Using Company Fields for Sales
Three fields on the company screen (Sales Memo, Sales Rep, and User Code) are particularly useful for marketing purposes.
- The Sales Memo is not the standard F3 memo, but a separate text field that can be used exclusively for sales and marketing notes. The information in this field can optionally be printed on the Company Profile report.
- If you have multiple sales representatives, use the Sales Rep field to indicate who is responsible for each account or prospect. This makes it possible to generate reports sorted by sales person.
- The User Code field can store categories for all of your customers and prospects. You can easily send letters to all companies within a particular category (such as all At Risk clients) and keep track of the status of customers and prospects alike. The following list is an example coding system:
| Code | Category |
|---|---|
| A1 | Active Client - Standard |
| A2 | Active Client - Growth |
| A3 | Active Client - Downsizing |
| A4 | Active Client - Closing |
| C1 | Contact - Client Upset |
| C2 | Contact - Delinquent Account |
| C3 | Contact - At Risk |
| N1 | No Contact - Company Dropped |
| N2 | No Contact - Clinic Dropped |
| N3 | No Contact - Out of Business |
| N4 | No Contact - Requests No Calls |
| P1 | Prospect - Cold Call |
| P2 | Prospect - Request Sales Call |
| P3 | Prospect - Request Sales Visit |
| P4 | Prospect - Likely Contract |