Activant Prelude. Increasing Your Sales Volume with Marketing/CRM

Transcription

1 Activant Prelude Increasing Your Sales Volume with Marketing/CRM

2 This class is designed for Customer sales representatives Marketing Administration Management Anyone who interacts with customers

3 Objectives Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule marketing activities Send literature and form letters Promote your products: Create a marketing campaign Use broadcast s and faxes Use package inserts Activate promotional pricing by order or product Measure your success

4 This course will NOT cover Setting up customers Entering sales orders or quotes Custom modifications User-specific topics or scenarios

5 Setting Up Your System for Marketing Marketing Parameters File Update Parameters Marketing Settings Companies and People Codes Marketing Tasks

6 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

7 File Update Parameters Track information for the contact diary? Track changes in Customer Contact Management Maintenance? Systems menu > Maintenance > Option Parameters > File Update Parameters

8 Marketing Settings Companies and People Customers Prospects potential customers Contacts each person you work with at the customer s or prospect s company Sales representatives Sales reps assigned to customers or prospects Important Files PROSPECT prospects and customers PROS.CONT contacts for prospects and customers

9 Prospect Maintenance Marketing > Prospect Maintenance

10 Prospect Maintenance Marketing > Prospect Maintenance > F5-Add Info

11 Contact Maintenance Marketing > Maintenance > Customer Contacts

12 AppShare Create a prospect Create a contact

13 You can assign more than one contact to a customer or prospect. 1. True 2. False

14 Marketing Settings Codes Titles CEO, Purchasing Manager Potential Very Likely, Not Likely Source Web, Yellow Pages, Referral SICs Industry Specific Territory East, Northwest Custom fields Shirt Size, Spouse s Name Marketing > Maintenance

15 Marketing Settings Marketing Tasks Activities Phone call, dinner, samples Views Group products according to how customers or contacts buy Catalogs and Literature Spring Catalog, Coupons Form Letters Welcome, We re Sorry, Thank You

16 Setting Up Marketing Activities Marketing > Maintenance > Marketing Activity Codes > Activity Code

17 Creating Customer Views Marketing > Maintenance > View Maintenance

18 Setting Up Catalog/Literature Codes Marketing > Maintenance > Marketing Activity Codes > Catalog Literature

19 Creating Form Letters Marketing > Maintenance > Marketing Activity Codes > Form Letter Maintenance

20 AppShare Set up various marketing codes Set up marketing tasks Activities Views Literature Form letters

21 Taking Care of Your Customers Recording interactions Scheduling follow-ups Sending requested literature and letters

22 Recording Interactions Contact Diary Entry simple record of activity Marketing Activity Entry complex, send letters and literature Marketing Activity Contact Entry same as the Marketing Activity Entry but contact-specific

23 Contact Diary Entry Marketing > Contact Diary System > Contact Diary Entry

24 Marketing Activity Contact Entry Marketing > Marketing Activity Contact Entry

25 Marketing Activity Contact Entry Marketing > Marketing Activity Contact Entry

26 Marketing Activity Contact Entry Marketing > Marketing Activity Contact Entry

27 Marketing Activity Contact Entry Marketing > Marketing Activity Contact Entry

28 Marketing Activity Contact Entry Marketing > Marketing Activity Contact Entry

29 Marketing Activity Contact Entry Marketing > Marketing Activity Contact Entry

30 Marketing Activity Contact Entry Marketing > Marketing Activity Contact Entry

31 AppShare Create a Marketing Activity Schedule Follow-Ups Send Literature and Letters

32 You can assign follow-up activities to other users. 1. True 2. False

33 Marketing Activity Contact Inquiry Lists open activities for a user. Marketing > Inquiries > Marketing Activity Contact Inquiry

34 Sending Requested Literature Report of literature to send based on: Division Warehouse Customer Sales Rep Can also print mailing labels Marketing > Reports > Send Literature Report

35 Printing, ing, or Faxing Form Letters Continuous when you save the contact Batch choose letters based on: Letter Number Customer Print Type Marketing > Processes > Form Letter Batch Print

36 AppShare Use Marketing Activities Inquiries to follow-up on open activities Send literature Send form letters

37 Promoting Your Products Campaigns Broadcast and Fax Package Inserts Promotion Matrices

38 Using Campaigns Target customers or prospects Product numbers or prefixes Use special or regular pricing Track sales

39 Creating Campaign Lists City, State, ZIP SIC Source Previous campaigns Priority Sales statistics User-defined fields TCL SELECT statement Marketing > Campaign System > Campaign Lists > Build Campaign Lists

