Prospect Inquiry

Prospect Inquiry is found on the Tele-Sales Inquiry menu, 2-8.  The inquiry is a mirror image of Prospect File Maintenance.  It displays all of the information stored in the fields in Prospect File Maintenance and the prospect comments.  However, the program is just an inquiry and allows no changes to the information.  For those of you that have the LMS Security system you could allow specific operators access to this inquiry but not the file maintenance program.

  

 

 

Enter Data

 

There are five ways to access the prospect and it's activity.  They are to input the actual prospect number, selection of an individual prospect by accessing the master prospect, alpha name search, customer number search, and phone number search.

 

The access prompts are as follows.

 

Pros #/Name:              Cust #/Phone:

Telemarketer Or A'll:

Display M'aster Or I'ndividual:

 

 

Entering an E or a / slash at all of the above prompts exits the inquiry.  An up arrow key to go back one space may be entered at all of the above prompts.

 

The cursor is at the Pros #/Name: prompt.  If you know the prospect number, input that number.  If the number you input is not found as a valid prospect number, the program enters the prospect alpha name search.

  

 

 

Enter Data  (Contd)

 

If you do not know the prospect's number you may enter up to 25 alphanumeric characters at the Pros #/Name prompt.  You enter the prospect alpha name search.  Only prospects that have a name that matches exactly with the input display.

 

 

If you do not know the prospect's number or name, you may carriage return at the Pros #/Name: prompt to access the Cust #/Phone: prompt.  At this prompt you may enter the customer number (field 3 in Prospect File Maintenance) or the phone number (field 10 in Prospect File Maintenance).  If a number is entered that is not found in any Prospect File, the prompt Customer Number/Phone Number Not Found In Prospect File appears.  The cursor returns for reinput.  When a number is input that is found in at least one Prospect File, only prospects that have a number that matches exactly with the input display.  A carriage return at the Cust #/Phone: prompt return the cursor to the Pros #/Name: prompt.

  

 

 

Enter Data  (Cont'd)

 

Pros #/Name:       Cust #/Phone:

Telemarketer Or A'll:

Display M'aster or I'ndividual:

 

When a name or customer or phone number is input at the access prompts, the cursor proceeds to the following prompt.  When a valid prospect number is input at the Pros #/Name prompt, the cursor does not proceed to this prompt as no search is necessary.  You have entered the prospect that you want to access.

 

Telemarketer Or A'll:

 

You may view only prospects that are assigned to your individual telemarketer number.  To achieve this, enter the desired telemarketer number.  The prospect phone or customer number or name search display only displays prospects assigned to the inputted telemarketer number.  The telemarketer number that is used is the number assigned in the Prospect File.  To view all prospects with the matching number or name regardless of the assigned telemarketer, enter an A for all.  This feature is available to allow you to limit the search to just your assigned prospects.  An up arrow key returns the cursor to the Pros #/Name or the Cust #/Phone prompt depending upon which access method is used.  (4 Digits Or A)

 

In all of the 4 above described prospect access methods, the cursor proceeds to the following prompt once you have input the access data and entered the telemarketer number or all.

 

Display M'aster Or I'ndividual:

 

At this prompt you must define whether or not you want to display or access the master prospects or individuals.  If you want to display master prospects only, enter a M.  If you want to display master and individual prospects enter an I.  When you have input a specific prospect number and you enter an I for individual, you access that prospect and it's data in the Prospect Inquiry program.  This applies to entering a specific master or individual prospect number.  Thus, if you know the prospect number that you want to access, enter that number at the Pros #/Name: prompt and enter an I for individual and you bypass the searches and immediately access the prospect.

  

 

 

Enter Data  (Cont'd)

 

Display M'aster Or I'ndividual:

 

When you enter a M for master, only master prospects appear to choose from.  Selecting one of them displays the individual prospects that are assigned to the chosen master.  The master prospect is also redisplayed.  This is the sixth way of accessing prospects.  You are basically accessing the individual records by selecting the master prospect.

 

In the following example, master prospect number 47338 was selected.  The individual prospect that is assigned to 47338 is then displayed, which is 47340.  Note also that the master 47338 is also redisplayed and is noted with an * asterisk.

 

In the following example, master prospect number 47338 was selected.  The individual prospect that is assigned to 47338 is then displayed, which is 47340.  Note also that the master 47338 is also redisplayed and is noted with an * asterisk.

