

     =============================  Note:   ============================

         ---- If you captured SALESDOC.ARC on a bulletin board ----

   The shareware program,  IN-CONTROL 12 Pack [TM],  that accompanies this 
   documentation  has become too large to download.   You can acquire  the 
   latest version of this breakthrough program from me, Paul Sax, for $10. 
   For details, call me anytime at (214) 690-6017.  Since I am the author, 
   you  are sure to get the latest version from me,  and I'll be happy  to 
   answer any questions you have.

   This  remarkable  shareware  program is creating a  lot  of  excitement 
   because  it saves business people time and money.   You will love  this 
   program!   It combines unprecedented speed, power, and ease of use into 
   one highly focused system.

   Try  it  before you buy!   If you like the program,  you can  elect  to 
   become a registered user for $99.  If you don't like it, throw it away.    
   There is no 'demo' version of the program.   You'll have the full-blown 
   system, into which you can begin inputting your data.   After this note 
   is  the  Table of Contents for the documentation for  IN-CONTROL  [TM], 
   then  the  documentation itself.    As you browse through  it,   you'll 
   observe the scope and power of this breakthrough program. 

                                  Paul Sax
                                     ACS
                               P.O. Box 850427
                            Richardson, TX  75085

                           Phone:  (214)  690-6017

                     I'll send you this program for $10!


     ===================================================================




                           IN-CONTROL 12 PACK [TM]

                            [formerly PROSPECT!]

   This   program  is  so comprehensive that it can function in  any   one  
   of   23  capacities  [originally 12,  hence '12 Pack'  or  12  Software 
   Packages].   You can select how you want this program to present itself 
   from  the  Install menu,  which is shown to you automatically when  you 
   first bring up the program. At that time, you have these options:

           1 =  Prospect and Activity Tracking System  [default]
           2 =  Bank Loan Recovery/Collections Tracking System
           3 =  Collections [Debtor] Follow up system
           4 =  Bank Services Marketing system for Prospects and Customers
           5 =  CPA Time, Billing and Activity Tracking System
           6 =  Attorney Time, Billing and Activity Tracking System
           7 =  Architect Time, Billing and Activity Tracking System
           8 =  Secretary's Appointments Scheduler
           9 =  Insurance Prospect and Activity Tracking System
           10 = Real Estate Prospect and Activity Tracking System
           11 = Telephone Customer Support Tracking System: Time & Billing
           12 = Doctor's Patient Appointment & Billing Tracker
           13 = Dentist's Patient Appointment & Billing Tracker
           14 = Contractor's Commitment, Schedule, & Cost Tracker
           15 = Manufacturer's Rep Prospect, Activity & Expense Tracker
           16 = Church Member's Collections and Activity Tracker
           17 = Personnel Specialist's Applicant\Employee Activity Tracker
           18 = IRS Revenue Agent's Activity Tracking System
           19 = Advertising Agency Client\Activity\Billings Tracking System
           20 = Barrister Time, Billing and Activity Tracking System
           21 = Solicitor Time, Billing and Activity Tracking System
           22 = Accountant Time, Billing and Activity Tracking System
           23 = Purchasing Agent's Vendor and Activity Tracking System

   Regardless  of  which  selection you make,  the  functionality  of  the 
   program  doesn't  change,  just  the terminology.   The  tutorial  that 
   follows will cover the concepts in the program and those concepts cross 
   all  capacities.   At the time you select your '12 Pack' option  during 
   the  Install  process,  the  program will tell you  the  difference  in 
   terminology  that it makes automatically in the program and  will  show 
   you how to make the same adjustment mentally in this documentation.  

   Throughout  this tutorial,  let's assume that you had selected  default 
   value number 1.


                                  Overview: 
 
                           Everything is on-line!
                           Fast Search Capability
                              Rolodex features
                                Appointments:
                     Appointment Schedules and Graphics
                             "Layer-in" ability:
                          99,999,999 layers of data 
                 All Reports fit into a Standard Briefcase!
     
       Be in control of your Prospects\Customers\Patients or Clients:
                       store up to one BILLION names.  

                           This program includes:
              Appointments, Commitments, Callbacks, Statements
      Revenues\Expenses, Collections, Graphics, Free-form data search,
              Rolodex features, Labels management, and Reports!  

             Labels management menu provides 10 options for you,  
            and handles U.S., Canadian, Australian, British, and
                            other foreign labels.
                    
    With  a  built in intelligent Telephone\Speakerphone Dialing System,
               that dials all of your phone calls for you and 
         tells you if they are local, local toll, or long distance.
    The  program stores & dials up to one BILLION phone  numbers for you,

                      and will AUTOMATICALLY dial from:

        Dallas to New York,
                             Sydney to Melbourne,
                                                 or London to Leeds!

             Contains a built-in proposal and invoice generator.
                    and can time and cost your activities
      as well as automatically create summary or detail statements
           to reflect amount owed for activities or consultations.

                This  program  standardizes your contact with  
                   Prospects\Customers\Patients or Clients
   and  converts   forgotten verbal commitments  into  a   focused,  daily 
        appointments and callback list that nets you extra business!

                   Retrieve activities by word or phrase, 
    and has build in word processor for every record in the rolodex file.

                          Outputs to dBASE III [TM]
          and to Merge feature in Wordstar [TM] or WordPerfect [TM]

               To become a registered user for this software, 
                     bring up the program, PROSPECT.EXE, 
              go to the Main Program Menu, Other Options Menu.
                     Select option 6, Register Software
        The registration fee for this fantastic program is only $99!



           IN-CONTROL 12 Pack [TM] Registered users write back!


Law Offices        
Cohen, Knafo, Feeley & Ortwein
Mr. Jerry R. Knafo                        
45 North Second Street                          
Easton, PA  18044-0071                                      May 9, 1988

Dear Mr. Sax:

As a practicing attorney, I have found IN-CONTROL [TM] to be invaluable.  I 
have  my entire list of clients,  old and new,  on the program and within a 
touch  of  a button I have access to information it used to take  hours  to 
accumulate.   Once  a  week,  I have a neatly typed  package  of  documents 
containing my schedule for the week,  things to do, important deadlines and 
my  entire case list.   During the holiday season,  the program prints  out 
mailing  labels for those clients and non-clients I wish to keep in contact 
with.  The program is truly a time saver that manages my law practice in an 
efficient and organized fashion.


Very truly yours, 
Jerry R. Knafo


                  =========================================

Ms. Joan Zazzali                          
Manager 
Client Support
Profit Technology                         
17 Battery Place
New York, NY  10004                                          May 11, 1988
                                          

As  manager of Client Support at Profit Technology Inc.,  I have been using 
IN-CONTROL [TM] for over one year.   During this time the program has  been 
modified with improvements that have enabled me to track and report on over 
8000  leads.   The  program  is  very  easy to  use.   Paul  Sax  has  been 
instrumental  in  assisting  me  in the conversion of  our  data  from  our 
previous system to IN-CONTROL [TM].   He has been available with answers to 
my questions and anxious to help whenever I needed his assistance.   I feel 
that  IN-CONTROL [TM] is an excellent lead tracking software program and  I 
recommend this powerful tool to anyone who has the need.



Peter A. Hayes
Sales Representative
Mobile Microfilming Corp.
4003 Seven Mile Lane
Baltimore, MD 21208                                         May 10, 1988

Dear Paul:

I  have  been using IN-CONTROL [TM] for over a year and wanted to  let  you 
know  how  it has affected my sales.   I use the program  to  maintain  the 
name/address  list of all of my customers which is 602 different  companies 
in  a 3 state area.   I use it to followup on an additional 150  prospects.   
The  followup  part of the program has been very helpful for me since if  I 
had to followup 150 prospects using cards or copies of proposals,  my  desk 
would  be  a mess and I would be buried in paper.   My desk is clean and  I 
NEVER  miss a followup.   It is perfect that the program produces a  report 
each morning showing which companies I have an appointment with that day or 
which  company I should be telephoning that day.   Additionally that  I  am 
able  to see comments that I typed in the last time I spoke to the customer 
is very helpful during the followup.  That the program has a built in modem 
so  that  I can directly call followups without dialing  the  phone  surely 
assists me greatly in this part of the sales process.   Quite often I am in 
a  rush in the morning and then can use it all day even though I am nowhere 
near my computer.

I  have received numerous comments from my superiors and from my  customers 
about  how effectively I followup with prospects and how my  customer  base 
has  grown  in the past year.   I give a great amount of credit to the  IN-
CONTROL [TM] Software for this.

Thanks again for a fabulous program.  I originally purchased my computer to 
help  me  followup with my prospects and purchased 2 other programs  before 
finding your program.   They both were too basic and difficult to use and I 
have  been  so happy ever since I found IN-CONTROL [TM].   It is  so  "user 
friendly"  which is important to me.   I have to admit that I haven't  ever 
read the documentation since you don't have to to use this program.   Can't 
get any more user friendly than that.   And thanks for all the updates over 
the past year that have even improved what seemed to be an almost perfectly 
developed program.  I really am thankful to you for the automatic backup of 
files when exiting the program.  That is a vitally important subject to me.  
And  thanks  to  listening to me about suggested  ideas  which  you  always 
discuss in an open and positive way.

I  am  very successful in sales and I know I would not be able to  maintain 
this success without the IN-CONTROL [TM] program.  Thanks, 

Peter A. Hayes



Mr. John Larner                           
Australian Measurement & Control          
222 Bay Street                            
Port Melbourne, Victoria 3207 Australia                      May 13, 1988

My  name  is  John Larner,  I run a company that deals  directly  with  the 
process control and factory automation industry.  We import, and distribute 
for several overseas corporations, as well as locally manufactured product.

Our business relies upon rapid exchange of information and detail regarding 
product or process to be controlled or monitored.

We  need  to  be  able  to contact  our  clients  constantly  with  updated 
information  or to make appointments to visit and do some problem  solving.  
Our client list is some 550 company/people long, and I was experiencing the 
trouble that most of us experience from time to time.   Who?  What?  Where? 
And When?   Is it today,  tomorrow?  What did I talk about last visit?  all 
the detail that goes into a company with over 500 clients to be managed.  

We  have  found  that since the introduction of IN-CONTROL  [TM]  into  our 
system,  we  have  more  time to do what we are supposed to  be  doing   --  
selling.   Our previous system was the old card system,  the transition  to 
IN-CONTROL [TM] was painless,  with virtual instant access of data relating 
to our activity,  without confusion.  The clear simple instructions, with a 
few keystrokes,  and I have everything I need.   The Who?  What?  When? and 
Where? Is there for me.

The  main  feature for me,  if I am able to split the many features out  to 
explain, is the appointments and call back facility.  The system prompts me 
when I am due to call someone,  offers the details needed to do  that,  and 
even offers automatic dialing through my modem.  The answer now is speed of 
contact  and total recall of detail relating to the activity.   I find that 
"In  Control" gives me the simplicity of my earlier card system,  but  much 
greater 'push button' ease.

