SALESEYE tm SALES LEAD MANAGEMENT SYSTEM CORPORATE SALES VERSION * DEMO * TUTORIAL AND REFERENCE MANUAL DISTRIBUTED & MARKETED BY TOM JERNIGAN 221 LINDSEY DR. MARTINEZ, CA. 94553 (415) 228-6611 DEVELOPED BY HIGH CALIBER SYSTEMS, INC. Version 1.0 published by High Caliber Systems, Inc., March, 1984 Version 1.1 published by High Caliber Systems, Inc., May, 1984 Version 2.0 published by High Caliber Systems, Inc., January, 1985 /NEWPAGE Copyright Copyright ( C ) 1984 by High Caliber Systems, Inc. All rights reserved. No part of this publication may be reproduced, transmitted, transcribed, stored in a retrieval system, or translated into any language or computer language, in any form or by any means, electronic, mechanical, magnetic, optical, chemical, manual, or otherwise, without the prior written permission of High Caliber Systems, Inc. The SALESEYE Computer Program is copyrighted and all rights are reserved by High Caliber Systems, Inc. Only you, as original purchaser, may use the SALESEYE Computer Program and only on a single computer system. Use of SALESEYE purchased hereby by any other entity or on a computer other than the one for which it is being purchased is an unauthorized use. Except for the limited purpose of system backup, copying, duplicating, selling or otherwise distributing the SALESEYE Computer Program without the express written consent of High Caliber Systems, Inc. is a violation of the law. Disclaimer High Caliber Systems, Inc., makes no representations or warranties with respect to the contents hereof and especially disclaims any implied warranties of merchantabilities or fitness for any particular purpose. Further, High Caliber Systems, Inc. reserves the right to revise this publication and to make changes from time to time in the content without obligation of High Caliber Systems to notify any person of such revisions or changes. Trademark SALESEYE and High Caliber Systems are trademarks of High Caliber Systems, Inc., New York, New York. References are made in this document to MS DOS, a trademark of Microsoft Corporation, Bellevue, Washington, to LOTUS 1-2-3 and Symphony, trademarks of Lotus Development Corp., Cambridge, Massachusets, to EasyWriter, a trademark of IUS/Sorcim, San Jose, California, to dBASE II, dBASE III, and Framework, all trademarks of Ashton-Tate, Culver City, California, to the IBM PC, trademark of International Business Machines, Armonk, New York, and to the DATA GENERAL One, trademark of Data General Corporation, Westboro, Massachusets. /NEWPAGE WHAT DO I DO FIRST? This manual is divided into two parts: 1. The SALESEYE Tutorial 2. The SALESEYE Reference Manual We strongly recommend that you read the Tutorial Manual first. This Tutorial was designed to have you using SALESEYE productively in a couple of hours. Once you are familiar with SALESEYE's operation, you should refer to the Reference Manual any time you need more detail on a specific feature. Make sure you read Section 6 in the Reference Manual before you start using SALESEYE seriously. SOME DO's AND DON'T's o Keep a back-up copy of the SALESEYE Program Disk in a safe place o Do not use write protect tabs on your SALESEYE Program Disk o Do not copy any operating system files to your Program Disk o Never remove disks from your system while SALESEYE is running o Always make backup copies of your Data Disks SYSTEM REQUIREMENTS OPERATING SYSTEM - MS DOS (2.0+), PC DOS (2.0+) If you do not have the correct versions of these operating systems, ask your dealer how you can obtain them. HARDWARE - Two floppy disk drives of at least 360K capacity each or one quad-density floppy with at least 500K capacity A hard disk may also be used 192K of RAM A monitor with an 80 character width and 25 line depth An 80 column printer is optional but highly recommended /NEWPAGE INSTALLING SALESEYE FOR THE FIRST TIME The following pages give you step by step instructions on how to install and run the SALESEYE Program for the first time. You will only need to follow the directions that apply to your hardware configuration. Thus, if you do not own a hard disk, you only need to read the section describing the installation of SALESEYE for floppy disk systems. NOTE: If you are using a computer other than an IBM PC or some other 'PC look-alike', please read Section 3.2.1 of the Reference Manual before trying to run SALESEYE. SALESEYE's word processor will not function on computers that are not IBM-compatible and is not provided with generic MS DOS versions. See Appendix F to install your own word processor and follow along with Lesson 6 as best you can. The cursor control (arrow) keys will also not function. See Appendix B.1 and B.2. 1. Make a backup copy of your SALESEYE Program Disk. 2. Boot your computer and leave your system disk in Drive A: 3. Insert the SALESEYE Program Disk in Drive B: and copy a file called 'CONFIG.SYS' from it to your system disk by entering... Enter... COPY B:CONFIG.SYS A: 4. Remove the SALESEYE Program Disk from Drive B: and insert a new or unwanted diskette. Label this new disk 'SALESEYE Data Disk'. 5. Format the disk in B: by entering... FORMAT B: 6. Re-boot your computer. 7. Remove your system disk from Drive A and replace it with the Program Disk. 8. If you are planning to work thru the Tutorial, enter the following: Enter... COPY A:QUAL7.