AB-6003: Introduction to Sales in Dynamics 365

AB-6003 training

AB-6003: Introduction to Sales in Dynamics 365 is a one-day instructor-led course for professionals who want to understand how Dynamics 365 Sales, Microsoft 365, Copilot, AI agents, Customer Insights, and customer engagement apps support modern selling.

Students learn how Dynamics 365 Sales helps organizations manage customers, leads, opportunities, products, quotes, orders, invoices, forecasts, relationship selling, and sales analytics while improving seller productivity with AI-powered features.

Course: AB-6003: Introduction to Sales in Dynamics 365
Duration: 1 day
Level: Intermediate
Product: Dynamics 365 Sales
Audience: Business owners, business users, sales managers, sellers, functional consultants, students, and professionals who want to understand AI-powered sales processes in Dynamics 365.

Why choose Dynamics Edge for AB-6003 training?

Dynamics Edge delivers AB-6003 training with practical Dynamics 365 Sales examples, business process discussion, hands-on sales scenarios, and AI-focused demonstrations. The course helps students understand how Dynamics 365 Sales supports lead-to-cash selling, customer engagement, seller productivity, and AI-assisted pipeline management.

• Learn how Dynamics 365 Sales supports modern CRM and sales automation.
• Understand how Copilot and AI agents improve seller productivity.
• Practice working with leads, opportunities, customers, products, quotes, orders, invoices, and forecasts.
• Explore how Dynamics 365 Sales works with Microsoft 365 and other Dynamics 365 customer engagement apps.
• Request private team delivery for sales enablement, CRM adoption, AI sales transformation, or Dynamics 365 Sales onboarding.

What will you learn in AB-6003 training?

Students learn how to use Dynamics 365 Sales to support customer engagement, sales execution, opportunity management, sales order processing, forecasting, relationship selling, and sales analytics.

• Describe how Dynamics 365 customer engagement apps support end-to-end customer experiences.
• Navigate Dynamics 365 Sales and use AI-powered features such as Copilot and agents.
• Configure sales settings, security roles, collaboration features, and intelligence features.
• Manage leads, opportunities, products, quotes, orders, invoices, forecasts, and relationships.
• Analyze sales data using Dynamics 365 views, charts, dashboards, search tools, Excel, and Power BI.

Introduction to Sales in Dynamics 365 AB-6003 Course Outline

Module 1: Transform customer experiences with AI in Dynamics 365 apps

Students learn how Dynamics 365 customer engagement apps work together to support connected customer experiences. The module introduces Sales, Customer Service, Contact Center, Customer Insights, Field Service, Copilot, AI agents, and responsible AI.

Topics include:

• Describe Dynamics 365 customer engagement apps.
• Explain how customer engagement apps work together.
• Explore Copilot and AI agents in Dynamics 365 apps.
• Review responsible AI concepts for Dynamics 365.
• Understand how AI supports customer experience transformation.

Module 2: Discover Dynamics 365 Sales as an AI-powered sales solution

Students learn how Dynamics 365 Sales supports sellers through AI agents, Copilot, automation, and customer relationship management. The module introduces sales strategy, navigation, customer management, productivity features, and autonomous agents.

Topics include:

• Describe Dynamics 365 Sales product offerings.
• Design an AI-driven sales strategy.
• Navigate Dynamics 365 Sales.
• Manage customers and customer records.
• Use Copilot and agents in sales scenarios.

Module 3: Set up and configure Dynamics 365 Sales

Students learn how organizations prepare and configure Dynamics 365 Sales. The module covers licensing, sales settings, security roles, collaboration features, Copilot, AI Hub configuration, intelligence features, and the sales accelerator.

Topics include:

• Prepare for a Dynamics 365 Sales deployment.
• Configure sales application settings.
• Set up security roles for sales users.
• Configure collaboration and Copilot features.
• Configure AI Hub, intelligence features, and sales accelerator.

Module 4: Nurture and generate leads in Dynamics 365 Sales

Students learn how leads are captured, qualified, prioritized, and supported by AI. The module covers lead forms, lead lifecycle, predictive scoring, Customer Insights integration, and Copilot support for leads.

Topics include:

• Describe how leads are generated.
• Explore the lead form and lead lifecycle.
• Configure lead management settings.
• Prioritize leads with predictive scoring.
• Use Copilot to support lead follow-up.

