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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 |
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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 |
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 |
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GROVE Calls Calls made: 90 Product: WIDGETS Action : DEMO Time zone: EST_ Ending date? 121291__ EXIT=Exit Advanced Telesales System \=BACK HELP=Help |
Last to be displayed are all prospects who have never been called (e.g., new leads, furnished by a sales manager). |
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 |
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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 |
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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 |
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 |
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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 |
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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:
Command? 4_____ |
The comment you selected will then be displayed.
MON MAR 11 '91 DTA DIANE DELETE_________________________________________ _______________________________________________ Press RETURN to continue or enter a topic... Exit NextScreen Help \ = Back |
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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