Monster Media 1994 #1

home *** CD-ROM | disk | FTP | other *** search

/ Monster Media 1994 #1 / monster.zip / monster / BUSINESS / MRKMAN20.ZIP / MARKSMAN.DOC < prev next >

Wrap

Text File | 1994-01-18 | 110KB | 3,134 lines

Servile Software Marksman Version 2.0 Servile Software Marksman Version 2.0 Operator's Guide Page 1 Servile Software Marksman Version 2.0 INSTALLATION MARKSMAN requires an IBM XT, AT, PS/2 or compatible computer with 640K RAM, a Hard Disc, and colour monitor. MARKSMAN will run under either DOS (version 3.3 or later) and Microsoft Windows. To install MARKSMAN on your computer system; * Insert MARKSMAN disc in floppy drive A * Type A: and press the RETURN key * Type INSTALL and press the RETURN key MARKSMAN makes a directory on your hard disc called "C:\MARKSMAN" and copies the contents of the floppy disc into that directory. Page 2 Servile Software Marksman Version 2.0 INTRODUCTION To succeed, the busy sales executive must keep a comprehensive diary of his contacts, appointments and the outcomes of meetings held with prospective clients. By referring back to comments the sales executive made following a meeting with a client, he can recall the obstacles and aspirations of the sales process more clearly, and target his energies into his clients doubts. This makes for more effective use of the sales executive's time. A sales team leader, area manager or sales director needs to know which sales areas are performing to expected results standard, and, in the instances that a sales manager is not making progress, at what stage of the sales process the negotiations are breaking down. Is the mail shot package no good? Is the sales manager's initial meeting technique failing? is the sale manager just failing to close the deal? For effective management of a sales team it is essential to address failures and analyse what went wrong. MARKSMAN is the comprehensive sales tracking and analysis tool for sales managers, team leaders, area managers and sales directors. For the sales manager, MARKSMAN provides a facility for recording prospect details, the sales trail, reviewing forthcoming appointments and the result of previous contacts with the prospect, mail merge for creating standard letters to all or select prospects, even printing labels for brochure packs. For the team leader MARKSMAN allows review of the performance of each sales manager, and forthcoming appointments for each manager. Allowing the team leader to quickly identify problem areas. For the area manager MARKSMAN allows review of the performance of each team and the forthcoming appointments. This enables the area manager, like the team leader, to identify problem areas. The sales director can monitor the performance of the entire sales force, by area or sales manager/team leader/area manager. This enables the sales director to identify effective teams and ineffective teams allowing for efficient focusing of resources. In addition, sales areas may be analysed, and weaknesses identified by the stage at which the sales process is breaking down. Identifying these weaknesses will allow targeting of corrective measures into these areas, and full use being made of the strong resources. Page 3 Servile Software Marksman Version 2.0 THE MAIN MENU Starting MARKSMAN you are presented with the first level menu of options, called the "Main Menu". This allows access to: The company details screen, progress recording screen, Progress and Reports menu, Mail Merge Menu, and Utilities Menu. ┌────────────────────────────────────────────────────────────────────────────┐ │Servile Software Main Menu Marksman│ └────────────────────────────────────────────────────────────────────────────┘ ┌──────────────────────────────────────────────────────────────────────────────┐ │ │ │ │ │ ╔═════════════════════╗▄ │ │ ║Enter Company Details║█ │ │ ║ ║█ │ │ ║Record Progress ║█ │ │ ║ ║█ │ │ ║Progress & Reports ║█ │ │ ║ ║█ │ │ ║Mail Merge ║█ │ │ ║ ║█ │ │ ║Utilities ║█ │ │ ║ ║█ │ │ ║Quit To Dos ║█ │ │ ╚═════════════════════╝█ │ │ ▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀ │ │ │ │ │ └──────────────────────────────────────────────────────────────────────────────┘ Page 4 Servile Software Marksman Version 2.0 ENTER PROSPECT DETAILS The sales trail starts with the identification of a prospective client. MARKSMAN is orientated towards the business market, where prospective clients are in fact companies, and this is highlighted by the references made to "Company Details". Through the company details screen you record all the details you require about your prospective client: Name, address, telephone number, fax number up to four contact names and their job titles, the type of company it is, referred to as the "group", the sales region the company falls into, the authorised issue shares, issued shares, turnover ("T/O"), number of employees and freeform notes. ┌────────────────────────────────────────────────────────────────────────────┐ │Servile Software Company Details Marksman│ └────────────────────────────────────────────────────────────────────────────┘ NAME [SERVILE SOFTWARE ] GROUP [SOFTWARE HOUSE ] ADDRESS [5 Longcroft Close ] REGION [SOUTH ] [ ] AUTHORISED ISSUE SHARES [ ] TOWN [Basingstoke ] ISSUED SHARES [ ] COUNTY [Hampshire ] FAX NO [0256 478576 ] POST CODE [RG21 1XG ] T/O [68310000 ] TEL NO [0256 478576 ] EMPLOYEES [ 6] CONTACT [Mr M Probert ] JOB TITLE [PARTNER ] [Ms M Lillywhite ] [GENERAL MANAGER ] [ ] [ ] [ ] [ ] ╔══════════════════════════════════════════════════════════════════════════╗ ║ Small but profitable and friendly firm. ║ ║ ║ ║ ║ ║ ║ ╚══════════════════════════════════════════════════════════════════════════╝ F2 New F3 Next F4 Previous F5 Search F6 Notes F10 Delete PgDn Progress Esc Quit Reviewing prospective company details Page 5 Servile Software Marksman Version 2.0 From the Company Details screen, you may review the progress made to date with this company by pressing the Page Down key. This then shows the sales trail as it stands to date; ┌────────────────────────────────────────────────────────────────────────────┐ │Servile Software Progress History Marksman│ └────────────────────────────────────────────────────────────────────────────┘ DATES COMMENTS [17/09/90] [NEW CONTRACT WITH YORKSHIRE BANK ] [ / / ] [ ] [ / / ] [ ] [ / / ] [ ] [ / / ] [ ] [ / / ] [ ] [ / / ] [ ] [ / / ] [ ] [ / / ] [ ] [ / / ] [ ] [ / / ] [ ] [ / / ] [ ] [ / / ] [ ] [ / / ] [ ] [ / / ] [ ] F2 New F3 Next F4 Previous F5 Search F10 Delete PgDn Company