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.

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