80546: Sales Management in Microsoft Dynamics CRM 2013

80546: Sales Management in Microsoft Dynamics CRM 2013 Course Description

Duration: 1.00 days (8 hours)

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.

SATV Eligible Course

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Next Class Dates

Feb 20, 2018
9:00 AM – 5:00 PM PT
519 8th Avenue, 2nd Floor, New York, NY 10018
New York, NY 10018
Apr 3, 2018
9:00 AM – 5:00 PM CT
519 8th Avenue, 2nd Floor, New York, NY 10018
New York, NY 10018
Jun 5, 2018
9:00 AM – 5:00 PM PT
519 8th Avenue, 2nd Floor, New York, NY 10018
New York, NY 10018
Jul 31, 2018
9:00 AM – 5:00 PM CT
519 8th Avenue, 2nd Floor, New York, NY 10018
New York, NY 10018

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Contact us to customize this class with your own dates, times and location. You can also call 1-888-563-8266 or chat live with a Learning Consultant.

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Intended Audience for this 80546: Sales Management in Microsoft Dynamics CRM 2013 Course

  • » 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.

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Course Prerequisites for 80546: Sales Management in Microsoft Dynamics CRM 2013

  • » General knowledge of Microsoft Windows
  • » General knowledge of Microsoft Office
  • » An understanding of Customer Relationship Management solution processes and practices

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80546: Sales Management in Microsoft Dynamics CRM 2013 Course Objectives

  • » Understand the context of Sales Management and review real-life sales scenarios
  • » Identify how the various elements of the Microsoft Dynamics CRM 2013 Sales fit together
  • » Review the basic terminology used throughout the application.
  • » Review how the basic flow of sales activity in Microsoft Dynamics CRM begins with the entry of leads, and review ways to manage leads in Microsoft Dynamics CRM
  • » Identify the role of leads, and when they can be used
  • » Know the Lead to Opportunity process and the roles of these records.
  • » Work with Sales Literature in Microsoft Dynamics CRM.
  • » Explore the steps to create and maintain Competitors.
  • » 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 as appropriate for different customers, marketing campaigns and special offers.
  • » Set up different price lists for different types of customers and marketing campaigns
  • » Utilize the tools to available within Microsoft Dynamics CRM to capture important sales information and uncover new business opportunities.
  • » Identify how Goal Management enables organizations to manage and analyze performance.
  • » Use the Sales Analysis tools that Microsoft Dynamics CRM provides analyze and report on sales-related information

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80546: Sales Management in Microsoft Dynamics CRM 2013 Course Outline

      1. Module 1: Introduction to Sales Management
        1. Customer Scenarios
        2. Basic Record Types
      2. Module 2: Lead Management
        1. Lead to Opportunity Process Form and Process Ribbon
        2. Convert Activity Records to Leads
        3. Qualifying and Disqualifying Leads
        4. Create, Maintain, and Use Sales Literature
        5. Create, Maintain, and Use Competitors
        6. Lab : Create and Disqualify a Lead
        7. Create a New Lead Record
        8. Disqualify the Lead Record.
      3. Module 3: Working with Opportunity Records
        1. Create Opportunities and Work with Opportunity Form
        2. Changing Opportunity Status
        3. Lab : Managing Sales Opportunities
      4. Module 4: Working with the Product Catalog
        1. The Microsoft Dynamics CRM Product Catalog
        2. Unit Groups
        3. Adding and Maintaining Products
        4. Creating, Maintaining and Using Price Lists
        5. Currency Management
        6. Creating a Price List
        7. Lab : Managing Price List Items
        8. Create a Test Opportunity Record, and Add a Price List
        9. Lab : Managing the Product Catalog
        10. Create Currency
        11. Create a Unit Group associated with the Currency
        12. Create a Product
        13. Create a Price List and Price List Item Tied to the Currency.
      5. Module 5: Sales Order Processing
        1. Adding Line Items (Opportunity Products) to Opportunities
        2. Quote Management
        3. Working with Orders
        4. Working with Invoices
        5. Lab : Sales Order Process
      6. Module 6: Metrics and Goals
        1. Configuring Goal Metrics
        2. Configuring Fiscal Periods
        3. Creating and Assigning Goal Records
        4. Creating and Recalculating Parent and Child Goal Records
        5. Creating a Rollup Query
        6. Lab : Goal Management for Individuals
        7. Implement a Goal Metric
      7. Module 7: Sales Analysis
        1. Running Built-in Reports
        2. Exporting Sales Information to Excel
        3. Working with Charts and Dashboards
        4. Working with System Charts from the Opportunity List
        5. Working with Dashboards
        6. Create a New Dashboard in the Workplace
        7. Sharing DASHBOARDS, Charts and Advanced Find Queries
        8. Lab : Create a New Personal, Sales Dashboard
        9. Create an advanced find query
        10. Create a chart.
        11. Create a dashboard, and add the advanced find query and chart to it.
        12. Share the dashboard.

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Do you have the right background for 80546: Sales Management in Microsoft Dynamics CRM 2013?

Skills Assessment

We ensure your success by asking all students to take a FREE Skill Assessment test. These short, instructor-written tests are an objective measure of your current skills that help us determine whether or not you will be able to meet your goals by attending this course at your current skill level. If we determine that you need additional preparation or training in order to gain the most value from this course, we will recommend cost-effective solutions that you can use to get ready for the course.

Our required skill-assessments ensure that:

  1. All students in the class are at a comparable skill level, so the class can run smoothly without beginners slowing down the class for everyone else.
  2. NetCom students enjoy one of the industry's highest success rates, and pass rates when a certification exam is involved.
  3. We stay committed to providing you real value. Again, your success is paramount; we will register you only if you have the skills to succeed.
This assessment is for your benefit and best taken without any preparation or reference materials, so your skills can be objectively measured.

