| |
|
The Sales Prospecting module may well
turn out to be your best investment ever made with respect to sales growth and
profitability. Dealers are constantly amazed at the wealth of information that
is presented by this module. You may find that you know more about the buying
habits of your competitor's customers than your competitor knows.
Know what you have scheduled and when
The Sales Prospecting system contains a
complete appointment and task scheduler with daily, monthly, weekly, and
yearly views. Also a planner view can be displayed. Each
appointment can be color coded and reminders set.
A report will print a list of calls to be
made for each salesrep for a specified date range.
The appointment records will show the
contact history and date/time for each follow-up.
Contact history is maintained for as long
as desired.
A report listing appointments not
completed by each salesrep is a valuable management tool. How often has a
sale been lost because the salesrep did not follow-up in a timely manner on
a lead, proposal or demo.
Comments may be entered for each contact.
This will allow a detailed explanation of what the contact was about. This
can be used to get new salesreps selling in a shorter time when existing
salesreps leave your firm.
Statistics on each type of contact or call
can be maintained for each salesrep. The statistics report is used to
measure salesrep productivity.
Information, information, information!
An example is when your sales people call
on a new prospect. They can gather a wealth of information about what types
of office equipment the prospect uses, such as brand and model, expiration
date of service contracts and types of contract. Now you know what type of
toner they need, normal paper usage, etc.
Have the ability to maintain multiple
contacts within a prospect and selectively sort to determine the
relationship with other firms within your market area with SIC code
comparisons.
Each prospect may have up to 150 yes/no
qualifiers assigned, as well as up to twenty-one user defined data fields.
Track decision maker's name, title, and
phone numbers with fields to record who influences the buying decision.
Competitive equipment is maintained by SIC
(Standard Industrial Classification) code, customer location, type of
equipment, purchase or rental, term of contract, billing terms, current
volume, contract expiration, and special customer needs that may or may not
be satisfied by the current equipment or supplier.
Supplies and other renewable inventory is
loaded into the Sales Prospecting system from the Service Dispatch, and
Invoicing systems.
Time savers help your sales grow
Sales territories may be maintained by zip code, selected
markets, and specialized equipment.
The ability to print mailing labels or envelopes for
prospects after sorting.
The Sales Prospecting system measures supply potential by
manufacturer, equipment type, and copy volume. A report is printed showing
potential versus actual purchases by customer for all consumable supplies.
Lead generation based on historical and future known facts
by prospect and user needs.
A complete mail list file is maintained with the ability
to select any combination of "and", "or", or "not" search on qualifiers.
A complete mailing history of date and content of each
mailing to every prospect may be maintained and reviewed.
The sorted prospects may be interfaced to a word
processing program so that correspondence may be sent to all prospects
selected in the search.
Machine sales can be forecast by comparing recommended
monthly usage on each copier to actual monthly usage. The report will print
a list of all copiers eligible for upgrades.
Reports are available to forecast supply sales based on
past buying habits of your customers. This enables you to call the customer
before another dealership to get those supplies.
Sales prospecting information can be dumped to a Palm
handheld or notebook computer so that the salesrep can have up to the minute
information about their prospect, including appointments, service history,
and purchasing history.
Know about your customers without hassling the
accounting and service departments.
Gather sales information from your own sales department
about your customers. Information is also gathered from your sales staff who
are calling on new, prospective customers.
Contract information on your customers as well as
prospects is maintained showing all contract information including a
purchase amount to facilitate upgrades.
Every time a meter reading is taken in the Service
Dispatch or Contract Billing system, the reading is put in the Sales
Prospecting system.
Full service history may be displayed by the sales rep
without the use of the service dispatch system.
Purchase history may be displayed or printed by the
salesreps.
Sales Campaigns, Email Campaigns, Newsletter, Email Newsletters,
Sales Forecasts, Pipeline management, Sales Funnel Management, and more.
| |