Esc Quit Page 6 Servile Software Marksman Version 2.0 RECORD PROGRESS WITH YOUR PROSPECTS After identifying your prospective clients you approach them. MARKSMAN allows every step of the sales process to be recorded with comments for later review and analysis. To record the progress made, you must first tell MARKSMAN which sales manager has made the progress. Type in the sales manager's name and press the RETURN key. If the sales manager's name has been typed incorrectly, a window will appear for you to select the required sales manager's name from. Having entered the sales manager's name, MARKSMAN will automatically fill in the region which MARKSMAN has been told the sales manager works in. This region may be amended if required, or press the RETURN key to accept it. ┌────────────────────────────────────────────────────────────────────────────┐ │Servile Software Record Progress Marksman│ └────────────────────────────────────────────────────────────────────────────┘ SALESMAN ╔══════════════════════════════╗▄ ║NAME ║█ REGION ║══════════════════════════════║█ ║BRIAN JONES ║█ ║DELORIS PROBERT ║█ ║JOHN SMITH ║█ ║ ║█ ║ ║█ ╚══════════════════════════════╝█ ▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀ Selecting a sales manager's name from a pop-up list Page 7 Servile Software Marksman Version 2.0 After entering the sales manager's name into the progress recording system, you can enter the progress made. Firstly the company's name must be entered. You may either type this name in, or enter the first letter and press the RETURN key to get a pop-up window with a scrolling list of all the prospective company names known to MARKSMAN. You may then select the correct company name and press the RETURN key. ┌────────────────────────────────────────────────────────────────────────────┐ │Servile Software Record Progress Marksman│ └────────────────────────────────────────────────────────────────────────────┘ SALESMAN JOHN SMITH REGION SOUTH ╔══════════════════════════════════════════════════════════════════════════════╗ ║ ║ ║ COMPANY ║ ║═════════════╔══════════════════════════════════════════════════╗▄════════════║ ║ ║NAME ║█ ║ ║ ║══════════════════════════════════════════════════║█ ║ ║ ║A T MAYS LTD ║█ ║ ║ ║A.E. PLC ║█ ║ ║ ║ACORN COMPUTERS LIMITED ║█ ║ ║ ║AIRTOURS PLC ║█ ║ ║ ║ALBANY TRAVEL ║█ ║ ║ ╚══════════════════════════════════════════════════╝█ ║ ╚══════════════▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀════════════╝ Selecting company name from a pop-up list Page 8 Servile Software Marksman Version 2.0 After entering the company name you should enter the name of the contact at the company. If you make a mistake entering the contact's name, MARKSMAN will offer a pop-up list of the known contact names for the company from which you should select the contact's name and press the RETURN key. ┌────────────────────────────────────────────────────────────────────────────┐ │Servile Software Record Progress Marksman│ └────────────────────────────────────────────────────────────────────────────┘ SALESMAN JOHN SMITH REGION SOUTH ╔══════════════════════════════════════════════════════════════════════════════╗ ║ DATE INITIAL NEXT ║ ║ CONTACT PACK SENT FOLLOW UP APPOINTMENT FOLLOW UP ║ ║════════════════════════════════╤═══════════╤══════════╤══════════╤═══════════║ ║ │ / / │ / / │ / / │ / / ║ ║ │ │ │ │ ║ ║ │ │ │ │ ║ ║ │ │ │ │ ║ ║ │ │ │ │ ║ ║ │ │ │ │ ║ ║ │ │ │ │ ║ ║ │ │ │ │ ║ ╚══════════════════════════════════════════════════════════════════════════════╝ Entering the contact's name Page 9 Servile Software Marksman Version 2.0 ┌────────────────────────────────────────────────────────────────────────────┐ │Servile Software Record Progress Marksman│ └────────────────────────────────────────────────────────────────────────────┘ SALESMAN JOHN SMITH REGION SOUTH ╔══════════════════════════════════════════════════════════════════════════════╗ ║ DATE INITIAL NEXT ║ ║ CONTACT PACK SENT FOLLOW UP APPOINTMENT FOLLOW UP ║ ║╔══════════════════════════════╗▄═══════════╤══════════╤══════════╤═══════════║ ║║Mr R Mass ║█ / / │ / / │ / / │ / / ║ ║║Mr J W McKeown ║█ │ │ │ ║ ║║Mr J A F Trigg ║█ │ │ │ ║ ║║Mr A E L Olpkin ║█ │ │ │ ║ ║║ ║█ │ │ │ ║ ║╚══════════════════════════════╝█ │ │ │ ║ ║ ▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀ │ │ │ ║ ║ │ │ │ │ ║ ╚══════════════════════════════════════════════════════════════════════════════╝ Selecting Contact name from a pop-up list After the contact's name you may enter the date on which your mail shot or brochure was sent. MARKSMAN refers to this as the "Date Pack Sent". This is followed by the date of the initial follow up, the date of the first appointment and the date of the next follow up. Page 10 Servile Software Marksman Version 2.0 Finally you may enter any comments which you feel will help in future contacts with the prospective client. ┌────────────────────────────────────────────────────────────────────────────┐ │Servile Software Record Progress Marksman│ └────────────────────────────────────────────────────────────────────────────┘ SALESMAN JOHN SMITH REGION SOUTH ╔══════════════════════════════════════════════════════════════════════════════╗ ║ NEXT ║ ║ FOLLOW UP COMMENTS ║ ║═════════════╤════════════════════════════════════════════════════════════════║ ║ 10/06/92 │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ╚══════════════════════════════════════════════════════════════════════════════╝ Entering comments Page 11 Servile Software Marksman Version 2.0 REPORTS MARKSMAN offers you comprehensive reporting facilities from the "Reports Menu". ┌────────────────────────────────────────────────────────────────────────────┐ │Servile Software Reports Menu Marksman│ └────────────────────────────────────────────────────────────────────────────┘ ╔═══════════════════════════════════════════╗▄ ║ Review Manager's Forthcoming Appointments ║█ ║ Review Region's Forthcoming Appointments ║█ ║ Print All Forthcoming Appointments ║█ ║ Print List Of Company Names ║█ ║ ║█ ║ Review A Company's Progress ║█ ║ Print Companies By Group ║█ ║ Print Regional Company Progress ║█ ║ Print A Company's Progress ║█ ║ ║█ ║ Review Entire Sales History ║█ ║ Print Entire Sales History ║█ ║ ║█ ║ Print A Manager's Progress ║█ ║ Print All Manager's Progress ║█ ║ Return To Main Menu ║█ ╚═══════════════════════════════════════════╝█ ▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀ Page 12 Servile Software Marksman Version 2.0 Review Manager's Forthcoming Appointments Selection