Microsoft Dynamics 365 Business Central Overview Series - Sales Management
Sales management is a business discipline that is focused on the practical application of sales techniques and the management of a firm’s sales operations. It is an important business function as net sales through the sale of products and services and resulting profit drive most commercial business. Sales management with planning involves strategy, setting profit-based sales targets, quotas, sales forecasting, demand management, and the execution of a sales plan. A sales plan outlines the business targets, resources, and sales activities. It typically follows the lead of the marketing plan, strategic planning, and the business plan with objectives that can be achieved through the actual sale of products and services. Sales is a process and ideally a periodical activity.
Modern businesses need management solutions that are fit to cope with the challenges and demands of an ever-changing sales landscape. Investing in sophisticated, innovative, tailored solutions can make the difference between plateauing and achieving key performance objectives. Microsoft Dynamics 365 Business Central is a cutting-edge cloud-based solution, which has been developed with growth and scalability in mind with wide options sales and marketing needs of small and medium businesses.
Sales and Marketing through Microsoft Dynamics Business Central Sales integration
Enabling integration between Business Central and Sales allows for a more efficient lead-to-cash process and enables users to make more informed decisions without switching products. Gain efficiency by ensuring tight integration between accounts and customers and adding cross-product features for the lead-to-cash flow. Use an assisted setup guide for help setting up the integration and coupling records in Business Central with corresponding records in Sales. Work with prices in currencies that differ from the local currency, using the coupling of the Customer Price Group record in Business Central with the Price List in Sales. Following are the factors a business can manage sales and marketing Microsoft Dynamics Business Central.
- Contact Management
With this, we can maintain an overview of the contacts and a personalized approach to them. Record contact information for all business relationships, and specify the individual people related to each contact. Get a precise view of prospects and customers by categorizing the contacts based on weighted profiling questions. Divide customers into ABC segments and even use this module for rating. Use the information to target contacts for campaigns. Issue quotes to prospects and creates sales documents for specific contacts.
- Campaign Management
Here we can organize campaigns for segments of the contacts that we define based on reusable criteria, such as sales, contact profiles, and interactions, and reuse existing segments. Send documents to people of different nationalities in their native language by using Campaign Management with Interaction/Document Management.
- Interaction and Document Management
In this, we can record interactions that have with our contacts, such as telephone calls, meetings, or letters, and attach documents such as Word, Excel, or TXT files. Automatically log other interactions, such as the sales orders and quotes that we exchange contacts, and revisit them if needed.
- Email Logging for Microsoft Exchange Server
Log all inbound and outbound email messages sent through Business Central or Microsoft Outlook®. Logging can be manual, or automated. Use a server-based solution with Microsoft Exchange Server to keep email messages in their natural environment and ease administration.
- Opportunity Management
We can keep track of sales opportunities. Section your sales processes into different stages to get an overview of and manage your sales opportunities.
- Sales Invoicing
In this, we can set up, post, and print customer invoices and sales credit memos.
- Sales Order Management
We can manage sales quotes, blanket sales orders, and sales order processes. Create partial shipments, ship, and invoice separately, create prepayment invoices for the sales order, and use quotes and blanket orders.
- Sales Line Pricing and Discounting
We can manage flexible item price and discount structures that differentiate between special agreements with customers and customer groups and are conditioned by parameters such as minimum quantity, unit of measure, currency, item variant, and time. Offer the lowest price on sales lines when the sales order meets the conditions you specify for sales prices. Update the price agreements by using the sales price worksheet.
- Campaign Pricing
We can connect sales prices and sales line discounts to sales campaigns to give special pricing and discounts to customers and contacts in campaign segments. Specify periods for which prices are valid. Apply campaign pricing and discounts to sales and service orders.
- Sales Invoice Discounts
This helps to calculate invoice discounts automatically. Set up any number of invoice discount terms, including a certain minimum amount, discount percentage, and/or a service charge. The discount is calculated on the individual item lines and becomes part of the net sum of the invoice. Calculations can be done in both local and foreign currencies.
- Alternative Shipping Addresses
We can set up multiple ship-to addresses for customers who receive goods at more than one site. The person creating a sales order or invoice can specify exactly where to send it.
- Sales Return Order Management
We can create sales return orders to compensate customers who received incorrect or damaged items, receive return items for the orders, and link the orders to a replacement sales order. Create a partial return receipt or combine return receipts on one credit memo.
- Bulk Invoicing from Microsoft Bookings
For companies using Microsoft Bookings in Office 365, it’s possible to do bulk invoicing for bookings. The Un-invoiced Bookings page in Microsoft Dynamics Business Central provides a list of the company’s completed bookings. On this page, we can quickly select the bookings we want to invoice and create draft invoices for the services provided.
As companies look for innovative ways to respond to changing customer demands and new challenges, Microsoft Dynamics 365 provides an integrated system, which enables you to take control no matter where you are. Offering a contemporary alternative to separate ERP and CRM software, Microsoft Dynamics 365 business central is a cloud business application product that is supported through a network of partners like Vistas Cloud. At Vistas, we have over 10 years’ experience serving small to medium-size businesses with the Sales management needs of a business. We support the unique needs of businesses and have the expertise to customize Microsoft Dynamics 365 business central to fit your specific needs. If you run a business, and you’re considering updating your existing CRM (customer relationship management), accounting software, or ERP (enterprise relationship planning) systems, Vistas is there for you!
- Churchill, Gilbert A.; Ford, Neil M.; Hartley, Steven W.; Walker, Orville C. (1985). “The Determinants of Salesperson Performance: A Meta-Analysis”. Journal of Marketing Research. 22 (2): 103–118. doi:10.1177/002224378502200201