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Overview
This course, in common with its companion courses, uses structured Walkthroughs throughout each module to put into practice what has just been
introduced by the trainer. There's also a Lab at the end of each module with 'high-level' requirements as well as detailed, step-by-step instructions.
A number of the modules in the Fast Track set of courses incorporate a 'Stretch Yourself' lab for more advanced delegates or for those who simply work
at a faster rate than other delegates.
After each module's lab(s), a set of questions are posed to test delegates' understanding of the material introduced in the module.
Prerequisites
There are no prerequisites for this course.
Please note: Before attending this class delegates must have a Microsoft account (signing up one is free). The instructions on how to set up a
Microsoft account can be found here.
Analytics will be supported by a specific module covering Views, Reports, and Charts. Goal Management will be addressed in a module covering Metrics,
individual, team and organisation Goals.
Outline
Module One: Introduction to Sales Management
Module Objectives:
Start the Sales Process.
Create and Qualify a Lead.
Create a Competitor record and associated Sales Literature
The first module introduces the rolling scenario used through this course. (This scenario is extended in the companion Service Management course. These
two courses, taken together, make up the set of CRM 'Applications' courses that can be packaged with the CRM 2 Customisation and Configuration
course into a five-day 'Fast Track' experience
In this module, delegates will learn how to:
Create a Competitor record.
Build a Subject Tree for classification purposes.
Create a Sales Literature record.
The second module examines the different ways in which Opportunities can be created and how they're related to Customers, the Product Catalog, and
Crm Users. Activities are introduced in the context of an ongoing series of customer interactions using various channels. The Competitor created in
module one is attached to an Opportunity. The consequences of closing an Opportunity are discussed and the sequence of new activities, attached to an
Opportunity can be examined.
Lab: Quick-Create a new Opportunity
Module Three: Establishing the Product Catalog
Module Objectives:
Establish Unit Groups, Pricing Structures and Volume Discounts for the Product Catalog.
Set up Product Families, including Bundles.
Create groups of Properties at Family level and use these properties to describe individual Products.
Incorporate suggestions for Cross-Selling, Upselling, Substitute and Accessory sales into Opportunity records.
The third module examines the central role the Product Catalog occupies in successful Sales Management using Dynamics CRM. Products can be grouped
and arranged into Product Families. They can be classified by Product Properties allowing precision when describing particular items to a Customer and
they can be related, each to the other(s) giving the salesperson the ability to cross-sell related products; to up-sell to a 'premium' version of a product; to
suggest a substitute, or an accessory product.
There are Walkthroughs throughout the module, designed to step delegates through important topics:
Establishing Territories for salespeople.
Setting up a Discount List.
Creating Unit Groups.
Define Product Properties.
Tailor the properties for a specific product or product group.
Customise the Product form.
Create Price Lists.
Add Products to an Opportunity.
Put together a Product Bundle.
Clone existing Products.
Create opportunities for cross-selling, up-selling, substitute and accessory sales.
This module looks into the ease with which multiple price lists can be established and maintained by CRM. As a number of organisations work across
different currency zones, we examine the impact of other currencies on price calculations across price lists.
Walkthroughs in this module include:
Adding a Currency field to Product records to allow their sale in different currencies.