Module 5: Manage opportunities and process sales orders in Dynamics 365 Sales

Students learn how opportunities are created, managed, priced, and closed. The module covers opportunity lifecycle management, products, pricing, Copilot insights, quotes, orders, invoices, and customized opportunity forms.

Topics include:

• Create and manage opportunities.
• Add products and configure pricing.
• Use Copilot with opportunities.
• Process quotes, orders, and invoices.
• Customize opportunity forms and sales process steps.

Module 6: Set up the product catalog in Dynamics 365 Sales

Students learn how to set up the product catalog to support consistent pricing and sales execution. The module covers products, product families, bundles, price lists, discount lists, catalog settings, and product lifecycle states.

Topics include:

• Describe product catalog components.
• Define products, product families, and bundles.
• Configure price lists and discount lists.
• Manage product lifecycle states.
• Configure catalog settings for sellers.

Module 7: Process sales orders with Dynamics 365 Sales

Students learn how sales order processing supports quote-to-order activities. The module covers quote records, quote lifecycle, quote product lines, quote revisions, orders, invoices, and customer quote delivery.

Topics include:

• Define quotes for opportunities.
• Work a quote through its lifecycle.
• Add and revise quote product line items.
• Convert quotes into orders and invoices.
• Deliver quotes to customers.

Module 8: Configure forecasts in Dynamics 365 Sales

Students learn how sales forecasting helps organizations anticipate demand, identify pipeline risk, and improve sales performance. The module covers forecast configuration, forecast management, advanced configuration, and premium forecasting features.

Topics include:

• Build sales forecasts.
• Manage forecast records.
• Configure advanced forecast features.
• Review premium forecasting capabilities.
• Use forecasts to support sales planning.

Module 9: Manage relationships with relationship selling in Dynamics 365 Sales

Students learn how relationship selling helps sellers build stronger customer relationships. The module covers relationship health, Sales Insights, sales accelerator, LinkedIn Sales Navigator, and best practices for customer engagement.

Topics include:

• Apply relationship selling best practices.
• Use sales accelerator capabilities.
• Manage relationship health with Sales Insights.
• Recognize LinkedIn Sales Navigator features.
• Support trusted-advisor customer engagement.

Module 10: Analyze Dynamics 365 sales data

Students learn how Dynamics 365 Sales provides analytics to support sales decisions. The module covers views, charts, dashboards, search tools, Excel integration, Power BI, and sales data analysis.

Topics include:

• Review Dynamics 365 analytical options.
• Use search tools and out-of-box analysis tools.
• Create and use views, charts, and dashboards.
• Use Power BI to view sales data.
• Analyze sales trends and performance.

Hands-on labs

The AB-6003 labs support hands-on practice for Dynamics 365 Sales users, business users, and functional consultants. This single consolidated lab list is based on the most important Microsoft Learn exercises and practical sales tasks from the AB-6003 course topics.

• Lab 1: Navigate Dynamics 365 Sales and identify core sales records.
• Lab 2: Create and manage customer records such as accounts and contacts.
• Lab 3: Configure sales security roles and assign sales users.
• Lab 4: Configure Copilot, AI Hub features, intelligence features, and sales accelerator settings.
• Lab 5: Create, qualify, and manage leads through the lead lifecycle.
• Lab 6: Configure and review predictive lead scoring.
• Lab 7: Create and manage opportunities through the sales process.
• Lab 8: Add products to opportunities and configure pricing.
• Lab 9: Create, revise, deliver, and process quotes through the sales order lifecycle.
• Lab 10: Analyze sales data using views, charts, dashboards, search tools, Excel, and Power BI.

Course review

Students should leave the course able to explain how Dynamics 365 Sales supports AI-powered selling, lead management, opportunity management, product catalog setup, quote and order processing, forecasting, relationship selling, and sales analytics. The course review should reinforce Dynamics 365 customer engagement apps, Copilot, AI agents, Customer Insights, Microsoft 365 collaboration, security roles, sales accelerator, predictive scoring, forecasts, Sales Insights, LinkedIn Sales Navigator, dashboards, and Power BI.

Skills alignment

AB-6003 supports practical readiness for business users, sales professionals, and functional consultants who work with Dynamics 365 Sales. The course helps students understand how sales teams use Dynamics 365 to automate business processes, improve customer engagement, increase sales productivity, and make better pipeline decisions with AI-assisted tools.