business central blog

Microsoft Dynamics 365 Business Central Capabilities For Sales Management

Microsoft Dynamics 365 Business Central is a modern comprehensive business management system that helps you run your complete end to end business processes using a single system. 

As it is cloud based it is ready to use anytime anywhere, and very easy to roll-out and start using.

As there is also a seamless integration with the rest of the Microsoft Office productivity tools such as Outlook, adoption of the system throughout the organisation is fast.

In this article we will cover its capabilities for Sales Management, some of the other capabilities such as Financial, Inventory & Warehouse, Project, After Sales Service and Manufacturing will be covered separately.

Please book a demo to learn more.

Sales and Marketing:

1.Contact Management :

Keep track of all your contacts and tailor your approach to them. Document contact information for all business relationships, as well as the specific people associated with each contact. If you enter duplicate contact information, you will be informed. By classifying your contacts based on weighted profiling questions, you can get a clear picture of prospects and customers (assign the weights of two questions to identify the value of a third question). Customers can be divided into ABC segments, and this module can even be used to rate them. Utilise the data to target contacts for campaigns. Provide quotes to prospects and develop sales materials for specific contacts.

2.Campaign Management :

Prepare campaigns for contact segments based on reusable criteria, such as sales, contact profiles, and interactions, and reuse existing segments. Convert these interactions into quotes and orders quickly and easily straight from your Outlook 365 integration with business central.

3.Interaction and Document Management :

Document interactions with your contacts, such as phone calls, meetings, or letters, and attach documents like Word, Excel, or TXT files. Other interactions, such as sales orders and quotes, can be automatically logged and revisited if necessary.

Integration with OneDrive also makes it easy keep all your documents in one central place for easy sharing and finding.

4.Email Logging for Microsoft Exchange Server :

Keep a record of all inbound and outbound email messages sent via Business Central or Microsoft Outlook. Logging can be done manually or automatically. To keep email messages in their organic environment and to make administration easier, use a server-based solution with Microsoft Exchange Server.

As the integration is also seamless you can carry out many of the actions such as create a new contact, opportunity, sale etc straight from Outlook 365 to save time.

5.Opportunity Management :

Maintain a record of sales opportunities. To gain an overview of and manage your sales opportunities, divide your sales processes into stages to help improve conversion rates.

6.Microsoft Dynamics Sales integration :

For even deeper CRM functionality you can integrate Business Central with Dynamics 365 Sales

Integrating Business Central and Sales enables further functionality for a more efficient lead-to-cash process and allows users to make more informed decisions without switching products. Improve lead-to-cash flow efficiency by ensuring tight integration between accounts and customers and adding cross-product features.

Sales and Delivery:

1.Sales Invoicing:

Create, post, and print sales credit memos and customer invoices.

2.Sales Order Management:

Manage sales quotes, blanket sales orders, and sales order processes. Develop partial shipments, ship and invoice separately, create prepayment invoices for the sales order, and use quotes and blanket orders.

3.Sales Line Pricing and Discounting:

Maintain flexible item pricing and discount structures that distinguish between special agreements with customers and customer groups and are influenced by parameters such as minimum quantity, unit of measurement, currency, item variant, and time period.

When the sales order meets the conditions you specify for sales prices, offer the lowest price on sales lines. 

Using the sales price worksheet, update the price agreements.

4.Campaign Pricing:

Connect sales prices and sales line discounts to sales campaigns to provide customers and contacts in campaign segments with special pricing and discounts. Set the timeframes for which prices are valid. Campaign pricing and discounts should be applied to sales and service orders.

5.Sales Invoice Discounts:

Automatically calculate invoice discounts. Set up as many invoice discount terms as you want, including a minimum amount, discount percentage, and/or service charge. The discount is calculated on the individual item lines and is applied to the invoice’s net total. Calculations can be performed in both domestic and foreign currency.

6.Alternative Shipping Addresses:

Set up multiple ship-to addresses for customers who receive goods from multiple locations. The person who creates a sales order or invoice can specify where it should be sent.

7.Sales Return Order Management:

Generate sales return orders to reimburse customers who received incorrect or damaged items, then receive return items for the orders and link them to a replacement sales order. Make a partial return receipt or combine multiple return receipts into a single credit memo.

8.Bulk Invoicing from Microsoft Bookings:

Bulk invoicing for bookings is possible for businesses that use Microsoft Bookings in Office 365. The Un-invoiced Bookings page in Microsoft Dynamics Business Central displays a list of completed bookings for the company. You can quickly select the bookings you want to invoice and create draught invoices for the services provided on this page.

Want to explore how your sales team can benefit from Dynamics 365 Business Central?

Connect to us now!