Introduction
This two-day instructor-led course provides
students with the knowledge and skills to implement, adjust, or use the
Sales and Marketing module. It assumes course participants have a basic
working knowledge of Microsoft Dynamics AX.
Audience
This course is intended for both professionals that are implementing
the Sales and Marketing module and also end users of the module.
At
Course Completion
After completing this course, students will be able to:
• Understand
the theory and concepts of contemporary customer relationship management
• Perform the necessary setup involved in the use of the Sales and
Marketing module
• Set up the categorizations necessary to use the business relations
functionality correctly
• Create and maintain business relations
• Set up and maintain the contact person(s) connected with a business
relation
• Set up and maintain (plan) activities for business relations
• Create and send quotations to business relations
• Create and structure a campaign
• Associate a campaign to a project
• Define campaign targets
• Execute a telemarketing initiative using Microsoft Dynamics AX
Sales and Marketing functionality
• Reflect the sales organization by creating sales units
• Attach employees to the created sales units and maintain them
• Define sales targets for the sales unit and sales personnel
• Set up and maintain synchronization from the Sales and Marketing
module to Microsoft Outlook.
• Create and attach a document to an activity, business relation,
or contact person.
Prerequisites
Before attending this course, students must have:
• A
working knowledge of the navigation and use of Microsoft Dynamics AX
• A working knowledge of the use of sales orders in Microsoft Dynamics
AX
In addition,
it is recommended, but not required, that students have completed:
• Microsoft
Dynamics AX Introduction 4.0
Microsoft Certified Professional Exams
No Microsoft Certified Professional exams are associated with
this course currently.
Course
Materials
The student kit includes a comprehensive workbook and other necessary
materials for this class.
Course
Outline
Chapter 1: Overview
This chapter
introduces students to the Microsoft Dynamics AX Sales and Marketing course
and the topics covered in the following chapters.
Lessons
• Course
Description
• General Sales and Marketing module information
• Chapter Content
After completing
this module, students will be able to:
• Know
the purpose of this course
• Know who the target group is for this course
• Know the content of the chapters the manual
Chapter
2: Customer Relationship Management
This chapter
explains the basic principles of Customer Relationship Management (CRM)
and the possibilities that the use of IT brings to CRM. The chapter describes
the key elements in the Microsoft Dynamics AX Sales and Marketing module
that refer to basic customer relationship management.
Lessons
• Customer
Relationship Management
• The Customer
• Sales and Marketing and CRM
After completing
this module, students will be able to:
• Understand
the basic theory behind CRM
• Understand the CRM-based elements in the Sales and Marketing module
• Gain an overview of the various parts of the Sales and Marketing
module
Chapter
3: Sales and Marketing Setup
This chapter
explains how to set up the Microsoft Dynamics AX CRM module. These procedures
are used by all professionals involved with implementing and maintaining
an installation of Microsoft Dynamics AX CRM.
Lessons
• Sales
and Marketing Module Setup
• Connecting Employees with User IDs
• Transaction Log
Lab 3.1:
Implementing the CRM Module
• Licensing
and Configuration Keys
• Number Sequences
• Link User to Employee
• Business Relation Types
• Default Parameters
After completing
this module, students will be able to:
• Maintain
and set up the required number sequences in CRM.
• Create the relation types in the CRM module.
• Create and maintain CRM employees and connect the employees with
their User IDs in Microsoft Dynamics AX.
• Create and maintain default values that are used when you create
business relations.
• Set up and maintain transaction logging for CRM transactions.
Chapter
4: Business Relations
This chapter
explains how to set up, create, and maintain business relations. The reports
available for business relations are also explained.
Lessons
• The
Business Relation
• Segmentation and Categorization
• Working with Business Relations
• Importing Business Relations
• Reports for the Sales Organization
Lab 4.1:
Creating New Business Relations
• Creating
Segments and Sub-segments
• Creating Business Relations
• Using Notes
Lab 4.2:
Importing Business Relations
• Create
an Import File
• Create File Format Definition File
• Import and Adjust Data
After completing
this module, students will be able to:
• correctly
• Define the required setups
• Create and maintain business relations
• Import Business relations from an external import file
• Understand which reports are available for contact management
purposes
Chapter
5: Contact Persons
This chapter
explains how to set up, create, and maintain contact persons. Activities
are also explained.
Lessons
• Defining
Salesperson Responsibilities
• The Contact Person
• Activities
Lab 5.1:
Contact Person Setup
• Setup
Contact Person characteristics
Lab 5.2:
Create Contact Persons
• Create
Contact Persons
• Select Contact Person Characteristics
Lab 5.3:
Creating an Activity
• Create
a New Activity
• Enter Activity Details
After completing
this module, students will be able to:
• Set
up and maintain the contact person(s) connected by using a business relation
• Set up and maintain (plan) activities for business relations
Chapter
6: Sales Quotations
This chapter
explains how to set up, maintain, and process quotations. The Sales and
Marketing module enables sales personnel to issue quotations to their
business relations, track the progress of the quotations, follow-up on
won or lost quotations, determine the probability of the business relation
accepting the quotation, analyze the historical record of quotations to
a particular business relation or contact person, and track competitive
quote information . The reports available for quotations are also explained.