The  search  facility is fantastic,  I need only to remember  my  contact's 
First name, (or the company's) and there it is.

I also frequently use the system's ability to merge with my word processing 
package, and this gives me a mail out capability I never thought possible.

I  urge  you if you have a need to track  people/clients,  the  Who?  What? 
Where?  and  When?   Of  your business you will not find  a  more  suitable 
product than IN-CONTROL [TM].




Mr. Lynn A. Worthington
Phoenix Engineering
1100-D S. Raymond Avenue
Fullerton, CA 92631                                           May 24, 1988

Dear Paul:

IN-CONTROL [TM] fits like a glove with my manual sales prospect system that I 
have been using for the last 13 years.

The  beauty  of IN-CONTROL [TM] program is that once data  is entered for  my 
present  and future customers,  I can manipulate it many  ways.   This  saves 
salesmen time.   I can develop activity reports,  prospect reports,  and mail 
merge  form  letters.   For  example,  we  developed a new  product  for  the 
packaging  industry  and we wanted to introduce this to those  customers  who  
would  have  a  possible need.   By selecting our  "packaging"  Category  and 
developing  a  boiler  plate cover letter,  we were able  to  send  out  this 
literature  with  the cover letter in a fraction of time that it  would  have 
taken to do manually.

I  can keep tabs on the sales activity of my salesmen by a push of a button 
and  obtain  a  report  on whom he  has  been  contacting,  when  and  what 
transpired.

Salesmen  do not like writing reports;  however,  management needs to  know 
what  activity is going on with the salesmen's accounts.   IN-CONTROL  [TM] 
keeps  the  paper work of the salesmen to a minimum and yet still  provides 
management with current account data.





Up-Right
Joe Spencer Foot
Territory Manager
1013 Pardee Street
Berkeley,  CA  94710-2678                                      May 18, 1988

Our  company had begun informally to standardize on IN-CONTROL  [TM]  among 
some of our salespeople when one of them showed me the program.    Although 
I  am new to computers and software,  the functionality I saw in IN-CONTROL 
[TM]  led  me  to buy the software AND the computer on  which  to  run  the 
program. 

Upon delivery of the new computer and IN-CONTROL [TM], I sat down for hours 
on end and learned its' many functions.  

This  program has cut my secretarial costs and has given me the ability  to 
have  a quote ready to send to a customer in five minutes instead of two or 
three days.  

With  IN-CONTROL [TM],  I can now do twice the work and be more  organized.  
Thank you, Paul, for sharing with me such a wonderful sales tool.


                  =========================================

Mr. Peter F. Furbush
Director 
Rental Industry Management Systems, Inc.
[RIMS]
621 South Freeway                         
Ft. Worth, TX  76104                                           May 27, 1988
                                          
We  would  like  to  commend you on the fine job you  have  done  with  the 
development  of  IN-CONTROL [TM].   We have been a registered user  for  18 
months and have watched the program grow in response to your users.

In its present form,  IN-CONTROL [TM] is one of the finest we have seen for 
tracking  leads.   It  helps us to make follow up calls  on  time,  enables 
managers to keep up with the activities of their salesmen,  and much  more.  
We  feel that it has greatly increased our sales staff productivity,  hence 
our success rate.




                   IN-CONTROL 12 PACK [TM], Version 2.645
                              Table of contents

   Contents                                                         Pages

   User License Agreement.................................................

   Benefits of using IN-CONTROL 12 PACK [TM].............................I

   Questions answered by this program..................................III

   Installation and Help Screens.........................................V

   Preface to the Tutorials...............................................

   Tutorial 1: Creating 1 new record in the Prospect File................1

   Tutorial 2: Adding 2 records into the Activity File...................8

   Tutorial 3: Creating expense reports from those 2 activities.........19

   Tutorial 4: Creating appointment schedules...........................25 

   Tutorial 5: Search through data......................................33

   Tutorial 6: 'Layer-in' concept.......................................43

   Definition of Shareware..............................................46 

   Service Agreement............................................Appendix A
              [unlimited FREE support to Registered Users!]
   Other new features:  Generating Proposals/Invoices...........Appendix B

   Importing Foreign Data.......................................Appendix C
                        [structure of Prospect file]
   Modifying the Labels.........................................Appendix D

   Procedures for Foreign records and labels....................Appendix E
                 with special programming for addresses in: 
                Canada, Australia, Israel and Great Britain!
    
   Time and Billing Stopwatch subsystem.........................Appendix F
          [time and bill every activity, with up to 9 labor rates]    
     
   Notes on multiple contacts within one company................Appendix G
     [program must have one unique record for every prospect]

   Unsolicited Reviews in National Magazines....................Appendix H    

   Base Station/Remote Site Consolidation feature...............Appendix I
    
   WordStar/MailMerge[TM]/Basica/Output Sequential File.........Appendix J
              [also: WordPerfect[TM] Merge and dBASE III [TM] ]


                   IN-CONTROL 12 PACK [TM], Version 2.645
                              Table of contents
                                 [continued]
   Contents                                                         Pages



   Overview of Memo Options:                                      
     Every prospect and activity record has its own word processor!
        Prospect Memo..........................................Appendix K-I
        Activity Memos........................................Appendix  K-II
        Quick Memo [TM].......................................Appendix K-III

   Labels Menu:
     10 options that give you control over your data............Appendix L

   Automatic Statements [used for billings or collections]......Appendix M

   Printit v3.5, Print functions offered in memos and VIEW.TXT..Appendix N

   Create your own industry-specific Help/Data Screen...........Appendix O

   Automatic Data Back-up upon exiting the program..............Appendix P

   Using the CALLBACK feature in the Activity file..............Appendix Q

   Consolidating Multiple Categories in your reports............Appendix R  
 
   History of the program and   
     Statement of Principles from its author....................Appendix S

   Assigning priorities to Prospects............................Appendix T

   Installation Procedures Menu.................................Appendix U
 
   Economic Value of the Portfolio of Prospects.................Appendix V

   Quick Label [TM]:
     Accessing the power of the Labels Management Menu..........Appendix W

   Automatic Telephone Dialing System:..........................Appendix X

   Output/Translate to 1-2-3 Lotus (C)..........................Appendix Y
               [structure of the Prospect and activity files]

   Create your own fields.......................................Appendix Z
     [track and retieve data using your unique industry-specific codes!]

   Act Now! [TM]..............................................Appendix A-1
     [create 'Activity Now' from Prospect File automatically]

   Logic behind Comments/name/city selection..................Appendix A-2
     [select out records in 4 different places in program]


   Lotus 1-2-3 (C) is a registered trademark of Lotus Development Corp.


                   IN-CONTROL 12 PACK [TM], Version 2.645
                              Table of contents
                                 [continued]
   Contents                                                         Pages



   Foreign resellers and distributors.........................Appendix A-3
    [Australia, New Zealand, Great Britain, West Germany]

   Foreign Credit Card Registration...........................Appendix A-4
    [how to register this program if you are outside of U.S.A. or Canada]




                         ACS User License Agreement:
                            ACS, P.O. Box 850427            
                            Richardson, TX 75085
   You may:                                              March 1, 1987
   a.  Use  the program on a single microcomputer on which the package was 
   designed to operate.
   b.  Copy the documentation or object code in whole and distribute it to 
   any  other  user who wishes to evaluate this software  prior  to  their 
   becoming a Registered User. 
   c.  Become a Registered User by paying for this with a credit card  for 
   the current asking price, as shown on the program screen, to ACS.

   Warranty Disclaimer: Limitation of Liability

   Limit  of Liability:  ACS shall have no liability or responsibility  to 
   you,  the customer,   or any other person or entity with respect to any 
   liability,  loss,  or damage caused or alleged to be caused directly or 
   indirectly by the ACS IN-CONTROL 12 PACK [TM] tracking system  provided 
   by ACS,  including, but not limited to interruption of service, loss of 
   business  or  anticipatory profits or consequential  damages  resulting 
   from the use or operation of ACS IN-CONTROL 12 PACK [TM].

   ACS makes no warranty, express or implied, with respect to the enclosed 
   documentation,   including,  without  limitation,  any  user's  manual, 
   reference  manual,  software  program,  or  software  disks,  or  their 
   performance, merchantability, or fitness for any particular purpose.

   Proprietary Notice:
   This document and the software described herein are the proprietary and 
   trade secret information of ACS.   They have been provided pursuant  to 
   this  agreement  containing  restrictions  on  its  use.   The  program 
   documentation,  program design,  and design of program screens are also 
   protected by federal copyright and trademark law.   None of these items 
   may  be  incorporated into any other program or programs,  in  part  or 
   whole, without the express prior written permission of ACS. 

   Trademarks:
   IN-CONTROL 12 PACK [TM],  PROSPECT!  [TM], Quick Label [TM], Quick Memo 
   [TM], and Act Now! [TM] are trademarks of ACS.

   Service:
   All  service  and  user  support are provided as per  the  ACS  Service 
   Agreement.

   Acknowledgment by user and acceptance of liability:
   You acknowledge that you have read this agreement and understand it and 
   agree to be bound by its terms and conditions.   You further agree that 
   it is the complete and exclusive statement of the agreement between  us 
   which  supersedes  any  proposal or prior written  agreement,  oral  or 
   written,  and  any  other  communications between us  relating  to  the 
   subject matter of this agreement. 












                                  BENEFITS 


                                     of


                        Using IN-CONTROL 12 PACK [TM]




























                                  BENEFITS:
   1) On line documentation:

                           EVERYTHING IS ON-LINE!

   This is a powerful system,  but all information you need is on-line. At 
   every main level or menu, there is a HELP screen.

   2) Speed of data search:
                           FAST SEARCH CAPABILITY

   ***FAST   SEARCH  OPTION--lets  you  retrieve  names,   activities,  or 
   messages  by  any  word or words that  you entered  into  the  comments 
   section--from  last week or 5 years ago!   Other search options include 
   first or last name, phone number, city,  or zip code. 

                              FAST! FAST! FAST!
   You  can  retrieve  summary  information on 10 consecutive  people  out  
   of 1,000,000 in 8 seconds!

   3) Rolodex features

   ***An  electronic  Rolodex with detail information on   people:   name, 
   address,    zip,city,    comments,    and   'referred  by'--for  up  to 
   1,000,000,000 of them!

   The Prospect file contains  all of those names that you  would normally 
   put into  a  Rolodex system.    From this list you can generate reports  
   sorted by name, address, city, zip and phone number. 

   4) Appointments:

   Ability to annotate appointments before and after the fact.  A reminder 
   of  todays' appointments and commitments,  with full notes made at  the 
   time  of information input. 

   Ability to annotate expenses and  keep an expense log for all  activity 
   and appointments. 