of this option from the reports menu allows you to see on the computer screen the forthcoming dates of the "next follow ups", entered through the "record progress" facility of the main menu, companies for the selected sales manager. The required sales manager is selected from a pop-up list. ┌────────────────────────────────────────────────────────────────────────────┐ │Servile Software Forthcoming Appointments Marksman│ └────────────────────────────────────────────────────────────────────────────┘ ┌──────────────────────────────────────────────────────────────────────────────┐ │ │ │ │ │ ╔══════════════════════════════╗▄ │ │ ║ ║█ │ │ ║ SELECT MANAGER ║█ │ │ ║ ║█ │ │ ║NAME ║█ │ │ ║══════════════════════════════║█ │ │ ║Brian Jones ║█ │ │ ║Deloris Probert ║█ │ │ ║John Smith ║█ │ │ ║ ║█ │ │ ║ ║█ │ │ ╚══════════════════════════════╝█ │ │ ▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀ │ │ │ │ │ │ │ └──────────────────────────────────────────────────────────────────────────────┘ Selecting a sales manager Page 13 Servile Software Marksman Version 2.0 The following picture shows the first page of the forthcoming appointments for the sales manager. To see the company contact's name for the appointment press the cursor right arrow key. Press the cursor right arrow key again to review comments entered against the appointment. To return to the first page press the cursor left arrow key until the "Next follow up" and "Company" columns are displayed again. ┌────────────────────────────────────────────────────────────────────────────┐ │Servile Software Brian Jones Forthcoming Appointments Marksman│ └────────────────────────────────────────────────────────────────────────────┘ ╔══════════════════════════════════════════════════════════════════════════════╗ ║ NEXT ║ ║ FOLLOW UP COMPANY ║ ║══════════════════╤═══════════════════════════════════════════════════════════║ ║ 01/10/92 │ Air Tours Plc ║ ║ 03/10/92 │ Yorkshire Bank Plc ║ ║ 07/10/92 │ First Direct Finance ║ ║ │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ╚══════════════════════════════════════════════════════════════════════════════╝ Reviewing a sales manager's forthcoming appointments Page 14 Servile Software Marksman Version 2.0 REVIEW FORTHCOMING APPOINTMENTS FOR A REGION As a team leader/area manager or sales director you want to review how many appointments your sales team have coming up. MARKSMAN allows a review of all appointments for a designated area. First select the area of interest from the pop-up list; ┌────────────────────────────────────────────────────────────────────────────┐ │Servile Software Forthcoming Appointments Marksman│ └────────────────────────────────────────────────────────────────────────────┘ ┌──────────────────────────────────────────────────────────────────────────────┐ │ │ │ │ │ ╔══════════════════════════════╗▄ │ │ ║ ║█ │ │ ║ SELECT REGION ║█ │ │ ║ ║█ │ │ ║ REGION ║█ │ │ ║══════════════════════════════║█ │ │ ║ France ║█ │ │ ║ Midlands ║█ │ │ ║ North East ║█ │ │ ║ North West ║█ │ │ ║ South ║█ │ │ ╚══════════════════════════════╝█ │ │ ▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀ │ │ │ │ │ │ │ └──────────────────────────────────────────────────────────────────────────────┘ Selecting a sales region to review Page 15 Servile Software Marksman Version 2.0 MARKSMAN then shows the forthcoming appointments for the designated area. The first page shows the sales manager's name and the date of the "next follow up". ┌────────────────────────────────────────────────────────────────────────────┐ │Servile Software Midlands Forthcoming Appointments Marksman│ └────────────────────────────────────────────────────────────────────────────┘ ╔══════════════════════════════════════════════════════════════════════════════╗ ║ NEXT ║ ║ MANAGER FOLLOW UP ║ ║═════════════════════════════════════════════════╤════════════════════════════║ ║ BRIAN JONES │ 01/10/92 ║ ║ JOHN SMITH │ 10/10/92 ║ ║ JOHN SMITH │ 15/10/92 ║ ║ │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ╚══════════════════════════════════════════════════════════════════════════════╝ Page 16 Servile Software Marksman Version 2.0 The second page shows the company name; ┌────────────────────────────────────────────────────────────────────────────┐ │Servile Software Midlands Forthcoming Appointments Marksman│ └────────────────────────────────────────────────────────────────────────────┘ ╔══════════════════════════════════════════════════════════════════════════════╗ ║ NEXT ║ ║ FOLLOW UP COMPANY ║ ║══════════════════╤═══════════════════════════════════════════════════════════║ ║ 01/10/92 │ SERVILE SOFTWARE ║ ║ 10/10/92 │ G A PROPERTY SERVICES ║ ║ 15/10/92 │ H P BULMER HOLDINGS PLC ║ ║ │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ╚══════════════════════════════════════════════════════════════════════════════╝ Page 17 Servile Software Marksman Version 2.0 The third page shows the company contact's name; ┌────────────────────────────────────────────────────────────────────────────┐ │Servile Software Midlands Forthcoming Appointments Marksman│ └────────────────────────────────────────────────────────────────────────────┘ ╔══════════════════════════════════════════════════════════════════════════════╗ ║ ║ ║ CONTACT ║ ║══════════════════════════════════════════════════════════════════════════════║ ║ Matt Probert ║ ║ MR J WHITEHEAD ║ ║ Mr J E Bulmer ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ╚══════════════════════════════════════════════════════════════════════════════╝ Page 18 Servile Software Marksman Version 2.0 The fourth, and last page shows the comments recorded against each appointment; ┌────────────────────────────────────────────────────────────────────────────┐ │Servile Software Midlands Forthcoming Appointments Marksman│ └────────────────────────────────────────────────────────────────────────────┘ ╔══════════════════════════════════════════════════════════════════════════════╗ ║ ║ ║ COMMENTS ║ ║══════════════════════════════════════════════════════════════════════════════║ ║ Not very interested ║ ║ Very Interested ║ ║ Looking at competitor's system. Update presentation! ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ╚══════════════════════════════════════════════════════════════════════════════╝ Page 19 Servile Software Marksman Version 2.0 PRINT ALL FORTHCOMING APPOINTMENTS This facility, prints a list, broken down into regions, of all forthcoming appointments collated by sales manager. The information printed includes; Region, sales manager, company, contact, comments and of course the date of the appointment! Armed with this information a team leader, area manager or sales director can target free sales resources into other areas. Relieving excessive strain on regions where there are too many appointments for the current sales team, and diverting attention away from unprofitable regions. Page 20 Servile Software Marksman Version 2.0 PRINT LIST OF COMPANY NAMES You may tell MARKSMAN to print a list of all the company's names which it knows about. Whilst this list is being printed you may press the ESC key to abort the print. Page 21 Servile Software Marksman Version 2.0 REVIEW A COMPANY'S PROGRESS You can review the progress made on a particular prospect by selecting this option and then selecting the company to review from the pop-up list of all companies known to MARKSMAN; ┌────────────────────────────────────────────────────────────────────────────┐ │Servile Software Review A Company's Progress Marksman│ └────────────────────────────────────────────────────────────────────────────┘ ┌──────────────────────────────────────────────────────────────────────────────┐ │ │ │ ╔══════════════════════════════════════════════════╗▄ │ │ ║ ║█ │ │ ║ SELECT COMPANY TO REVIEW ║█ │ │ ║ (459 RECORDS) ║█ │ │ ║ ║█ │ │ ║══════════════════════════════════════════════════║█ │ │ ║A T MAYS LTD ║█ │ │ ║A.E. PLC ║█ │ │ ║ACORN COMPUTERS LIMITED ║█ │ │ ║AIRTOURS PLC ║█ │ │ ║ALBANY TRAVEL ║█ │ │ ║ALLDERS DEPARTMENT STORES LTD ║█ │ │ ║ALLIANCE OF INDEPENDENT RETAILERS LTD ║█ │ │ ╚══════════════════════════════════════════════════╝█ │ │ ▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀ │ │ │ │ │ └──────────────────────────────────────────────────────────────────────────────┘ Selecting the company to review Page 22 Servile Software Marksman Version 2.0 The first review page shows the sales manager's name, and their region; ┌────────────────────────────────────────────────────────────────────────────┐ │Servile Software A T MAYS LTD Progress Marksman│ └────────────────────────────────────────────────────────────────────────────┘ ╔══════════════════════════════════════════════════════════════════════════════╗ ║ MANAGER REGION ║ ║═════════════════════════════════════════╤════════════════════════════════════║ ║ JOHN SMITH │ SOUTH ║ ║ JOHN SMITH │ SOUTH ║ ║ JOHN SMITH │ SOUTH ║ ║ │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ╚══════════════════════════════════════════════════════════════════════════════╝ Page 23 Servile Software Marksman Version 2.0 The second page shows the name of the contact at the company, the date on which the mail shot pack was sent, the date of the initail follow up, the first appointment date and the date of the next follow up; ┌────────────────────────────────────────────────────────────────────────────┐ │Servile Software A T MAYS LTD Progress Marksman│ └────────────────────────────────────────────────────────────────────────────┘ ╔══════════════════════════════════════════════════════════════════════════════╗ ║ DATE INITIAL NEXT ║ ║ CONTACT PACK SENT FOLLOW UP APPOINTMENT FOLLOW UP ║ ║════════════════════════════════╤═══════════╤══════════╤══════════╤═══════════║ ║ │ / / │ / / │ / / │ / / ║ ║ Mr T P Meikle │ 01/01/92 │ 01/12/92 │ / / │ / / ║ ║ Mr T P Meikle │ / / │ / / │ 15/12/92 │ / / ║ ║ │ │ │ │ ║ ║ │ │ │ │ ║ ║ │ │ │ │ ║ ║ │ │ │ │ ║ ║ │ │ │ │ ║ ║ │ │ │ │ ║ ║ │ │ │ │ ║ ║ │ │ │ │ ║ ║ │ │ │ │ ║ ║ │ │ │ │ ║ ║ │ │ │ │ ║ ║ │ │ │ │ ║ ║ │ │ │ │ ║ ║ │ │ │ │ ║ ╚══════════════════════════════════════════════════════════════════════════════╝ Page 24 Servile Software Marksman Version 2.0 The third, and final page of the company progress review shows the date of the next follow up and any comments which have been recorded against the entries. ┌────────────────────────────────────────────────────────────────────────────┐ │Servile Software A T MAYS LTD Progress Marksman│ └────────────────────────────────────────────────────────────────────────────┘ ╔══════════════════════════════════════════════════════════════════════════════╗ ║ NEXT ║ ║ FOLLOW UP COMMENTS ║ ║═════════════╤════════════════════════════════════════════════════════════════║ ║ / / │ ║ ║ / / │ ║ ║ / / │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ╚══════════════════════════════════════════════════════════════════════════════╝ Page 25 Servile Software Marksman Version 2.0 PRINT COMPANIES BY GROUP You may choose to print details of companies known to MARKSMAN by one or ALL regions, and belonging to one or ALL groups. MARKSMAN requests the region and group from you. Enter ALL if you want ALL regions/groups or enter the appropriate region/group. If you enter a region or group not known to MARKSMAN you will be offered a pop-up list to choose the correct region/group from. ┌────────────────────────────────────────────────────────────────────────────┐ │Servile Software Print Companies By Group Marksman│ └────────────────────────────────────────────────────────────────────────────┘ ┌──────────────────────────────────────────────────────────────────────────────┐ │ │ │ │ │ ╔═══════════════════════════════════════╗▄ │ │ ║ ║█ │ │ ║ REGION ║█ │ │ ║ ║█ │ │ ║ GROUP ║█ │ │ ║ ║█ │ │ ╚═══════════════════════════════════════╝█ │ │ ▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀ │ │ │ │ │ │ │ │ │ │ │ │ │ │ │ │ │ └──────────────────────────────────────────────────────────────────────────────┘ Selecting a region and group of companies to print Page 26 Servile Software Marksman Version 2.0 PRINT REGIONAL COMPANY PROGRESS MARKSMAN will print out when requested the progress being made on all companies of a specified group within a specified region. Either the region or group may be specified as ALL. If you enter a region/group which is unknown to MARKSMAN, you will be offered a pop-up list to choose the correct region/group from. ┌────────────────────────────────────────────────────────────────────────────┐ │Servile Software Print Regional Company Progress Marksman│ └────────────────────────────────────────────────────────────────────────────┘ ┌──────────────────────────────────────────────────────────────────────────────┐ │ │ │ │ │ ╔═══════════════════════════════════════╗▄ │ │ ║ ║█ │ │ ║ REGION ║█ │ │ ║ ║█ │ │ ║ GROUP ║█ │ │ ║ ║█ │ │ ╚═══════════════════════════════════════╝█ │ │ ▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀ │ │ │ │ │ │ │ │ │ │ │ │ │ │ │ │ │ └──────────────────────────────────────────────────────────────────────────────┘ Selecting