.

Table D-1 Sales System - Terms

Access	Display (e.g., display a screen information)
Account Record	All the information listed on a prospect.
Action	Information sent or to be sent to a prospect, e.g., brochure, demo.
Alter	To make any changes in a prospect account record e.g., add or delete information.
Beginning Date	The first date for which you want to see information.
Brochure	Information describing briefly (usually one page) the product.
Comments, extended	Comments about progress, which a salesperson adds to a prospect's account record.
Conflict	A situation that arises when two salespersons find they are working the same prospect account record.
Contact	Person who represents a company and with whom the salesperson deals.
CST	Central Standard Time.
Daily Call Report	A summary of calls you have made a particular date.
Daily Status Mailing	A summary of calls you have made a particular date, broken down by results of the call.
Default	Information you will see displayed automatically unless you choose to display other information.
Ending Date	The latest date for which you want to see a prospect's information.
EST	Eastern Standard Time.
Extracting	Accessing, obtaining, e.g., information on a prospect.
Follow Up Call	A call to a prospect to confirm interest in a product or to offer technical assistance.
GOLD/F	Press [PF1] and then [F]
Inquire	To look at information about a prospect.
Item	One word entered at a prompt, e.g., CAL, Demo, Later, etc.
Key field sequence	Prompt allowing a salesperson to look up a company four ways, by: name, phone number, prospect id, company name.
Lead	A prospect who has never been called but is likely to have a need for the product you want to sell.
Lead Sheet Change Request Form	Sheet requesting that certain information be altered in a prospect account record.
Master Menu	A list by name of all the features the Sales System offers.
Name Value	Name of contact person (See contact, defined in glossary).
Next Call Date	The next date you have specified that you want to call a prospect.
Password	Secret password known only to the salesperson that enables the salesperson to access the Sales System.
Print	Send information to a printer, or to be displayed on your screen.
Proceed	To see the next screen of information, e.g., list of prospects to be called.
Product	The item you want to sell.
Prospect	A company who may be interested in purchasing a product but who has not yet done so.
Prospect Account Record	All the information listed on a prospect.
PST	Pacific Standard Time.
Record	All the information listed on a prospect.
Record, to	To type in new information.
Resume	Resume making a series of calls to prospects at the exact point where you were interrupted.
Salesperson ID	The salesperson's name.
Search	Procedure by which the Sales System helps you to look for information.
Sequence Number Prompt	Gives you a choice of information to be displayed, (e.g., 1, 2).
Status	Action taken or to be taken, e.g. send the prospect a brochure, etc.
Status Report Questionnaire	A series of questions regarding the days calls to be answered daily by the salesperson.
Support	Technical assistance offered to a prospect after the prospect has purchased the product.
Time Zone	Eastern Standard, Pacific, Standard

After you have called a prospect, you need some way to indicate the action you want to take next concerning the prospect. The Sales System provides an easy way to record your next step.

Example

When you are in CAL (Call Prospects) and you are at the Status Prompt, you have a choice of several action steps:

Skip, LM, NA, Del, Drop, Later, Prob, Pos, Test, Pdemo, CDemo, Demo, PDist, Dist, Qual

To tell the Sales System which of these steps you want to take next, enter the appropriate action step at the Status prompt.

For example, if you have finished making a call and you find the prospect wants to receive a demo, at the Status prompt, enter PDEMO:

WIDGETS Calls ___________________________________________________________________ (914) 679-2222 Name : Bob Turner Prospect # : _____ Title : System Manager Zone : EST Org : XYZ LABS Salesperson: Add1 : 6000 NORTH HIGHWAY Media type : _____ Add2 : Version : Add3 : City : HOUSTON CPU_type: Last: Mon 03-Oct-1988 Opr Msg: Source : TG Next: Mon 10-Oct-1988 Status? PDEMO_______________ WIDGETS BROCH 09-Sept-1988 09/27 Has received brochure. Likes the idea of a load balancer. Call him back in two weeks.________________________________________________ Skip, LM, NA, Del, Drop, Later, Prob, Pos, Test, Pdemo, CDemo, Demo, PDist, Dist, Qual Press RETURN

Below is an explanation of the action steps you can take:

Table E-1 Action Steps

Actions to be Taken		Explanation
<>	Skip	Skip prospect.
		However, you must indicate some action you are going to take. For example, suppose you call a prospect and find he has given you an old phone number by mistake. You don't want to take the time to research the current phone number, so you enter "Skip." At the Status prompt, you enter "Later." The prospect will be displayed by the Sales System later the same day.
<>	LM	Left message.
		Indicates that you left a message. Next, you are prompted for the next call date. Enter b4 which means you want to call the prospect again in four working days.
<>	NA	Not applicable.
<>	DEL	Delete prospect.
		Permanently delete the prospect.
<>	DROP	Drop prospect.
		Temporarily drops the prospect. Prospect may be reactivated later.
<>	LATER	Tells the Sales System to display the prospect at a later date.
		At the Next call date prompt, enter the date you want to call the prospect next. (The default is two weeks from the current date. If you choose the default, the prospect will be displayed again in two weeks).
		When you enter the date, you receive the message: "Record updated".
<>	PROBABLE	Probable sale.
		Prospect has indicated a possible interest.
<>	POSITIVE	Prospect has indicated a DEFINITE interest.
<>	TEST	Prospect is testing the product.
<>	PDEMO	Prospect wants to see a demo of the product.
<>	CDEMO	Prospect is to receive a complimentary demo of the product.
<>	DEMO	Prospect has received a demo.
<>	PDIST	Prospect is waiting for a purchase order number to buy the product.
<>	DIST	Prospect has purchased the product.