To add a product, e.g., MSS, advance to the Product screen. (Please see detailed procedures in the Sales System manual.)

In place of WIDGETS, enter MSS.

QUALIFYING is done by an authorized QUALIFIER who asks the prospect a few questions in order to save the salesperson valuable time. The qualifier asks questions to verify that:

• the prospect is the key decision maker.
• the prospect's address is correct.
• the prospect has a need for a product.

To access ONE prospect that you want to qualify, at the Master Menu Item prompt, enter PCA:

?22pc

GROVE Master Menu 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? PCA__ EXIT=Exit Advanced Telesales System \=BACK HELP=Help

Next, you see the first information screen (Phone Call) to enter information on the prospect:

GROVE Phone Calls Calls made: 90 Organization? XYZ LABS_____________________________________ EXIT=Exit Advanced Telesales System \=BACK HELP=Help

Press [RETURN] to get the phone number prompt. It is best to call up an organization by its phone number. This is true because you get too many choices (organizations with similar names) if you use the organization prompt. Enter the first five digits of the phone number:

GROVE Phone Calls Calls made: 90 Phone? 70327 EXIT=Exit Advanced Telesales System \=BACK HELP=Help

Next, you are given a choice of phone numbers with the corresponding information including contact person and name of account salesperson. Enter the number that corresponds to the name of the contact you want to call. E.g., if you want to call Ron Hall, enter 1:

GROVE Phone Calls Calls made: 90 1) (619) 455-7000 Ellen Jensen XYZ LABS GROVE 2) (619) 455-7001 Art Case XYZ LABS GROVE 3) (619) 768-1113 TAS CONSULT BURR 4) (401) 841-3355 AVIL QUALIFIER Sequence number? 1___ Press the RETURN KEY to continue

Since the same salesperson (GROVE) is listed twice for XYZ LABS, you know that the account belongs to GROVE. The different contact names indicate that the same organization has different departments.

B.2 Enter the Name of the Product

Next, you will see the the Organization screen for XYZ Labs, with Ellen Jensen's name listed as contact. You are prompted to enter the name of the product.

To see WIDGETS product information, choose the default, WIDGETS:

GROVE Phone Calls Calls made:24 ----Products-------- | | | WIDGETS | | | | | -------------------- Prospect Number: 40000 Organization : XYZ LABS Name : Ellen Jensen Phone Number : (619) 455-7000 X Product? WIDGETS_______ EXIT=Exit Advanced Telesales System \=BACK HELP=Help

B.3 Look at the Prospect Information

Next, you see all the WIDGETS information you need for XYZ LABS. Write in the appropriate comment. At the Status prompt, enter DROP, which means this lead, because it belongs to GROVE, will not appear again on your list of prospects to be qualified.

GROVE Phone Calls Calls made: 90 (619) 455-7000 X Name : Bob Turner Prospect # :40000 Title : SUPERVISOR Zone :CST Org : XYZ LABS Salesperson:DROP Addr 1 : 6000 NORTH HIGHWAY Media Type : Addr 2 : Version : Addr 3 : City : CPU_type: Last:Thru 01-May-1988 St/Zip :TX 76134 Next: Opr msg : Source: DEXPO_88 WIDGETS 05-May-1988 PASSED TO LUCY JONES #555-6000. CONTACT HER. ALSO, JAN NO LONGER WITH CO., ELLEN IS CONTACT NOW. Status? DROP Press RETURN Skip, LM, NA, Del, Drop, Later, Prob, Pos, Test, Pdemo, CDemo, Demo, PDist, Dist, Qual EXIT=Exit Advanced Telesales System \=BACK HELP=Help

Next, you call the contact person, Ellen Jensen, to see if she is the decision maker and has a need for your product.

Suppose you find that the lead has NOT been assigned to anyone. Once you have determined that the contact is a good lead (has a need for your product), at the status prompt, enter QUALIFIED. This means that the lead can now be given into the pool to be assigned to a salesperson, as determined by the Sales Manager.

Suppose you need to call a customer (PCALL) but do not know the correct spelling of a customer contact last name. However, you have some idea of the first name---you think the contact is either Jim or Jill. You can do a "SEARCH."

To do a search, enter the first few letters of the first name, e.g., JI. Next, you see a screen of choices of contact names beginning with JI. You see that the contact person you want to phone is JILL CARLSON. Type in the sequence number that is found next to Jill Carlson's name, e.g., 5:

GROVE Phone Calls Calls made: 90 Telephone Ext. Contact Name Organization 1) (301) 863-0000 X JI MUCH COMPUTON CORPO 2) (213) 662-2411 X JI SAN OXYNET GENERATORS 3) (214) 408-0011 X JIANBAI WANG BEKMARS 4) (095) 625-6111 X3210 JIL LEITA INTEGRATOR ANALYST 5) (612) 344-0868 X JILL CARLSON DARSONS COMM INT 6) (415) 726-4162 X JILL FUKUHARA SAMSON COLLEGE 7) (812) 235-5586 X517 JILL GARRETT DAVISON CORP Sequence number? 5____ Press the RETURN key for the next screen EXIT = Exit Advanced Telesales System \ = Back HELP = Help

Next, your screen displays information on the contact, e.g.:

GROVE Phone Calls Calls made: 90 +- Products -----------------------+ | WIDGETS-GROVE | | | | | | | +----------------------------------+ Customer Number: 54970 Organization : DAYTONS COMM INT Name : JILL CARLSON Phone Number : (613) 344-0000 X Product? INTOUCH___ EXIT = Exit Advanced Telesales System \ = Back HELP = Help =====================================================================