Sales Module Setup

Module Overview

• Recognize how to work with sales literature

• Create and associate competitors with records
Sales Literature

• Central repository for an organization's sales documentation

• Use sales literature as repository for customer-ready materials
• Can be associated with:
• Products
• Competitors
• Marketing campaigns
• Sales representatives can look up relevant literature based on
product, competitor, or any marketing campaigns associated with
an opportunity
Sales Literature vs. Microsoft SharePoint

Microsoft
Dynamics Microsoft
365 SharePoint
No versioning or check-in/check-out Powerful and flexible versioning
capabilities for sales attachments and check-in/check-out capabilities

Can be easily attached to activities

associated with accounts, contacts Extensive and powerful searching
and other Microsoft Dynamics 365 capabilities searching on keywords
record types, and tracked as part of and metadata
the comprehensive client history

Can be associated with marketing

Can be associated with almost any
campaigns, products, competitors
kind of Microsoft Dynamics 365
and other Microsoft Dynamics 365
record
record types
Demonstration: Create Sales Literature
Competitors

• Use competitors to track organizations, people, or other any

other type of competition a sales person would compete against
• SWOT Analysis
• Provides insight into your “win/loss” record against competitors
• Can be associated with:
• Open Opportunities
• Opportunities closed as LOST
• Products
• Sales Literature
Create, Maintain, and Use Competitors

• A competitor is anything that could stand in the way of a

salesperson winning a sale or anything that is a viable customer
alternative
• Tracking competitors allows organizations to:
• Compile a repository of product literature, pricing structures, and product
reviews for each competitor
• Maintain information on how to win against the competitor
• Track sales lost to competitors by specifying the competitor when a sale
is lost
• Track competitors by creating relationships between competitors and
opportunities
Demonstration: Create a Competitor
Module Review

• Recognize how to work with sales literature

• Create and associate competitors with records
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