Fundamentals of D365 Sales Flashcards
What does D365 Sales enable salespeople to do?
D365 Sales enables sellers to build relationships and close deals faster by proving the capabilities to analyze, act, and automate digital selling
What is the basic definition of a sales process?
A guide or map that organizations implement ot assist sellers during the sales lifecycle. The advantage to using a sales process is that it ensures that all sales staff are following the same proven selling procedures set fort by the company.
What is an example of a general sales process flow?
Qualify –> Develop –> Propose –> Close –> Fulfill
Each stage generally maps to a specific record type. For example, in the Qualify stage sellers would be working with a Lead record type.
How is Account defined?
Represents a business or organization that you do business with. Sometimes they are a customer or vendor, depending on the scenario
What are Activities?
Represent supporting records and customer interactions. The system has pre-defined activities already configured such as email, phone call, and appointment but custom activities can be created too
What is a Contact?
Represents a single individual. Contacts often have many related records such as account or activities.
What is a Customer?
Can be either an account or a contact. In a B2B scenario, it is usally an account. In a B2C scenario, it is usually a contact.
What is a Lead?
Someone that’s interested in what you are selling. A lead can be an existing client or someone you’ve never done business with
What is an Opportunity?
Like a Lead, an Opportunity represents a potential sales transaction. An opportunity is usually a more viable prospect than a Lead is. Opportunities contain more dtail and information and are tracked over a longer period of time
What is a Product Catalog in D365 Sales?
A collection of records that interact with opportunities, quotes, orders, and invoices to facilitate the management of products, price lists, discounts, and product families for sales transactions
What is a Quote?
A formal offer for products or servies, proposed at specific prices and related payment terms to a customer
What is a Order?
A confirmed request for delivery of goods and services based on specified terms, or a quote that has been accepted by a customer
What is an Invoice?
An order or record of a sale including details about products or services purchased that has been billed to the customer
What is a Sales Pipeline?
A sales pipeline is a snapshot of where customers are in the sales process flow. A typical pipeline would show how many deals salespeople are expected to close in a given week, month, or year. A pipeline can also show how close a sales rep is to hitting their sales quota.
What is a Competitor?
Competitors are organization you’re competing against to win deals.
In the Qualify stage, what record type is most often used?
Lead.
In the Qualify stage, an account executive will reach out to the lead to qualify them, basically determining whether or not the Lead is a good fit. If a Lead is qualified, then the sales process will progress to the next stage, Develop.
What record type is most often used in the Develop stage?
Opportunity.
The opportunity record is used to develop the details of the deal such as products and services they’re interested in, as well as estimated revenue and time line. These details are added to the opportunity record. When the opportunity has been developed and a deal is ready, the sales process will progress to the next stage, Propose.
In the Propose stage, what record type is most often used?
Quote.
Once a deal is ready, a Quote is added to the Opportunity record and this quote record represents the formal proposal to a customer. If the customer agrees to the quote, the sales process progresses to the next stage, Close.
What record type is used in the Close stage?
Order.
After the customer agrees to the Quote in the propose stage, the sales process has moved to the Close stage where an order is generated. After the order is generated, the quote and opportunity associated with that order are closed. The sales processes will progress to the next stage, Fulfill.
True or False, after an order is generated(in the Close stage), the quote and opportunity are closed.
.True
What record type is used in the Fulfill stage?
Invoice.
The order was generated in the close stage and is being satisfied/delivered in the Fulfill stage. After the order has been Fulfilled, an invoice is generated and billed to the customer.
How does D365 Sales help organizations take control of the entire sales process?
1) Easily configurable to support a company’s specific or changing needs
2) Common tasks can be automated
3) Help identify which customer or leads to focus on
What is Selling with Contextual Insights in D365?
With automated lead and opportunity scoring, salespeople can spend more time negotiating viable deals and less time idetnifying potential sales opportunities
Communications like emails are analyzed and sellers are automatically provided with talking points and best actions
What feature can be used to help build relationships with authentic and personal engagement?
Surveys.
You can automatically send customized surveys triggered by sales-related activites to your customers. For example, a lead being created or opportunity being created.
The data collected can be used to target your selling actions based on your customers demands and appeals
How can AI tools be used to help the lead qualification perocess, and what’s an example?
Some AI tools such as the business card scanner can quickly capture and input information into D365 Sales of PowerApps. The automatic gathering and input of information into the system can help you quickly identify if there’s a past relationship and also help determine what the next best action should be.
How does a Business Process Flow help an organizations salespeople?
A BPF is a defined set of stages that map to an organizations sales process. Not only does a BPF guide sellers through each stage of a company’s sales lifecycle, in a structured way, but it is also very helpful in onboarding new sellers. Lastly, it ensures that every seller knows exactly what is required during each stage of the sales process.
What is the Assistant in D365 and how is it helpful?
Assistant is a section on the record that surfaces important information in the context of what you are doing now.
For example, providing reminders of upcoming activities related to a sale lead, or notifying you w hen customers are doing something that could impact a deal, like an opened email.
What is the Timeline in D365 and how is it helpful?
Timeline is a section on the record that displays any related communications related to the record you’re on. It lets you easily see all relevant communication from a single view. Lastly you can add new communication items and activities to the Timeline including phone calls, emails, and appointments.