                     APPOINTMENT SCHEDULES AND GRAPHICS

   5 different appointment schedules,   including 'TODAY'S  APPOINTMENTS',  
   as  well as an on-line graphics display of appointments for any 14  day 
   period (any monitor).


                              benefits - page I



   5) Keep "layers" of data separate.

                             "LAYER-IN" ABILITY

   ***This   feature   allows you to "layer-in" lists of names from  other  
   sources,  and still keep all reports and labels separate!    This means 
   that  if  you   have 1,000  names  in the electronic  Rolodex  and  you 
   purchase  a  list  of  prospects from  someone that has  10,000  names,  
   you can enter them into the program  and yet  keep  them  separate from 
   the  original 1,000 when  generating  labels  or reports.    All  told,  
   you can "layer-in" 99,999,999 different layers or groups of  prospects,  
   without  one  layer  overlapping the other when you produce  labels  or 
   reports!

   In  this  way,  the  program is flexible enough so that  it  will  have 
   multiple uses for you.

   6) Other:
                             SECRETARIAL INPUT:
   In  your absence ,  he or she  can input into your appointment  system.  
   Later you can create appointment schedules.

                 ALL REPORTS FIT INTO A STANDARD BRIEFCASE!

   All  of the reports are printed out on standard 8 1/2" by 11"  computer 
   paper  (at 10cpi) ,   so that you can carry this information  with  you  
   when  you are on the road.   This  frees you from having to be tied  to 
   your  computer  in  order  to retrieve  prospect  data.   For  example,  
   while you are in a hotel room at 10PM, you  can  refer to  your reports 
   to answer questions such  as:  "Who  are  my prospects  in Denver,  the 
   names of the contacts at each company,  their phone numbers,  and  what  
   comments   have I recorded about them  in  the  electronic  Rolodex  as 
   well as on any subsequent prospecting phone calls I made to them?"



   SYSTEM REQUIREMENTS AND PROGRAM SPECIFICATIONS:
   Hardware required:
     IBM PC, PC-compatible, or MS-DOS computer
     512 KB free memory
     2 floppy drives



   Specifications:
     DBASE III [TM] compiled (stand alone product, nothing extra required)
     1,000,000,000 records per file (prospect or activities)
     99,999,999 categories or "layers" of data permitted
     1,000,000,000 phone number dialer
     1,000,000,000 mailing label subsystem

                              benefits - page II












                            QUESTIONS PEOPLE ASK:



               Business people ask questions about performance


                                     and 


                            Specific Applications







                            BUSINESS PEOPLE ASK:
           "Does a menu-driven system exist that meets my needs?"
              The answer to all of the following questions is:
               "Yes, yes, yes: IN-CONTROL 12 PACK [TM] does." 


                            A TICKLER FILE:

   "My  needs  are simple.   My appointments are mostly  of  a  short-term 
   nature,  no more than 4 to 5 weeks in the future.   About 10 percent of 
   them  are rescheduled,  but by and large the quantity of information  I 
   deal  with  is limited.   All I want to do is to push one button  every 
   morning and generate a one-page report that fits into my briefcase  and 
   shows  me all appointments for that day,  along with a lengthy  comment 
   for  every  appointment,  entered  at  the  time  the  appointment  had 
   originally been made.   In this way, I know what I have to do that day. 
   Before  each  appointment,  I  can brief myself from the  comment  that 
   appears below each prospect or company whose name appears on the  daily 
   appointments schedule. Does any system like this exist."


                           LONG CLOSE CYCLE:

   "I  market a product to Utility companies that has a long close  cycle.  
   Each sale and all of the presentations that precede the sale are a team 
   effort,  yet  we  have a hard time  coordinating the  appointments  and 
   presentations  that  our  customers.    Is  there  any  simple  way  to 
   coordinate  these activities and is there a tool that allows one member 
   of the team to make appointments that will then be easily  communicated 
   to the other members of the team in a standardized format?"


                       EMPLOYEE TURNOVER AND TRAINING:

   "When  an employee leaves our division,  he or she has been acting in a 
   specialized capacity on a team that deals with the customer.  Once that 
   person leaves,  we go through the same cycle every time.  Since we have 
   not  standardized  the way each person tracks their activity  with  the 
   customers, each employee keeps a folder or folders in their desk.  When 
   they  leave,  nobody  has  time  to  look  at  those  folders  and  the 
   replacement  employee  can't  make  any sense out of  what  is  in  the 
   folders. Hence, the training and replacement phase in employee turnover 
   seems to be slow and expensive.  Is there a tool that standardizes  the 
   information  kept  on  activities  performed  for  customers  and  then 
   presents  that  data  in  a form that new employees can  use  to  brief 
   themselves?"


                            questions - page III


                       MANAGING MAILING LABELS:

   "I  have  a tough time managing my mailing labels.   When  my  business 
   first began,  I used a software program that created labels for my  500 
   customers.  Then  I  purchased a mailing list with 5000  names.   Since 
   then,  I  have  had 3 different advertising  campaigns,  each  with  an 
   average  response  of  2000  names.   I now have 11,500  names  in  the 
   program.   The last time I tried to print out labels, the program tried 
   to print out all of them before the printer ran out of labels!  Look, I 
   have 5 different blocks of data, but the program doesn't know that.  Is 
   there  any program that can group my data,  whether I have 5 blocks  of 
   data or 99,999,999 blocks,  so that I can select which of those  groups 
   to print out?    Once I get that under control, I would then like to be 
   able to select mailings to one zip code,  a range of zip codes (such as 
   south  Florida),  one company letter,  or a range of companies (such as 
   all  "T"'s,  or  all "F"'s through "T"'s).   Is there  any  menu-driven  
   program that will give me these features within any one block of  data, 
   as well as for all of the blocks combined, at my option?"

                        TRACKING EXPENSE DATA:

   "After  I set up my appointments,  is there a simple way to go back  to 
   those  records,   enter an expense item and then later summarize  those 
   expenses by customer,  for any period of time,  by salesman or customer 
   support person?   Does a menu-driven program exist that can do this for 
   me?"
                          TRAVELING SALESMEN: 

   "When I'm on the road,  I often need this type of information:  Who are 
   our prospects in Denver,  what activities or appointments have occurred 
   in  the past with each one,  and what comments did the salesperson make 
   at that time?   Is there a painless way to just push a button and  have 
   reports in my briefcase, on standard 8 1/2 by 11 inch paper,  that give 
   me this data? Also, in my absence, is there a way my secretary can take 
   inquiries from prospects and record them into a system that requires no 
   learning  on her part and yet  generates a report upon my return of who 
   called and their comments.  Does a product exist that does all of these 
   things?"


                         COLLECTIONS OFFICER IN BANK
   
   "I'm  a  collections officer in a bank.   We have a hard time  tracking 
   collections activity:   on whom have we called and what activities have 
   occurred with each customer?   Does a simple,  menu-driven system exist 
   that  would  allow  me the flexibility of  modifying  an  off-the-shelf 
   software package to do what I need done in a bank?  Further, can I make 
   these modifications once from a menu and from then on the program would 
   remember my unique nomenclature. I guess what I really want is a way of 
   standardizing the way we track collections activity."


                             questions - page IV









                                INSTALLATION:



                         Instructions for Installing   

                           IN-CONTROL 12 PACK [TM]




         All Installation procedures are now defined externally by:
                             GO.BAT and GO2.BAT

 

                              Supplemented by:
                                 Appendix U:

                        Installation Procedures Menu






               -----------------Help Screen-------------------

                                HELP SCREENS

   Many of the menus have a HELP option.   To access these,  just push the 
   "H"  key (no quotes,  no [RETURN] key).   By using your arrows and  [Pg 
   Up],  [Pg  Dn] keys,  you can move around the HELP file.   When you are 
   finished looking at the HELP screen,  enter [ESC] to return to the main 
   program  menu.   Almost every menu has a HELP screen. 

   One menu may branch down to a number of other menus.  Think of these as 
   branches  on a tree.   Regardless of how far down the tree you go,  you 
   can always return to the next higher level by typing an "R".  By typing 
   an  "R" repeatedly,  you can always return back to the  beginning,  the 
   Main Program Menu. 

                           Installation - page V


                          PREFACE TO THE TUTORIALS

   This  program  relates  activities to  prospects.   It  will  summarize 
   dollars  spent  for  any  activity or  group  of  activities,  for  any 
   prospect,  for  any  period of time.    Thus it is ideal  for  tracking 
   revenue  or  expense  data on a prospect,  but it can also be  used  to 
   summarize collections,  subscriptions,  or any monies received for  any 
   one person or group of persons.

   Before  entering  an activity record,  you must first create  one  main 
   record  in  the Prospect file.   From this record will be  related  all 
   activities about that prospect.   Stated another way,  you cannot enter 
   an  activity  into the Activity file unless you first have an entry  in 
   the Prospect file.  There is one exception, though. If someone is using 
   the  program in your absence,  such as a secretary,  the  program  will 
   allow  him  or  her to enter an unlimited number of  activities  for  a 
   prospect  called  'NEW'.    This  exception  is  intended  to  be  used 
   intermittently  in  your  absence  and allows  you  to  identify  those 
   activities that were recorded while you were gone. 

                        Definition of 'Company Name':

           In the Prospect file you will observe these three fields:

    First Name :                          Last Name :                     
    Full Company name of Prospect :                              

   Let's  say  that you are making an entry for 'John Doe' and he  has  no 
   company name.  Make these two entries:

    First Name :John   <====enter this    Last Name :Doe  <=====enter this
    Full  Company  name of Prospect :         <====leave this line blank.  
                                              
   If you enter a first and last name for someone who has no company name, 
   the program will create a company name on the screen for you of:
   first name + last name.

                Observing how the program shows appointments:

   Bring  up the program (PROSPECT.EXE) the first time with this  command: 
   PROSPECT.   This  will take you through the system installation process 
   and  will then present you with the Main Program Menu.   Once  you  see 
   this, exit the program with an 'X'.  

   After  you  have left the program ,  set the system date to January  2, 
   1986, with the following command:

                C>DATE  <====== enter this command
                Current date is Mon 12-01-1986       
                Enter new date: 1-02-1986 <==== enter this date

   A  number  of  appointment records are in the Test  Data  that  reflect 
   appointments  made during the 2 weeks following January 2,  1986.   Now 
   invoke the Prospect Tracking System by entering: PROSPECT.  The program 
   will  then give you an analysis of the appointments for  that  day,  as 
   well  a  graphics  presentation of all appointments for  the  next  two 
   weeks.  (It does this if you have at least one appointment for today.)

