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Microsoft Dynamics CRM Course page 

MOC 80291
MOC 80291 – Sales Management in Microsoft Dynamics CRM 2011

Course Description

This course introduces the capabilities of Sales Management in Microsoft Dynamics CRM that allow you to track and manage the sales process from potential to close. It provides insight on using the Product Catalog and process sales information. It also introduces some of the tools used to analyze and report on sales information.

Who Should Attend

This course is designed for new partners and customers of Microsoft Dynamics CRM that want to learn about the available sales features in the Microsoft Dynamics CRM product.

Course Outline

Module 1: Introduction

This module introduces the capabilities of Microsoft Dynamics CRM that allow you to track and manage the sales process from potential to close.


  • Overview of the Sales Process in Microsoft Dynamics CRM
  • Core Records in the Sales Process
  • Tracking Competitors and Managing Sales Literature
  • Working with Leads
  • Working with Opportunities
  • Sales Processes, Workflows and Dialogs

Module 2: Working with the Product Catalog

This module describes the role of the product catalog in Microsoft Dynamics CRM and the benefits of using it. It shows the tasks that are required to configure a product catalog, including setting up and maintaining unit groups, products, and price lists. It also describes and demonstrates the important role of the product catalog and price lists in the sales process.


  • The Product Catalog and the Sales Process
  • Unit Groups
  • Adding and Maintaining Products
  • Creating, Maintaining and Using Price Lists

Module 3: Sales Order Processing

This module discusses the tools used to capture important sales information and uncover new business opportunities. Although, quotes, orders, and invoices are an important part of the sales processes and provide a complete view of the customer, implementing a sales process allows users to initiate, track, and close sales consistently and efficiently.


  • The Microsoft Dynamics CRM Sales Order Process
  • Opportunities, Quotes, and the Sales Process
  • Working with Orders
  • Working with Invoices

Module 4: Analysis, Reporting and Goals

This course discusses a number of tools you can use to analyze and report on sales-related information in Microsoft Dynamics CRM.


  • Analyzing Sales Information with Lists, Views and Charts
  • Working with Reports
  • Exporting Sales Information to Microsoft Office Excel
  • Creating and Managing Sales Goals
  • Creating Charts
  • Dashboards


Lab: Qualify and Convert Leads
Lab: Running a Dialog Process
Lab: Create a Special Offer Price List
Lab: Use a Special Offer Price List for an Opportunity
Lab: Create Multiple Quotes from an Opportunity
Lab: Convert a Quote to an Order
Lab: Create a Sales Goal for Opportunities

What You’ll Learn

After completing this course, students will be able to:

  • Gain a conceptual understanding of the Microsoft Dynamics CRM sales process
  • Understand the role of the core record types used in Sales Management
  • Discuss when to use leads to qualify or disqualify opportunities
  • Use process dialogs to automate lead and opportunity management
  • Use the Product Catalog
  • Create Price Lists for campaigns and special offers
  • Create orders, quotes and track order fulfillment
  • Use Lists, Views and Charts to obtain important sales information
  • Work with and create dashboards
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