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Salesforce.com for Sales Reps
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Salesforce.com® for Sales Representatives


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Salesforce.com® for Sales Representatives

Course Description

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


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