Next, you are prompted to enter questions about the day's progress. To answer the questions:

• Arrow down to a blank line underneath the question.
• Enter the necessary information.

Example of Possible Questions and Responses:

PLEASE ANSWER THE FOLLOWING QUESTIONS:

Duty Day Person (also tell if a substitute)

Sharon West

Overall impression of today's conversations

Prospects seem more interested in WIDGETS than in ABC.

Phone, Company, Product, brief "real reason" for DROP

Duplicate, not needed.

Brief words about problems

PRODUCT PHONE ORGANIZATION None.

Conflicts (with other products)

No mention made of product ABC.

Suggestions to better QUALIFY a lead

Make sure the prospect fills in the back of the conference questionnaire!

Pending and actual demos and sales

PRODUCT STATUS PHONE ORGANIZATION FORECAST ------------------------------------------------------------------ WIDGETS CDEMO XYZ LABS N/A

Items mailed

PHONE ORGANIZATION CONTENT ------------------------------------------------------------------

Plans for tomorrow

Calls--especially LMN Computers, to follow up

Comments or suggestions to make sales easier

Daily Status Notes ------------------

To send your report, e.g., to the sales manager, press [GOLD/F]. This returns you to the Master Menu.

Often, the salesperson wants to look up a prospect or prospect's account record in depth to see the information it contains. The Sales System enables you to:

• Receive highly detailed information about the prospect.
• Look up the information four different ways.

Example:

Suppose you need to look up the record of a prospect, XYZ labs. You want to check to see if you recorded a purchase order number for your product. The contact person you have dealt with is Ellen Jensen. To inquire about the record for XYZ Labs, at the Master Menu Item prompt, enter INQ:

Example 9-1 INQ---Inquire about a Record

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? INQ__ EXIT=Exit Advanced Telesales System \=BACK HELP=Help

Next, you see the first screen used to inquire about a prospect. You can look up the prospect four ways. This is useful, for instance, when you can remember the contact person's name but not the exact spelling of the company name.

To look up the prospect by the NAME of the contact person of the organization, at the Key field sequence prompt, enter 1:

Example 9-2 Choose a Field Sequence Number

tti_sales_data:sales__master -------------------------------------------- 1) NAME 2) CUSTNBR 3) ORGANIZATION 4) PHONE_KEY Key field sequence number? 1______________ EXIT = Exit TTI SALES SYSTEM

Next, you are prompted for the Name of the contact person in the organization. Since you know XYZ Lab's contact person is Ellen Jensen, enter her name at the name value prompt:

Example 9-3 Enter the Contact Name

Sales_data:sales__master 1) NAME 2) CUSTNBR 3) ORGANIZATION 4) PHONE_KEY Enter name value? Ellen Jensen__ EXIT=Exit Advanced Telesales System \=BACK HELP=Help

Next, you see the record for XYZ labs.

This is the Prospect Inquire screen. This screen contains the names of the fields (e.g., customer name) and the contents of the fields (e.g., XYZ Labs) to be inquired about. At the top of the screen is the name of the item, "Inquire." At the top right you will see displayed the number of screens of information you can inquire about.

Example 9-4 INQUIRE Screen

Operator - Inquire Customer ID 26471 Customer name : A DELGADO Title : SYS MGR Name prefix : Phone : (415) 483-2170 Extension : Group ID : Organization : BISSELL & KARN Address line 1: 2551 MERCED STREET Address line 2: Address line 3: Zip code : 94577- City : SAN LEANDRO State : CA Country : Time zone : PST FAX number : Press the RETURN key to continue EXIT = Exit \ = Back HELP = Help

Next, you see additional screens of information, including CPU type, contract address, etc.

Example 9-5 Information Screen - INQUIRE

JULIE Operator - Inquire Customer ID 26471 CPU type : Technical contact : Support customer number: Contract addr1 : 2551 MERCED STREET Contract addr2 : Contract addr3 : Contract zip code : 94577- Contract city : SAN LEANDRO Contract state : CA Contract country : EXIT = Exit \ = Back HELP = Help

Next, you see billing information:

Example 9-6 Billing Screen - INQUIRE

GROVE Operator - Inquire Customer ID 26471 Bill addr1 : ACCOUNTS PAYABLE Bill addr2 : 2551 MERCED STREET Bill addr3 : Bill zip code: 94577- Bill city : SAN LEANDRO Bill state : CA Bill country : Site Addr1 : 2551 MERCED STREET Site Addr2 : Site Addr3 : Site zip code: 94577- Site city : SAN LEANDRO Site state : CA Site country : Press the RETURN key to continue EXIT = Exit \ = Back HELP = Help

Next, you see additional information such as comments, previous action taken, etc:

Example 9-7 Additional Information Screen - Inquire

JULIE Operator - Inquire Customer ID 26471 Product : WIDGETS Customer Name: A DELGADO Organization : BISSELL & KARN Status : DROP 1) Thu Jan 11 '90 11:25 AM WIDGETS DROP: (Abraham) 463-0660 - (Goes bk & forth w/in the two offices) Situation : 250 .............................. Action : DROP Information sent : Support : N Demo sent : Copies : 1 Sale sent : Version : Media type : Source : BINGO CPU serial number: Salesperson : WIDGETS Purchase order # : Press the RETURN key to continue EXIT = Exit \ = Back HELP = Help

When you have finished looking at the record, press the [RETURN] key. You will be returned to the Key Value Screen.

To inquire about another record, type in the record's key value. To inquire about the record by phone number, prospect number, or organization, at the key field sequence number prompt, enter the corresponding number, 2), 3), or 4).

If you do not want to inquire about another record, type \ or <EXIT>.

Example 9-8 To EXIT

Sales_data:sales__master 1) NAME 2) CUSTNBR 3) ORGANIZATION 4) PHONE_KEY Enter name value? EXIT__ EXIT=Exit Advanced Telesales System \=BACK HELP=Help

You then return to the Sales System MASTER MENU.