A manager may need to reassign a prospect to a different salesperson.

Example:

Suppose you discover that some prospects assigned to a salesperson, Bob, need to be reassigned to another salesperson, Jane. To reassign Bob's prospects to Jane, at the Manager Menu Item prompt, enter REA:

Example 12-6 REA - Reassign, Manager

Elizabeth Manager Salesperson Selections Tuning Guide Selections ADD - Add a Salesperson MTG - Make Literature Labels CHA - Change a Salesperson PTG - Print Literature Labels DEL - Delete a Salesperson TTG - Transfer Leads BE - Be a Salesperson Miscellaneous EXIT - Exit to Master Menu Reassign Selections REA - Reassign Customers MOV - Move Customers Reports WOR - Workload Report PEN - Pending Review Report DAT - Data Integrity Report Item? REA__ EXIT=Exit Advanced Telesales System \=BACK HELP=Help

Next, you see the first screen used to reassign a prospect. You are prompted for additional information to specify exactly which prospects you want to reassign.

First, you are prompted for the product for which you want to reassign the prospects. If you want the product to be WIDGETS, for example, at the Product prompt, choose the default:

Example 12-7 Reassign Screen

Elizabeth Manager - REA Product : Action : Reassigning : Assigning to : Ignore other products : Product? WIDGETS_ EXIT=Exit Advanced Telesales System \=BACK HELP=Help

Next, you see the product information entered in the right-hand column. You are then prompted for the action under which you want to reassign the prospects. If you want to reassign prospects whose action is DEMO, for example, at the Action prompt, enter DEMO:

Example 12-8 Enter an Action

Elizabeth Manager REA Product : WIDGETS Action : Reassigning : Assigning to : Ignore other products: Action? DEMO_ EXIT=Exit Advanced Telesales System \=BACK HELP=Help

Next, you see the action, DEMO, appear in the right-hand column. You are prompted for the name of the salesperson (e.g., Bob) whose prospects you want to reassign. In place of the default, TBA (To be announced), enter the salesperson's name, e.g., Bob:

Example 12-9 Enter the Salesperson's Name

Elizabeth Manager - REA Product : WIDGETS Action : DEMO Reassigning : Assigning to : Ignore other products : Reassign whose records? BOB_ EXIT=Exit Advanced Telesales System \=BACK HELP=Help

Next, you are prompted to enter the name of the salesperson TO WHOM you want to reassign the records. Enter the name of the salesperson who will now be assigned the records, e.g., Jane:

Example 12-10 Enter the Salesperson's Name

Elizabeth Manager - REA Product : WIDGETS Action : DEMO Reassigning : Assigning to : Ignore other products : SALESPERSON TO ASSIGN? JANE_ EXIT=Exit Advanced Telesales System \=BACK HELP=Help

12.6 To MOVE Prospects

Frequently, new prospects (leads) cross a manager's desk and the manager needs to move them to salespersons. These prospects have been previously entered into a database by an operator under the operator's name. Or, they have been assigned by an operator a status of TBA---to be announced.

Example:

Suppose you want to give a number of new prospects to a salesperson, Gary. E.g., you want to MOVE prospects who have been sent literature on your Tuning Guide product from the database TBA to Gary's account. At the Manager Menu Item prompt, enter MOV:

Example 12-11 MOV - Move Screen, Manager

Elizabeth Manager Salesperson Selections Tuning Guide Selections ADD - Add a Salesperson MTG - Make Literature Labels CHA - Change a Salesperson PTG - Print Literature Labels DEL - Delete a Salesperson TTG - Transfer Leads BE - Be a Salesperson Miscellaneous EXIT - Exit to Master Menu Reassign Selections REA - Reassign Customers MOV - Move Customers Reports WOR - Workload Report PEN - Pending Review Report DAT - Data Integrity Report Item? MOV__ EXIT=Exit Advanced Telesales System \=BACK HELP=Help

You are prompted for the name of the salesperson from whom you want to transfer the leads. You can choose the default, TBA, or you can enter the name of a particular operator who entered prospects into the database. Next, you are prompted to enter the name of the salesperson to whom you want to move the prospects:

Example 12-12 Enter the Salesperson's Name

Elizabeth Manager - MOV Move from : Move to : Quality of leads : Product : Action : Source : Time zone : Quantity : Conflict checking : Salesperson to move from? TBA_ Salesperson to move to? GARY_ EXIT=Exit Advanced Telesales System \=BACK HELP=Help

You are then prompted for the type of leads you want to move, the product, the source of the prospects, etc:

Example 12-13 Enter Additional Information

Elizabeth Manager - MOV Move from : Move to : Quality of leads : Product : Action : Source : Time zone : Quantity : Conflict checking : Quality of leads? ALL__ Product? WIDGETS__ Source? ALL__ EXIT=Exit Advanced Telesales System \=BACK HELP=Help

Next, you are asked if you want to proceed (move) the leads. To proceed, enter Y; otherwise, enter N.

Example 12-14 To Proceed - Move the Leads

Elizabeth Manager - MOV Proceed Y/N? No_ EXIT=Exit Transfer TG Prospects \=BACK HELP=Help

When you proceed, a message appears showing leads being moved:

"Moving all leads from TBA to Gary".

12.7 To Generate a WORKLOAD REPORT

As a manager, you need to keep track of the current status of each salesperson's progress on sales. E.g., you need to know the number of prospects who have been called and the number of prospects remaining to be called. This helps you to determine when to give the salesperson new prospects.