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Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

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Page 1: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

Activant Prelude

Increasing Your Sales Volume with Marketing/CRM

Page 2: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

This class is designed for…

Customer sales representativesMarketingAdministrationManagementAnyone who interacts with customers

Page 3: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

Objectives

Set up marketing system optionsCreate prospects and contactsCreate marketing codes and activitiesEnter and schedule marketing activitiesSend literature and form lettersPromote your products:

Create a marketing campaignUse broadcast emails and faxesUse package insertsActivate promotional pricing by order or product

Measure your success

Page 4: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

This course will NOT cover…

Setting up customersEntering sales orders or quotesCustom modificationsUser-specific topics or scenarios

Page 5: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

Setting Up Your System for Marketing

Marketing ParametersFile Update ParametersMarketing Settings

Companies and PeopleCodesMarketing Tasks

Page 6: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

Marketing Parameters

Track sales by campaign?Use campaign pricing?Use contact name on the sales order?Use Purchasing contact on sales order?Use multiple mailing addresses for prospects?Generate form letters?Include quote follow-ups?Use defaults for marketing activities?

Systems Menu > Maintenance > Option Parameters > Marketing Parameters

Page 7: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

File Update Parameters

Track information for the contact

diary? Track changes in Customer Contact

Management Maintenance?

Systems menu > Maintenance > Option Parameters > File Update Parameters

Page 8: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

Marketing Settings – Companies and People

CustomersProspects – potential customersContacts – each person you work with at the customer’s or prospect’s companySales representatives – Sales reps assigned to customers or prospects

Important Files

PROSPECT – prospects and customers

PROS.CONT – contacts for prospects and customers

Page 9: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

Prospect Maintenance

Marketing > Prospect Maintenance

Page 10: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

Prospect Maintenance

Marketing > Prospect Maintenance > F5-Add Info

Page 11: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

Contact Maintenance

Marketing > Maintenance > Customer Contacts

Page 12: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

AppShare

Create a prospectCreate a contact

Page 13: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

1. True2. False

You can assign more than one contact to a customer or prospect.

Page 14: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

Marketing Settings – Codes

Titles – CEO, Purchasing ManagerPotential – Very Likely, Not LikelySource – Web, Yellow Pages, ReferralSICs – Industry SpecificTerritory – East, NorthwestCustom fields – Shirt Size, Spouse’s Name

Marketing > Maintenance

Page 15: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

Marketing Settings – Marketing Tasks

Activities – Phone call, dinner, samplesViews – Group products according to how customers or contacts buyCatalogs and Literature – Spring Catalog, CouponsForm Letters – Welcome, We’re Sorry, Thank You

Page 16: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

Setting Up Marketing Activities

Marketing > Maintenance > Marketing Activity Codes > Activity Code

Page 17: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

Creating Customer Views

Marketing > Maintenance > View Maintenance

Page 18: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

Setting Up Catalog/Literature Codes

Marketing > Maintenance > Marketing Activity Codes > Catalog Literature

Page 19: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

Creating Form Letters

Marketing > Maintenance > Marketing Activity Codes > Form Letter Maintenance

Page 20: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

AppShare

Set up various marketing codesSet up marketing tasks

ActivitiesViewsLiteratureForm letters

Page 21: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

Taking Care of Your Customers

Recording interactionsScheduling follow-upsSending requested literature and letters

Page 22: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

Recording Interactions

Contact Diary Entry – simple record of activityMarketing Activity Entry – complex, send letters and literatureMarketing Activity Contact Entry – same as the Marketing Activity Entry but contact-specific

Page 23: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

Contact Diary Entry

Marketing > Contact Diary System > Contact Diary Entry

Page 24: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

Marketing Activity Contact Entry

Marketing > Marketing Activity Contact Entry

Page 25: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

Marketing Activity Contact Entry

Marketing > Marketing Activity Contact Entry

Page 26: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

Marketing Activity Contact Entry

Marketing > Marketing Activity Contact Entry

Page 27: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

Marketing Activity Contact Entry

Marketing > Marketing Activity Contact Entry

Page 28: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

Marketing Activity Contact Entry

Marketing > Marketing Activity Contact Entry

Page 29: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

Marketing Activity Contact Entry

Marketing > Marketing Activity Contact Entry

Page 30: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

Marketing Activity Contact Entry

Marketing > Marketing Activity Contact Entry

Page 31: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

AppShare

Create a Marketing ActivitySchedule Follow-UpsSend Literature and Letters

Page 32: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

1. True2. False

You can assign follow-up activities to other users.

Page 33: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

Marketing Activity Contact Inquiry

Lists open activities for a user.

Marketing > Inquiries > Marketing Activity Contact Inquiry

Page 34: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

Sending Requested Literature

Report of literature to send based on:DivisionWarehouseCustomerSales Rep

Can also print mailing labels

Marketing > Reports > Send Literature Report

Page 35: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

Printing, Emailing, or Faxing Form Letters

Continuous – when you save the contactBatch – choose letters based on:

Letter NumberCustomerPrint Type

Marketing > Processes > Form Letter Batch Print

Page 36: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

AppShare

Use Marketing Activities Inquiries to follow-up on open activitiesSend literatureSend form letters

Page 37: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

Promoting Your Products

CampaignsBroadcast Email and FaxPackage InsertsPromotion Matrices

Page 38: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

Using Campaigns

Target customers or prospectsProduct numbers or prefixesUse special or regular pricingTrack sales

Page 39: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

Creating Campaign Lists

City, State, ZIPSICSourcePrevious campaignsPrioritySales statisticsUser-defined fieldsTCL SELECT statement

