SalesForce Training

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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.

 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 (CRM) systems and may be new to Salesforce CRM™.

Course Objectives:

In this course, you will use Salesforce CRM to increase your sales.

  • Get started with the SalesForce environment
  • Optomize lead flow
  • Manage ongoing sales processes
  • Manage the opportunity pipeline
  • Streamline the sales process with reports and dashboards

Course-specific Technical Requirements


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. Internet access is required.


Salesforce® supports the latest version of all major browsers. Browser Comments Google Chrome™, most recent stable version Google Chrome applies updates automatically; makes every effort to test and support the most recent version. There are no configuration recommendations for Chrome. Google Chrome Frame™ plug-in for Microsoft® Internet Explorer® 6 and 7 Supported plug-in for Internet Explorer 6 and 7 only. Google Chrome Frame applies updates automatically; Salesforce supports only the most recent version. Mozilla® Firefox®, most recent stable version makes every effort to test and support the most recent version of Firefox. Microsoft® Internet Explorer® versions 7, 8, 9, or 10 If you use Internet Explorer, using the latest version is recommended. Apply all Microsoft software updates. Apple® Safari®, most recent stable version There are no configuration recommendations for Safari. For this class, Microsoft Internet Explorer is preferred. For all browsers, you must enable JavaScript, cookies, and SSL 3.0. You should also allow pop-ups from secure sites.

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

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