The salesperson often needs to PRINT a report of prospect calls to be made. You may want to print out reports on some or on all categories. This might include product name, information between certain dates according to certain information sent the prospect, etc. This is helpful at the end of the day, for example, to remind you of calls you need to make the next day. The Sales System allows you to:

• Access a list of prospects for which you want to print the report.
• Indicate the product for which you want the report.
• Choose the date for which you want to print the report.

Following are steps the salesperson takes when using ATS to print a report of prospect calls next to be made:

Example:

Suppose you want a report on all WIDGETS product prospects who have been sent demos. You also want the report to select prospects who are to be given a follow up call during a certain period of time. For example, you may want to be reminded of prospects you are going to call during the week that follows the current date.

REPORT (Customer Call Report) is similar to CAL (Call Prospects) but allows you to PRINT a report of prospect calls to be made. To make a prospect call report, at the Master Menu Item prompt, enter REP:

Example 6-1 Customer Call Report

ATS V3.2 Advanced Telesales System 10-Jun-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? REP__ EXIT=Exit Advanced Telesales System \=BACK HELP=Help

Next, you see the first information screen (Prospect Call Reports) for XYZ Labs.

6.3 Choose the Product

Since you want a report on WIDGETS, enter WIDGETS:

Example 6-2 Enter the Product Name

GROVE Prospect Call Reports Product? WIDGETS_ EXIT=Exit Advanced Telesales system \=BACK HELP=Help

6.4 Choose the Action

Next, you are prompted for the action (e.g., demo, distribution) for which you want to access reports. Since you want a report on demo calls, choose the default (Demo).

Example 6-3 Choose an Action

GROVE Prospect Call Reports Product: WIDGETS Action? DEMO_ None, Broch, Demo, Dist, Drop, All EXIT=Exit Advanced Telesales System \=BACK HELP=Help

6.5 Indicate the Report Type

Next, you are prompted for the report type. You want to access all WIDGETS product prospects who are next to be called (e.g., to be given a follow up call, say, a week from the current date). These are call dates that you had determined, when you previously called the prospects, should next be made on a certain date.

Choose the default (NEX):

Example 6-4 Choose Next to See Calls to be Made

GROVE Calls Product: WIDGETS Action : DEMO Report type? NEX__ Next, Last, Action EXIT=Exit Advanced Telesales System \=BACK HELP=Help

6.6 Enter the Beginning Date of the Report

You are then prompted for the beginning date you want to see a report:

Example 6-5 Enter a Beginning Date

GROVE Prospect Call Reports Product : WIDGETS Action : DEMO Report type: Next date to call Beginning date? 121088_ Enter First, All, Blank, or a valid date EXIT=Exit Advanced Telesales System \=BACK HELP=Help

6.7 Enter the Ending Date of the Report

Next, you are prompted for the ending date of the report:

Example 6-6 Enter an Ending Date

GROVE Prospect Call Reports Product : WIDGETS Action : DEMO Report type: Next date to call Beginning date: 121788 Ending Date? 121788__ EXIT=Exit Advanced Telesales System \=BACK HELP=Help

6.8 Flag Category

Next, enter the FLAG CATEGORY you want to select. A flag is additional information or a note that was added to a customer's record. You can type SHOW for a list of flag categories.

6.9 Comments

Next, select the type of previous comments you want to have printed. At the Comments to Print prompt, you can enter:

• NONE - if you do not want the report to contain any of the previous comments you have entered about a product or company.
• ALL - if you want the report to contain ALL of the previous comments you and other salespersons have entered about a product or company. If you choose ALL, you will see the comments for the specific date you or other salespersons entered at the Beginning and Ending Date prompts. You will also see all of your comments as well as the comments other salespersons previously entered on other dates.
• Your salesperson ID - if you want to see ONLY those comments you previously made, and not the comments of any other salesperson.

You have now requested a report on all prospects to be called between December 10 and December 17.

Next, you are asked if you want to proceed (see the report):

Example 6-7 To View the Report

GROVE Prospect Call Reports Proceed? Y/N? No_ EXIT=Exit Advanced Telesales System \=BACK HELP=Help

To proceed, enter Y; otherwise, enter N. If you enter Y, you will see the words "extracting records" appear at the bottom of your screen. Next, you will see the words "Extracted XX records".

6.11 Print Your Report

You are prompted to print to your screen or to the system:

SCR - Print to Screen SYS - Print to System Printer PRI - Print to Printer Port EXIT - Exit Option? SCR_____

6.12 Check the Information in Your Report

• ACT (Action) tells you what you what information was sent the prospect.
• STA (Status) tells you what is pending, e.g., PDist means a distribution is pending.
• LM means you left a message, etc.

Name Organization Phone # ACT STA TZ ---------------------------------------------------------------- John Jones XYZ LABS (415)455-2000 Broch LM EST Dist Sent Demo Sent Other Last Call Next Call ---------------------------------------------------------------- 08-02-88 08-18-88 18-12-88

At the bottom of the screen, you see the previous comments you and other salespeople made:

Mon Dec 16 '91 08:48 PM --- F91:Involved in App. Dev.: Evaluating: Currently evaluating: Wed Dec 18 '91 03:39 PM INTOUCH JULIE:he leaves at 1:00. Thu Dec 19 '91 10:55 AM INTOUCH JULIE:He would like the demo. Wants a 9trk. He is in the data center. Fri Dec 20 '91 02:09 PM RTF TOM:nt in l/m Thu Dec 26 '91 07:28 AM RTF VERONICA:wants demo snt out on the 7th XYZ & WIDGETS 4xxx,vms5.4 mgtp Press the RETURN key to continue