* B: COPY A:SAMPLE.* B: COPY A:TICKLERS.TIK B: 9. Enter... SELL [ to start the program ] /NEWPAGE 10. The SALESEYE logo will appear and you will be asked to enter today's date. Do NOT enter a date. Just press the 'Enter' (ie ) key. A screen will appear that looks like this... ** CHANGE DATA DISK DRIVE DEFAULT ** Specify default Drive for Data Disk ?: C)ancel H)elp D)one :?: 11. You should now tell SALESEYE the drive you want to have your Data Disk in. Type in the letter 'B' (type over the question mark that appears after '... Data Disk'). Then enter a 'D' for Done on the horizontal menu line. 12. A new screen will appear that gives you some information about initializing Data Disks. You should enter 'I' for Initialize. 13. SALESEYE will now copy and/or create certain files that must be present for the program to run onto the disk that you placed in Drive B. 14. SALESEYE will tell you when it is finished initializing. After striking any key, the MAIN MENU should appear on your screen. This start-up process only has to be done when you use SALESEYE for the first time. To run SALESEYE from now on, simply boot your computer with the system disk that has the CONFIG.SYS file on it, insert the Program Disk in Drive A and an initialized Data Disk in Drive B:, and then type SELL. It's that simple! SALESEYE is especially easy to use on computers like the DATA GENERAL One that have high capacity diskettes. You may run SALESEYE with one or two disk drives on computers that have disk capacity of at least 500K. The following instructions assume that your computer has only one disk drive. If you have two drives, follow these instructions and then see Section 3.4 of the Reference Manual if you want to use your second drive to access a separate Data Disk. 1. Make a backup copy of your SALESEYE Program Disk. 2. Re-boot your computer. 3. Create a file called CONFIG.SYS on your system disk as follows: Enter... COPY CON CONFIG.SYS FILES=20 BUFFERS=20 [ you must press after entering this ] 'CONTROL' Z [ press 'Ctrl' and Z simultaneously ] 4. Re-boot your computer. 5. Remove your system disk and insert your SALESEYE Program Disk. . Enter... SELL [ to start the program ] 7. The SALESEYE logo should now appear. You are ready to start using SALESEYE. The start-up process outlined on this page only has to be done when you use SALESEYE for the first time. Any time you want to run the program from now on, simply boot your computer using the same system disk that has the CONFIG.SYS file on it, insert the SALESEYE Program Disk and type SELL. That's all their is to it. /NEWPAGE If your computer has two disk drives and you want to use the disk in the second drive as a Data Disk, see Section 3.4 of the SALESEYE Reference Manual. 1. Re-boot your computer. 2. Insert the SALESEYE Program Disk and copy a file called 'CONFIG.SYS' from it to your hard disk's root directory. This is a very important step. You should be at the root directory right after you re-boot your computer. 3. Make a new sub-directory on the hard disk called 'SE' (or any name you like) using your operating system's 'MD' command (ie 'MD SE'). 4. Copy the entire contents of the SALESEYE Program Disk to your new sub- directory. If you called the sub-directory 'SE' and the SALESEYE disk is in floppy Drive A: ... Enter... CD SE COPY A:*.* 5. Remove the SALESEYE Program Disk and re-boot your computer. 6. Change to the new sub-directory you just copied the SALESEYE Program to by entering... CD SE 7. To start the program, enter... SELL 8. The SALESEYE logo will appear and you will be asked to enter today's date. Do NOT enter a date. Just press the 'Enter' (ie ) key. A screen will appear that looks like this... ** CHANGE DATA DISK DRIVE DEFAULT ** Specify default Drive for Data Disk ?: C)ancel H)elp D)one :?: 9. You should now tell SALESEYE the drive you want to have your data stored on. In most hard disk systems, the hard disk is designated as Drive C. Type in 'C' or whatever drive letter is assigned to your hard disk (you will type over the question mark that appears after '... Data Disk'). Then enter a 'D' for Done with the cursor on the horizontal menu line. 10. A new screen will appear that gives you some information about initializing Data Disks. You should enter 'I' for Initialize. 11. SALESEYE will now copy and/or create certain files that must be present for the program to run onto your hard disk (or whatever drive you specified in Step 9). 