The salesperson often needs to determine the progress of calls made during the day. You may not, however, want to take the time to go into detail as to company name, etc. The Sales System has an efficient summary report that gives you:

• An analysis of how many calls you made and how many prospects you actually spoke to.
• A breakdown by product. You can get a summary of all calls made for each product.

This is useful, for example, if you made a number of calls but are not sure of what you actually accomplished. It also prevents you from overestimating or underestimating your success in reaching prospects.

Example:

Suppose you have made a number of calls for the day to prospects, regarding your product, WIDGETS. You want to get an overall picture of your progress, e.g., did you actually speak to 10---or 30? You also want to access a report of calls made to all prospects for several products.

DAI (Daily Call Report) allows you to access a summary report of all calls you have made for the day. To access a daily call report, at the Master Menu Item prompt, enter DAI:

Example 7-1 DAI---Daily 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? DAI__ EXIT=Exit Advanced Telesales System \=BACK HELP=Help

Next, you see the first screen (Daily Call Report) used to access the summary of your day's call. You are prompted for the report date:

Example 7-2 Enter the Report Date

GROVE Daily Call Report Daily call report on what date? 090188 EXIT=Exit Advanced Telesales System \=BACK HELP=Help

7.2 Enter the Date

Since you only want today's calls and not a report on all calls made over several days, enter the current date (the default).

You will see the words "Gen sys$scratch:daily_call_report.tmp . . . " at the bottom of your screen. This means that your report is being accessed.

Example 7-3 Report Being Accessed

GROVE Prospect Call Reports Daily call report on what date? 090188 "Gen sys$scratch:daily_call_report.tmp . . . EXIT=Exit Advanced Telesales System \=BACK HELP=Help

7.3 Print Your Report

You are prompted to print the report 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_____

To see the report on your screen, choose the default (SCR). To get a hard copy of the report, enter SYS.

Next, you see your report. At the top of the screen is the current date and the page number. Beneath the date is the title of your report, DAILY CALL REPORT, and underneath is your salesperson's id.

7.4 Check the Information

The calls are listed that you made for each product. 12/26 means that you reached 12 prospects out of a total of 26 calls you made. 2/7 means you reached two prospects out of seven calls made.

Example 7-4 Daily Call Report

Monday August 1, 1988 Page 1 D A I L Y C A L L R E P O R T GROVE Total contacts made : 12/26 WIDGETS _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ Contacts made : 71/106 Call Later : 38 Complimentary demo : 2 INTOUCH _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ Contacts made : 17/19 Positive : 1 Press the RETURN key to continue

Page two contains information on additional products:

Example 7-5 Additional Product Information

Thursday January 16, 1992 Page 2 D A I L Y C A L L R E P O R T --------------------------------- JULIE CAPPS Items mailed PHONE ORGANIZATION CONTENT --------------------------------------------------------------------- (805) 582-4269 DATAPRODUCTS GQL-QUO (407) 727-4000 HARRIS SEMICONDUCTOR DIV INT-BRO (714) 662-6319 US POSTAL SERVICE INT-BRO (313) 259-6933 URBAN SCIENCE APPLICATIONS INT-DOC Press the RETURN key to continue

At times, you may need a more detailed analysis of calls you have made during the day. E.g., you may want a count of action steps taken or number of calls that have positive results. The Sales System enables you to access a detailed report on these calls for a certain date, current or otherwise. You can also add your own comments about the day's progress.

The report:

• Shows you the number of contacts you made.
• Provides a detailed breakdown of the number positive responses you received.
• Gives you a count of action steps taken.
• Allows you to enter comments about your day's progress.

Example:

Suppose you want a report on all the prospect calls you have made on the current date. STA (Daily Status Mailing) allows you to access this detailed report. To access a daily status report, at the Master Menu Item prompt, enter STA:

Example 8-1 STA---Daily Status Mailing

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? STA__ EXIT=Exit Advanced Telesales System \=BACK HELP=Hel

8.2 Enter the Report Date

Next, you see the first screen used to make your daily status report. You are prompted for the date. To access a report on the current date, choose the default (date shown).

You will see a message at the bottom of the screen that indicates that the report is being accessed:

Example 8-2 Report is Being Accessed

GROVE Daily Status Report Daily status report on what date? 090188 "Gen sys$scratch:daily_call_report.tmp . . . EXIT=Exit Advanced Telesales System \=BACK HELP=Help

You enter the date and see the following report. At the top of your screen is the current date and your name. Underneath is the number of contacts you made for the day and the name of the product. In addition, you see that you have made 40 calls and actually reached 26!

Total contacts made: 26/65 WIDGETS ------------------------------------------------------------------ Contacts made : 26/40 Drop : 6 Call Later : 16 Complimentary Demo : 1