                          PREFACE TO THE TUTORIALS
                                  Continued

               A Preview of the options that customize this system:
                        Accessing the Custom Options:

   Let's  say that you don't want the program to show you the appointments 
   every  time  you  bring up the program.  Once you arrive  at  the  Main 
   Program Menu,  you will observe Option 5,  Other Options.   Enter a '5' 
   (without quotes),  and you will then be at the Other Options Menu.   At 
   this menu,  you have a number of options.   Later you can come back  to 
   this  part  and explore the meaning of the various options  by  reading 
   through the 'Help' file.  For now, enter 'C' to access:

                   C)  Customize this system to your needs

   You  will  then see the Custom Options Menu.    For now,  we  are  only 
   interested in option 4,

             4)  Toggle initial graphics image for Appointments

   Before  selecting  option 4,  let's go to the Help file  to  understand 
   exactly  what this option does.   Do this by entering an 'H' for  Help.  
   Once  you have done this,  you will be in the Help file for the  Custom 
   Options Menu.   Using the Up and Down arrows on your  keyboard,  scroll 
   through the Help file until you come to the explanation for Option 4.

   After  you have  understood what Option 4 will do for you,  select  the 
   'ESCAPE'  key to exit from the Help file.  You will then be back at the 
   Custom  Options Menu.   For now,  enter '4' once and watch the  screen.  
   The message to the right of Option 4 will change from [now on] to  [now 
   off].   After  you have observed this change,  select '4' once more  so 
   that  [now  off]  becomes  [now on],  thereby  restoring  the  original 
   setting.   Later on,  when you become more proficient with the program, 
   come  back to the Custom Options Menu and experiment with  the  various 
   options available to you.  (You can,  for example, change the name used 
   throughout  the program for Expenses to Collections or Revenues.   Many 
   of  the names and titles used throughout this program can  be  modified 
   through the Custom Options menu.)

   For  the  time being,  return to the Main Program Menu by entering  'R' 
   twice.   Then exit the Main Program Menu by entering an 'X'.   Once you 
   have returned to your default drive,  change the DATE back to the  true 
   current date with the DATE command.











                                TUTORIAL ONE:



                  Creating one new record in the Prospect File




























                             tutorial 1 - page 1



   The first menu you see when you invoke IN-CONTROL 12 PACK [TM] is:
                                                                      
=============================================================================
---------------------- Prospect and Activity Tracking System ------------   |
                                                                            |
                                     ACS                                    |
                              Main Program Menu                           
                                                                          
  ---------------           ---------------------      ----------------   
  |  07/26/86   |           | Please Choose One |      |  09:26:09    |   
  ---------------           ---------------------      ----------------   
                                                                           
                        1)  Prospect File and Mailing Labels                 
                        2)  Activities File and Proposals/Invoices
                        3)  Reports for Prospects and Activities 
                        4)  Revenue/Expense Report and Statements
                        5)  Other Options
                        6)  Search Through Data, Memos, and Memo Status 
                        7)  Appointments and List of Priorities
                        8)  Select, Move, Delete, and Undelete Category
                        9)  Base Station/Remote Site Consolidation 
                        A)  Create an on-line Help/Data screen  [ now Off]  
                        B)  Output to external word processor/merge/data file 
                        C)  Economic Value of the Portfolio of Prospects 
                                                                           
                                                                           
                        X)  Exit System                                    
                                                                            |
                      Category Selected : ALL                               |
                                                                            |
=============================================================================


   With IN-CONTROL 12 PACK [TM] you can relate activities to the  Prospect 
   File,  such  as  phone calls to prospects or inquiries from  customers. 
   From  the  activities are generated future  appointments,  reports  for 
   prospects and activities, and revenue/expense reports.

                         PURPOSE OF TUTORIALS:

   The  purpose  of these tutorials will be to show you how  the  Prospect 
   file   integrates  with  the  Activities  file  and  how  reports   and 
   revenue/expense summaries are generated from them within IN-CONTROL  12 
   PACK [TM].

                             tutorial 1 - page 2



                ==============================================
                |   Adding a Record to the Prospect File      |
                ===============================================



   Let's say that you acquired the business card, below, from someone at a 
   recent trade show.  

                                BUSINESS CARD:

     -----------------------------------------------------------
    |                 Paul Sax                                 |
    |                  ACS                                     |
    |                                                          |
    |             2116 E. Arapaho                              |
    |             Suite 226                                    |
    |             Richardson, TX  75081                        |
    |                                                          |
    |             Phone: (214) 690-6017                        |
    |                                                          |
    ------------------------------------------------------------

   On the back of this card is scribbled the note: "Sells to OEMs only."

   To  bring  this into IN-CONTROL 12 PACK [TM],  go to the  Main  Program 
   Menu, then invoke '1' for the Prospect File.  You will then see:


=============================================================================
                                                                            |     
                    Prospect and Activity Tracking System                   |
                                                                            |
                                  PROSPECT FILE
                                               
            ----------------------------------------------------------
            |                                                        |
            ----------------------------------------------------------
            |                                                        |
            |              A to ADD data                             |
            |              G to GET/EDIT data                        |
            |                                                        |
            |                                                        |
            |              L to print mailing LABELS                 |
            |                                                        |
            |              H for Help on Prospect File               |
            |                                                        |
            |              R to RETURN to main menu                  |
            |                                                        |
            ----------------------------------------------------------      |
                                                                            |
                           PLEASE ENTER YOUR CHOICE :                       |
 ============================================================================

                             tutorial 1 - page 3


   Enter an 'A'.  You will see the blank screen as below.

=============================================================================   
  -------------------- Prospect and Activity Tracking System -------------- |
                                                                            |
Date              /  /                                                      |
Name of Contact:  Addressed as (Mr., Ms., Miss or Mrs.)    :Mr.           
    First Name :                          Last Name :                     
Full Company name of Prospect :                                             
****Address of Prospect ****                                                
Address1  :                                                               
Address2  :                                                               
City :                                                                    
State TX              Zip Code     0                                      
Phone Number  :(   )000-0000                                              
Comment one :                                                             
Comment two :                                                             
Referred                                         Priority, if any:   0         
Date Revenue/Expenses were last  summarized  :  /  / Time of update :       
Summary of Revenue/Expenses for this Prospect, all activities :       0.00
Category Selected                                          1              
                                                                          
          MAKE AS MANY ENTRIES AS YOU WANT.                                 |
          WHEN DONE ENTER BLANKS FOR COMPANY NAME                           |
                                                                            |
=============================================================================

   You  can add data into this screen just by moving your  cursor  around. 
   After you have finished entering data,  hit the 'ENTER' or 'RETURN' key 
   enough  times so that you go to the end of the screen.   You will  then 
   automatically move to the next screen.   In this manner,  you can enter 
   one  screen (or record) after the other.  If you want to stop  entering 
   data, leave this field blank that says:

          Full Company name of Prospect :

   This field is important because the computer keeps track of each record 
   by the name that you enter here.  Later on, when you want to search for 
   an existing record,  you have to enter the name that you had originally 
   entered.
    
   Anyway,  enter  the  data from the business card that you saw  earlier.  
   Make  sure that you enter 'ACS' (all caps) for 'Full Company  name   of 
   Prospect'.   The program uses this item to search for other data.  When 
   you come to the field named 'COMMENT1',  enter the handwritten  comment 
   written on the back of the card:  "Sells to OEMs only".  Later on,  you 
   can  search  for any of the keywords,  such as "OEM" or  "Sells".   You 
   would do this from the Main Program Menu,  Search Through Data,  option 
   6.   For now,  just enter the text as shown, then push the [RETURN] key 
   enough to go to the bottom of the screen.   When you are finished,  you 
   will see this on the bottom of the screen.

          MAKE AS MANY ENTRIES AS YOU WANT.
          WHEN DONE ENTER BLANKS FOR COMPANY NAME
          Press Any Key When Ready 

                             tutorial 1 - page 4


   When you push the [RETURN] or [ENTER] key again,  you will see  another 
   blank  screen.   The program assumes you are finished entering  records 
   when you leave this field blank: 

          Full Company name of Prospect :

   Since  you  are now looking at a blank record,  push the  [RETURN]  key 
   enough  times to go to the bottom of the screen,  or,  as a short  cut, 
   hold  down these two keys at the same time:  [CONTROL]  [C],  or  enter 
   'PgDn' on the numeric keypad.  This has the effect of 'flipping' to the 
   bottom of the screen during data entry or edit.   This is true wherever 
   you are in the program.


                ==============================================
                |    Returning to the Prospect File Menu      |
                ===============================================

   Now  go to the "G" option.   You should see (with  slightly   different 
   data):


============================================================================= 
                                                                            |
Date            04/15/86                                                    |
Name of contact:  Addressed as (Mr., Ms., Miss or Mrs.)    :Mr.             |
    First Name :John D.                   Last Name :Cauble, Jr.          
Full Company name of Prospect :         Accounting & Tax Service          
****Address of Prospect ****                                                
Address1  :11056 Shady Trail                                              
Address2  :Suite 101                                                      
City :Dallas                                                              
State TX              Zip Code 75229                                      
Phone Number  :(214)357-5454                                              
Comment one :He is the accountant who does some work for Lolir Lectronics 
Comment two :(also call (214) 357-5461)                                   
Referred by :                                   Priority, if any:  0      
Date Revenue/Expenses were last  summarized  :01/01/01   
Summary of Revenue/Expenses for this Prospect, all activities :   0.00
Category Selected                                        1                
                                                                          
          ENTER N FOR NEXT, P FOR PREVIOUS                                  |
              S FOR SEARCH, M FOR MORE COMMANDS                             |
           RETURN EXIT                                                      |
============================================================================= 

   This  is  the  screen that you saw a second ago,  but with  some  other 
   commands at the bottom:
                    ENTER N FOR NEXT, P FOR PREVIOUS
                        S FOR SEARCH, M FOR MORE COMMANDS
                     RETURN EXIT                             

   This  means that if you enter an "S",  you can search for a record.  If 
   you enter an "N",  you will go to  the next record in the file.  If you 
   re-enter a "P",  you will go back one record,  to the prior one.  We'll 
   come to "M" in just a minute.
                             tutorial 1 - page 5


   For now,  enter "S".   You should hear a beep, and the screen will then 
   go  blank.   Note  that the cursor has now moved to the this  line  (or 
   field):

          Full Company name of Prospect :

   Enter the letters 'ACS',  followed by a [RETURN].    The program should 
   show  you  the  record for the company whose  information  you  entered 
   earlier from the business card.

   When  you search for records,  you use the company name to retrieve any 
   record.  The  company  name is important because,  with this  piece  of 
   information,  the  computer  can locate any record in  the  file.   The 
   company  name does not have to have the same capitalization as you  had 
   originally entered it.  If you wish, you can make a partial entry.  For 
   example,  let's  say that you had originally entered "General  Motors".  
   If,  in searching for this record, you entered "Ge", you would find it, 
   or  a  record  close enough to it that you could use the  "P"  and  "N" 
   option to find it.


