Sales Automation in Microsoft Dynamics CRM 2013

This course is included in our On-demand training solution.


Microsoft Dynamics CRM 2013 is a Customer Relationship Management application that makes it possible to automate much of the sales process. In this course, you will learn how to configure and use the sales module including sales pipeline management, sales order processing, managing the product catalog, measuring performance through metrics and goals, and various ways to create reports.

Target Audience

Individuals who plan to use, implement, or support the Microsoft Dynamics CRM 2013 sales module in their organization



Expected Duration

120 min.

Course Objectives

Course Introduction

Introduction to Sales Management

  • recognize the terminology in sales management
  • The Sales Process

  • recognize the sales process and its entities
  • Lead Management and Lead Conversion

  • create leads and convert them to opportunities
  • Working with Opportunity Records

  • set up opportunity records
  • Opportunity Resolution

  • resolve opportunity records
  • Managing and Using Multiple Currencies

  • work with multiple currencies on sales records
  • Keeping Track of the Competition

  • track sales lost to competitors
  • Introduction to the Product Catalog and Unit Groups

  • describe the product catalog and configure unit groups
  • Price Lists and Products

  • offer a product or service at different sales prices
  • Price List Items and Pricing Methods

  • distinguish between different pricing methods
  • Product Grouping and Price Rounding

  • specify rounding rules and group products
  • Discount Lists

  • configure discount lists
  • Sales Literature

  • create a central repository for sales literature and attach it to relevant records
  • Generating Quotes from Opportunities

  • create quotes against an opportunity using the product catalog
  • Sending and Revising Quotes

  • produce a quote document and make revisions to your quote
  • Orders and Invoicing

  • follow the sales process from quoting to ordering to invoicing
  • Configuring Goal Metrics and Rollup Fields

  • configure goal metrics in CRM
  • Creating and Assigning Goal Records

  • set up goals to measure the performance of teams and individuals
  • Creating a Rollup Query

  • create a rollup query to apply a filter to a goal
  • Parent Goals

  • use parent goals to roll up goal values
  • Sales Reports

  • describe the built-in CRM sales reports
  • Exporting CRM Data to Excel

  • create an Excel workbook as a CRM report
  • Using Excel to Analyze your CRM Data

  • use Excel pivots, slicers, and timelines to analyze your CRM data
  • Charts and Visualization

  • develop various types of charts to graphically display your data
  • CRM Report Builder

  • build basic reports using the native CRM Report Builder
  • Exercise: Use the Sales Cycle