 

  

 

 

Enter Data  (Cont'd)

 

Keep in mind that if you entered a specific telemarketer number, only prospects that are assigned to that telemarketer display.  If you accessed the master prospect with an alpha search or customer or phone number search, they do not display unless the individual prospects have the same telemarketer.  In the example, the master prospect 47338 was accessed by the customer number.  This prospect was then selected.  The individual prospects then displayed.  If telemarketer number 9999 had been entered, instead of an A for all, prospect 47340 would not have displayed, as the assigned telemarketer on that prospect is 14.  Note:  All of the individual prospect records would display from the master if the master was accessed by prospect number.  Also keep in mind that if you input a specific prospect number and then input a M for master, no prospects are displayed if the specific prospect that you entered is not a master prospect.

 

If you accessed the master prospect with an alpha search, customer number, phone number search, or serial number, unless the individual prospects have the same matching data, they also do not display.

 

As another example, the master prospect number 47338 was entered and selected.  In this example the display of serialized equipment is not activated.

 

 

The individual prospects that were assigned to master prospect 47338 are displayed.  Note:  Prospect 47339 has a different name than the rest of the prospects (Mississippi Boat Services vs. The Sleep Inn Motel).

  

 

 

Enter Data  (Cont'd)

 

If prospect 47338 had been selected through the name search by inputting Mississippi Boat Services, the individual prospects that displayed would not include prospect 47339 as that prospect has a different name.

 

 

Also if you look at the sample on page 502 you see that prospect 47339 is not included.  That is because this prospect is assigned a different customer number, than the master prospect 47338 and the other individual prospect 47340.

 

When the prospects are displayed on the prospect choice screen, they appear in a specific order depending upon how they were accessed.  If they are accessed by alpha company name, they appear in alpha company name order.  If they are accessed by customer number or serial number, they appear in customer number order.  If they are accessed by customer phone number, they appear in phone number order.  Note:  There is no secondary sort.  Prospects with the same name or number appear in the order they are in the index within the Prospect File.

 

The following information displays per prospect on the prospect choice screen.  This applies whether you have accessed the prospects by prospect number, name, customer number, phone number, or individuals through the master.

 

No.  A computer assigned line number used to select the prospect.

 

Prospect Name  The complete company name, field 4 in Prospect File Maintenance.

 

Address 1  The complete address 1, field 5 in Prospect File Maintenance.

 

Address 2  The first 23 characters of address 2, field 6 in Prospect File Maintenance.

  

 

 

Enter Data  (Cont'd)

 

*Pros:  The individual prospect number.  On master prospects the master prospect number and individual prospect number is the same.  An asterisk * denotes the prospect as a master prospect.

 

Contact:  The full contact name that is stored in field 20 in Prospect File Maintenance.

 

City State Zip Code  The complete city, state abbreviation, and zip code, fields 7, 8, and 9 in Prospect File Maintenance.

 

Telemarketer:  The assigned telemarketer number, field 11 in Prospect File Maintenance.

 

Date Next Contact:  The next contact date, field 42 in Prospect File Maintenance.

 

User Def:  The user defined 20 character field, which is field 12 in Prospect File Maintenance.

 

When the prospect choice selection screen is displayed for master prospects only, the cursor is at one of the following prompts.  Operation is the same regardless of the means of access.

 

Select Master Prospect Choice Or E'nd:

Display N'ext, Select Master Prospect Choice, Or E'nd:N

 

The first prompt appears when the selections are less than 6 choices.  The second prompt appears when the selections are greater than 5 choices.  Enter an E to exit the choice screen and return to the Pros #/Name: prompt.  Enter the computer assigned line number that corresponds with the desired master prospect number that you want to access.  If a number is input that does not exist, the prompt Selection Is Out Of Range appears.  The cursor returns for reinput.  Enter a N for next or carriage return to accept the default of a N for next to view the next screen of prospect choices.  One of the two following prompts appears.