   Why would you have a close match, but not a perfect one? Let's say that 
   you  had  originally made two entries:  "General Motors"  and  "General 
   Foods".   If  you searched for "Ge",  the first record satisfying  this 
   requirement  would not be "General Motors",  but "General  Foods".  But 
   right behind it would be the record for "General Motors",  just like in 
   a 3 by 5 card box. Anyway, with the "S" option, you can search anywhere 
   you want,  but you must always put some value there,  not just a blank. 
   If the computer can't find any match at all, it will say:
 
                NOT FOUND
                TRY AGAIN(Y/N)?

   If  you  want to try again to search for  another  record,  enter  "Y"; 
   otherwise, enter an "N" for no.


   After  entering the "N",  you will be back to the prior  menu,  on  the 
   bottom of which is:
          ENTER N FOR NEXT, P FOR PREVIOUS
              S FOR SEARCH, M FOR MORE COMMANDS
           RETURN EXIT                                                    
   

   Enter an "M" for more commands.  You will then hear a beep and some new 
   commands will appear:

          ENTER E TO EDIT, D TO DELETE,
                                       
          PRESS RETURN WHEN DONE

   If you wish to edit this record,  enter the "E".  After doing this, you 
   will  hear  a  beep,  the screen will blink,  and you should  see  this 
   message on the bottom:

          ENTER ALL CHANGES

                             tutorial 1 - page 6


   When you see this, it means that you can move around the screen as much 
   as you wish using the arrows or hitting "ENTER".   Make any changes you 
   wish.  When you come to the end of the screen, you will then see:

           ANY MORE CHANGES (Y/N)?  N

   If  you say "Y",  then you can continue making changes to this  record. 
   Otherwise,  by entering an "N" ,  or just by hitting "ENTER",  you will 
   then see this again:


          ENTER E TO EDIT,  D TO DELETE

          PRESS RETURN WHEN DONE

   If you wish to delete this or any record,  enter the "D"  option.   You 
   should see:


          ENTER E TO EDIT, D TO DELETE,

          ARE YOU SURE(Y/N)?N

   This  system  automatically  inserts an "N" to this answer  unless  you 
   override it by entering a "Y".   If you do enter a "Y",  you will  then 
   see:

          ENTER E TO EDIT, D TO DELETE,

          PRESS RETURN WHEN DONE

   Press "ENTER".  After you go back one or two screens,  you will then be 
   back to the main menu for the Prospect File.

   Note  that you enter the "R" option to get back to the last menu.  This 
   is true from any menu.  "R" will get you back to the last menu.

   After  entering an "R",  you should have returned to the  Main  Program 
   Menu.

                             tutorial 1 - page 7














                                TUTORIAL TWO:




                  Adding two records into the Activity file 

             for the one record just entered into the Prospect file


























                             tutorial 2 - page 8


                     ADDING RECORDS TO THE ACTIVITY FILE:

                         TUTORIAL FOR ACTIVITIES FILE

                                   OVERVIEW

   The Activities file serves 3 purposes:

   1)  As you contact  people over the phone,  the screen will identify to 
   you  detail  information  on that prospect as soon  as  you  input  the 
   company name into the Activity screen,  or the first few letters of the 
   company name. 

   2)  In your absence, your secretary may be receiving inquiries for you.  
   In  those cases where the caller already has a record entered into  the 
   Prospect  file,  your secretary will see all of the detail  information 
   about that prospect in 2 seconds.   If, on the other hand, that inquiry 
   is from a person not known to you,  your secretary will then be able to 
   enter  a  message  plus some more detail  information,  such  as  name, 
   address, and zip code. 

   This achieves two objectives:  a)  You or your secretary can input data 
   into  the Activity file on any prospect,  regardless of  whether or not 
   they  are  already  in the Prospect file.  b) Messages  taken  in  your 
   absence  into the 'NEW' category will not be lost but will  be  grouped 
   together  in  the  activity  reports,  with their  comments  and  phone 
   numbers.  In this way,  you can follow up on all inquiries made in your 
   absence, even if your secretary recorded partial messages.

   3)   All  of  the  activities--both  incoming  inquiries  and  outgoing 
   prospecting  calls--will  generate  reports,  sorted  by  name,  dates, 
   company name,  comments, that will help you track and then follow up on 
   those calls.


   Observe  that if the person is already in the Prospect file,  a lot  of 
   information  is displayed either to you or to your secretary,  but  you 
   input  only  3  new  items per  activity:  "COMMENTS",  "DATE  OF  NEXT 
   APPOINTMENT OR COMMITMENT", and  "REVENUE/EXPENSES FROM THIS ACTIVITY".



                             tutorial 2 - page 9


   From the Main Program Menu, you should see this screen:
                                                                      
============================================================================= 
                                                                            |
---------------------- Prospect and Activity Tracking System ------------   |
                                                                            |
                                     ACS                                  
                              Main Program Menu                           
                                                                          
  ---------------           ---------------------      ----------------   
  |  07/26/86   |           | Please Choose One |      |  09:26:09    |   
  ---------------           ---------------------      ----------------   
                                                                           
                        1)  Prospect File and Mailing Labels                 
                        2)  Activities File and Proposals/Invoices
                        3)  Reports for Prospects and Activities
                        4)  Revenue/Expense Report and Statements 
                        5)  Other Options 
                        6)  Search Through Data, Memos, and Memo Status 
                        7)  Appointments and List of Priorities
                        8)  Select, Move, Delete, and Undelete Category
                        9)  Base Station/Remote Site Consolidation 
                        A)  Create an on-line Help/Data screen  [ now Off]  
                        B)  Output to external word processor/merge/data file 
                        C)  Economic Value of the Portfolio of Prospects 
                                                                           
                        X)  Exit System                                    
                                                                            |
                      Category Selected : ALL                               |
=============================================================================  

   Select option 2, Activities File.  You should then see this menu:
                                       
=============================================================================
                      Prospect and Activity Tracking System                 |
                                                                            |
                                   Activity File                            |
                                                                           
            |--------------------------------------------------------|     
            |                                                        |     
            |========================================================|     
            |                                                        |     
            |           A to ADD data                                |     
            |           G to GET/EDIT data                           |     
            |           1 for four week/99 year universal calendar   |     
            |                                                        |     
            |           H  for Help on Activity File                 |     
            |                                                        |     
            |           R to RETURN to prior menu                    |     
            |                                                        |     
            |--------------------------------------------------------|     
                                                                            |
                           PLEASE ENTER YOUR CHOICE :                       |
                                                                            |
============================================================================
                             tutorial 2 - page 10


   ======================================================================
   |                         ADDING A 1ST RECORD:                       |
   |             CALLER OR PERSON ALREADY IN PROSPECT FILE              | 
   |                                                                    |
   |                                                                    |
   |  (inquiry made to you or your secretary from an existing prospect, |
   |         or prospecting call that you make to your prospect)        |
   |      This example uses the TEST DATA that comes with the demo.     | 
   ======================================================================

                               (A to ADD data)
                                                                            
   When  you  invoke the "A" option from the Activity menu,  you will  see 
   this screen:

=============================================================================
 ------------------ Prospect and Activity Tracking System ---------------   |
                              Activity File                                 |
                                                                            |
                                                                            
                                                                            
                                                                            
Full Company Name for Prospect  :NEW                                       
  (defaults to NEW.  If you are finished entering records,                  |
   touch the space bar once to remote the NEW)                              |
                                                                            |
=============================================================================
                                                                            
                                                                            
   Let's  say  that you have a prospect named "ACS" in the  Prospect  file 
   that  you  are about to call,  but that you have forgotten  how  it  is 
   spelled.   In this case,  enter just the first letter,  or "A" (without 
   the  quotes),  and the program will search for all companies that begin 
   with that first letter.
                                                                      
         Full Company Name for Prospect  :A                                
                                                                   
   Whatever  letter  appears first will dictate the search  for  similarly 
   named companies.

   [NOTE:  Here  are the three alternate  events that could occur  as  you 
   enter  a name or letter into the blank spaces on the above screen.   1) 
   The program looks to see if the word "NEW" is there.  If so, it sets up 
   a  'NEW"  record.  (or) 2) You type in a name that is in  the  Prospect 
   file.   The program then retrieves all detail information and  displays 
   it  to  you.   This set step is described in a few lines.  (or) 3)  You 
   enter a company name that the system doesn't recognize.  It then  takes 
   the first letter that you entered,  in this case "A",  and searches the 
   Prospect  file for all companies beginning with that name.  The program 
   then presents that list to you,  along with first and last name of  the 
   contact, and his or her phone number.]

                             tutorial 2 - page 11


   After you have typed in an "A", you will see the following screen:
                                                                   
                                                                   
=============================================================================
          The system could not find your entry.                             |
                                                                            |
These are the records in the Prospect File that begin with the first        |
letter of the name you just inputted.  They appear with the name of       
the Prospect, followed by the first and last name of the contact.           
                                                                          
                                                                          
           [To change search width of 1 character(s),                     
             go to the Other Options Menu, option 5]                        
                                                                          
 ACS : Paul Sax, (214)690-6017                                            
 Accounting & Tax Service : John D. Cauble, Jr., (214)357-5454            
 Addmaster/Marchant : Hugh Clary, (818)358-2395                             |
Press any key to continue...                                                |
                                                                            |
=============================================================================

   The  first record is the one you just inputted.   The second and  third 
   records are from the Test Data that comes with this demo.  Remember the 
   correct  spelling of the Company name.   After you press any  key,  you 
   will then see the following screen:

=============================================================================
 --------------- Prospect and Activity Tracking System ------------------   |
                              Activity File                                 |
                                                                       
                                                                       
                                                                       
Full Company Name for Prospect  :NEW                                  
                                                                       
                                                                       
                                                                               |
                                                                            |
=============================================================================


   Now enter the name "ACS" into the space occupied by the word "NEW",  as 
   in (ignore upper and lower case conventions):

                                                       enter this      
             Full Company Name for Prospect :ACS    <=====================


                             tutorial 2 - page 12


   You will then see the following screen:                            
                                                                   
=============================================================================  
The contact for ACS is :                                                    |
                                                                            |
Mr. Paul Sax, (214)690-6017                                                 |
                                                                   
                                                                   
                                                                   
Comments from the Prospect file about ACS :    
                                                                   
                                                                   
                                                                   
Sells to OEMs only.
                                                                   
                                                                            |
                                                                            |
                                                                            |
=============================================================================

                                                                   
   The  purpose  of this screen is to show you the original comments  from 
   the Prospect file about this prospect.   After you then enter any  key, 
   you will see the following screen:


=============================================================================
 ------------------ Prospect and Activity Tracking System ---------------   |
                                                                            |
                                                                          
Name of contact:  Addressed as (Mr., Ms., Miss or Mrs.)    :Mr.           
    First Name :Paul                      Last Name :Sax                  
Full Company name of Prospect :           ACS                               
Category Selected                                             1           
                                                                          
Activity date  :08/04/86               Time      :21:24:25                
Address line one :2116 E. Arapaho                                         
Address line two :Suite 226                                               
City :Richardson                                                          
State TX               Zip code 75081                                     
Phone number  :(214)690-6017                                              
Comments   :                                                              
                                                                          
                                                                            |
Date of next Appointment                               01/01/01             |
How much Revenue/Expense did you incur on this activity :         0.00      |
============================================================================

                             tutorial 2 - page 13



   This screen serves to collect 3 items from you: 

     COMMENTS   :  (200 characters)
     DATE  OF NEXT APPOINTMENT:       <=====leave the default date
                                            alone unless you have an
                                            appointment.
     REVENUE/EXPENSES FROM THIS ACTIVITY:             
                                                                   
   On this activity, lets enter the following:

COMMENTS: "Show demo at 9am for modem 212A."
DATE OF NEXT APPOINTMENT:"12/10/1988"         <=====do not use any quotes
EXPENSE:"50"                                     

   Later on, you can search through all of your comments for any word that 
   you  entered or any partial word by going to the Main Program Menu  and 
   invoking  Option  6,   Search  Through  Data.   Once  that  search  has 
   identified  the  activity  record  in  which  that  word  or  group  of 
   characters has occurred,  it will display the full comment and prospect 
   name to you for each occurrence.

