Microsoft Dynamics® CRM Training
CRM 2013 Sales Module Introduction
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Today's webinar is one of several focused webinars covering the various modules in CRM. This webinar covers the Sales Module. The Sales Module can be thought of as a as a lens through which a person in the sales department may wish to view their Microsoft Dynamics CRM Data. The entities in the sales module have been chosen by Microsoft as those entities of most likely to be of interest two a sales-focused individual. Present in the sales module there are several entities which are specific to sales. They are leads, opportunities, quotes, orders, and invoices. In addition to those entities, there are also the contact and account entities. Contacts and accounts are considered to be customers in dynamics CRM. Accounts in CRM are any type of organization that the company using CRM cares about. By the organization, we mean customers, vendors, resellers, gov't agencies, or any other type of organization. Contacts in CRM are designed to represent people. These people may or may not have a relationship with the account entity. The lead entity in CRM is designed to serve as a relatively low value and to the where fundamental information can be stored before the lead is qualified. What we mean by relatively low value is that since you are not sure that the information you're collecting is of sufficient value to populate your account, contact, or opportunity's entities, the lead is where you would store such information until you performed the work it will take to determine if the lead has more value. This work is considered qualification. When you qualify a lead in CRM you are telling the system that an account, contact, and then opportunity should be created because the lead has led to value. When you qualify a lead in Microsoft dynamics CRM the lead can spawn as many as three different records, such as a new account, a new contact, and an opportunity. The chief difference between and opportunity and a lead is that an opportunity is regarding revenue. The second difference between an opportunity and the lead is that a lead is a stand-alone entity, whereas an opportunity must have a customer attached to it. The sales process is a series of stages and steps that is available by default in Dynamics CRM, and is attached to both the lead on the opportunity entities. It appears as a bar at the top of the form with the stages identified and steps inside of each stage. This process bar is entirely customizable. The process flow is designed to guide your staff in the proper steps during the sales process. Those steps can be defined by you, as well as what ever stages you consider to be important in your own sales process. The process bar also provides instant visibility to anyone in CRM who is curious as to the stage at which the sales effort is currently in. Once a lead is qualified and becomes an opportunity, products can be added to that opportunity from a product catalog if you so choose to maintain one. Once the opportunity is one, a quote can be created from the opportunity. The products that were associated with the opportunity will be transferred to the quote. Finally from a quote and order can be created. At the end of the chain if you decide to use the module, the invoice can be created from an order. This concludes the 25 minute webinar are covering the sales module.