Chapter 12. Using the Sales Functions


  • Creating and qualifying leads

  • Opportunity and pipeline management

  • Product catalog fundamentals

  • Quotes, orders, and invoices

The sales functionality in Dynamics CRM improves sales productivity through all stages of the business development lifecycle. Your organization can ensure that leads are followed up and qualified in a timely manner, opportunities follow consistent best practices, territories are aligned, and existing accounts receive regular contact. Sales reps can be more productive and efficient by keying less data, shortening sales cycles, and ensuring that no opportunities slip between the cracks. The reporting functions give management visibility into the pipeline to forecast sales revenue and analyze trends to uncover threats and opportunities.

In addition to the sales functions available out of the box, Dynamics CRM also includes customization tools so you can configure and extend this functionality to work the way that your business does. In fact, Dynamics CRM was built with the intention that it be tailored to follow your unique business process. In this chapter, we focus on the sales functionality available out of the box, but be aware that customization (discussed throughout this book) is critical if you want to maximize the value in your Dynamics CRM investment.


Keep in mind that you need to learn some prerequisites before reading this chapter. In Chapter 1, we define a number of terms and concepts that are important ...

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