Course 55258-A: Microsoft Dynamics 365 for Sales

Microsoft

Course 55258-A: Microsoft Dynamics 365 for Sales

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This course provides students with a detailed hands-on experience of the Sales features and components of Microsoft Dynamics 365.Attendees of this course will gain an in-depth understanding into the management of the Sales Pipeline in Dynamics 365, including Lead and Opportunity management, working with the Sales Order Process, the Product Catalog, Quotes, Orders and Invoices. The Sales Analysis features such as the Sales Reports, Sales Goal Management, Sales Charts and Dashboards are also presented in this course.The course applies to both Business and Enterprise Editions of Dynamics 365 as well as Online and On-premise deployments.

Audience Profile

This course is intended for Sales Representatives (SR), Sales Managers and End-users who have an interest in the Sales components of Dynamics 365. Students should have an existing working knowledge of either Microsoft Dynamics 365 or Microsoft Dynamics CRM. As a minimum, students should attend the prerequisite course Introduction to Microsoft Dynamics 365.

Prerequisites

Course outline

Module 1: Introduction

Module Overview

This module provides the attendee with an introduction to the concept of Sales in Microsoft Dynamics 365.

Lessons

Sales Order Process Scenarios
An Introduction to Sales in Dynamics 365
The Dynamics 365 Platform
Dynamics 365 Sales Fundamentals
Security Considerations
Where to get Help
Further Reading and Resources

Lab Sessions

Sales in Dynamics 365 Orientation

Lab Lessons

Explore the Sales features in Dynamics 365

After completing this module, students will be able to:

Understand the Sales Order Process in regards to the Dynamics 365 Sales App.
Be familiar with the Sales features of the Dynamics 365 App.
Understand the impact of Security configuration on the Dynamics 365 Sales App.
Know where to get help when navigating and using the Dynamics 365 Sales App.
Be familiar with the further reading and resources available to users.

Module 2: Lead Management

Module Overview

This module presents the Lead Management Process in Dynamics 365. We examine the process to create and assign Lead records, how to create Leads from Activities and how to qualify and disqualify Leads. We also look at the various stages of the Lead to Opportunity Sales Process in Dynamics 365.

Lessons

The Lead Management Process
Working with Lead Records
Working with the Lead Form
Lead Assignment
Leads and Activities
Qualifying a Lead
Disqualifying a Lead

Lab Sessions

Working with Leads

Lab Lessons

Create a Lead record
Update a Lead record
Qualify a Lead to an Opportunity record
Disqualify a Lead record
Convert an Email activity to a Lead record

After completing this module, students will be able to:

Understand the Lead Management Process in regards to the Dynamics 365 Sales App.
Know how to create and manage Lead Records.
Be able to work with Leads and Activities.
Understand the Lead Qualification Process.

Module 3: Opportunities Management

Module Overview

This module presents the concepts of Opportunities in Dynamics 365. We examine the Opportunity Views and Forms, and the Opportunity Sales Process when closing an Opportunity record. We also look at Resolution Activities and how they influence the Sales Order Process.

Lessons

Introduction to Opportunities
The Opportunity Views
The Opportunity Form
Opportunity Sales Process
Closing an Opportunity
Resolution Activities

Lab Sessions

Working with Opportunities

Lab Lessons

Working on Opportunities
Closing an Opportunity as Lost
Closing an Opportunity as Won

After completing this module, students will be able to:

Understand the Opportunity Management Process in regards to the Dynamics 365 Sales App.
Interact with the Opportunity Views and Forms to manage Opportunity Records.
Work with Opportunity Records in a Sales Process Flow.
Close Opportunities as Won and Lost.
Understand the significance of Resolution Activities.

Module 4: Products

Module Overview

In this module we will start to look at the Product Catalog in Dynamics 365. We look at how to create Products and configure Unit Groups and Price Lists. Finally, we look at Product Properties, Product Bundles and Product Families.

Lessons

Introduction to the Product Catalog
Adding Products
Configuring Unit Groups
Price Lists and Price List Items
Product Properties, Bundles and Families

Lab Sessions

Configuring the Product Catalog
Working with the Product Catalog

Lab Lessons

Configure Unit Groups
Add a Product
Create and Configure a Price List
Clone a Product
Create a Product Bundle
Create a Product Family

After completing this module, students will be able to:

Be familiar with Product Catalog feature in Dynamics 365.
Add and manage Products, configure Unit Groups and relate Price Lists.
Work with Price Lists and Price List Items.
Understand Product Properties and create Product Bundles and Families.

Module 5: Quotes, Orders and Invoices

Module Overview

This module presents Quotes, Orders and Invoices in Microsoft Dynamics 365. We look at how to add Products from the Product Catalog to Opportunities and Quotes, and when to use write-in Products. This module also steps through the process to convert Quotes to Orders, Order fulfillment and the procedure of Invoice management.

Lessons

Introduction to Order Processing
Adding Products to an Opportunity
Working with Quotes
Working with Orders
Working with Invoices

Lab Sessions

Working with Quotes, Orders and Invoices

Lab Lessons

Add Products to an Opportunity
Add a Quote to an Opportunity
Convert a Quote to an Order and Invoice

After completing this module, students will be able to:

Be familiar with Order Process Flow in Dynamics 365.
Add Products and write-in Products to an Opportunity and Quote Record.
Work with Quotes, Orders and Invoice Records.

Module 6: Sales Analysis

Module Overview

This module looks at the different methods available to analyze sales information that is stored in Dynamics 365. We look at the out of the box sales reports and the process to create a custom report using the Dynamics 365 Report Wizard. This module also demonstrates the Chart and Dashboard designer, as well as reviewing the out of the box sales dashboards to analyze service data.

Lessons

Introduction to Sales Analysis in Dynamics 365
The Sales Reports
The Reporting Wizard
Working with Sales Charts
Working with Sales Dashboards
Working with Sales Goals and Metrics

Lab Sessions

Explore the Sales Reports
Sales Goals and Metrics
Explore the Sales Charts and Dashboards

Lab Lessons

Exploring the Sales Pipeline Report
Exploring the Quote Report
Create Goals for the Sales Team
Create a Personal View
View Sales Goals and Chart
Explore the Lead and Opportunity Charts
Create a custom Sales Chart
Explore the Sales Dashboards
Create a custom Sales Dashboard

After completing this module, students will be able to:

Understand the different ways to analyze Sales data in Dynamics 365.
Work with the out of the box Sales Reports in Dynamics 365.
Create a custom Sales report using the Reporting Wizard.
Work with the Sales Charts and Dashboards. Create Sales Goals and KPI Visualizations in Dynamics 365.

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