1. The product catalog in Dynamics CRM enables organizations to track products, price lists, discount lists, and units of sale in order to automatically calculate prices on quotes, orders, and invoices. 2. The product catalog consists of discount lists, unit groups, price lists, products, and price list items which are used to establish different pricing structures for customers. 3. Quotes, orders, and invoices in Dynamics CRM can be used to manage the sales process, integrated with ERP systems, or disregarded depending on the organization's needs and systems.

1. SALES FORCE AUTOMATION
PART 4
Microsoft Dynamics CRM 2016

2. PRODUCT CATALOG
1. If you plan to work with line items, quotes, orders, or invoices, then your organization
needs to first configure a product catalog in Dynamics CRM.
2. The product catalog enables you to track all of the products, price lists, discount lists,
and units that products are sold in.
3. After the product catalog has been configured, the data will be used to automatically
calculate prices on products that you enter in quotes, orders, invoices, and on line items.
4. Many organizations choose to use integration to sync their accounting or ERP product
catalog with the Dynamics CRM product catalog to minimize double-entry of product
data.
5. To begin configuring the product catalog, open Dynamics CRM and navigate to Settings
and then to Product Catalog.
6. The product catalog consists of five different lists, the first four of which are available
on the screen Product Catalog that you just navigated to.

3. • Discount lists: This list allows you to apply discounts to products based on the volume
that is purchased. You can track different discount lists for different product types.
• Unit groups: This list enables you to determine different sets of unit groups which can
then be associated with different prices. For example, you can set up a unit group for
selling shoes that can have a base unit of a pair and can have additional units for
crate, palette, or truck. You can set up a software license list with a base unit of license
and additional units for team (5 licenses), corporate (25 licenses), and enterprise (500
licenses). Each of those units can be sold at different prices.
• Price lists: This list allows you to establish different price lists. Price lists can be
assigned to different customers (such as consumer pricing, business pricing, and
distributor pricing). You can also establish limited-time price lists (such as a Christmas
price list).

4. • Products: This list contains a list of every product that you want to have available for
sale within your product catalog.
• Price list items: You can only get to the price list items by either first going into a price
list record or a product record. Price list items contain the specific entries for products
in a price book and contain links to any related discount list or unit group. For
example, you can have a price list item that links to your wholesaler price list, for the
widget product, purchased by the crate, with its own discount list. Note that one
product may have multiple price list item entries.

5. Quote , Order and Invoice

6. • Quotes, orders, and invoices all share similar functionality.
• Each of these lists enables you to manage a list of products and
each maintains a total for all the line items in the parent record.
• Users can create a quote from an opportunity, convert a quote
into an order, and convert an order into an invoice
• Not all organizations use the quote, order, and invoice records in
Dynamics CRM. In fact, these types of records are a grey area
between what your CRM system should do and your ERP
system should do.

7. YOU CAN USE THEM IN THE FOLLOWING WAYS:
• You can completely disregard these lists, setting security roles to hide these from the
view of users.
• You can integrate these lists with your ERP or accounting system. Exactly where
and how you integrate depend on your specific business need. One typical example is
to push quotes into your ERP system once they are accepted by the client, and when
orders and invoices are created in your ERP system, they would then push back into
Dynamics CRM.

8. • you can utilize some or all of these lists directly inside of CRM. This is not, however, a
replacement for an accounting or ERP system.

9. • Although quotes, orders, and invoices can all be associated with
opportunities, this is not required. This can be useful for handling
transactional sales versus long-term sales.
For example, you might have an outside sales group that spends many
months winning relationships with new clients.
• Once those new relationships are established, you may have an inside sales
group that takes phone orders from these customers
• . The outside sales group may use opportunities to manage their pipeline
while the inside sales group may enter orders directly into Dynamics CRM
without using opportunities.

10. SUMMARY
1. Managing the sales process is one of the chief reasons that most organizations
invest in Dynamics CRM.
2. Sales representatives benefit by reducing data entry, improving their close rates,
and accelerating their pipeline.
3. The visibility that Dynamics CRM provides into the sales process enables the
organization to better manage and improve sales performance, predict cash flow,
identify gaps in the pipeline, and quickly engage new sales reps with minimal
downtime.

11. 4. Within larger organizations, Dynamics CRM enables sales teams to collaborate with
others — sales teams for different business units can refer leads to each other,
marketing can quickly and easily assign leads to sales, and sales and support can have
visibility into each other's activities for the same customers.
5. Virtually all businesses that use Dynamics CRM for sales choose to utilize
opportunities.
6. However, not all businesses use leads, quotes, orders, and invoices.
7. Assess your sales process and your other internal systems to determine which
functionality is right for your business.
8. The sales functionality included in Dynamics CRM is powerful. However, you should
avoid the temptation to jump in and use it right out of the box.
9. The full benefits of a customer relationship management process will not be realized
without adequate planning, customization, and training.