increasing your sales volume with marketing/crm · objectives set up marketing system options...
TRANSCRIPT
Activant Prelude
Increasing Your Sales Volume with Marketing/CRM
This class is designed for…
Customer sales representativesMarketingAdministrationManagementAnyone who interacts with customers
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
This course will NOT cover…
Setting up customersEntering sales orders or quotesCustom modificationsUser-specific topics or scenarios
Setting Up Your System for Marketing
Marketing ParametersFile Update ParametersMarketing Settings
Companies and PeopleCodesMarketing Tasks
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
File Update Parameters
Track information for the contact
diary? Track changes in Customer Contact
Management Maintenance?
Systems menu > Maintenance > Option Parameters > File Update Parameters
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
Prospect Maintenance
Marketing > Prospect Maintenance
Prospect Maintenance
Marketing > Prospect Maintenance > F5-Add Info
Contact Maintenance
Marketing > Maintenance > Customer Contacts
AppShare
Create a prospectCreate a contact
1. True2. False
You can assign more than one contact to a customer or prospect.
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
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
Setting Up Marketing Activities
Marketing > Maintenance > Marketing Activity Codes > Activity Code
Creating Customer Views
Marketing > Maintenance > View Maintenance
Setting Up Catalog/Literature Codes
Marketing > Maintenance > Marketing Activity Codes > Catalog Literature
Creating Form Letters
Marketing > Maintenance > Marketing Activity Codes > Form Letter Maintenance
AppShare
Set up various marketing codesSet up marketing tasks
ActivitiesViewsLiteratureForm letters
Taking Care of Your Customers
Recording interactionsScheduling follow-upsSending requested literature and letters
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
Contact Diary Entry
Marketing > Contact Diary System > Contact Diary Entry
Marketing Activity Contact Entry
Marketing > Marketing Activity Contact Entry
Marketing Activity Contact Entry
Marketing > Marketing Activity Contact Entry
Marketing Activity Contact Entry
Marketing > Marketing Activity Contact Entry
Marketing Activity Contact Entry
Marketing > Marketing Activity Contact Entry
Marketing Activity Contact Entry
Marketing > Marketing Activity Contact Entry
Marketing Activity Contact Entry
Marketing > Marketing Activity Contact Entry
Marketing Activity Contact Entry
Marketing > Marketing Activity Contact Entry
AppShare
Create a Marketing ActivitySchedule Follow-UpsSend Literature and Letters
1. True2. False
You can assign follow-up activities to other users.
Marketing Activity Contact Inquiry
Lists open activities for a user.
Marketing > Inquiries > Marketing Activity Contact Inquiry
Sending Requested Literature
Report of literature to send based on:DivisionWarehouseCustomerSales Rep
Can also print mailing labels
Marketing > Reports > Send Literature Report
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
AppShare
Use Marketing Activities Inquiries to follow-up on open activitiesSend literatureSend form letters
Promoting Your Products
CampaignsBroadcast Email and FaxPackage InsertsPromotion Matrices
Using Campaigns
Target customers or prospectsProduct numbers or prefixesUse special or regular pricingTrack sales
Creating Campaign Lists
City, State, ZIPSICSourcePrevious campaignsPrioritySales statisticsUser-defined fieldsTCL SELECT statement
Marketing > Campaign System > Campaign Lists > Build Campaign Lists
Creating a Campaign List
Marketing > Campaign System > Campaign Lists > Build Campaign Lists > City, State, Zip Selection
Defining a Campaign
Campaign DetailsCustomer/Prospect ListsProducts
Adding Campaign Details
Marketing > Campaign System > Campaign Maintenance
Assigning Campaign Lists
Marketing > Campaign System > Campaign Maintenance > F6-Lists
Assigning Products
Marketing > Campaign System > Campaign Maintenance > F7-Products
AppShare
Create a CampaignAdd Campaign ListsInclude Products in the Campaign
Broadcast Emailing/Faxing
Send to multiple:CustomersProspectsContactsVendors
Based on:Select listCampaign listManually-entered recipients by email address or customer/prospect/vendor number
Selecting a List
List nameSource of list:CUSTOMERVENDPROSPECTPROS.CONT
Selection criteria
Marketing > Broadcast/Export Functions > List Selector
Broadcast Emailing
Use a caret (^) to insert data from the file.
Marketing > Broadcast/Export Functions > Broadcast Email
Broadcast Faxing
Marketing > Broadcast/Export Functions > Broadcast Fax
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)
Setting Up Insert Products
Product Maintenance
Setting Up Insert Products
Product Maintenance > F5-Add Info > F5-Add Info
Creating Insert Codes
Order Processing > Maintenance > Order Entry Control Files > Package Insert Code Maintenance
Assigning Products to an Insert Code
Order Processing > Maintenance > Order Entry Control Files > Package Insert Code Maintenance > F5-Products
Assigning Product Lines to an Insert Code
Order Processing > Maintenance > Order Entry Control Files > Package Insert Code Maintenance > F6-Product Lines
Setting Insert Code Options
Order Processing > Maintenance > Order Entry Control Files > Package Insert Code Maintenance > F7-Addit Options
Assigning an Insert Code for a Customer
Order Processing > Maintenance > Customer Maintenance > F7-Order
AppShare
Create Package Insert CodesInclude Products and/or Product LinesLimit Package Inserts per OrderAssign the Package Insert Code to a Customer
1. True2. False
You can limit the number of inserts that go out with an order?
Promotion Matrix
Order TotalsProduct:
Same AsMix and MatchSpecific Buy/Specific Get
Include or exclude customers or products
Setting Up an Order-Level Promotion
Order Processing > Maintenance > Pricing Structures > Promotional Pricing > Promotion Type Matrix Maintenance >
Matrix Type = Order
Setting Up a Product-Level Promotion
Order Processing > Maintenance > Pricing Structures > Promotional Pricing > Promotion Type Matrix Maintenance >
Matrix Type = Product
AppShare
Set up order-level promotionsSet up product-level promotions
Selling Your Products
CampaignContactsPromotionsPackage inserts
Selling by Campaign
FALL – Campaign
CY.CUST – List
Order Processing > Sales Order Entry
Selling by Contact
Order Processing > Sales Order Entry > F5-Header
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
Including Package Inserts on a Sales Order
If a package insert is added to a product, it is automatically included
with the order.
Entering Package Inserts on a Sales Order
Entering Package Inserts on a Sales Order
• Added because of product
• Notified because of product
Entering Package Inserts on a Sales Order
• Added because of product line
• No notifications for product line
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)
Contact Management Statistics Inquiry
Marketing > Inquiries > Contact Management Statistics Inquiry
AppShare
Contact Management Statistics InquiryContact Performance Summary InquiryCustomer Sales History InquiryCustomer/Product Sales History Inquiry
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
For More Information…
On-line help keys in the Marketing/Order Processing screensMarketing/Order Processing ManualsVisit the Activant Customer Website: http://distribution.activant.com
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