 

Display N'ext, P'revious, Select Master Prospect Choice, Or E'nd: N

Display P'revious, Select Master Prospect Choice, Or E'nd:

  

 

 

Enter Data  (Cont'd)

 

Display N'ext, P'revious, Select Master Prospect Choice, Or E'nd: N

Display P'revious, Select Master Prospect Choice, Or E'nd:

 

The first prompt appears until the last selection screen is reached.  The second prompt appears when the last selection screen is accessed.  Enter an E to exit the choice screen and return to the Pros#/Name prompt.  Enter the computer assigned line number that corresponds with the desired master prospect number that you want to access.  If a number is input that does not exist, the prompt Selection Is Out Of Range appears.  The cursor returns for reinput.  Enter a N for next or carriage return to accept the default of a N for next to view the next screen of prospect choices.  Enter a P for previous to go back one screen of prospect choices.  You may go back and forward as many screens as exist.

 

When the prospect choice selection screen is displayed for individual prospects or you have selected a master prospect from the master prospect selection screen, the cursor is at one of the following prompts.  Operation is the same regardless of the means of access.

 

Select Individual Prospect Choice Or E'nd:

Display N'ext, Select Individual Prospect Choice, Or E'nd:N

 

The first prompt appears when the selections are less than 6 choices.  The second prompt appears when the selections are greater than 5 choices.  Enter an E to exit the choice screen and return to the Pros #/Name: prompt.  Enter the computer assigned line number that corresponds with the desired prospect number that you want to access.  If a number is input that does not exist, the prompt Selection Is Out Of Range appears.  The cursor returns for reinput.  Enter a N for next or carriage return to accept the default of a N for next to view the next screen of prospect choices.  One of the two following prompts appears.

 

Display N'ext, P'revious, Select Individual Prospect Choice, Or E'nd: N

Display P'revious, Select Individual Prospect Choice, Or E'nd:

  

 

 

Enter Data  (Cont'd)

 

Display N'ext, P'revious, Select Individual Prospect Choice, Or E'nd: N

Display P'revious, Select Individual Prospect Choice, Or E'nd:

 

The first prompt appears until the last selection screen is reached.  The second prompt appears when the last selection screen is accessed.  Enter an E to exit the choice screen and return to the Pros#/Name prompt.  Enter the computer assigned line number that corresponds with the desired prospect number that you want to access.  If a number is input that does not exist, the prompt Selection Is Out Of Range appears. The cursor returns for reinput.  Enter a N for next or carriage return to accept the default of a N for next to view the next screen of prospect choices.  Enter a P for previous to go back one screen of prospect choices.  You may go back and forward as many screens as exist.

 

Once a prospect is entered or selected, the cursor is at the following prompt.

 

Press 'CR' To Continue Or E'nd

 

  

 

 

Enter Data  (Cont'd)

 

Press 'CR' To Continue Or E'nd

 

All of the fields and information that is entered on the first screen of Prospect File Maintenance is displayed.  Enter an E to exit the prospect.  The cursor returns to the Pros #/Name: prompt for entry of another prospect or to exit the program.  Enter a carriage return to access the next screen of the inquiry.  The following prompt appears.

 

Press 'CR' To Continue, Or P'revious Screen

 

 

All of the fields and information that is entered on the second screen of Prospect File Maintenance is displayed.  Enter a carriage return to access the prospect's comments.  Enter a P to return to the first screen of the prospect.

 

When a carriage return is input, one of the two following prompts appears if there are prospect comments for the accessed prospect.  If there are no comments the cursor returns to the Pros #/Name prompt.

 

Press 'CR' To Continue

Press 'CR' To Continue Or C'ancel

  

 

 

Enter Data  (Cont'd)

 

Press 'CR' To Continue

Press 'CR' To Continue Or C'ancel

 

 

The first prompt appears when the comments are less than 11 lines.  A carriage return returns the cursor to the Pros #/Name prompt.  The second prompt appears when the comments exceed 10 lines.  A C for cancel returns the cursor to the Pros #/Name prompt.  A carriage return displays the next screen of comments until the last screen is reached or a C for cancel is entered.  Once the last screen is reached, the Press 'CR' To Continue prompt appears.  A carriage return returns the cursor to the Pros #/Name prompt.

  

 

 

Program Results

 

The first screen displays the following information.  All data is from the Prospect File and can be accessed in Prospect File Maintenance.