   Observe also that if you enter an appointment into this screen, a whole 
   set  of appointment schedules is available to you from the Main program 
   Menu, Option 8, Appointment Schedules. 

   Also,  any  Revenue/Expense  item  you enter for this prospect  can  be 
   summarized later for any prospect, for any period of time, using Option 
   4, main program menu, EXPENSE\REVENUE  REPORTS.

   In  any  case,  after  you  have entered  the  information  about  that 
   prospect,  you will see the following line appear on the bottom of your 
   screen:
                                                                   
                                                                   
                  IF YOU WISH TO IGNORE THIS ENTRY, ENTER A "1"      
                  Press any key to continue...                       

   If  you enter a "1" (without the quotes),  then this entire  record  is 
   forgotten.  Otherwise, this activity record is appended to the Activity 
   file. 


   The  reason for this is to give you the option of ignoring  prospecting 
   calls that were not completed while you waited on the phone.  Note that 
   if  you  enter nothing in the 4 fields indicated above,  the record  is 
   still saved under that name of that prospect,  unless you issue the "1" 
   to ignore it.


                             tutorial 2 - page 14

 

   ======================================================================
   |                         ADDING A 2ND RECORD                        |
   |             CALLER OR PERSON ALREADY IN PROSPECT FILE              | 
   |                                                                    |
   ======================================================================


   You should now be back to this menu for the Activity file:


=============================================================================
 --------------------- Prospect and Activity Tracking System ------------   |
                              Activity File                                 |
                                                                            |

            |--------------------------------------------------------|     
            |                                                        |     
            |========================================================|     
            |                                                        |     
            |           A to ADD data                                |     
            |           G to GET/EDIT data                           |     
            |           1 for four week/2899 year universal calendar |     
            |                                                        |     
            |           H  for Help/Tutorial on Activity File        |     
            |                                                        |     
            |           R to RETURN to prior menu                    |     
            |                                                        |     
            |--------------------------------------------------------|     
                                                                            |
                           PLEASE ENTER YOUR CHOICE :                       |
                                                                            | 
=============================================================================


   Let's  repeat the last process and add another activity record for ACS. 
   As you again invoke the "A" option from the Activity menu, you will see 
   this screen:

=============================================================================
 --------------------- Prospect and Activity Tracking System ------------   |
                              Activity File                                 |
                                                                            |
                                                                            
                                                                            
Full Company Name for Prospect  :NEW                                       
  (defaults to NEW.  If you are finished entering records,                  |
   touch the space bar once to remove the NEW)                              |
                                                                            |
=============================================================================
                                                                            
   Type the letters "ACS"  over the word "NEW", followed by [RETURN].  
                                                      enter this
             Full Company Name for Prospect  :ACS     <=================


                             tutorial 2 - page 15


   You will again see the following screen:   
                                                                             
=============================================================================
The contact for ACS is :                                                    |
                                                                            |
Mr. Paul Sax, (214)690-6017                                                 |
                                                                   
                                                                   
                                                                   
Comments from the Prospect  File about ACS :    
                                                                   
                                                                   
                                                                   
Sells to OEMs only.
                                                                   
                                                                   
                                                                            |
Press any key to continue...                                                |
                                                                            |
============================================================================

   The  purpose of this screen is to show you the original  comments  from 
   the  Prospect file about this prospect.   After you then enter any key, 
   you will see the following screen:

=============================================================================
 --------------------- Prospect and Activity Tracking System ------------   |
                                                                            |
                                                                            |
Name of contact:  Addressed as (Mr., Ms., Miss or Mrs.)    :Mr.           
    First Name :Paul                      Last Name :Sax                  
Full Company name of Prospect :           ACS                               
Category Selected                                             1           
                                                                          
Activity date  :08/04/86               Time      :21:24:25                
Address line one :2116 E. Arapaho                                         
Address line two :Suite 226                                               
City :Richardson                                                          
State TX               Zip code 75081                                     
Phone number  :(214)690-6017                                              
Comments   :                                                              
                                                                          
                                                                          
Date of next Appointments                              01/01/01           
How much Revenue/Expense did you incur on this activity :         0.00              |
                                                                            |
                                                                            |
============================================================================


                             tutorial 2 - page 16


On this activity, lets enter the following:

COMMENTS: "Mail product literature and check back with prospect on Monday."
DATE OF NEXT APPOINTMENT:"12/15/1988"             <=====do not use any quotes
EXPENSE:"35"                                     


   When  you  are finished entering these values,  enter  [RETURN]  enough 
   times so that you return back to the menu for the Activity file. 




                               ==============
                               |  SUMMARY : |
                               ==============


   You have created two activities records for 'ACS',  each with following 
   comments, Revenue/Expense items, and future appointments:

                                                                FUTURE 
ACTIVITY          COMMENTS:                        EXPENSE    APPOINTMENTS
 #1       "Show demo at 9am for modem 212A."       $50          12/10/1988
 #2        "Mail   product  literature   and        35          12/15/1988
          check   back   with  prospect   on 
          Monday."


   Observe  that you did very little data entry for  each  activity,  even 
   though  a  lot  of detail information was presented to you  about  each 
   prospect--information that you input only once into the Prospect file!


                            tutorial 2 - page 17


                       ================================
                      |   OTHER ITEMS ON THE MENU     |
                      |   FOR THE ACTIVITIES FILE     |
                      =================================


                       ================================
                      |           OPTION "G"          |
                      | RETRIEVING AN EXISTING RECORD |
                      =================================

                             (G to GET/EDIT data)

   This  option  operates  the same way as the Prospect  file.   Once  you 
   understand  how  to  retrieve  a record using the  "G"  option  in  the 
   Prospect file,  then you can do the same in about any other part of the 
   program.  

   Observe that when you search for a record in the Activity file, you are 
   looking  for  a  company name,  using the  "S" option  within  the  "G" 
   screen.

   You can test this by  entering an "S", then adding "ACS" to the company 
   name to search for.  Once you find the first "ACS" record, you can then 
   look  at  the records "behind" that first one,  using the "F"  and  "P" 
   options  (Forward and Prior) to flip back and forth to see each record.  
   All activity records for any one prospect are grouped together by date, 
   then time of message.





                            tutorial 2 - page 18














                               TUTORIAL THREE:




                      Creating Revenue/Expense reports

             from the two records entered into the Activity file

                                in Tutorial 2:


























                             tutorial 3 - page 19




                ==============================================
                |           Generating Financial              |
                |              reports from                   |
                |               the 2 records                 |
                |         that you added to the Activity      |
                |             File (Tutorial 2)               |
                ===============================================


   From the Main Program Menu, you should see this screen:
                                                                      
=============================================================================
                                                                            |
-----------------------Prospect and Activity Tracking System -----------    |
                                                                            |
                                     ACS                                  
                              Main Program Menu                           
                                                                          
  ---------------           ---------------------      ----------------   
  |  07/26/86   |           | Please Choose One |      |  09:26:09    |   
  ---------------           ---------------------      ----------------   

                                                                           
                        1)  Prospect File and Mailing Labels                 
                        2)  Activities File and Proposals/Invoices
                        3)  Reports for Prospects and Activities 
                        4)  Revenue/Expense Report and Statements 
                        5)  Other Options 
                        6)  Search Through Data, Memos, and Memo Status 
                        7)  Appointments and List of Priorities
                        8)  Select, Move, Delete, and Undelete Category 
                        9)  Base Station/Remote Site Consolidation 
                        A)  Create an on-line Help/Data screen  [ now Off]  
                        B)  Output to external word processor/merge/data file 
                        C)  Economic Value of the Portfolio of Prospects 
                                                                           
                                                                           
                        X)  Exit System                                     |
                                                                            |
                      Category Selected : ALL                               |
============================================================================= 



                             tutorial 3 - page 20


   Select option 4, Revenue/Expense Report.  You should then see this menu:

=============================================================================
                                                                            | 
-----------------------Prospect and Activity Tracking System -------------- |
                                                                            |
    Start Date           Revenue/Expense Summary Menu      End Date    
  |-------------|           |-------------------|      |--------------|    
  |  01/01/1901 |           | Please Choose One |      |  12/12/2999  |    
  |-------------|           |-------------------|      |--------------|    
                                                                      
             1)  Change Start/Stop Date of Summary                    
             2)  Select Prospect Being Summarized :                     
             3)  Summarize and Post all Expenses from the Activity File    
             4)  Generate Summary Report to Printer                    
             5)  Menu for Statements
             H)  Help Screen                     

             R)  Return to Prior Menu                                  
                                                                      
                     Date of most recent posting: 07/13/86            
                          Person to be summarized: ALL                      | 
                   Category Selected (defaults to ALL): ALL                 |
                                                                            |
=============================================================================

   Now  select option 3.   You should then see the following items on  the 
   screen:  (Some of them are from Test Data.)

=============================================================================
UPDATING ALL OF THE RECORDS IN THE PROSPECT FILE                            |
                                                                            |
ACS, Category is :        1                                           
$     50.00, occurred on 07/13/86   <======These 2 dates are when you first
$     35.00, occurred on 07/13/86                   entered the records
Total Revenue/Expense= $    85.00                   into the Activity File
                                                                      
Fourcolor Data Systems, Category is :        1                        
$     33.50, occurred on 03/17/86                                     
Total Revenue/Expense= $      33.50                                          
                                                                      
Lolir Lectronics, Category is :        1                              
$     40.00, occurred on 04/18/86                                     
$     22.50, occurred on 04/22/86                                     
$     18.50, occurred on 05/03/86                                     
Total Revenue/Expense= $    81.00                                          
                                                                      
Texas Commerce Plumbing, Category is :        1                       
$     21.50, occurred on 03/17/86                                     
$     27.50, occurred on 03/17/86                                     
$     40.00, occurred on 04/22/86                                           |
Total Revenue/Expense= $   89.00                                            |

Grand Total....$288.50

Press any key to continue...                                                |
=============================================================================
                             tutorial 3 - page 21


   The first entries you see under 'ACS' are from the two activity records 
   you entered earlier in Tutorial Two.  The records that follow those two 
   are from the test data that comes with the demo disks.  For now, ignore 
   that  phrase:  'Category  is :  1'.   Observe that the  date  following 
   'occurred on' is the date the activity was originally entered.


