OptimaTrain

Salesforce.com for Sales Representatives

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    Course Specifications

    Course Number:

    091600

    Course Length:

    1 day

    Course Description

    Overview:

    Building strong relationships with your customers is the key to sales success. Salesforce® is a powerful tool that enables you to manage your customer relationships more effectively and efficiently—resulting in greater sales to new and existing customers. This course will give you the knowledge and skills you need to use Salesforce in the real world—ultimately enabling you to meet and exceed your sales targets.

    Course Objectives:

    In this course, you will use Salesforce CRM to increase your sales.

    You will:

    • Get started with the Salesforce environment.
    • Optimize lead flow.
    • Manage ongoing sales processes.
    • Manage the opportunity pipeline.
    • Streamline the sales process with reports and dashboards.

    Target Student:

    Students taking this course are sales representatives who are managing their sales territories, with the goal of converting sales leads into sales opportunities and sales opportunities into closed sales. Students may be selling products or services. Students may or may not be familiar with other customer relationship management (CRM) systems and may be new to Salesforce CRM™.

    Prerequisites:

    To ensure your success in this course, you should have a basic understanding of sales processes and techniques. You should also have basic end-user skills with computers and the Internet, and some experience with using cloud-based applications.

    You can obtain this level of skills and knowledge by taking the following Logical Operations courses:

    • Using Microsoft Windows 8 or Microsoft Windows 8: Transition from Windows 7
    • Microsoft Office 365: Web Apps for End Users or Microsoft Office 365: Web Apps and Collaboration for Office 2013

    Course-specific Technical Requirements

    Hardware

    For this course, you will need one computer for each student and one for the instructor. Salesforce CRM is an online application that can run on almost any computer. Internet access is required.

    Software

    Salesforce® supports the latest version of all major browsers. Browser Comments Google Chrome™, most recent stable version Google Chrome applies updates automatically; Salesforce.com makes every effort to test and support the most recent version. There are no configuration recommendations for Chrome. Google Chrome Frame™ plug-in for Microsoft® Internet Explorer® 6 and 7 Supported plug-in for Internet Explorer 6 and 7 only. Google Chrome Frame applies updates automatically; Salesforce supports only the most recent version. Mozilla® Firefox®, most recent stable version Salesforce.com makes every effort to test and support the most recent version of Firefox. Microsoft® Internet Explorer® versions 7, 8, 9, or 10 If you use Internet Explorer, using the latest version is recommended. Apply all Microsoft software updates. Apple® Safari®, most recent stable version There are no configuration recommendations for Safari. For this class, Microsoft Internet Explorer is preferred. For all browsers, you must enable JavaScript, cookies, and SSL 3.0. You should also allow pop-ups from secure sites.

    Course Content

    Lesson 1: Getting Started with Salesforce

    Topic A: Set Up Salesforce Developer Edition

    Topic B: Orientation to the Salesforce Interface

    Topic C: The Sales Process

    Lesson 2: Optimizing Lead Flow

    Topic A: Identify Lead Sources

    Topic B: View Existing Leads

    Topic C: Manage Leads

    Topic D: Perform Common Lead Activities

    Lesson 3: Managing Ongoing Sales Processes

    Topic A: Convert Leads

    Topic B: Manage Accounts

    Topic C: Manage Contacts

    Lesson 4: Managing the Opportunity Pipeline

    Topic A: Manage Opportunities

    Topic B: Perform Common Opportunity Activities

    Topic C: Close Opportunities

    Lesson 5: Streamlining Your Sales Process with Reports and Dashboards

    Topic A: View Reports

    Topic B: View Dashboards

    Appendix A: Extending Salesforce with AppExchange

    Appendix B: Integrating Salesforce with Microsoft Office and Google Apps

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