 

 

1. Master Prospect:  The assigned master prospect number.

 

2. Prospect No.:  The assigned prospect number.  If it is a master prospect the master and prospect number are the same.

 

3. Customer No.:  The customer number if one was entered.

 

4. Company Name:  The name of the prospect.

 

5. Address 1:  The complete address one of the prospect.

 

6. Address 2:  The complete address two of the prospect.

 

7. City:  The complete city.

  

 

 

Program Results  (Contd)

 

8. State:  The state abbreviation.

 

9. Zip Code:  The full zip code.

 

10. Phone Number:  The prospect's phone number.

 

11. Telemarketer:  The assigned telemarketer number.

 

12. User Def-20:  Whatever was entered in field 12 in Prospect File Maintenance.  Up to 20 alphanumeric characters can be entered.  Whatever is input in this field displays on the Manual and Automated Activity Entry screen.  It also displays on prospect search screens.  Thus, anything that you need to know about a prospect that is not already displayed is valuable to store in this field.  As an example, many of you have multiple prospects for the same customer based on what product is sold by the telemarketer.  You could store the product in this field in the appropriate Prospect File.  As an example, in one prospect record, toner is sold to the customer.  In the other prospect record, paper is entered.  You could also create Application Manager reports based on the information stored in this field.

 

13. User Def-10:  Whatever was entered in field 13 in Prospect File Maintenance.  Up to 10 alphanumeric characters can be entered.  Whatever is input in this field display on the Manual and Automated Activity Entry screen.  Thus, information that you need to know about a prospect that is not already displayed is valuable to store in this field.  You may also create Application Manager reports with this field.

 

14. Sic Code:  The Sic code.  The Sic code is the Standard Identification Code which identifies what type of business the prospect is.  Sic Codes are not defined in the LMS system.

 

15. Classification:  There are 9 possible classification numbers available.  The numbers are 1 to 9.  In each classification number a number of days can be stored.  This is the number of days that you want to recontact the prospect.  The class defines the contact interval.  The field for contact interval in the Prospect File (field 41) is updated with the defined number of days for the assigned class.  The contact interval is then used while entering a contact activity to calculate the next contact date.  The stored class number can also be used to select prospects when creating the automated contact index or printing the Tele-Sales Contact Sheets.  A zero means no class is entered.

  

 

 

Program Results  (Contd)

 

16. Territory:  The territory code number.

 

17. County:  The county code number.

 

18. Date Added:  The date the prospect was added onto the system.

 

19. Fax Number:  The fax number.

 

There are three possible contact names that can be stored per prospect.  For each contact name a title, extension, birth date, and anniversary can be stored.  This information is loaded in the following fields.

 

Contact Name  Title  Ext.  Birthday  Anniversary

Fields 20, 21, 22, 23, 24  These fields correspond with each other.

Fields 25, 26, 27, 28, 29  These fields correspond with each other.

Fields 30, 31, 32, 33, 34  These fields correspond with each other.

 

The main contact person is stored in field 20.  This is the contact name that displays in the various prospect searches and sales activity entry screen.  It is also the name that is printed on the sales letters when they are printed from the Sales Labels/Letters and Sales Contacts By Birth/Anniv programs.

 

The following information is displayed on the second screen.  All information can be accessed in Prospect File Maintenance.

 

  

 

 

Program Results  (Contd)

 

The following information is displayed on the second screen.  All information can be accessed in Prospect File Maintenance.

 

35. Generic Name 1:

36. Generic Name 2:

37. Generic Name 3:

38. Generic Name 4:

39. Generic Name 5:

 

Up to five generic names can be displayed per prospect.  Generic names are created in Association Table File Maintenance, 3-4, see Section IV.  Up to a 6 alphanumeric name is created which relates to a specific product or product line.  An example could be TONER or GMA or PAPER.  The product classes that are assigned to this product line are input.  When the Tele-Sales Contact Sheets are printed, prior sales history can be included.  The sales history that is printed is only for items that are assigned to the product classes that are associated with the generic names stored in the Prospect File.  Thus, not all sales history is printed out.  Sales history for items that you are attempting to sell based on the product classes associated with the stored generic names is available.

 

40. Last Contact Date:  The date of the last sales activity contact that was entered for the prospect.

 

41. Contact Interval:  The assigned number of days upon which you wish to recontact the prospect from the last contact.

 

42. Next Contact Date:  The assigned next contact date which is the date that you want to recontact the prospect.

 

43. Total Contacts:  The total number of contacts for the prospect.

  

 

 

Program Results  (Contd)

 

All of the prospect comments are displayed if they exist.