   After  entering  [RETURN],  you should be back to  the  Revenue/Expense 
   Summary Menu.  If so, enter option 4: 

             4) Generate Summary Report to printer                    

   You will then see:

=============================================================================
                                                                            |
                                                                            |
                                                                            |

                                              
                                                                      
                                                                      
If you wish to send this report to a text file for later viewing, enter a "1"  
now. Enter any other key to print out your report now, including  [RETURN].  

                                                                            |
                                                                            |
                                                                            |
============================================================================= 


   Enter a '1' (no parentheses).  You will then see the following screen:

                                                                      
=============================================================================
   If  you  elect to view this file  now,  enter  "V".   Otherwise,  enter  |
   any other key, including [RETURN]                                        |
                                                                            |
=============================================================================


   Enter a 'V' (no parentheses) to view the report that you have created. 

   After you have entered a 'V',  you should see the report that is on the 
   top of the next page. 


                             tutorial 3 - page 22


=============================================================================
                                                                            |
                                                                            |  



Page No.     1      Prospect and Activity Tracking System
                   Revenue/Expense Report,  Category = ALL
                START DATE =01/01/1901, END DATE =12/12/2999
                         Grand Total = $      288.50

** Prospect  : ACS                                     
  TOTAL $ =     85.00,  2116 E.  Arapaho,  Suite  226,Richardson,  TX, 
75081, (214)690-6017, Paul Sax, Sells to OEMs only.  

** Prospect  : Fourcolor Data Systems                  
  TOTAL $ =     33.50,  7011  Malabar  Street,  ,Dayton,  OH,  45459, 
(513)433-3780,  Steve Takiff,  also, call 800-3-4-color, they produce FASTBASE 
III  

** Prospect  : Lolir Lectronics                        
  TOTAL $  =     81.00,  13933 N.  Central Expressway, Suite 212,Dallas, 
TX,  75243,  (214)234-8032,  Alan Lolir,  also, call 234-8056 ("Shari"), Jerry 
Prado works here John Cauble will bring up SBT system  

** Prospect  : Texas Commerce Plumbing                 
  TOTAL $ =         89.00,  11056 Shady  Trail,  Suite,Dallas,  TX,  75229, 
(214)357-5454,  David  Beard,  interested in an estimating  program,  handling 
material,labor hours,markup,rate, for plumbing 
                                                                            |
ACS HELP                                Keys: PgUp PgDn Arrows ESC=exit     |
                                                                            |
=============================================================================

   Observe in this report that each company is followed by the information 
   that you entered once into the Prospect file, including the comment. 

   After  you are finished browsing though this report,  push the [ESCAPE] 
   key once to return back to the Revenue/Expense Summary Menu.

   Also,  the  program  will  default to summarizing  all  activities  for 
   prospects  who are in the Prospect file.   If you wish,  you can select 
   just one name on which to summarize expenses.   To verify this,  select 
   option 2:
                                     
             2)  Select prospect being summarized :                     

                             tutorial 3 - page 23


   If  you  had  selected  one company  name,  such  as  'ACS',  then  the 
   Revenue/Expense report would be summarized on that one name  only.   In 
   this way,  you can focus the report on one company  or on all companies 
   that  have  activities  with  revenue/expense items  entered  into  the 
   Activity File.

   In  addition  to selecting by company name,  you can  select  the  time 
   period  on  which you wish to summarize  your  revenue/expenses.   This 
   defaults to 1,098 years, but you can change this by selecting option 1:

             1)  Change Start/Stop Date of Summary

   With  this option,  you can select any period you wish,  from a 2  week 
   period that occurred 5 years ago to last months'  expenses.    Whatever 
   dates  you  select will appear on the top of the report that  you  then 
   create.

   If you are unsure of options 1 through 4 mean, you can call up the Help 
   file,  option  H),  which will explain option by option what  each  one 
   does.   Try this now. (When you are finished with the Help screen, push 
   the [ESCAPE] key one to come back to the Expense Summary Menu.  

                ==============================================
                |             Returning to the                |
                |             Main Program Menu               |
                |                                             |
                ===============================================

   You  should be at the Revenue/Expense Summary Menu.   Select the Return 
   option by pushing 'R' once (no quotes),  and you should be back to  the 
   main program menu, below:
=============================================================================
-----------------------Prospect and Activity Tracking System -----------    |
                                                                            |
                              Main Program Menu                           
  ---------------           ---------------------      ----------------   
  |  07/26/86   |           | Please Choose One |      |  09:26:09    |   
  ---------------           ---------------------      ----------------   
                                                                           
                        1)  Prospect File and Mailing Labels                 
                        2)  Activities File and Proposals/Invoices 
                        3)  Reports for Prospects and Activities 
                        4)  Revenue/Expense Report and Statements    
                        5)  Other Options 
                        6)  Search Through Data, Memos, and Memo Status 
                        7)  Appointments and List of Priorities
                        8)  Select, Move, Delete, and Undelete Category
                        9)  Base Station/Remote Site Consolidation 
                        A)  Create an on-line Help/Data screen  [ now Off]  
                        B)  Output to external word processor/merge/data file 
                        C)  Economic Value of the Portfolio of Prospects 
                                                                           
                        X)  Exit System                                    
                                                                            |
                     Category Selected : ALL                                |
=============================================================================
                             tutorial 3 - page 24














                                TUTORIAL FOUR:



                         Creating Appointment reports 

             from the two records entered into the Activity file:






























                             tutorial 4 - page 25




                ==============================================
                |           Generating Appointment            |
                |              schedules from                 |
                |               the 2 records                 |
                |         that you added to the Activity      |
                |             File (Tutorial 2)               |
                ===============================================

=================================================================================== 

   From the Main Program Menu, you should see this screen:
                                              
=============================================================================
                                                                            |
-----------------------Prospect and Activity Tracking System -----------    |
                                                                            |
                                     ACS          
                              Main Program Menu   
                                                  
  ---------------           ---------------------      ----------------   
  |  07/26/86   |           | Please Choose One |      |  09:26:09    |   
  ---------------           ---------------------      ----------------   

                                                                           
                        1)  Prospect File and Mailing Labels 
                        2)  Activities File and Proposals/Invoices
                        3)  Reports for Prospects and Activities 
                        4)  Revenue/Expense Report and Statements
                        5)  Other Options
                        6)  Search Through Data, Memos, and Memo Status 
                        7)  Appointments and List of Priorities
                        8)  Select, Move, Delete, and Undelete Category
                        9)  Base Station/Remote Site Consolidation 
                        A)  Create an on-line Help/Data screen  [ now Off]  
                        B)  Output to external word processor/merge/data file 
                        C)  Economic Value of the Portfolio of Prospects 
                                                                           
                                                                           
                        X)  Exit System                                    
                                                                            |
                      Category Selected : ALL                               |
                                                                            | 
=============================================================================

   Select  option  7,  Appointments.   You should then see:
                                                   

                             tutorial 4 - page 26


============================================================================
-----------------------Prospect and Activity Tracking System -----------    |
                                                                            |
                           Appointments  Menu                               |
        *****Make sure your printer is on line before choosing***** 
                            ---------------------       
                            | Please Choose One |       
                            ---------------------       
                                                        
 1)  List out all prior Appointments                    
     (Occurring  prior to today)                        
                                                        
 2)  Produce today's Appointments                       
                                                        
 3)  Print all future Appointments, excluding today's   
                                                        
 4)  Print all future Appointments, including today's   
                                                        
 5)  Display a graphics image of any 14 day prior of  Appointments  

 6)  Select your start/stop date for Appointments, then print out   
 H)  Help Screen for Appointments Menu                  
                                                        
 S)  Sample schedules                                   
                                                        
 R)  Return to prior menu                                                   |
                                                                            |
                                                                            | 
=============================================================================

   Select  option 4.  (Print all future Appointments,  including today's).  
   After you have selected this print option, or any print option for that 
   matter,  the program will first ask you if you want to send this report 
   to  a text file for later viewing.   Answer 'yes' to this  question  by 
   entering a '1'.   A few seconds later, the program will then ask you if 
   you  wish to view the report now.   Answering 'yes' to this question by 
   entering a 'V'.  You will then see the following report:

=============================================================================
                                                                            |
Page No.     1             ALL FUTURE APPOINTMENTS, INCLUDING TODAY'S       |
07/27/86                                                                    |

** DATE : 12/10/88
                                                                       
December  10,  ACS,  Paul Sax,(214)690-6017,  2116 E. Arapaho, Suite  226, 
Richardson, TX, Show demo at 9am for modem 212A.
 

** DATE : 12/15/88
December  15, ACS,  Paul Sax, (214)690-6017, 2116 E.  Arapaho, Suite  226, 
Richardson,  TX,  Mail  product  literature  and check back with  prospect  on 
Monday.                                                                     |
                                                                            | 
=============================================================================
                             tutorial 4 - page 27


   You will observe,  first of all, that each appointment date has its own 
   unique  comment,  which  is the comment that you entered each time  you 
   created  an  activity record.   Secondly,  you will observe  that  even 
   though a lot of information appears for each appointment, such as name, 
   address,  zip code,  and phone number, you did not have to enter hardly 
   any of it yourself.   In other words, the data that you entered once in 
   the  Prospect  file  is drawn over to each  activity  record  that  you 
   create, without you having to re-enter it every time.

   In  any  case,  to  leave the report that you  are  viewing,  push  the 
   [ESCAPE] key once and you should return to the Appointments  Menu.   If 
   you wish clarification of what each of the first 4 options means,  push 
   the  'H' key for help and then browse around the Help  screen,  reading 
   the  definitions of options 1 through 4.   When you are finished,  push 
   the [ESCAPE] key again to return to the Appointments Menu.

   From the Appointments Menu, select option 5:

       5)   Display a graphics image of any 14 day period of  Appointments  

   When you see the following menu,  enter '12/10/88' as the starting date 
   for your graphics display of Appointments:

=============================================================================
                                                                            |
                                                                            |
-----------------------Prospect and Activity Tracking System ----------     |
Enter the starting date for your Appointments                  
To use as the starting point for this Graphics chart.          
                                                               
   Date 12/10/88    <=============enter '12/10/88', the date of
                                  your first appointment.      
                                                               
Enter the scale you wish to use for the Leftmost vertical axis.
It defaults to 1, but you can use a decimal (such as .75) if   
you wish to zoom in, on your Appointments                      
                                                               
                                                               
Scale:           1.00                                                       |
                                                                            |
                                                                            | 
=============================================================================
                                                               

                             tutorial 4 - page 28


   After pushing [RETURN] once or twice,  you will see a graphics image on 
   your screen similar to the one below.  The numbers on the leftmost axis 
   represent the number of appointments that you had scheduled in the past 
   for the days represented on the bottom axis.

