Sales and Marketing in Microsoft Dynamics™ AX 4.0
Course 8624: Two days; Instructor-Led

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.