Microsoft Dynamics 365 for Sales

This Microsoft Dynamics 365 for Sales course provides students with a detailed hands-on experience of the Sales features and components of Microsoft Dynamics 365.

Attendees of this course will gain an in-depth understanding into the management of the Sales Pipeline in Dynamics 365, including Lead and Opportunity management, working with the Sales Order Process, the Product Catalog, Quotes, Orders and Invoices. The Sales Analysis features such as the Sales Reports, Sales Goal Management, Sales Charts and Dashboards are also presented in this course.

The course applies to both Business and Enterprise Editions of Dynamics 365 as well as Online and On-premise deployments.

This course is intended for Sales Representatives (SR), Sales Managers and End-users who have an interest in the Sales components of Dynamics 365.


Public Classes: Delivered live online via WebEx and guaranteed to run . Join from anywhere!

Private Classes: Delivered at your offices , or any other location of your choice.

  1. Understand the features and tools that exist in Microsoft Dynamics 365 for SR’s and Sales Managers
  2. Be familiar with the stages of the Sales Order Process in Microsoft Dynamics 365
  3. Understand the fundamentals of Lead and Opportunity Management. Be able to track, manage, qualify Leads and convert to Opportunities and related customer records in Microsoft Dynamics 365
  4. Know how to disqualify and cancel Leads, and convert Activity records to Leads and Opportunities
  5. Understand how to collaborate on Opportunities with other SR’s and close Opportunity records as Won and Lost
  6. Be able to track Competitors and Stakeholders
  7. Understand how to view Resolution Activities
  8. Add Products and Write-In Products to Opportunities
  9. Build and maintain a repository of Products, Product Bundles and Product Families in the Product Catalog
  10. Configure Unit Groups, Price Lists and Discount Lists
  11. Work with Product Properties and view a Product Hierarchy
  12. Create Quotes and add Products
  13. Work with the Sales Order Process to convert Quotes to Orders and Invoices
  14. Fulfill Orders and manage Invoice payments
  15. Explore the Sales Reports and create a custom Sales Report using the Reporting Wizard in Microsoft Dynamics 365
  16. Understand the significance of Sales Goal Management and Metrics in Microsoft Dynamics 365
  17. Explore the Sales Charts and Dashboards and create a custom Sales Dashboard in Microsoft Dynamics 365
  1. Introduction
    1. Sales Order Process Scenarios
    2. An Introduction to Sales in Dynamics 365
    3. The Dynamics 365 Platform
    4. Dynamics 365 Sales Fundamentals
    5. Security Considerations
    6. Where to get Help
    7. Further Reading and Resources
    8. Lab 1: Sales in Dynamics 365 Orientation
    9. Explore the Sales features in Dynamics 365
  2. Lead Management
    1. The Lead Management Process
    2. Working with Lead Records
    3. Working with the Lead Form
    4. Lead Assignment
    5. Leads and Activities
    6. Qualifying a Lead
    7. Disqualifying a Lead
    8. Lab 1: Working with Leads
    9. Create a Lead record
    10. Update a Lead record
    11. Qualify a Lead to an Opportunity record
    12. Disqualify a Lead record
    13. Convert an Email activity to a Lead record
  3. Opportunities Management
    1. Introduction to Opportunities
    2. The Opportunity Views
    3. The Opportunity Form
    4. Opportunity Sales Process
    5. Closing an Opportunity
    6. Resolution Activities
    7. Lab 1: Working with Opportunities
    8. Working on Opportunities
    9. Closing an Opportunity as Lost
    10. Closing an Opportunity as Won
  4. Products
    1. In this module we will start to look at the Product Catalog in Dynamics 365. We look at how to create Products and configure Unit Groups and Price Lists. Finally, we look at Product Properties, Product Bundles and Product Families.
    2. Introduction to the Product Catalog
    3. Adding Products
    4. Configuring Unit Groups
    5. Price Lists and Price List Items
    6. Product Properties, Bundles and Families
    7. Lab 1: Configuring the Product Catalog
    8. Configure Unit Groups
    9. Add a Product
    10. Create and Configure a Price List
    11. Lab 2: Working with the Product Catalog
    12. Clone a Product
    13. Create a Product Bundle
    14. Create a Product Family
  5. Quotes, Orders and Invoices
    1. Introduction to Order Processing
    2. Adding Products to an Opportunity
    3. Working with Quotes
    4. Working with Orders
    5. Working with Invoices
    6. Lab 1: Working with Quotes, Orders and Invoices
    7. Add Products to an Opportunity
    8. Add a Quote to an Opportunity
    9. Convert a Quote to an Order and Invoice
  6. Sales Analysis
    1. Introduction to Sales Analysis in Dynamics 365
    2. The Sales Reports
    3. The Reporting Wizard
    4. Working with Sales Charts
    5. Working with Sales Dashboards
    6. Working with Sales Goals and Metrics
    7. Lab 1: Explore the Sales Reports
    8. Exploring the Sales Pipeline Report
    9. Exploring the Quote Report
    10. Lab 2: Sales Goals and Metrics
    11. Create Goals for the Sales Team
    12. Create a Personal View
    13. View Sales Goals and Chart
    14. Lab 3: Explore the Sales Charts and Dashboards
    15. Explore the Lead and Opportunity Charts
    16. Create a custom Sales Chart
    17. Explore the Sales Dashboards
    18. Create a custom Sales Dashboard
Class Materials

Each student in our Live Online and our Onsite classes receives a comprehensive set of materials, including course notes and all the class examples.

Class Prerequisites

Experience in the following is required for this Dynamics class:

  • An existing working knowledge of either Microsoft Dynamics 365 or Microsoft Dynamics CRM.
Prerequisite Courses

Courses that can help you meet these prerequisites:

Training for your Team

Length: 1 Day
  • Private Class for your Team
  • Online or On-location
  • Customizable
  • Expert Instructors

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