Welcome to the next “exciting” instalment in my series of posts to help people prepare for the MB2-713 certification. (Microsoft Dynamics CRM 2016 Sales) Or should I say welcome to my boring revision notes! Either way welcome.
This time I am going to cover the concepts you’ll need to understand around sales literature within Dynamics CRM 2016.
CRM 2016 offers the capability to centrally store all of your sales literature / collateral. These documents might include product brochures, terms for discounts / pricing, details about competitors and anything else that might be needed to support the sales process.
Sales literature is viewed by searching it directly or by viewing whilst working on an opportunity.
It can be associated with products, such as detailed specifications for a given product. Or maybe the sales literature has been created to support a specific marketing campaign. Also sales literature can be associated with a competitor.
Sales literature can be looked up in context of the marketing campaign, product or competitor it has been associated with.
Sales Literature can be attached to emails and sent directly from Outlook.
At the end of the day, sales literature is “just” a document repository. So why not use SharePoint instead? After all, SharePoint offers document versioning and check in / check out capabilities not available in the CRM sales literature. And SharePoint can be associated with any record type in CRM. Just like Sales Literature can be linked to campaigns, products and competitors.
This is a very valid question! Often SharePoint will be the tool of choice for storing this type of information. Although Sales Literature does have the ability to be easily attached to activities and associated with other CRM entities such as accounts, contacts etc. To be honest, in the real world, I would be looking to store documents in SharePoint! But I doubt the exam questions will cover my personal preference. So let’s park that for now!!
You access the sales literature option from the sales area of CRM, see below;
As always, let me stress, best way to learn about sales literature is to log into CRM and create some!
You can see an example I have created below.
- Notice that once the sales literature record has been created one (or more) attachments can be added. Meaning the sales literature “item” is really a collection of docuemnts.
- Also note that the sales literature can be associated with multiple products or competitors as required.
- Also notice the type, I left this at the default of “Policies and Procedures”. But this field can be used to categorise sales literature.
Don’t forget that sales literature can also be associated with campaigns. This is done from the campaign entity when you can link one (or more) sales literature records to the campaign.
I hope this post has given you an overview of the basic concepts associated with sales literature that you’ll need to understand for the MB2-713 exam. As always, please please please ensure you try these things out and become familiar with using the product. I can’t predict the questions so I can’t be sure I have covered everything!!!!
In my next instalment I will cover competitors, which in part will build on some concepts touched on in this post. J