region and group to print company progress Page 27 Servile Software Marksman Version 2.0 PRINT A COMPANY'S PROGRESS The progress made against a single prospect may be printed by selection of this option. MARKSMAN offers you a list of the known companies from which you should select the desired company. Pressing the first letter of the company's name will move quickly through the list to the first company with a matching or alphabetically higher first letter in their name. ┌────────────────────────────────────────────────────────────────────────────┐ │Servile Software Print A Company's Progress Marksman│ └────────────────────────────────────────────────────────────────────────────┘ ┌──────────────────────────────────────────────────────────────────────────────┐ │ │ │ ╔══════════════════════════════════════════════════╗▄ │ │ ║ ║█ │ │ ║ SELECT COMPANY TO REVIEW ║█ │ │ ║ ║█ │ │ ║ ║█ │ │ ║══════════════════════════════════════════════════║█ │ │ ║B I F U ║█ │ │ ║B R S AUTOMOTIVE NFC PLC ║█ │ │ ║B.S.R. INTERNATIONAL PLC ║█ │ │ ║BAILLIE LONGSTAFF LIMITED ║█ │ │ ║BARNARD MARCUS AND COMPANY LIMITED ║█ │ │ ║BARNSLEY BUILDING SOCIETY ║█ │ │ ║BARRAT NEWCASTLE LIMITED ║█ │ │ ╚══════════════════════════════════════════════════╝█ │ │ ▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀ │ │ │ │ │ └──────────────────────────────────────────────────────────────────────────────┘ Selecting a company's progress to print Page 28 Servile Software Marksman Version 2.0 REVIEW ENTIRE SALES HISTORY The Review Entire Sales History facility is similar to the "Review A Company's Progress" facility, except that the entire sales history for all companies is displayed; ┌────────────────────────────────────────────────────────────────────────────┐ │Servile Software Review Entire Sales History Marksman│ └────────────────────────────────────────────────────────────────────────────┘ ╔══════════════════════════════════════════════════════════════════════════════╗ ║ ║ ║ MANAGER REGION ║ ║═════════════════════════════════════════╤════════════════════════════════════║ ║ BRIAN JONES │ SOUTH ║ ║ BRIAN JONES │ SOUTH ║ ║ BRIAN JONES │ SOUTH ║ ║ JOHN SMITH │ SOUTH ║ ║ JOHN SMITH │ SOUTH ║ ║ JOHN SMITH │ SOUTH ║ ║ JOHN SMITH │ SOUTH ║ ║ JOHN SMITH │ SOUTH ║ ║ JOHN SMITH │ SOUTH ║ ║ JOHN SMITH │ SOUTH ║ ║ JOHN SMITH │ SOUTH ║ ║ JOHN SMITH │ MIDLANDS ║ ║ JOHN SMITH │ MIDLANDS ║ ║ │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ╚══════════════════════════════════════════════════════════════════════════════╝ Review Sales History First Page Page 29 Servile Software Marksman Version 2.0 ┌────────────────────────────────────────────────────────────────────────────┐ │Servile Software Review Entire Sales History Marksman│ └────────────────────────────────────────────────────────────────────────────┘ ╔══════════════════════════════════════════════════════════════════════════════╗ ║ ║ ║REGION COMPANY ║ ║═════════════════════════╤════════════════════════════════════════════════════║ ║SOUTH │ ASSOCIATED METALWORKS UNION ║ ║SOUTH │ SERVILE SOFTWARE ║ ║SOUTH │ WOLVERHAMPTON METROPOLITAN BOROUGH COUNCIL ║ ║SOUTH │ A T MAYS LTD ║ ║SOUTH │ ALLIED BREWERIES ║ ║SOUTH │ A T MAYS LTD ║ ║SOUTH │ AIRTOURS PLC ║ ║SOUTH │ AIRTOURS PLC ║ ║SOUTH │ A T MAYS LTD ║ ║SOUTH │ G A PROPERTY SERVICES ║ ║SOUTH │ H P BULMER HOLDINGS PLC ║ ║MIDLANDS │ BOOTS PLC ║ ║MIDLANDS │ BOOTS PLC ║ ║ │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ╚══════════════════════════════════════════════════════════════════════════════╝ Review Sales History Second Page Page 30 Servile Software Marksman Version 2.0 ┌────────────────────────────────────────────────────────────────────────────┐ │Servile Software Review Entire Sales History Marksman│ └────────────────────────────────────────────────────────────────────────────┘ ╔══════════════════════════════════════════════════════════════════════════════╗ ║ DATE INITIAL NEXT ║ ║ CONTACT PACK SENT FOLLOW UP APPOINTMENT FOLLOW UP ║ ║════════════════════════════════╤═══════════╤══════════╤══════════╤═══════════║ ║ John Smith │ 01/01/92 │ 10/01/92 │ 20/02/92 │ 10/03/92 ║ ║ Matt Probert │ 10/08/92 │ 15/08/92 │ 01/09/92 │ 01/10/92 ║ ║ │ / / │ / / │ / / │ / / ║ ║ │ / / │ / / │ / / │ / / ║ ║ Mr R Mass │ / / │ / / │ / / │ 10/06/92 ║ ║ Mr T P Meikle │ 01/01/92 │ 01/12/92 │ / / │ / / ║ ║ Mr D Crossland │ 10/03/92 │ 10/12/92 │ / / │ / / ║ ║ Mr D Crossland │ / / │ / / │ 10/12/92 │ / / ║ ║ Mr T P Meikle │ / / │ / / │ 15/12/92 │ / / ║ ║ MR J WHITEHEAD │ / / │ / / │ / / │ 10/10/92 ║ ║ Mr J E Bulmer │ / / │ / / │ / / │ 15/10/92 ║ ║ SIR CHRISTOPHER BENSON │ 10/05/92 │ 15/05/92 │ 02/06/92 │ 10/06/92 ║ ║ SIR CHRISTOPHER BENSON │ / / │ / / │ / / │ 17/06/92 ║ ║ │ │ │ │ ║ ║ │ │ │ │ ║ ║ │ │ │ │ ║ ║ │ │ │ │ ║ ╚══════════════════════════════════════════════════════════════════════════════╝ Review Sales History Third Page Page 31 Servile Software Marksman Version 2.0 ┌────────────────────────────────────────────────────────────────────────────┐ │Servile Software Review Entire Sales History Marksman│ └────────────────────────────────────────────────────────────────────────────┘ ╔══════════════════════════════════════════════════════════════════════════════╗ ║ NEXT ║ ║ FOLLOW UP COMMENTS ║ ║═════════════╤════════════════════════════════════════════════════════════════║ ║ 10/03/92 │ Apparently interested ║ ║ 01/10/92 │ Not very interested ║ ║ / / │ ║ ║ / / │ ║ ║ 10/06/92 │ ║ ║ / / │ ║ ║ / / │ ║ ║ / / │ ║ ║ / / │ ║ ║ 10/10/92 │ Very Interested ║ ║ 15/10/92 │ Looking at competitor's system. Update presentation! ║ ║ 10/06/92 │ Appeared very interested ║ ║ 17/06/92 │ Requires time to consider ║ ║ │ ║ ║ │ ║ ║ │ ║ ║ │ ║ ╚══════════════════════════════════════════════════════════════════════════════╝ Review Sales History Fourth Page Page 32 Servile Software Marksman Version 2.0 PRINT ENTIRE SALES HISTORY The entire sales history may also be printed simply by selecting this option. Page 33 Servile Software Marksman Version 2.0 PRINT A MANAGER'S PROGRESS This facility is aimed more at the team leader/area manager and sales director than the individual sales manager, and allows the progress being made by an individual manager to be printed. MARKSMAN requires you to select from a pop- up list the name of the sales manager to pront the report about; ┌────────────────────────────────────────────────────────────────────────────┐ │Servile Software Manager's Progress History Marksman│ └────────────────────────────────────────────────────────────────────────────┘ ┌──────────────────────────────────────────────────────────────────────────────┐ │ │ │ ╔══════════════════════════════╗▄ │ │ ║ ║█ │ │ ║ SELECT MANAGER TO REVIEW ║█ │ │ ║ ║█ │ │ ║ ║█ │ │ ║══════════════════════════════║█ │ │ ║Brian Jones ║█ │ │ ║Deloris Probert ║█ │ │ ║John Smith ║█ │ │ ║ ║█ │ │ ║ ║█ │ │ ║ ║█ │ │ ║ ║█ │ │ ╚══════════════════════════════╝█ │ │ ▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀ │ │ │ │ │ └──────────────────────────────────────────────────────────────────────────────┘ Selecting a sales manager to print the progress of Page 34 Servile Software Marksman Version 2.0 PRINT ALL MANAGER'S PROGRESS MARKSMAN will print out the progress being made by ALL sales managers, dividing the report into REGIONS for easier assimilation. Page 35 Servile Software Marksman Version 2.0 MAIL MERGE ┌────────────────────────────────────────────────────────────────────────────┐ │Servile Software Mail Merge Marksman│ └────────────────────────────────────────────────────────────────────────────┘ ┌──────────────────────────────────────────────────────────────────────────────┐ │ │ │ │ │ ╔═══════════════════╗▄ │ │ ║Select Records ║█ │ │ ║ ║█ │ │ ║Print Letters ║█ │ │ ║ ║█ │ │ ║Print Labels ║█ │ │ ║ ║█ │ │ ║New Letter ║█ │ │ ║ ║█ │ │ ║Edit Letters ║█ │ │ ║ ║█ │ │ ║Return To Main Menu║█ │ │ ╚═══════════════════╝█ │ │ ▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀ │ │ │ │ │ └──────────────────────────────────────────────────────────────────────────────┘ Mail Merge Menu Page 36 Servile Software Marksman Version 2.0 SELECT RECORDS For a mail shot you may wish to target only a specified group of companies and/or job title. The select recrods facility allows a temporary mail shot file to be created which is then used by the other mail merge facilities. ┌────────────────────────────────────────────────────────────────────────────┐ │Servile Software Select Records Marksman│ └────────────────────────────────────────────────────────────────────────────┘ ┌──────────────────────────────────────────────────────────────────────────────┐ │ │ │ │ │ ╔═══════════════════════════════════════════════════════════╗▄ │ │ ║ YOU CAN SELECT ALL OR A PART OF THE DATABASE FOR MAILING ║█ │ │ ║ BY ENTERING A KEY WORD CONNECTED TO A CONTACT'S JOB TITLE ║█ │ │ ║ EG: TO MAIL ALL 'FINANCIAL' CONTACTS ENTER 'FINANCIAL' ║█ │ │ ║ ║█ │ │ ║ ENTERING A GROUP WILL RESTRICT THE MAILING TO JUST THOSE ║█ │ │ ║ COMPANIES BELONGING TO 'GROUP'. ║█ │ │ ║ ║█ │ │ ║ GROUP ║█ │ │ ║ ║█ │ │ ║ KEY WORD ║█ │ │ ║ ║█ │ │ ╚═══════════════════════════════════════════════════════════╝█ │ │ ▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀ │ │ │ │ │ └──────────────────────────────────────────────────────────────────────────────┘ Selecting the type of company/contact job title to mailshot To target ALL types of company you may leave the GROUP field empty, or enter ALL. To restrict the mail shot to only certain job titles enter a key word in the key word field which identifies the job title to be targeted. For example to target FINANCE MANAGERS, FINANCE DIRECTORS and FINANCE CONSULTANTS enter "FINANCE" in the key word field. When MARKSMAN has finished constructing the temporary mail shot file it will tell you how many contacts have been selected. You may then choose to reselect the records if you find that too many or not enough contacts have been chosen. Page 37 Servile Software Marksman Version 2.0 PRINT LETTERS Having built a mail shot file you can now print letters to each contact by selecting the PRINT LETTERS option. MARKSMAN offers a pop-up list of all the letters it knows about for you to select the one to be printed; ┌────────────────────────────────────────────────────────────────────────────┐ │Servile Software PRINT LETTERS Marksman│ └────────────────────────────────────────────────────────────────────────────┘ ┌──────────────────────────────────────────────────────────────────────────────┐ │ │ │ ╔═════════════════╗▄ │ │ ║ SELECT LETTER ║█ │ │ ║ ║█ │ │ ║ INTRO.LET ║█ │ │ ║ INTRO2.LET ║█ │ │ ║ PRODUCT.LET ║█ │ │ ║ PRODUCT2.LET ║█ │ │ ║ PRODUCT3.LET ║█ │ │ ║ SAMPLE.LET ║█ │ │ ║ ║█ │ │ ║ ║█ │ │ ║ ║█ │ │ ║ ║█ │ │ ║ ║█ │ │ ║ ║█ │ │ ╚═════════════════╝█ │ │ ▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀ │ └──────────────────────────────────────────────────────────────────────────────┘ Selecting a letter to print Page 38 Servile Software Marksman Version 2.0 PRINT LABELS You may also require labels to stick onto your mailshot packages. In which case MARKSMAN can print out address labels for each of the selected contacts in the temporary mail shot file. Make sure that your printer is loaded with labels before selecting this option! As the labels are printed, MARKSMAN keeps you informed of the current label number being printed and the total to be printed. You can abort the print by pressing the ESC key. Page 39 Servile Software Marksman Version 2.0 NEW LETTER You may create your own mailshot letters by selecting the new letter facility. MARKSMAN requests the name of the new letter to be created and then passes you into the MARKSMAN text editor. ┌────────────────────────────────────────────────────────────────────────────┐ │Servile Software NEW LETTER Marksman│ └────────────────────────────────────────────────────────────────────────────┘ ┌──────────────────────────────────────────────────────────────────────────────┐ │ │ │ │ │ │ │ │ │ │ │ │ │ ╔═════════════════════════════════════════════════════════════╗▄ │ │ ║ ║█ │ │ ║ Enter The Name Of The New Letter To Be Created intro1.let ║█ │ │ ║ ║█ │ │ ╚═════════════════════════════════════════════════════════════╝█ │ │ ▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀ │ │ │ │ │ │ │ │ │ │ │ │ │ └──────────────────────────────────────────────────────────────────────────────┘ Entering the new letter's name Page 40 Servile Software Marksman Version 2.0 The MARKSMAN text editor is a simple to use, text editor allowing letters up to 80 columns wide to be written. ┌────────────────────────────────────────────────────────────────────────────┐ │Servile Software TEXT EDITOR Marksman│ └────────────────────────────────────────────────────────────────────────────┘ ╔══════════════════════════════════════════════════════════════════════════════╗ ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ║ ╚══════════════════════════════════════════════════════════════════════════════╝ Editing INTRO1.LET <F10> Field I Line: 1 Col: 0 The MARKSMAN Text Editor You may type with the editor as with any other text