Only £1600 + VAT

Course Details

Title: T4CRM055 - CRM 2016 Sales Management Certification Bootcamp
Duration: 2 days
Delivery Method: Full Time
Price: £1400 + VAT

Certification Bootcamp Package
This bootcamp contains the following additional benifits to help you gain your certification:

  • Exam coaching classes, every evening during the Bootcamp
  • The exam itself.
  • Free post course exam coaching sessions via Skype.
  • A free resit on Bootcamp during the next 12 months.

This course:
- Fully prepares individuals for the Microsoft CRM 2016 Sales exam MB2-713.
- Introduces the capabilities of Sales Management in Microsoft Dynamics CRM 2016 that allow you to track and manage the sales process from potential to close.
- Provides insight on sales process information.
- Introduces the tools available to analyze and report on sales information.
- Focuses on how an organization can nurture customer satisfaction through automation of business processes within Microsoft Dynamics CRM 2016.
- Provides an understanding of the new tools and features available in Dynamics CRM 2016, including Excel Templates and Word Templates.
- Examines Integrating Microsoft Dynamics CRM with other products including:

  • Outlook
  • SharePoint
  • Skype and Skype for Business
  • Yammer

Audience Profile
Individuals wishing to obtain a certification in Dynamics CRM 2016 Sales should take this course. The primary audience is a partner who sells and implements sales modules in Microsoft Dynamics CRM 2016. This audience typically includes sales operations managers, customer service managers, service schedulers, administrators, office managers, executives, and consultants who want to demonstrate a foundational understanding of the application functionality.

At Course Completion
• Understand the context of Sales Management and review real-life sales scenarios.
• Identify how the various elements of the Microsoft Dynamics CRM 2016 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
• Use reporting functionality to gain insight into trends, performance, and identifying opportunities and potential issues.
• Practice Goal Management features to establish and track progress against target values for key performance indicators.

Course Outline
Module 1: Microsoft Dynamics CRM Concepts
- Microsoft Dynamics CRM functionality
- Microsoft Dynamics CRM clients
- Microsoft Dynamics CRM records
- Application navigation

Module 2: Working with the Application
- Customer records
- Addresses
- Personal options

Module 3: Introduction to Sales Management
- Customer Scenarios
- Basic Record Types

Module 4: Lead Management
- 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 Competitors
Lab: Create and Disqualify a Lead

Module 5: Working with Opportunity Records

- Create Opportunities and Work with Opportunity Form
- Changing Opportunity Status
Lab: Managing Sales Opportunities
- 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 6: Working with the Product Catalog
- The Microsoft Dynamics CRM Product Catalog
- Unit Groups
- Adding and Maintaining Products
- Creating, Maintaining and Using Price Lists
- Currency Management
- Creating a Price List
Lab: 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

Module 7: Sales Order Processing
- Adding Line Items (Opportunity Products) to Opportunities
- Quote Management
- Working with Orders
- Working with Invoices
Lab: Sales Order Process

Module 8: Metrics and Goals
- Configuring Goal Metrics
- Configuring Fiscal Periods
- Creating and Assigning Goal Records
- Creating and Recalculating Parent and Child Goal Records
- Creating a Rollup Query
Lab : Goal Management for Individuals
- Implement a Goal Metric

Module 9: Sales Analysis
- Running Built-in 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 Queries
Lab: 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.

Module 10: New in CRM 2016 Sales and Marketing!
- Use of pre-formatted Excel templates to quickly create Excel documents directly from CRM.
- One click easy generation of documents from CRM using role based pre-defined Word templates.
- SMS marketing including inbound and outbound campaigns.
- Next generation Cortana integration for sales teams.
- Interactive generation of HTML in emails.
- New CRM app for Outlook included expand support to include Firefox, Safari for Mac and Outlook for Mac.

Module 11: Configure Email Integration
- Configure email server synchronization.
- Configure server settings.
- Server profiles and mailbox configurations.
- Migrate to server-side synchronization.
- Configure synchronization options.
- Configure email client integration.
- Use folder tracking.

Module 12: Configure Collaboration
- Configure Microsoft SharePoint integration.
- Set up and use SharePoint documents.
- Use Skype and Skype for Business with Dynamics CRM.
- Use Microsoft Yammer with Dynamics CRM.
- Use Office Groups with Dynamics CRM.

Module 13:Configure Office Productivity
- Work with and export to Excel.
- Analyze data with Power BI.
- Visualize data with Excel and Power BI to create an immersive experience.
- Configure OneNote integration.
- Use OneNote with Dynamics CRM.

Before attending this course, students must have:
• General knowledge of Microsoft Windows.
• General knowledge of Microsoft Office.
• An understanding of Customer Relationship Management solution processes and practices.