Axapta 3.0 Sales

Mondale IT Solutions Ltd
London,Birmingham,Reading,Slough,Manchester,Glasgow,Edinburgh,Bristol,Milton Keynes,Leeds, United Kingdom

Course Format: Classroom | E-learning | Virtual Class | Online | On-site | Blended | Self-paced

Course Description:

'' This three-day course shows sales personnel how to engage prospects in a Microsoft Axapta sales cycle, leading to a successful close of a Microsoft Axapta sale. Students are shown how to identify prospects and show the prospect that Microsoft Axapta is the right ERP solution for them. The course takes students through Microsoft Axapta and shows them how to demonstrate that Microsoft Axapta has the solution to the driving factors and pain points, leading the prospect to look for an ERP solution. By the end of the course, students should know how to build demonstrations that show the prospect how the Microsoft Axapta solution helps improve the bottom line of their business better than any other available solution.

This course is intended for MBS Partner professionals responsible for engaging prospective clients and demonstrating the Microsoft Axapta solution. The typical audience is front line sales personnel that identify prospective clients and begin the sales cycle. The course is also important to technical sales personnel responsible for providing targeted demonstrations aimed at addressing the prospect¡¯s driving factors. The course provides a comprehensive overview of the features of Microsoft Axapta and points out how to differentiate Microsoft Axapta from the competition.


Course Outline


Chapter 1: Overview

The purpose of this chapter is to provide a proven sales strategy for selling the Microsoft Axapta solution. You are provided a series of discovery questions that enable you to find the driving factors leading the prospect to seek an ERP solution. Then you are shown how to differentiate Microsoft Axapta from the competition by customizing your demonstration to meet the driving factors of the prospect. You are shown how Microsoft Axapta¡¯s technology is unique in the industry and leads to a very low TCO, as well as what NOT to do in the sales cycle.

Lessons

• Sales Strategy
• Introducing Microsoft Axapta
• The Microsoft Axapta Demonstration
• Microsoft Axapta Sales Strategies
• Successful Sales are all about Information
• Best Fit Criteria
• Target Market
• TCO Sales Strategy
• Microsoft Axapta Sales Hints and Tips


Lab 1: Test Your Skills

• Review Questions


After completing this module, students should be able to:

• Develop a sales strategy for Microsoft Axapta
• Discover a prospect¡¯s driving factors
• Identify prospects that fit Microsoft Axapta
• Make a case for the low TCO of Microsoft Axapta


Chapter 2: Microsoft Axapta Menu Interface

This chapter shows sales people how the Microsoft Axapta user interface reduces training time and reduces the TCO. You are shown how to impress upon the prospect that Microsoft Axapta has a standard Windows interface which end users can easily understand. This chapter also demonstrates how to show off the other features of the user interface that support the low TCO claims of Microsoft Axapta. Each section of this chapter provides you with more ideas of how to make it crystal clear for the prospect that Microsoft Axapta helps reduce ongoing ownership costs.

Lessons

• Certified Windows Application
• Finding, Filtering, and Sorting Data
• Go To Main Table
• Form Manipulation
• Menu System
• Help System


After completing this module, students should be able to:

• Show how Microsoft Axapta is a Microsoft® Windows® application
• Show the ease of finding and sorting data in Microsoft Axapta
• Show the tremendous advantage of the Go To Main Table option
• Show how easy it is to manipulate forms
• Show how easy it is to create and change menus
• Show how to use the help system


Chapter 3: Presenting Microsoft Axapta¡¯s Technology Features

This chapter again focuses on low TCO but from the technological side. The chapter explains how you can take the technology of Microsoft Axapta and present it in such a way that any member of the prospect organization can understand how Microsoft Axapta lowers costs. You are shown how Microsoft Axapta¡¯s flexible and easily understood architecture helps reduce the need for expensive IT support. It also becomes clear how the flexibility of the architecture makes modification of the system to the prospect¡¯s needs a readily achievable task.

Lessons

• Version Layer Technology and Extended Data Types
• Integrated Developer Environment
• Form Designer and Menu Designer
• Data Reporting
• Application Object Server
• Enterprise Portal
• Integrated Database Interface
• Base ENUMS


After completing this module, students should be able to:

• Explain the architecture of Microsoft Axapta in a clear and easily understandable way
• Demonstrate to the prospect how this architecture reduces TCO
• Show the prospect how Microsoft Axapta keeps the entire community of the prospect connected
• Demonstrate to the prospect how modifications that take days and large consulting fees in other systems are done with the click of a button in Microsoft Axapta


Chapter 4: Presenting Microsoft Axapta¡¯s Supply Chain Management Features

This chapter focuses on how Microsoft Axapta keeps the supply chain connected. In today¡¯s business world customer service is the top priority and this chapter shows how Microsoft Axapta keeps companies and their customers and vendors interconnected so information can be exchanged instantly. The chapter also shows how this interconnection is available out of the box from Microsoft Axapta. You should be able to show manufacturers how Microsoft Axapta enables them to respond quickly to customer demand and maintain world class customer service levels.

Lessons

• Supply Chain Management and Connectivity
• Presenting to Make to Stock Manufacturers
• Presenting to Make to Order Manufacturers
• Presenting to Configure to Order Manufacturers
• Presenting to Engineer to Order Manufacturers
• Presenting to the Distribution Chain
• Presenting Microsoft Axapta¡¯s Supply Chain Features


After completing this module, students should be able to:

• Customize presentations to various types of manufacturers
• Show prospects how staying connected improves their bottom line
• Demonstrate the features of Microsoft Axapta¡¯s supply chain functionality


Chapter 5: Presenting Sales Strategies for some of Microsoft Axapta¡¯s Modules

This chapter explains how to represent Microsoft Axapta¡¯s additional modules to show that Microsoft Axapta is a complete ERP package and provides all the necessary solutions for the qualified prospect. You are given numerous ideas of how these modules provide efficiencies for the prospect that they had not even thought of.

Lessons

• Project Module
• Enterprise Portal
• Intercompany Module
• Product Builder
• Customer Relationship Module


After completing this module, students should be able to:

• Target these modules to the driving factors of the prospect
• Use these modules to create solutions
• Build demonstrations for these modules
Additional details
Course ID: M8333
Duration: 3 days
Prerequisites
Before attending this course, students must have:
Skills
After completing this course, students should understand:




How to identify prospects
How to determine if Microsoft Axapta is a fit for the prospect
How to discover driving factors and pain points of the prospect
What to demonstrate in Mic ...''

Phone:01635 281 888

School Address:

Mondale IT Solutions Ltd
Poplar House
Compton Road
East Ilsley
Newbury
Berkshire
United Kingdom
RG20 7LH

Phone: 01635 281 888
Fax: 01635 281 789
Email: gordon@mondale-its.com


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Axapta 3.0 Enterprise Portal Development I
Axapta 3.0 Financial Series 1
Axapta 3.0 Financial Series 2
Axapta 3.0 Fixed Assets
Axapta 3.0 Introduction
Axapta 3.0 Master Planning
Axapta 3.0 Production 1
Axapta 3.0 Production 2
Axapta 3.0 Project I
Axapta 3.0 Project II
Axapta 3.0 Trade and Logistics 1
Axapta 3.0 Trade and Logistics 2
Axapta 3.0 Warehouse Management
Axapta Shop Floor Control
Basic Administration of MS Windows 2000
Building COM+ Applications Using Microsoft . NET Enterprise
Building Microsoft Content Manager Server 2002
Business Analytics for Navision 4
Business Portal 2.5 Installation and Configuration

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