Follow-up Procedures One of the most important functions of the TARGET system is to provide a way to follow up on previous sales activity. We suggest the methods below as a minimum effort to follow up on sales efforts. Outstanding quotes The Outstanding Quote report (Back Office, Sales Reports) gives a list of all quotes issued prior to a chosen date (we suggest using about 10 days prior to the date the report is run) that have not yet been resolved. Many users elect to limit this report to showing only quotes to end users. This report should be distributed to the appropriate salespeople and used to drive their follow-up effort on the quotes. As each prospect is called, either the quote should be resolved or a tracking line should be added to Prospect Tracking (F4) showing that the follow-up was done and the result. The goal is to have a relatively clean outstanding quote list that contains only quotes that have a chance of leading to a sale. Effort can then be spent on these potential sales. Quotes should be resolved in the Quote Resolution (F7) function as either NS (no sale) or S (sale). Note that resolving a quote as a Sale does not remove the machine from inventory or make it unavailable for quoting; it does reserve the machine in the sense that an attempt to quote it to another prospect will lead to a warning message. Note that if the agreed-upon sale price is not the price originally quoted, it is important to modify the quote to correct the price before resolving it as a sale. Pending Sales When a quote is resolved in F7 as a sale, it will show on the List of Pending Sales report (Back Office, Sales Reports). We suggest running this report once a week to make sure that everything that must be done to keep the sale on track is being done. If any special requirements (paint, change electrics, send pro-forma invoice...) are noted in the comments area at the time the quote is resolved in F7, those requirements will show on the pending sale list. Nag list The Nag List (either sales functions F12 or Back Office, Sales Reports) can be run for any chosen period of time. We suggest running it each day for a three-day range (yesterday-tomorrow). Items on the nag list may be added manually (F4) or as a result of other sales activity (quoting, letters). Items are not removed from the nag list as they are completed so that the system may reproduce a nag list from any prior date. Forgotten prospects The Forgotten Prospect List (Back Office, Sales Reports) is used to produce a list of prospects that might have been forgotten. The idea is to isolate prospects who have had some sales activity in the past but not "recently", where you define recently based on the entered dates. It is generally much easier to reestablish a relationship with an existing customer than to find a new one so we suggest using this report to help make sure that you have some contact with every prospect in your database at least every six months. Back