Sales
Managing a sales pipeline can be challenging for organizations. Often, sales people need to have the latest information regarding their customers’ interactions readily available. They need to be able to easily update the system and advance opportunities t
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Sales Managing a sales pipeline can be challenging for organizations. Often, sales people need to have the latest information regarding their customers’ interactions readily available. They need to be able to easily update the system and advance opportunities to the next stage of development, as well as provide accurate quotes and correct product estimates. This is done while providing a great service to potential customers and collaboratively working with their sales team and company to get what they need at the right time in the lifecycle. Sales is not about just pipeline management, but also the setup behind the scenes. The sales lifecycle is enhanced by the setup and use of the product catalog, which allows organizations to manage the products they sell from the front-line sales team and provide an integration point to back-office systems. This chapter will cover a deep dive into the sales lifecycle, what the product catalog is in Dynamics 365 CE and how to set it up.
Product Catalog Setup and Management Dynamics 365 CE has a sales cycle that is underpinned by opportunities, quotes, and invoices. Products are an optional feature of Dynamics 365 CE, and the sales lifecycle can be utilized without defining specific products and relationships. That said, being aware of products and related functionality can assist organizations in knowing how best to implement the product catalog within Dynamics 365 CE and to keep it maintained with little effort while still providing enhancements to their sales lifecycle. As the sales cycle progresses through to an opportunity, then to a quote, order, and invoice, the products related to these records are retained throughout the lifecycle, providing reporting capabilities and suggestion features that are aimed at helping a sales person in their day-to-day role. Products are not the only thing within the catalog. It is made up of a framework that creates a structure allowing products to be available at different prices
© Sarah Critchley 2018 S. Critchley, Dynamics 365 CE Essentials, https://doi.org/10.1007/978-1-4842-3973-5_3
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Chapter 3
Sales
and price formulas, linking together with recommendations for cross-selling, up-sell opportunities, managing different units of sale, and discount availability. The product catalog within Dynamics 365 CE does not formulate an actual warehousing solution, something Dynamics Finance and Operations would be more suited for. It would, however, be a great starting point for integration between a back- office system that is better suited for warehousing and inventory management and Dynamics 365 CE, thus adding value. A product is defined as an item which is sold, this can be an actual physical item or a service, for example. A product record in Dynamics 365 CE can be seen as the ‘Product Definition’. Instances of the products are associated on ‘Price Lists’ as Price List Items. Hierarchal family relationships can be created with products, which have a lineage of related properties that are inherited down across the children of the paren
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