40 Creating a Campaign List Marketing > Campaign System > Campaign Lists > Build Campaign Lists > City, State, Zip Selection

41 Defining a Campaign Campaign Details Customer/Prospect Lists Products

42 Adding Campaign Details Marketing > Campaign System > Campaign Maintenance

43 Assigning Campaign Lists Marketing > Campaign System > Campaign Maintenance > F6-Lists

44 Assigning Products Marketing > Campaign System > Campaign Maintenance > F7-Products

45 AppShare Create a Campaign Add Campaign Lists Include Products in the Campaign

46 Broadcast ing/Faxing Send to multiple: Customers Prospects Contacts Vendors Based on: Select list Campaign list Manually-entered recipients by address or customer/prospect/vendor number

47 Selecting a List List name Source of list: CUSTOMER VEND PROSPECT PROS.CONT Selection criteria Marketing > Broadcast/Export Functions > List Selector

48 Broadcast ing Use a caret (^) to insert data from the file. Marketing > Broadcast/Export Functions > Broadcast

49 Broadcast Faxing Marketing > Broadcast/Export Functions > Broadcast Fax

50 Setting Up Package Inserts Create a product for each insert Create an insert code that defines when an insert product is sent with an order Assign the insert code to a customer Order Processing > Maintenance > Order Entry Control Files > Package Insert Code Maintenance (/PICM)

51 Setting Up Insert Products Product Maintenance

52 Setting Up Insert Products Product Maintenance > F5-Add Info > F5-Add Info

53 Creating Insert Codes Order Processing > Maintenance > Order Entry Control Files > Package Insert Code Maintenance

54 Assigning Products to an Insert Code Order Processing > Maintenance > Order Entry Control Files > Package Insert Code Maintenance > F5-Products

55 Assigning Product Lines to an Insert Code Order Processing > Maintenance > Order Entry Control Files > Package Insert Code Maintenance > F6-Product Lines

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

57 Assigning an Insert Code for a Customer Order Processing > Maintenance > Customer Maintenance > F7-Order

58 AppShare Create Package Insert Codes Include Products and/or Product Lines Limit Package Inserts per Order Assign the Package Insert Code to a Customer

59 You can limit the number of inserts that go out with an order? 1. True 2. False

60 Promotion Matrix Order Totals Product: Same As Mix and Match Specific Buy/Specific Get Include or exclude customers or products

61 Setting Up an Order-Level Promotion Order Processing > Maintenance > Pricing Structures > Promotional Pricing > Promotion Type Matrix Maintenance > Matrix Type = Order

62 Setting Up a Product-Level Promotion Order Processing > Maintenance > Pricing Structures > Promotional Pricing > Promotion Type Matrix Maintenance > Matrix Type = Product

63 AppShare Set up order-level promotions Set up product-level promotions

64 Selling Your Products Campaign Contacts Promotions Package inserts

65 Selling by Campaign FALL Campaign CY.CUST List Order Processing > Sales Order Entry

66 Selling by Contact Order Processing > Sales Order Entry > F5-Header

67 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

68 Including Package Inserts on a Sales Order If a package insert is added to a product, it is automatically included with the order.

69 Entering Package Inserts on a Sales Order

70 Entering Package Inserts on a Sales Order Added because of product Notified because of product

71 Entering Package Inserts on a Sales Order Added because of product line No notifications for product line

72 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)

73 Contact Management Statistics Inquiry Marketing > Inquiries > Contact Management Statistics Inquiry

74 AppShare Contact Management Statistics Inquiry Contact Performance Summary Inquiry Customer Sales History Inquiry Customer/Product Sales History Inquiry

75 Summary Set up marketing system options Create prospects and contacts Create marketing codes and activities Enter and schedule marketing activities Send literature and form letters Promote your products: Create a marketing campaign Use broadcast s and faxes Use package inserts Activate promotional pricing by order or product Measure your success

76 For More Information On-line help keys in the Marketing/Order Processing screens Marketing/Order Processing Manuals Visit the Activant Customer Website: Prelude > Documentation > V19 > Marketing View Educational Services course offerings Search the Solutions database Submit a Support case Professional Services Sales with your Training and Consulting questions pss@activant.com