editor. When you first start editing a letter, MARKSMAN's text editor is in INSERT mode, and word wrap is off. You may switch word wrap on by pressing function key F5. A W will then be displayed next to the I on the bottom display line. Unlike other text editors MARKSMAN allows the entry of "variables" for the mail merge. This are entered by pressing function key F10 and selecting the required field, eg NAME, COMPANY, or for the current date when the letter is printed DATE(). The date will be printed as the day of the month, followed by the calendar month, followed by the year. eg; 25 September 1992 MARKSMAN provides a field SURNAME() which returns the first and last parts of the contact's name. So; MR J SMITH becomes MR SMITH Page 41 Servile Software Marksman Version 2.0 Commands to the printer may also be sent. For example, to send the HP laser printer sequence for 12CPI enter; <CHR(27)>(s12H Notice that <CHR(27)> will be converted to the escape character by MARKSMAN when the letter is printed. Page 42 Servile Software Marksman Version 2.0 The MARKSMAN text editor accepts the following navigation keys; Up arrow Up one line Down arrow Down one line Left arrow Left one character Right arrow Right one character Ctrl-Left arrow Left one word Ctrl-right arrow Right one word Home Beginning of line End End of line Ctrl-Home Top of current view Ctrl-End End of current view Page Up Previous page Page Down Next page Ctrl-page up Beginning of letter Ctrl-page down End of letter Return Beginning of next line Delete Delete character at cursor Backspace Delete character to the left of cursor Tab Insert tab character Ctrl-y Delete current line Ctrl-t Delete word right Ins Toggle insert mode (when in insert mode an I is displayed at the bottom of the screen) Alt-W Write letter to disk F5 Toggle Word Wrap Esc Finish letter Page 43 Servile Software Marksman Version 2.0 UTILITIES MENU The utilities menu provides facilities for amending MARKSMAN's lookup tables: Job types, sales regions, group descriptions, sales manager's names and regions, and also allows amendments to be made to the sales progress history in order to correct mistaken entries. ┌────────────────────────────────────────────────────────────────────────────┐ │Servile Software Utilities Menu Marksman│ └────────────────────────────────────────────────────────────────────────────┘ ┌──────────────────────────────────────────────────────────────────────────────┐ │ │ │ │ │ │ │ ╔════════════════════════╗▄ │ │ ║Enter Contact Job Types ║█ │ │ ║ ║█ │ │ ║Enter Sales Regions ║█ │ │ ║ ║█ │ │ ║Enter Group Descriptions║█ │ │ ║ ║█ │ │ ║Enter Salesmen Names ║█ │ │ ║ ║█ │ │ ║Amend Progress File ║█ │ │ ║ ║█ │ │ ║Return To Main Menu ║█ │ │ ╚════════════════════════╝█ │ │ ▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀ │ │ │ └──────────────────────────────────────────────────────────────────────────────┘ Page 44 Servile Software Marksman Version 2.0 ENTER CONTACT JOB TYPES MARKSMAN offers a scrolling list of the current job types. You may add additional job types to the end of the list, or change the wording of an existing job type by highlighting it and then pressing the RETURN key. ┌────────────────────────────────────────────────────────────────────────────┐ │Servile Software Enter Contact Job Types Marksman│ └────────────────────────────────────────────────────────────────────────────┘ ┌──────────────────────────────────────────────────────────────────────────────┐ │ │ │ │ │ │ │ ╒═══════════════════════════════════════════════════════╕▄ │ │ │ TITLE │█ │ │ ╞═══════════════════════════════════════════════════════╡█ │ │ │ NON EXEC. CHAIRMAN │█ │ │ │ FINANCIAL DIRECTOR │█ │ │ │ PERSONNEL DIRECTOR │█ │ │ │ MARKETING DIRECTOR │█ │ │ │ MARKETING MANAGER │█ │ │ │ CHIEF EXECUTIVE │█ │ │ │ AGM FINANCE │█ │ │ │ GM MARKETING │█ │ │ ╘═══════════════════════════════════════════════════════╛█ │ │ ▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀ │ │ │ │ │ └──────────────────────────────────────────────────────────────────────────────┘ Page 45 Servile Software Marksman Version 2.0 ENTER SALES REGIONS MARKSMAN offers a scrolling list of the current sales regions You may add additional sales regions to the end of the list, or change the wording of an existing job type by highlighting it and then pressing the RETURN key. ┌────────────────────────────────────────────────────────────────────────────┐ │Servile Software Enter Sales Regions Marksman│ └────────────────────────────────────────────────────────────────────────────┘ ┌──────────────────────────────────────────────────────────────────────────────┐ │ │ │ │ │ │ │ ╒═══════════════════════════════════════════════════════╕▄ │ │ │ REGION │█ │ │ ╞═══════════════════════════════════════════════════════╡█ │ │ │ South │█ │ │ │ North East │█ │ │ │ Midlands │█ │ │ │ North West │█ │ │ │ France │█ │ │ │ USA │█ │ │ │ │█ │ │ │ │█ │ │ ╘═══════════════════════════════════════════════════════╛█ │ │ ▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀ │ │ │ │ │ └──────────────────────────────────────────────────────────────────────────────┘ Page 46 Servile Software Marksman Version 2.0 ENTER GROUP DESCRIPTIONS MARKSMAN offers a scrolling list of the current group descriptions. The group description is the classification into which a prospective customer (company) falls. You may add additional group descriptions to the end of the list, or change the wording of an existing job type by highlighting it and then pressing the RETURN key. ┌────────────────────────────────────────────────────────────────────────────┐ │Servile Software Enter Group Descriptions Marksman│ └────────────────────────────────────────────────────────────────────────────┘ ┌──────────────────────────────────────────────────────────────────────────────┐ │ │ │ │ │ │ │ ╒═══════════════════════════════════════════════════════╕▄ │ │ │ NAME │█ │ │ ╞═══════════════════════════════════════════════════════╡█ │ │ │ PROF GROUP │█ │ │ │ TRAVEL COMPANY │█ │ │ │ BUILDING SOCIETY │█ │ │ │ INSURANCE COMPANY │█ │ │ │ LARGE EMPLOYER │█ │ │ │ ESTATE AGENT │█ │ │ │ CLUB/SOCIETY │█ │ │ │ UTILITY │█ │ │ ╘═══════════════════════════════════════════════════════╛█ │ │ ▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀ │ │ │ │ │ └──────────────────────────────────────────────────────────────────────────────┘ Page 47 Servile Software Marksman Version 2.0 ENTER SALES MANAGERS DETAILS MARKSMAN offers a scrolling list of the current sales manager's details. You may add additional