MOC80546 Sales Management in Microsoft Dynamics CRM 2013

Al termine del corso gli allievi saranno in grado di:

• Comprendere il contesto di Sales Management e riesaminare reali contesti di vendita
• Identificare come i diversi elementi di Microsoft Dynamics CRM 2013 Sales possono combaciare
• Rivedere la terminologia base utilizzata per l’applicazione
• Analizzare come il flusso di base dell’attività dei sales inizia con l’entrata dei leads in Microsoft Dynamics CRM, e come gestirli
• Identificare il ruolo dei leads, e quando possono essere utilizzati
• Conoscere i lead nel processo delle opportunità e i ruoli di questi records
• Lavorare con Sales Literature in Microsoft Dynamics CRM
• Analizzare gli steps per creare e mantenere i competitors
• Identificare le caratteristiche e i benefits del catalogo dei prodotti
• Gestire e mantenere gruppi di unità del catalogo dei prodotti
• Aggiungere prodotti relativi al catalogo, descrivere l’utilizzo del kit dei prodotti e sostituirli
• Creare price lists e configurarla per la diversa clientela, campagne di marketing ed offerte speciali
• Impostare diversi price lists per diversi tipi di clienti e campagne di marketing
• Utilizzare gli strumenti a disposizione di Microsoft Dynamics CRM per acquisire informazioni importanti per i sales e nuove opportunità di business non gestite
• Identificare come il Goal Management permette di gestire ed analizzare le performance
• Utilizzare il tool di Sales Analysis che Microsoft Dynamics CRM per analizzare e gestire informazioni relative all’attività dei sales

The 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 organization This 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. In 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. This 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. Microsoft 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. Microsoft 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. This module explains the tools that Microsoft Dynamics CRM provides to analyze and report on sales-related information.

Dotazione:
Ciascun partecipante avrà a disposizione una postazione allestita con i sistemi operativi ed il software necessario alle esercitazioni.