Take your FREE Skill Assessment test »

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Award winning, world-class Instructors

Ramesh P.
Ramesh holds a Masters Degree in Computer Science with specialization in Information Security and is pursuing his Doctoral degree in IT from the University of South Australia (UniSA). He is a one of a kind trainer - he has been working in the IT field since 1995 and is an expert in C#, VB.NET, ASP.NET, Java/J2EE, PL/SQL, VB, ASP, and XML technologies. Ramesh also has extensive experience developing and implementing BizTalk and SharePoint in large corporations, as well as more than 10 years experience working with Oracle and SQL server/Sybase databases. With more than 19 certifications, Ramesh is an IT guru and trainer with worldwide experience, which includes presentations and trainings across US, Asia, and Middle East. He is a full time instructor at NetCom Learning and we couldn't be happier in having him as one of our Subject Matter Experts.
Satish R.
Charles W.
- Expert in Microsoft Office applications such as Excel, Word, PowerPoint, Outlook, Project, Visio, and Access as well as Adobe Graphic and Web Designer (InDesign, Acrobat, Photoshop, Illustrator, Dreamweaver and Flash Catalyst)
- Holds an A.A.S in Graphic Design as well as various Awards and Affiliations, including MCT, MCP, MCAS, and Office 2007 Master.
- Senior Lead Trainer for over 10 years.


Charles is a Technical Trainer & Instructional Designer for over 10 years. He is a Microsoft Certified Trainer and dedicates himself to Microsoft Office applications such as Excel, Word, PowerPoint, Outlook, Project, Visio, and Access. He is also an Adobe specialist and holds a degree in Graphic Design.

Charles is well known for his high evaluation scores, achieving 8.75 out of 9 on a regular basis, teaching in one-on-one, instructor-led, and web-based environments; one of the reasons for his high evaluation is his expertise in increasing personnel performance by developing and implementing programs constructed from the job task analysis process. Charles currently teaches Adobe Graphic and Web Designer, and Microsoft Office Specialist courses at NetCom Learning.
David H.
David is a hands-on, dynamic and experienced financial systems consultant with successful work history of implementing large scale ERP systems, managing and directly responsible for data migration, financial report validation and customization, end-user training, process documentation and automation. David has been a trainer for more 21 years.
Ginger M.
- Bachelor's Degree in Accounting and a Masters of Business Administration from Rutgers University.
- Over 9 years of experience as a Master Certified Trainer. Expert in MS Dynamics GP Financials, Installation, HR/Payroll, Project Accounting, Inventory and Integration Manager.
- Project Manager to various MS Dynamics Great Plains implementations.


Ginger holds a Bachelor's Degree in Accounting and a Masters of Business Administration from Rutgers University. Her career started as an Auditor for Deloitte & Touch and over the years she developed her passion for Microsoft Dynamics, implementing Dynamics GP and Project Cost in the Professional Services, Commercial Real Estate and Medical Facilities vertical markets.

Ginger's experience with Microsoft Dynamics is unparalleled. As a Certified Master Dynamics trainer, she stays abreast of the latest Dynamics modules and shares experience with a very hands-on training technique at NetCom Learning.
Lynn D.
- Over 25 years of experience working as Senior Financial Analyst and Senior Auditor.
- Professor of Graduate Management and Business School at the University of Phoenix since 2007.
- Microsoft Certifications in Financials, Trade & Logistics, Production and Human Resources Management as well as Microsoft Certified Trainer (MCT) since 2009.


Lynn is a very accomplished Senior Financial Analyst and Senior Auditor with over 25 years of experience. She has been a Microsoft Certified Trainer since 2009 and a Professor of Graduate Management and Business School at University of Phoenix since 2007. In addition to several other Microsoft certifications, she is also a specialist in Microsoft Dynamics AX.

Lynn has taught several Microsoft Dynamics AX courses at NetCom Learning and is described by her students as very knowledgeable, qualified, and patient with her approach. Her classes are very dynamic and energetic, just as the course per se.
Ronald C.
- Founder and Managing Partner of Guided Technology Inc. which provides Microsoft consulting expertise and educational services for corporate and government.
- At Guided Technology, Ron was responsible for creating a strategic roadmap for First Data Corporation.
- At New York City Department of Finance, as Senior Manager & Design Architect, Ron designed and implemented IBM Servers collecting $15 billion in tax revenue.

Ron has always enjoyed teaching and instructing others, whether in the installation process of software and hardware upgrades, or as working as the Head of Training for Valinor, a Microsoft Consulting Partner, where Ron managed the company's training centers and worked as a Senior Instructor (MCT).

In addition to working in the management level of the business and software consulting market for over 18 years, Ron also worked as a Surface Warfare Officer and Weapons Officer in the United States Navy, serving two tours of duty. He served aboard the USS Tuscaloosa from 1984 -1987, and participated in two Western Pacific Deployments.

Ron loves basketball and played on Trinity College's varsity basketball team for all four years of college.

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Recent Client Testimonials & Reviews

Great staff, great instructor, very responsive to needs.

-Laura C.
Course(s) Taken

» Microsoft Dynamics CRM 2011: Accelerated Combo

overall, good class, and good instructor - great knowledge of many platforms and programs.

-Robert V.
Course(s) Taken

» Microsoft Dynamics CRM 2011: Accelerated Combo

The courses, teachers, and facilities are all very good.

-Allan S.
Course(s) Taken

» Microsoft Dynamics CRM 2011: Accelerated Combo

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