What tools are available that let you easily collaborate with other team members and even customers?
1) Microsoft Teams
2) SharePoint and OneDrive
3) Embedded Word and Excel
4) PowerApps
How can Microsoft Teams be used with D365 to enhance collaboration?
Since you access D365 data such as records and views directly from within a Teams workspace, you can easily communicate and collaborate with SMEs and other colleagues across different business functions and geographies.
How does using SharePoint and OneDrive with D365 enhance collaboration between colleagues and even customers?
1) Easily see who is working on documents and what changes are being made(document collaboration)
2) Ability to see what documents customers are accessing if you store and share from SharePoint/OneDrive
How does using PowerPlatform with D365 provide value?
Tools in PowerPlatform such as PowerAUtomate can be used to automate and speed up the execution of various daily activities and business tasks such as approval processes across line-of-business applications. PowerAutomate embeds automation of these items directly into D365 forms.
What Sales Delivery Tools are available to help throughout the sales lifecycle?
1) Product Catalog
2) Quote Management
3) Sales Orders
4) Invoices
How is the Product Catalog used and why is it helpful?
1) Quickly build sales quotes by adding products direectly from the product catalog
2) Customized pricing and discounting by using price lists to ensure the most appropirate pricing is being used, dpending on who the customer is, current promotions happening, or specific sales scenario
3) Use Product Families to define common properties such as size and coloring optiosn for all products in a family.
4) Products can be linked together to provide greater support in common sales scnearios such as cross-selling, product substitution, or up-selling
How are Quotes managed in D365 Sales?
1) You can easily generate quotes directly from details stored in a sales opportunity
2) Easily manage the entire sales negotiation process with easy quote revisions and quote delivery
3) Can deliver quotes in familiar format such as Word or PDF
How are Sales Orders created and managed in D365 Sales?
1) Sales Orders can be created directly from Quotes when deals move forward
2) Also, related supply chain items can be opened or closed as the attached quote record is also closed
How are Invoices managed and created in D365 Sales?
Invoices can be created from fulfilled sales orders
Statuses of invoices are tracked as they are paid by the customer
What could be the overall elevator pitch for D365 Sales?
1) With D365 Sales, your organization’s sellers have the tools they need to identify and qualify viable prospects looking to purchase goods or services from your company
2) Sellers can manage their daily activities and customer interactions to ensure that they’re following up in a timely manner and that customers are being tended to in a timely manner
3) As deals progress, Business Process Flows provide guidance to ensure that your sellers are adhering to your organizations selling procedures
4) By using all the tools provided, you’ll be able to develop long lasting relationships with your customer that will generate revenue for years to come
What is the Sales Activity Dashboard?
1) First place sellers are taken to when they log in
2) Birds eye view of open opportunities, open leads, notifications via Assistant, and other metrics
3) Can view open opportunities in a funnel chart broken down by pipeline, with the estimated revenu for each stage
4) Can view open leads in a pie chart that breaks them down by lead source
What does a typical sales lifecycle look like?
1) Qualify the Lead
2) Develop the Opportunity with pertinent details
3) Propose the Quote and present to customer
4) Close opportunity and create Order after customer agrees to quote
5) Fulfill order and create Invoice to bill the customer
Describe the general Lead Qualification process
The goal of any lead is to determine the viability of th em becoming a customer. During the lead qualifcation process, a lead is contacted by a salesperson to gather more information. If it’s determined that the leads’ needs align with what your company can deliver, then a decision is made to qualify the lead and move forward. If not, the lead is disqualified.
What are some ways to capture leads in D365?
1) Enter manually
2) Convert activities such as emails
3) Import
How does the Timeline assist sellers during the lead qualification process?
1) Displays all activites related to the lead in chronological order
2) Activites can be clicked and expanded on so that colleagues can gather more information about that activity
How does the Assistant help sellers during the lead qualification process?
1) Provides remidners or notifications related to the lead
2) For example, providing a reminder about an upcoming appointment with the lead
How does the Stakeholders section help sellers during the lead qualification process?
1) Enables the seller to identify key people that might have a vested interest or involved in the decision making process
2) Stakeholder are added as contacts to the lead record
How can the Competitors section help sellers during the lead qualification process?
.-Identify and making notes of competitors gives the serller and other colleagues insight to who may be trying to compete for that customers business
How does a BPF assist sellers in the lead qualification process?
1) Represents guided processes that sellers follow throughout the entire sales lifecycle
2) A lead might have multiple BPFs that can be switched and used depending on specific details in the lead
3) Details in the lead that might affect which type of BPF is used include lead type, lead source, estimated budget, purcahse timeframe, or other business factors
True or False, once a lead is qualified, the next stage that it moves to is the Propose stage where an opportunity is created
False. Develop stage with opportunity
In the Qualify stage, a seller will do the following:
1) Enter the lead into D365 Sales and research the lead
2) Call the lead and log an activity to capture call notes
3) Schedule an appointment to meet the lead face-to-face
4) Determine if the Lead is a viable potential sales
5) Move to Develop stage wheere the Lead has been closed and an Opportunity is created and opened