Marketing > Campaign System > Campaign Lists > Build Campaign Lists

Page 40: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

Creating a Campaign List

Marketing > Campaign System > Campaign Lists > Build Campaign Lists > City, State, Zip Selection

Page 41: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

Defining a Campaign

Campaign DetailsCustomer/Prospect ListsProducts

Page 42: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

Adding Campaign Details

Marketing > Campaign System > Campaign Maintenance

Page 43: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

Assigning Campaign Lists

Marketing > Campaign System > Campaign Maintenance > F6-Lists

Page 44: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

Assigning Products

Marketing > Campaign System > Campaign Maintenance > F7-Products

Page 45: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

AppShare

Create a CampaignAdd Campaign ListsInclude Products in the Campaign

Page 46: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

Broadcast Emailing/Faxing

Send to multiple:CustomersProspectsContactsVendors

Based on:Select listCampaign listManually-entered recipients by email address or customer/prospect/vendor number

Page 47: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

Selecting a List

List nameSource of list:CUSTOMERVENDPROSPECTPROS.CONT

Selection criteria

Marketing > Broadcast/Export Functions > List Selector

Page 48: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

Broadcast Emailing

Use a caret (^) to insert data from the file.

Marketing > Broadcast/Export Functions > Broadcast Email

Page 49: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

Broadcast Faxing

Marketing > Broadcast/Export Functions > Broadcast Fax

Page 50: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

Setting Up Package Inserts

Create a product for each insertCreate an insert code that defines when an insert product is sent with an orderAssign the insert code to a customer

Order Processing > Maintenance > Order Entry Control Files > Package Insert Code Maintenance (/PICM)

Page 51: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

Setting Up Insert Products

Product Maintenance

Page 52: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

Setting Up Insert Products

Product Maintenance > F5-Add Info > F5-Add Info

Page 53: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

Creating Insert Codes

Order Processing > Maintenance > Order Entry Control Files > Package Insert Code Maintenance

Page 54: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

Assigning Products to an Insert Code

Order Processing > Maintenance > Order Entry Control Files > Package Insert Code Maintenance > F5-Products

Page 55: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

Assigning Product Lines to an Insert Code

Order Processing > Maintenance > Order Entry Control Files > Package Insert Code Maintenance > F6-Product Lines

Page 56: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

Setting Insert Code Options

Order Processing > Maintenance > Order Entry Control Files > Package Insert Code Maintenance > F7-Addit Options

Page 57: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

Assigning an Insert Code for a Customer

Order Processing > Maintenance > Customer Maintenance > F7-Order

Page 58: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

AppShare

Create Package Insert CodesInclude Products and/or Product LinesLimit Package Inserts per OrderAssign the Package Insert Code to a Customer

Page 59: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

1. True2. False

You can limit the number of inserts that go out with an order?

Page 60: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

Promotion Matrix

Order TotalsProduct:

Same AsMix and MatchSpecific Buy/Specific Get

Include or exclude customers or products

Page 61: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

Setting Up an Order-Level Promotion

Order Processing > Maintenance > Pricing Structures > Promotional Pricing > Promotion Type Matrix Maintenance >

Matrix Type = Order

Page 62: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

Setting Up a Product-Level Promotion

Order Processing > Maintenance > Pricing Structures > Promotional Pricing > Promotion Type Matrix Maintenance >

Matrix Type = Product

Page 63: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

AppShare

Set up order-level promotionsSet up product-level promotions

Page 64: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

Selling Your Products

CampaignContactsPromotionsPackage inserts

Page 65: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

Selling by Campaign

FALL – Campaign

CY.CUST – List

Order Processing > Sales Order Entry

Page 66: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

Selling by Contact

Order Processing > Sales Order Entry > F5-Header

Page 67: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

Viewing Available Order-Level Promotions

If a promotion matrix is set up, the Customer

Promotion Matrix Inquiry appears when you enter

a sales order.

Order Processing > Sales Order Entry

Page 68: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

Including Package Inserts on a Sales Order

If a package insert is added to a product, it is automatically included

with the order.

Page 69: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

Entering Package Inserts on a Sales Order

Page 70: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

Entering Package Inserts on a Sales Order

• Added because of product

• Notified because of product

Page 71: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

Entering Package Inserts on a Sales Order

• Added because of product line

• No notifications for product line

Page 72: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

Measuring Your Success

Contact Management Statistics Inquiry(Marketing > Inquiries)Contact Performance Summary Inquiry(Marketing > Inquiries)Customer Sales History Inquiry (Order Processing > Inquiries)Customer/Product Sales History Inquiry (Order Processing > Inquiries)

Page 73: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

Contact Management Statistics Inquiry

Marketing > Inquiries > Contact Management Statistics Inquiry

Page 74: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

AppShare

Contact Management Statistics InquiryContact Performance Summary InquiryCustomer Sales History InquiryCustomer/Product Sales History Inquiry

Page 75: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

Summary

Set up marketing system optionsCreate prospects and contactsCreate marketing codes and activitiesEnter and schedule marketing activitiesSend literature and form lettersPromote your products:

Create a marketing campaignUse broadcast emails and faxesUse package insertsActivate promotional pricing by order or product

Measure your success

Page 76: Increasing Your Sales Volume with Marketing/CRM · Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule

For More Information…

On-line help keys in the Marketing/Order Processing screensMarketing/Order Processing ManualsVisit the Activant Customer Website: http://distribution.activant.com

Prelude > Documentation > V19 > MarketingView Educational Services course offeringsSearch the Solutions databaseSubmit a Support case

Email Professional Services Sales with your Training and Consulting questions

[email protected]


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