Advanced Telesales
System


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3.8 Choose a Time Zone

Next, you are prompted for the time zone. If you are on Pacific Standard Time (PST) and it is 8:00 a.m., you might want to call all Eastern Standard Time (EST) prospects before noon their time.

At the Time zone prompt, enter EST:

Example 3-5 Choose a Time Zone


 GROVE                    Calls                Calls made: 90 
                                                              
 Product: WIDGETS                                                 
 Action : DEMO                                                
                                                              
                                                              
 Time zone? EST_                                              
                                 PST, MST, CST, EST, OTH, ALL 
EXIT=Exit        Advanced Telesales System \=BACK    HELP=Help 
 

3.9 Choose an Ending Date

Next, you are prompted for the ending date. Since you want to look at only those prospects who are next to be called on today's date, enter the current date:

Example 3-6 Enter an Ending Date


 GROVE                    Calls                Calls made: 90 
                                                              
 Product:     WIDGETS                                             
 Action :     DEMO                                            
 Time zone:   EST_                                            
                                                              
 Ending date? 121291__                                        
                                                              
EXIT=Exit        Advanced Telesales System \=BACK    HELP=Help 
 

Note

Last to be displayed are all prospects who have never been called (e.g., new leads, furnished by a sales manager).

3.10 Access the List of Prospects

You are asked if you want to proceed, that is, to see your list of prospects to be called today. To see your list of prospects, enter Y; otherwise, enter N.

Example 3-7 To View a List of Prospects to be Called


 GROVE                    Calls                Calls made: 90 
                                                              
 Product:     WIDGETS                                             
 Action :     ALL                                             
 Time zone:   EST_                                            
 Ending date: 121291__                                        
                                                              
                                                              
 Proceed (Y/N?) No__                                          
                                                              
EXIT=Exit        Advanced Telesales System \=BACK    HELP=Help 
 

If you proceed, you will see the message "Extracting Records" on your screen. Next, the prospect for your FIRST call is displayed on your call screen.

3.11 Determine the Action (Steps) You Want to Take

Check the prospect's information to see what has been done. Determine the steps you want to take next. In the example below, the prospect information displayed tells you that this person has been sent a brochure. He was to be called back in two weeks. You want to give him a follow up call because two weeks have passed since your last call.

Example 3-8 Check the Prospect's Information

 

WIDGETS                     Calls                      Calls Made:   90 
___________________________________________________________________ 
(914) 6797-2222 X     FAX: 
 
Name   : BOB TURNER             TimeZone       : EST   (01:30 PM) 
Org    : XYZ LABS               Last call      : Thu 01-Dec-1991 
Cust # : 44331                  Next call      : Fri 12-Dec-1991 
Earlier comments: 12            Call source    : 207 
17) 11/27 Has received brochure.  Likes the idea of a load balancer.  
    Call him back in two weeks._______________________________________ 
______________________________________________________________________ 
 
Command? STATUS__ 
 
Enter ADD, commnt no. to edit, NEXT, PREV., FIRST, LAST, PRINT, STATUS 
EXIT = Exit          Advanced Telesales System   \ = Back  HELP = Help 
 

Note

To jump ahead to the next prospect to be called (if you do not want to call the prospect on the current screen) enter SKIP at the Command prompt:



          Command? SKIP__ 
 

3.12 Make Your Calls

After reading the first prospect's information that has been displayed, you are ready to make your first call. You contact him and find that he wants you to send him a demo!

3.13 Add Your New Comments

Next, add your new comments on the prospect. To add a comment:



          Command? ADD__ 
 
Enter ADD, commnt no. to edit, NEXT, PREV., FIRST, LAST, PRINT, STATUS 
 

You will see today's date highlighted.

Example 3-9 New Comment

 

WIDGETS                     Calls 
 
(914) 6797-2222 
 
Name   : BOB TURNER             TimeZone       : EST   (01:30 PM) 
Org    : XYZ LABS               Last call      : Thu 01-Dec-1991 
Cust # : 44331                  Next call      : Fri 12-Dec-1991 
Earlier comments: 12            Call source    : 207 
 
Fri Dec 1 '93 WIDGETS GROVE
17: Has received brochure.  Likes the idea of a load 
balancer.  
 Fri Dec 12 '93 WIDGETS GROVE
18:Wants a demo!
______________________________________________________________________ 
______________________________________________________________________ 
______________________________________________________________________ 
 
 

3.13.1 To Edit a Comment

Suppose you want to change (edit) your comment on a prospect. To do this:



          Command? 18__ 
 
Enter ADD, commnt no. to edit, NEXT, PREV., FIRST, LAST, PRINT, STATUS 
 

Next, you see comment number 18 appear.

Your comment appears, with the changes you made:

Example 3-10 Comment - Change

 

WIDGETS                     Calls 
 
(914) 6797-2222 
 
Name   : BOB TURNER             TimeZone       : EST   (01:30 PM) 
Org    : XYZ LABS               Last call      : Thu 01-Dec-1991 
Cust # : 44331                  Next call      : Fri 12-Dec-1991 
Earlier comments: 12            Call source    : 207 
 
Fri Dec 1 '93 WIDGETS GROVE
17:Has received brochure.  Likes the idea of a load 
balancer.  
 Fri Dec 12 '93 WIDGETS GROVE
18:Wants a demoTODAY!
______________________________________________________________________ 
______________________________________________________________________ 
______________________________________________________________________ 
 
 

3.13.2 To DELETE a Comment

To delete a comment:

The comment you selected will then be displayed.

3.13.3 To Send a Comment to your Status Report

To copy management on one or more comments, do the following:


 
 
        Command? Note__ 
 

You will see today's date highlighted.

Management will be automatically copied in your daily status report.

3.14 Record Your Next Action

When you press [GOLD/F], you are prompted to enter a STATUS (action to be taken) for the prospect. At the status prompt, enter PDEMO, which means pending demo. (Other choices include LM---left message, etc. For a full explanation of these action steps, see Appendix.)

You are then prompted for the next date you want to call the prospect (next call date).

Next, you are prompted for the approximate date of purchase.

3.15 Make Instructions to Send the Prospect New Information

Next, you give instructions to the sales operator to send him a demo that day.

As your morning goes on, you may want to change the time zone for your calls. To do this, for example, you can backspace to the Master Menu and enter CST (Central Standard Time).


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