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Sams Teach Yourself Microsoft® Dynamics CRM 2011 in 24 Hours by Anne Stanton

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Answers

1. The probability percentage on an opportunity is used for analysis to offset the estimated revenue based on a salesperson’s interpretation or a step in the sales process. This offers a more realistic expectation of expected revenue.

2. Two of the many sales processes that can be incorporated into Microsoft Dynamics CRM are Sandler Sales and Miller Heiman.

3. Yes. Microsoft Dynamics CRM can automate, document, and follow a services-oriented sales process.

4. You can have an unlimited number of opportunities on any given prospect.

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