sales managers to the end of the list, or change the wording of an existing job type by highlighting it and then pressing the RETURN key. ┌────────────────────────────────────────────────────────────────────────────┐ │Servile Software Enter Sales Manager Details Marksman│ └────────────────────────────────────────────────────────────────────────────┘ ┌──────────────────────────────────────────────────────────────────────────────┐ │ │ │ │ │ │ │ ╒═══════════════════════════════════════════════════════╕▄ │ │ │NAME REGION │█ │ │ ╞══════════════════════════════ ════════════════════════╡█ │ │ │John Smith South │█ │ │ │Brian Jones South │█ │ │ │Deloris Probert France │█ │ │ │ │█ │ │ │ │█ │ │ │ │█ │ │ │ │█ │ │ │ │█ │ │ ╘═══════════════════════════════════════════════════════╛█ │ │ ▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀ │ │ │ │ │ └──────────────────────────────────────────────────────────────────────────────┘ Page 48 Servile Software Marksman Version 2.0 AMEND PROGRESS FILE To correct mistakes in the progress file MARKSMAN provides a scrolling list of the entire progress file. The first page displays the sales manager's name and the region for the contact. To amend any details, highlight the required item and press the RETURN key, you may then enter the correct details and press the RETURN key again to store them. ┌────────────────────────────────────────────────────────────────────────────┐ │Servile Software Amend Progress File Marksman│ └────────────────────────────────────────────────────────────────────────────┘ ┌──────────────────────────────────────────────────────────────────────────────┐ │ │ │ │ │ │ │ ╒═══════════════════════════════════════════════════════╕▄ │ │ │SALESMAN REGION │█ │ │ ╞══════════════════════════════ ════════════════════════╡█ │ │ │Brian Jones South │█ │ │ │Brian Jones South │█ │ │ │Brian Jones South │█ │ │ │John Smith South │█ │ │ │John Smith South │█ │ │ │John Smith South │█ │ │ │John Smith South │█ │ │ │John Smith South │█ │ │ ╘═══════════════════════════════════════════════════════╛█ │ │ ▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀ │ │ │ │ │ └──────────────────────────────────────────────────────────────────────────────┘ Page 49 Servile Software Marksman Version 2.0 The second page shows the company's name. ┌────────────────────────────────────────────────────────────────────────────┐ │Servile Software Amend Progress File Marksman│ └────────────────────────────────────────────────────────────────────────────┘ ┌──────────────────────────────────────────────────────────────────────────────┐ │ │ │ │ │ │ │ ╒═══════════════════════════════════════════════════════╕▄ │ │ │ COMPANY │█ │ │ ╞═══════════════════════════════════════════════════════╡█ │ │ │ ASSOCIATED METALWORKS UNION │█ │ │ │ SERVILE SOFTWARE │█ │ │ │ WOLVERHAMPTON METROPOLITAN BOROUGH COUNCIL │█ │ │ │ A T MAYS LTD │█ │ │ │ ALLIED BREWERIES │█ │ │ │ A T MAYS LTD │█ │ │ │ AIRTOURS PLC │█ │ │ │ AIRFREIGHT UK │█ │ │ ╘═══════════════════════════════════════════════════════╛█ │ │ ▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀ │ │ │ │ │ └──────────────────────────────────────────────────────────────────────────────┘ Page 50 Servile Software Marksman Version 2.0 The third page shows the contact's name, the date on which the mail shot brochure was sent ("PACK_SENT") and the date of the initial follow up ("IFU_MADE"). ┌────────────────────────────────────────────────────────────────────────────┐ │Servile Software Amend Progress File Marksman│ └────────────────────────────────────────────────────────────────────────────┘ ┌──────────────────────────────────────────────────────────────────────────────┐ │ │ │ │ │ │ │ ╒═══════════════════════════════════════════════════════╕▄ │ │ │ CONTACT PACK_SENT IFU_MADE │█ │ │ ╞═════════════════════════════════ ═════════ ═══════════╡█ │ │ │ John Smith 01/01/92 10/01/92 │█ │ │ │ Matt Probert 10/08/92 15/08/92 │█ │ │ │ / / / / │█ │ │ │ / / / / │█ │ │ │ Mr R Mass / / / / │█ │ │ │ Mr T P Meikle 01/01/92 01/12/92 │█ │ │ │ Mr D Crossland 10/03/92 10/12/92 │█ │ │ │ Mr D Crossland / / / / │█ │ │ ╘═══════════════════════════════════════════════════════╛█ │ │ ▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀ │ │ │ │ │ └──────────────────────────────────────────────────────────────────────────────┘ Page 51 Servile Software Marksman Version 2.0 The fourth page also shows the date of the first appointment ("APP_DATE") and the date of the next follow up ("FOLLOW_UP"). ┌────────────────────────────────────────────────────────────────────────────┐ │Servile Software Amend Progress File Marksman│ └────────────────────────────────────────────────────────────────────────────┘ ┌──────────────────────────────────────────────────────────────────────────────┐ │ │ │ │ │ │ │ ╒═══════════════════════════════════════════════════════╕▄ │ │ │ PACK_SENT IFU_MADE APP_DATE FOLLOW_UP │█ │ │ ╞══════════════════ ════════ ════════ ══════════════════╡█ │ │ │ 01/01/92 10/01/92 20/02/92 10/03/92 │█ │ │ │ 10/08/92 15/08/92 01/09/92 01/10/92 │█ │ │ │ / / / / / / / / │█ │ │ │ / / / / / / / / │█ │ │ │ / / / / / / 10/06/92 │█ │ │ │ 01/01/92 01/12/92 / / / / │█ │ │ │ 10/03/92 10/12/92 / / / / │█ │ │ │ / / / / 10/12/92 / / │█ │ │ ╘═══════════════════════════════════════════════════════╛█ │ │ ▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀ │ │ │ │ │ └──────────────────────────────────────────────────────────────────────────────┘ Page 52 Servile Software Marksman Version 2.0 The fifth and final page shows the comments which were entered against the progress reports. ┌────────────────────────────────────────────────────────────────────────────┐ │Servile Software Amend Progress File Marksman│ └────────────────────────────────────────────────────────────────────────────┘ ┌──────────────────────────────────────────────────────────────────────────────┐ │ │ │ │ │ │ │ ╒═══════════════════════════════════════════════════════╕▄ │ │ │COMMENTS │█ │ │ ╞═══════════════════════════════════════════════════════╡█ │ │ │Apparently interested │█ │ │ │Not very interested │█ │ │ │ │█ │ │ │ │█ │ │ │ │█ │ │ │ │█ │ │ │ │█ │ │ │ │█ │ │ ╘═══════════════════════════════════════════════════════╛█ │ │ ▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀▀ │ │ │ │ │ └──────────────────────────────────────────────────────────────────────────────┘ Page 53 Servile Software Marksman Version 2.0 Marksman is published by Servile Software 5 Longcroft Close Basingstoke Hampshire RG21 1XG England Telephone 0256 478576 Page 54