Lessons
• Quotations
• Quotation Default Values
• Working with Quotations
• Quotation Reports
Lab 6.1:
Create a Quotation and Convert to a Sales Order
• Prepare
Quotation
• Use Price Simulations
• Partially Convert Quotation to Sales Order
• Process Remainder of Sales Order
After completing
this module, students will be able to:
• correctly
• Define the required setups
• Create and maintain business relations
• Import Business relations from an external import file
• Understand which reports are available for contact management
purposes
Chapter
7: The Marketing Organization
This chapter
explains how the Campaign module in Microsoft Dynamics AX lets you segment
the audience by meaningful profiles to refine a marketing message, execute
a campaign, track responses, and automatically send the correct literature
to all targets. You also learn how expenses related to the campaign are
displayed on the Campaigns form. It enables marketing personnel to gain
an expense overview in addition to a sales overview. You can gain an overview
of all activities, expenses, and business relations in one collected framework.
Lessons
• Marketing
Automation
• The CRM Encyclopedia
• Distribution of Campaign Responsibilities
• Reports in the Campaign Module
Lab 7.1:
Create a Campaign
• Create
a Campaign
• Select Campaign Targets
After completing
this module, students will be able to:
• Set
up the Market Automation tables for use
• Create the desired default values when you create campaigns
• Create and structure a campaign
• Associate a campaign to a project
• Define campaign targets
• Broadcast a campaign and collect the responses to that campaign
• Build a library in the encyclopedia
Chapter
8: Telemarketing
This chapter
explains how Microsoft Dynamics AX facilitates creating, registering,
and administering the telephonic contact between a company and its business
relations. The contact can be for direct marketing purposes or be associated
with a questionnaire or other activities directed toward a particular
contact person.
Lessons
• Telemarketing
Setup
• Creating and Working with Call Lists
• Working with Telemarketing
• Reports in Telemarketing
Lab 8.1:
Create a Call List
• Create
a New Call List
• Select Targets for the Call List
Lab 8.2:
Enter Responses and Re
• Enter
Results of Calls
• Re-assign Remaining Calls
After completing
this module, students will be able to:
• Set
up the Microsoft Dynamics AX Telemarketing module
• Set the relevant parameters for telemarketing
• Create a call list
• Administer and distribute a call list
• Execute a telemarketing initiative
• Use telemarketing reports to gain an overview of the whole telemarketing
initiative
Chapter
9: Sales Management
This chapter
explains creating and maintaining sales units, sales targets and management
statistics in addition to the reports available for sales management.
Lessons
• The
Sales Unit
• Sales Targets
• Management Statistics
• Reports in Sales Management
Lab 9.1:
Creating Sales Units and Targets
• Create
a New Sales Unit
• Assign Employees to the Sales Unit
• Enter Sales Targets
Lab 9.2:
Enter Responses and Re
• Create
a Management Statistics record
• Create a query for the graph
• Generate the data for the graph
• Generate the graph
After completing
this module, students will be able to:
• Reflect
the sales organization by creating sales units
• Attach employees to the created sales units and maintain them
• Define sales targets for the sales unit and sales personnel
• Create management statistics graphs
Chapter
10: Common Tools Setup
This chapter
details how to set up, maintain, and use document handling in the Sales
and Marketing module in addition to how to set up, maintain, and use Sales
and Marketing synchronization with Microsoft Outlook. Additionally, the
chapter describes how to create mailing lists and merge files and how
to incorporate a Computer Telephone Integration (CTI) system using the
Microsoft TAPI protocol.
Lessons
• Document
Handling
• Mailing Lists and Merge Files
• Microsoft Dynamics AX and Outlook Synchronization
• Computer Telephone Integration
Lab 10.1:
Common Tools Setup
• Fill
in the answer questions over the material covered in the chapter
After completing
this module, students will be able to:
• Set
up document handling in Microsoft Dynamics AX to facilitate document handling
in Sales and Marketing.
• Create mailing lists and merge files
• Set up and maintain synchronization with Microsoft Outlook from
the Sales and Marketing module.
• Create and attach a document to an activity, business relation,
or contact person.
• Create and attach Microsoft Word templates for use in Microsoft
Dynamics AX Sales and Marketing.
• Generate, create, and merge mailings.
For more
information or to give feedback, send e-mail to info@GuideToLearn.com or call
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