Microsoft Dynamics 365 Sales Module

Overview
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Vatsh_Sandeep
on 1 Feb 2018 4:52 AM

 Introduction:

Microsoft Dynamics 365 is designed to support the sales process from acquiring a new lead
through the close of a sale. CRM has a place to store the contact information for new leads,
a place to track the follow-up communications (such as Phone Calls, Emails, and
Appointments), and the ability to qualify a Lead into an Account, Contact, and
Opportunity.

 Terminologies:

1. Account: Organization; Includes Customer, Vendor, Partner, Affiliate or Other.

2. Contacts: Individual; Associated with maximum one account (through contact form).
3. Leads: Prospect (Potential Customer/ Potential Sale).
4. Opportunities: Potential Sale (Created when lead is almost ready to buy product or service).
5. Quote: Document for customer/prospect; Contains information about Product, Quantity, Pricing,
Payment terms and other important details.
6. Order: Confirmation from customer/ prospect on buying a product.
7. Invoices: Document containing billing information.
8. Competitors: Information about competitors. So that you can keep track of them and win.
9. Sales literature: Centralized repository for sales related documents. Contains Brochures, Product
Guides, Competitors information, Pricing and Discounts, Sales documents, etc.
10. Product Catalog: Collection of Products and their pricing information.
11. Goals: Used to keep track of progress on achieving target revenue.
12. Goal Metrics: Explains how the goal number or figure I measured.

 Process Flow:

Step 1: Capture Lead - Create Lead.

Step 2: Account Creation - Information captured of a company or company details become
Account after lead qualification process.
Step 3: Contact Setup - Information captured of an individual in a lead becomes Contact after
lead qualification process.
Step 4: Opportunity management - Once Lead shows interest in product and ask for more
information Qualify the lead. Now the Lead becomes an Opportunity.
Step 5: Product Catalog - Add all the information about products and their pricing.
Step 6: Quote Management - Create Sales Quote.
Step 7: Order Management - Once the customer accepts everything mentioned in Sales Quote
and confirms, convert quote to order.
Step 8: Close Opportunity.
Step 9: Invoice Management - Create Sales Invoice and send it to the customer.
Step 10: Sales Business Process - Business can define a process flow so that sales user will
follow the guided process without any confusion.