and the benefits of using it. It shows the tasks that are required to configure a product catalog, including setting up and maintaining unit groups, products, and price lists. It also describes and demonstrates the important role of the product catalog and price lists in the sales process.Lessons The Microsoft Dynamics CRM Product Catalog Unit Groups Adding and Maintaining Products Creating, Maintaining and Using Price Lists Currency Management Creating a Price ListLab : Managing Price List Items Create a Test Opportunity Record, and Add a Price ListLab : 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 ProcessingMicrosoft Dynamics CRM provides tools that capture important sales information and uncover new business opportunities. Although quotes, orders, and invoices are important to the sales process and provide a complete view of the customer, implementing a sales process allows users to initiate, track, and close sales consistently and efficiently.The product catalog in Microsoft Dynamics CRM helps companies build a central repository for managing products, services, charges, and fees. The tasks required to set up a product catalog include setting up and maintaining unit groups, products, and price lists. Microsoft Dynamics CRM also supports discount lists, which help companies provide customers with incentives to buy more products.Lessons Adding Line Items (Opportunity Products) to Opportunities Quote Management Working with Orders Working with InvoicesLab : Sales Order ProcessAfter 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 GoalsMicrosoft Dynamics CRM uses two record types known as Goal Metrics and Goals. These record types combine to provide a powerful, flexible set of goal management features. Goal management allows organizations to track individual, team, and organizational progress toward specific goals.Lessons Configuring Goal Metrics Configuring Fiscal Periods Creating and Assigning Goal Records Creating and Recalculating Parent and Child Goal Records Creating a Rollup QueryLab : Goal Management for Individuals Implement a Goal MetricAfter 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 AnalysisThis module explains the tools that Microsoft Dynamics CRM provides to analyze and report on salesrelated information.Lessons Running Builtin 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 QueriesLab : 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. 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.