12. SALESEYE will tell you when it is finished initializing. After striking any key, the MAIN MENU should appear on your screen. The start-up process outlined on this page only has to be done once. The next time you want to run the program, simply boot your computer, move to the sub- directory that contains the program (ie type 'CD SE'), and then type 'SELL', its that simple! /NEWPAGE SALESEYE tm TUTORIAL MANUAL CORPORATE SALES VERSION JANUARY, 1985 READ THIS MANUAL FIRST! /NEWPAGE TABLE OF CONTENTS WELCOME! CONVENTIONS BEFORE YOU GET STARTED... WHAT YOU WILL NEED LESSON 1 - MANAGING YOUR APPOINTMENT CALENDAR Exercise 1 - The MAIN MENU Exercise 2 - What are Ticklers? Exercise 3 - Adding Ticklers Exercise 4 - 'See Ticklers' Revisited Exercise 5 - Tickler Housekeeping Exercise 6 - Purging Ticklers Summary of Lesson 1 LESSON 2 - ENTERING INFORMATION ON YOUR PROSPECTS Exercise 1 - Changing Input Defaults Exercise 2 - Creating a New Data File Exercise 3 - Adding New Leads To Your File Exercise 4 - Using the Build Lists Option Exercise 5 - Seeing the Last Lead That You Entered Summary of Lesson 2 LESSON 3 - FOLLOWING UP ON YOUR PROSPECTS Exercise 1 - Checking the File Name Default Exercise 2 - Selective Follow-up Exercise 3 - Quick Follow-up Summary of Lesson 3 LESSON 4 - WORKING WITH PROSPECT FILES Exercise 1 - Copying Files Exercise 2 - Displaying Files Exercise 3 - Merging Two Files Exercise 4 - Purging Files Summary of Lesson 4 /NEWPAGE LESSON 5 - Exercise 1 - Using Quick Print As You Follow-up Exercise 2 - Selective Print of Prospect Lists Summary of Lesson 5 LESSON 6 - CREATING, PRINTING AND EDITING FORM LETTERS Exercise 1 - Creating Personalized Form Letters Exercise 2 - Printing Form Letters Exercise 3 - Editing Form Letters Summary of Lesson 6 LESSON 7 - CUSTOMIZING YOUR INFORMATION FILES Exercise 1 - Some Definitions Exercise 2 - Modifying Codes and Descriptors Exercise 3 - Setting Up Your Own Labels, Codes and Descriptors Exercise 4 - Purging Codes and Descriptors Summary of Lesson 7 LESSON 8 - PURGING PROSPECTS FROM YOUR DATA FILES Exercise 1 - Inactivating Leads 'Blind' Exercise 2 - Purging Inactive Leads Permanently Summary of Lesson 8 /NEWPAGE WELCOME! This section of the SALESEYE manual is called a tutorial. It is designed for people who like to learn by doing. SALESEYE's tutorial is a lesson book that will introduce you to the program's features in a gradual and logical manner. This manual assumes that you will be sitting at your computer and following along with the lessons. You can still read it without a computer nearby, however you will learn quicker by doing. Do not be put off by the number of pages that these lessons take up. Most people find that they can get through all of the exercises very quickly. When you finish, you'll be an expert at using more than 90% of SALESEYE's features. While you are following along with the lessons, do not be afraid to experiment with things. It is very difficult to hurt SALESEYE, no matter how hard you try! From time to time you may even want to break away from the lessons to try things on your own. We encourage you to do this. However, we also recommend that you complete all of the exercises in the tutorial before you start using SALESEYE in your day-to-day sales efforts. CONVENTIONS Certain conventions have been used throughout this manual. Here is a summary of the more important ones: Screen... Indicates that the text that follows is a replica of what your computer's screen should look like. You type... Indicates that you should now type the text that appears on the same line as 'You type...' or the text that is underlined. Enter... Indicates that SALESEYE is waiting for you to enter the command that appears after 'Enter...' Move cursor... Indicates that you should use your cursor control keys to move the cursor to the position described after '...' Indicates that the 'RETURN', 'Enter', or '<--' key should be pressed, depending on your keyboard. 'CONTROL' {key} Indicates that you should hold down the key labeled 'CTRL' while you press the {key} indicated after the word 'CONTROL'. Pg Dn This indicates that you should press the 'Pg Dn' key at the bottom, right of the numeric key pad. Ins Indicates that you should press the Ins key to change back and forth from insert to overwrite mode when editing. Del Indicates that you should press the Del key to delete text. [ MAIN MENU ] Indicates that SALESEYE's MAIN MENU should be on the screen /NEWPAGE A floppy disk labeled 'SALESEYE Program Disk' has been provided in the SALESEYE package. SALESEYE can work either with one or two floppy disk drives, or with a hard disk. Please follow the instructions contained in the section entitled 'WHAT DO I DO FIRST?'. This section will tell you how to install and run SALESEYE for the first time. In order to begin, you should make a backup copy of your Program Disk so that you can use this instead of the original that came in the SALESEYE package. For basic information on disk preparation as well as on loading your operating system into your computer, read the sections on disk preparation and program loading in your computer's reference manual before starting these exercises. WHAT YOU WILL NEED The following things should be available in order to use this tutorial effectively: o A microcomputer with two disk drives (minimum capacity 360K) or one disk drive (minimum capacity 500K) o Some understanding of how to 'boot' your computer's operating system o This manual o Your SALESEYE Program Disk o A Data Disk initialized by SALESEYE (see 'WHAT DO I DO FIRST?' section) o A printer with paper loaded o A few hours of free time If you have all of these things, and you have followed the instructions in the 'WHAT DO I DO FIRST?' section, you are ready to go. If you are in a rush, you may skip Lesson's 1, 4 and 7. You should then go directly to Section 6 in the Reference Manual which describes how to set up your own prospect information files. Sit back, relax and enjoy yourself. It really is quite painless!