Salesforce.com®: Sales Cloud® for Sales Representatives

Course Specifications

Course Number:

095013

Course Length:

1 day

Course Description

Overview:

Building strong relationships with your customers is the key to sales success. The Salesforce CRM™ customer relationship management system 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 create and manage records in the trial version of Salesforce® Sales Cloud® Lightning Enterprise Edition.

You will:

Create a basic Salesforce Sales Cloud environment and navigate the interface.
Optimize lead qualification.
Manage accounts and contacts.
Manage the opportunity pipeline.
Use Salesforce email.
Work with reports and dashboards.

Target Student:

This course is designed for sales representatives who are managing their sales territories, with the goal of converting sales leads into sales opportunities and sales opportunities into closed sales. You may be selling products or services, or you may or may not be familiar with other 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® 10 or Microsoft® Windows® 10: Transition from Windows® 7
Microsoft® Office 365™: Web Apps (with Skype® for Business)

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. Each computer will need the following minimum hardware configurations:

Internet access (contact your local network administrator)
1,024 x 768 resolution screens are recommendedThis screen resolution is required to support all Salesforce features. Lower screen resolutions don’t always properly display features such as the Report Builder and the Page Layout Editor.
Projection system to display the instructor's computer screen

Software

An operating system that can run any of the following web browsers, such as Microsoft® Windows® 10 or Mac OS® X.
Supported browsers for Salesforce depend on what UI is being used. To be able to present concepts for and use Lightning Experience (LE) during class, you will need to provide one of the following browsers, and you should note the specified restrictions or configuration recommendations:
- Microsoft® Edge™
  
  There are some restrictions associated with using Microsoft Edge on Windows 10; see the Supported Browsers for Lightning Experience section of the Spring '17 Release Notes.
- Microsoft® Internet Explorer® 11
  
  Support for Internet Explorer 11 and LE is retiring; see the Supported Browsers for Lightning Experience section of the Spring '17 Release Notes. For more information, see the Retirement of Support for Accessing Lightning Experience and the Salesforce1 Mobile Browser App Using Microsoft Internet Explorer version 11 Knowledge article in the Salesforce Help documentation.
- Most recent stable version of Mozilla® Firefox®
  
  Salesforce.com makes every effort to test and support the most recent version of Firefox. For configuration recommendations, see the Firefox Settings section of the Salesforce Help documentation.
- Most recent stable version of Google Chrome™
  
  Google Chrome applies updates automatically. Salesforce.com makes every effort to test and support the most recent version. There are no additional configuration recommendations for Google Chrome.
  This course was developed and tested using Google Chrome.
- Latest stable version of Google Chromium™
  
  The latest stable version of Google Chromium is supported. There are no additional configuration recommendations for Google Chromium.
- Apple® Safari® 9.x and 10.x on Mac OS® X
  
  There are no additional configuration recommendations for Safari on OS X. However, Safari is not supported for Salesforce CRM Call Center built with CTI Toolkit versions earlier than 4.0 or for Salesforce Wave Analytics.
  If you use older versions of any of these browsers, the activities designed for the LE UI might not work as expected.
Microsoft® Office Excel® or another electronic spreadsheet program that can open . xls files.Install this software if you want to display the printable versions of reports in the Working with Reports and Dashboards lesson.
If necessary, a PDF viewer for opening the data files in the Managing Accounts and Contacts lesson.
If necessary, software for viewing the course slides. (Instructor machine only.)

Course Content

Lesson 1: Getting Started with Salesforce

Topic A: Set Up a Trial Version of Salesforce Sales Cloud Enterprise Edition

Topic B: Navigate the Salesforce LE Interface

Topic C: Navigate in the Salesforce Classic Interface

Lesson 2: Optimizing Lead Qualification

Topic A: View Leads

Topic B: Manage Leads

Topic C: Work Leads

Topic D: Convert Leads

Lesson 3: Managing Accounts and Contacts

Topic A: Manage Accounts

Topic B: Manage Contacts

Lesson 4: Managing the Opportunity Pipeline

Topic A: Manage Opportunities

Topic B: Work Opportunities

Topic C: Close Opportunities

Lesson 5: Using Salesforce Email

Topic A: Use Salesforce Email in Salesforce Classic

Topic B: Use Salesforce Email in Salesforce LE

Lesson 6: Working with Reports and Dashboards

Topic A: View Reports and Dashboards

Topic B: Create and Edit Reports and Dashboards

Appendix A: Extending Salesforce with AppExchange

SKU	095013SC
Weight	1.3160
Coming Soon	No
Days of Training	1.0
Audience	Student
Product Family	CHOICE
Product Type	Print and Digital Courseware
Electronic	Yes
ISBN	1424637082
Language	English
Page Count	238
Curriculum Library	Salesforce
Year	No
Manufacturer's Product Code	No

Current Revision	2.0
Revision Notes	For revision 2.0, released April 2017, updates were made throughout to reflect the Salesforce interface updates.
Original Publication Date	2016-01-25 00:00:00

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