Module 1 – Set up and configure Dynamics 365 Sales – 6 units
Dynamics 365 Sales helps salespeople build strong relationships with their customers, act based on insights, and close sales faster. It also helps to track accounts and contacts, nurture sales from lead to order, and create sales collateral. This module introduces the Dynamics 365 Sales application and explains how to set up the application.
Learning objectives
In this module, you will:
- Learn about the key features of Dynamics 365 Sales and how it can help your organization.
- Configure key settings that organizations should customize when setting up the application.
- Set up the included security roles for sales users.
Prerequisites
Basic understanding of navigation in the Microsoft Dynamics 365 application and a working knowledge of the core records that are used in sales scenarios
Module 2 – Manage leads with Dynamics 365 Sales – 7 units
The lead management capabilities in Microsoft Dynamics 365 let you connect with your customers in a whole new way. This module provides an overview of what leads are, and describes the different options for creating leads, managing them, and working with them throughout their lifecycle. It also provides information about qualifying and disqualifying leads. The more leads you have, the greater your chances of getting opportunities and successfully closing deals.
Learning objectives
In this module, you will:
- Examine the lead qualification process in Dynamics 365 from beginning to end
- Identify the different options that are available for creating and defining leads
- Use business process flows to manage the lead lifecycle
- Qualify and disqualify leads
Prerequisites
The target audience should have a basic understanding of how to move around in the Dynamics 365 application, and also a working knowledge of the core records that are available.
Module 3 – Manage opportunities with Dynamics 365 Sales – 7 units
The opportunity management capabilities in Microsoft Dynamics 365 make it easy to manage opportunities and convert more leads. In this module, you’ll learn how and when opportunities are used and managed in Dynamics 365. You’ll also learn about the options for creating opportunities, their relationships with other records, and how to manage them throughout their lifecycle. By providing a complete view of the customer, Dynamics 365 helps you win more deals.
Learning objectives
In this module, you will:
- Identify scenarios where opportunities can be used
- Create and define opportunities
- Work with related opportunity records
- Manage an opportunity throughout its lifecycle
Prerequisites
The target audience should have a basic understanding of how to move around in the Dynamics 365 application, and also a working knowledge of the core records that are available. Familiarity working with leads is also helpful but isn’t required.
Module 4 – Leverage Embedded intelligence in Dynamics 365 Sales – 7 units
It takes time and effort to building a strong, lasting relationship with customers. Account executives must communicate with customers on a regular basis, and they must maintain a complete understanding of who those customers are and what they need. This module focuses on the Embedded Intelligence suite of features in Microsoft Dynamics 365 and how it can help build those relationships.
Learning objectives
In this module, you will:
- Deploy and set up advanced relationship cards
- Use the Auto Capture feature to identify potentially relevant communications
- Set up and consume email tracking
Prerequisites
The target audience should have a basic understanding of how to move around in the Dynamics 365 application, and also a working knowledge of the core records that are used in sales scenarios. Familiarity with managing leads and opportunities is also helpful.
Module 5 – Manage and organize your product catalog with Dynamics 365 Sales – 8 units
Microsoft Dynamics 365 helps organize and manage even the most complex product catalog to support your customers in customer engagement scenarios (for example, sales and column service). In this module, you’ll learn how to define products, families, and bundles, take advantage of product properties, and define price lists. You’ll also learn about pricing options for increased consistency and efficiency.
Learning objectives
In this module, you will:
- Set up unit groups to help control how products are sold
- Create product family hierarchies that include product bundles and individual products
- Set up product pricing data by creating price lists and price list items
- Use discount lists to provide volume discount pricing
Prerequisites
A basic understanding of how to move around in the Dynamics 365 application. Familiarity with core sales fundamentals like leads, opportunities, orders, and invoices can also be helpful.
