When you choose OPERATOR FUNCTIONS, you will see the OPERATOR MASTER MENU. This menu gives the operator a choice of altering records, e.g., ADD, CHANGE, INQUIRE about, or DELETE records. At the top of the screen, you see displayed "Operator". This indicates that you are in the OPERATOR MASTER MENU.

Example 2-10 Operator Master Menu

ATS V3.2 Advanced Telesales System 10-Jun-1992 OPERATOR Operator Level: 2 Update Selections Group Selections ADD Add Customers VALIDATE Validate a Cust Group CHANGE Change Customers OVERRIDE Override Conflicts DELETE Delete Customers INQUIRE Inquire Customers Mass Mailing Selections ACP Add Cust Product MASS Print Mass Mail Labels ACF Add Cust Flags REPRINT Reprint Prev Mass Mail Miscellaneous SUPPORT Enter Support Sys Reports LABEL Label Request Run MEDIA Sales Media Report BECOMPANY Become Different CONTACT Sales Contact Report Company Maintenance Selections SOURCE Maintain Sources CODES Maintain Codes COUNTRY Maintain Valid Countries Item? ____ EXIT = Exit Advanced Telesales System \ = Back HELP = Help

2.5 Manager Functions

When you are in Manager Functions, you see the Manager Master Menu.

A manager has the ability to:

• make salesperson changes (add, change, or delete salespersons)
• assume other salespersons' id's in order to access their account records.
• reassign and move customers to and between salespersons.
• generate reports on the workload of a particular salesperson.
• review leads to determine the status of these leads.
• make a report on data integrity.

Example 2-11 Manager Menu

ATS V3.2 Advanced Telesales System 10-Jun-1992 MANAGER Manager Level: 2 Salesperson Selections File Maintenance BESALES Be a Salesperson MAINTAIN - Maintain Files SPM Salesperson Maintenance Reassign Selections REASSIGN Reassign Customers MOVE Move Customers Reports WORKLOAD Workload Report FORECAST Forecast Report PENDING Pending Review Report DATA Data Integrity Report SALES Sales Summary Report DROP Drop and Delete Analysis SITUATION Situation Code Report NEW Count New Names and Products Item? ____

3.1 Overview

• Access a list of prospects next to be called.
• Indicate the product for which you want the list of prospects.
• Choose the time zone to make your calls.
• Look at the list of prospects to determine your previous action and the next steps you want to take.

Example:

The salesperson's day usually begins with a series of follow-up calls made to prospects concerning a particular product the salesperson wants to sell.

The Sales System's CALL (Call Prospects) item allows the salesperson to access all prospects next to be called on a certain date. The date may have passed, or it may be the current date or a future date that you request.

The information is displayed, ONE CALL AT A TIME, and shows the calls by date specified according to:

• one or all actions (e.g., information previously sent to prospects)
• one or all time zones. You can call all the prospects next to be called who are in a particular time zone.

CALL displays prospects in a specific order:

• First to be displayed are all prospects with a next call date (which you previously established) that has passed, beginning with the longest overdue.
• Next are displayed all prospects with a next call date on the current date.
• Last to be displayed are all prospects who have never been called (e.g., new leads, furnished by a sales manager).

Following are steps the salesperson takes when using ATS to make calls. A typical sales calls session follows below.

• First, you need to access a list of prospects next to be called. (For instructions, please see following section.) When you access this list, "next call" prospects automatically come up because they have dates you previously chose to follow up on these prospects.
• Choose the product you want the list of prospects for. Indicate which category you want (e.g. type of previous action taken, such as having sent a brochure or a demo).
• Indicate the time zone for which you want information.
• Choose the date the calls are next to be made (usually the current date). At times you may want information on prospects to be called on a future date. Enter that date instead of the current date.
• Look at the information that has been brought up on your screen to see what previous action you have taken.
• Decide what your next action should be.
• Make your calls.

Suppose you want to call a series of prospects on the current (today's) date, e.g., December 12, 1992. You need a list of which prospects you should call today. In addition, you would like to see your previous comments indicating what action you already took regarding these prospects.

Example:

Suppose you want to call all Eastern Standard Time zone (EST) prospects who have been sent information on your product, Widgets. Specifically, you want to see only those prospects who have received demos and who are next to be called today (the current date).

3.5 Access a List of Prospects

To see a list of clients you should call today, December 12, choose the CALL item:

Example 3-1 CALL

ATS V3.2 Advanced Telesales System 12-Dec-1992 MAIN Master Menu Level: 1 Call Selections Special Functions CALL Call Prospects OPERATOR Operator Functions PCALL Call (one prospect) MANAGER Manager Functions RESUME Resume Calling Word Processing Reports EDIT Edit/Create Ltrs REPORT Prospect Call Report PROOF Proof Ltrs/Spell DAILY Daily Call Report LASER LASER a Letter STATUS Daily Status Mailing DIR Directory of Ltrs Other Selections MISCELLANEOUS INQ - Prospect Inquiry MAIL VMS MAIL Facility CHE - Check Similar Customers REMIND Remind SYS - VMS Syst Commands LOG - Log Off Sales Sys Item? CALL__ EXIT=Exit Advanced Telesales System \=BACK HELP=Help

Next, you see the first screen used to access prospect information---the CALLS screen. You see your salesperson id in the upper left corner and "Calls" in the top middle of the screen. In the upper right corner is the number of calls you have made on today's date:

Example 3-2 CALLs screen

GROVE Calls Calls made: 90 Product? EXIT=Exit Advanced Telesales System \=BACK HELP=Help

3.6 Select a Product

First, you need to tell the Sales System the name of the product (e.g, WIDGETS) for which you need information. This is because you may have a number of products involved. At the Product prompt, enter WIDGETS:

Example 3-3 Enter the Product Name

Product? WIDGETS EXIT=Exit Advanced Telesales System \=BACK HELP=Help

3.7 Select an Action

Next, you need to tell the Sales System which action category you want information for. For example, you may want to see ONLY those prospects who have been sent literature or only those prospects who have been sent a demo. Or, you may want to see ALL prospect information, regardless of what was sent to the prospects.

To look at prospects who are next to be called and who have been sent demos, for example, enter DEMO at the Action prompt. The default (choice suggested) is ALL:

Example 3-4 Choose an Action

GROVE Calls Calls made: 90 Product: WIDGETS Action? DEMO__ None, Info, Demo, Sale, Pdemo, Psale, Book, All EXIT=Exit Advanced Telesales System \=BACK HELP=Help