=============================================================================
                                                                            |
 |17                                                                        |
 |16                                                                        |
 |15                                                           
 |14                                                           
 |13                                                           
 |12                                                           
 |11                                                           
 |10                                                           
 | 9                                                           
 | 8                                                           
 | 7                                                           
 | 6                                                           
 | 5                                                           
 | 4                                                           
 | 3                                                           
 | 2    ___                      ____                          
 | 1   /   \                    /    \                         
 |      ---  ---  ---  ---  ---  ---  ---  ---  ---  ---  ---  ---  ---  ---    
                                                
        Sat  Sun  Mon  Tue  Wed  Thu  Fri  Sat  Sun  Mon  Tue  Wed  Thu  Fri    
                           Appointments for 14 days    
                      Starting from 12/10/88, Saturday, December 10         |
                          [Press any key to continue]                       |
                  -----Prospect and Activity Tracking System -----          |
=============================================================================
   
   Push any key to return to the Appointments Menu.  In addition to the  2 
   activities that you have created for 'ACS',  you can also,  examine the 
   10 activities that came with your Test Data.  To do this, select option 
   1:

            1)  List out all prior Appointments                    
                (Occurring  prior to today)                        

   The program will again give you some options on creating a text file or 
   printing  it out now.   Indicate that you want to send the report to  a 
   text  file and that you want to view it now.   You should then see  the 
   report on the next page:


                             tutorial 4 - page 29


=============================================================================
                                                                            | 
Page No.     1                         PRIOR APPOINTMENTS                   |
07/30/86                                                                    |


** DATE : 01/02/86
                                                                                         
January  2,  Fourcolor Data Systems, Steve Takiff, (513)433-3780, 7011 Malabar 
Street, ,  Dayton, OH, See Steve at 9am for a presentation
                                                                                         
January  2,  Sabet Electronics,  Doug Quach, (214)783-49n0, 13650 Floyd, Suite 
104, Dallas, TX,  Meet him at his store tomorrow for a demo.

** DATE : 01/03/86
January  3,  Accounting & Tax Service,  John D.  Cauble,  Jr.,  (214)357-5454, 
11056 Shady Trail,  Suite 101,  Dallas,  TX, John would like have a conference 
call with his customer to see if my  service will help him (at 6PM) 
                                                                                         
January  3,  Addmaster/Marchant,  Hugh Clary, (818)358-2395, 2000 South Myrtle 
Ave, , Monrovia, CA, Will meet with Hugh by conference call on Friday at 3PM 
                                                                                         
January   3,  Micro  Distribution Center,  Tom  Lin,  (214)437-6775,  1701  N. 
Greenville,  Suite  905,   Richardson,  TX,  Meet Tom at 11:00 AM  to  discuss 
pricing for his new line.  
                                                                                         
January  3,  Texas Commerce Plumbing,  David Beard, (214)357-5454, 11056 Shady 
Trail, Suite,  Dallas, TX, John would like to see the SBT demo book.  Meet him 
at the Shady Trail office at 1PM 

** DATE : 01/06/86
January  6,  Accounting & Tax Service,  John D.  Cauble,  Jr.,  (214)357-5454, 
11056  Shady  Trail,   Suite  101,  Dallas,  TX,  We recently  sent  him  some 
literature.   Meet  with  John to clarify how it pertains to his  tax  service 
(10AM) 

** DATE : 01/07/86
January  7,  Rex Evilsizor, Rex Evilsizor, (817)282-6977, , , Forth Worth, TX, 
Meet  with  Rex  on  Tuesday  at  11AM  to  clarify  his  subscription  system 
requirements. 

** DATE : 01/09/86
                                                                                         
January  9,  Addmaster/Marchant,  Hugh Clary, (818)358-2395, 2000 South Myrtle 
Ave, , Monrovia,  CA, I committed to Hugh to deliver a prototype of the custom 
register system to him by Thursday at 4PM 

** DATE : 01/10/86
                                                                         
January 10,  North American Investment Corp., Ben Scotkin, (800)537-2580, 1951 
N.W. 19th Street, Suite 200, Boca Raton, FL, On trip to Florida, meet with Ben 
on Friday at 10am                                                           | 
                                                                            |
=============================================================================

                             tutorial 4 - page 30


   After  you  have examined this report,  push the [ESCAPE] key  once  to 
   return  to  the  Appointments  Menu.    You  will  notice  that   these 
   appointments were set up in the past during the period 01/02/86 through 
   01/10/86.  To see this graphically, push option 5:

    5)  Display a graphics image of any 14 day period of  Appointments  

   When you come to the screen below,  enter '01/02/86' into starting date 
   box.


=============================================================================
-----------------------Prospect and Activity Tracking System -----------    |
Enter the starting date for your Appointments                               |
To use as the starting point for this Graphics chart.                       |
                                                                          
   Date 01/02/86        <==============enter '01/02/86'                   
                                                                          
                                                                          
Enter the scale you wish to use for the Leftmost vertical axis.           
It defaults to 1, but you can use a decimal (such as .75) if              
you wish to zoom in, on your Appointments                                 
                                                                          
                                                                            |
Scale:           1.00                                                       |
                                                                            |
=============================================================================
                                                                          
   The resultant graphics image will be similar to the one you did earlier 
   in this tutorial, but with the 10 appointments displayed for the 14 day 
   period that you requested.  Do not worry that you did not set these up.  
   The  activity  records  and their corresponding master records  in  the 
   Prospect file were already created for you in the Test Data as a  means 
   to give you some existing data to manipulate.

   In  any  case  the  bottom of the graphics image  for  this  period  of 
   appointments will look like this:

=============================================================================
       Thu  Fri  Sat  Sun  Mon  Tue  Wed  Thu  Fri  Sat  Sun  Mon  Tue  Wed |  
                           Appointments for 14 days                         |
                      Starting from 01/02/86, Thursday, January  2          |
                          [Press any key to continue]                       |
                  -----Prospect and Activity Tracking System  -----         |
=============================================================================
   After looking over the graphics image,  push [RETURN] once to return to 
   the Appointments Menu.

                             tutorial 4 - page 31



                ==============================================
                |             Returning to the                |
                |             Main Program Menu               |
                |                                             |
                ===============================================


   You  should be at the Appointments Menu.   Select the Return option  by 
   pushing  'R'  once  (no quotes),  and you should be back  to  the  Main 
   Program Menu, below:

                                                          
=============================================================================
                                                                            |
-----------------------Prospect and Activity Tracking System -----------    |
                                                                            |
                                     ACS                      
                              Main Program Menu               
                                                              
  ---------------           ---------------------      ----------------   
  |  07/26/86   |           | Please Choose One |      |  09:26:09    |   
  ---------------           ---------------------      ----------------   

                        1)  Prospect File and Mailing Labels     
                        2)  Activities File and Proposals/Invoices
                        3)  Reports for Prospects and Activities 
                        4)  Revenue/Expense Report and Statements
                        5)  Other Options
                        6)  Search Through Data, Memos, and Memo Status 
                        7)  Appointments and List of Priorities
                        8)  Select, Move, Delete, and Undelete Category
                        9)  Base Station/Remote Site Consolidation 
                        A)  Create an on-line Help/Data screen  [ now Off]  
                        B)  Output to external word processor/merge/data file 
                        C)  Economic Value of the Portfolio of Prospects 
                                                                           
                                                                           
                        X)  Exit System                                     |
                                                                            |
                      Category Selected : ALL                               |
=============================================================================


                             tutorial 4 - page 32














                                TUTORIAL FIVE:


                Using the Search option to locate information


































                             tutorial 5 - page 33




                ==============================================
                |           Searching for Data                |
                |             and information                 |
                |            in the 2 records                 |
                |         that you added to the Activity      |
                |             File (Tutorial 2)               |
                ===============================================


   In  Tutorial 1,  you added a record to the Prospect file based on  this 
   business  card:

                                BUSINESS CARD:

     -----------------------------------------------------------
    |                 Paul Sax                                 |
    |                  ACS                                     |
    |                                                          |
    |             2116 E. Arapaho                              |
    |             Suite 226                                    |
    |             Richardson, TX  75081                        |
    |                                                          |
    |             Phone: (214) 690-6017                        |
    |                                                          |
    ------------------------------------------------------------

   On the back of this card was scribbled the note: "Sells to OEMs only."


   In  Tutorial  2 you added these two Activity records  for  'ACS',  each 
   with the following comments, expense items, and future appointments:

                                                                 FUTURE 
ACTIVITY          COMMENTS:                        EXPENSE     APPOINTMENTS
 #1       "Show demo at 9am for modem 212A."       $50          12/10/88
 #2        "Mail   product  literature   and        35          12/15/88
          check   back   with  prospect   on 
          Monday."

   In this tutorial you can search for any first,  last,  or company  name 
   that you wish.   Also, you can select records based on any comment that 
   you entered, such as '212A' or 'literature'


                             tutorial 5 - page 34


   From the Main Program Menu, you should see this screen:
                                   
=============================================================================
-----------------------Prospect and Activity Tracking System ----------     |
                                                                            |
                              Main Program Menu   
  ---------------           ---------------------      ----------------   
  |  07/26/86   |           | Please Choose One |      |  09:26:09    |   
  ---------------           ---------------------      ----------------   

                        1)  Prospect File and Mailing Labels      
                        2)  Activities File and Proposals/Invoices 
                        3)  Reports for Prospects and Activities  
                        4)  Revenue/Expense Report and Statements                   
                        5)  Other Options                   
                        6)  Search Through Data, Memos, and Memo Status 
                        7)  Appointments and List of Priorities
                        8)  Select, Move, Delete, and Undelete Category
                        9)  Base Station/Remote Site Consolidation 
                        A)  Create an on-line Help/Data screen  [ now Off]  
                        B)  Output to external word processor/merge/data file 
                        C)  Economic Value of the Portfolio of Prospects 
                                                                
                        X)  Exit System                                     |
                                                                            |
                       Category Selected : ALL                              | 
=============================================================================

   Select  option 6,  Search Through Data.   You should see the  following 
   'Fast Search Through Data Menu': 
                                   
=============================================================================
-----------------------Prospect and Activity Tracking System ----------     |
                                                                            |
                       Fast Search Through Data Menu                        |
                            ---------------------                    
                            | Please Choose One |                    
                            ---------------------                    

 1)  Lightning fast search through Prospect file
         (First or last name, Company name.)
          [Simpson's Algorithm -- blast through your data!]
 2)  Select out activity record by date of original entry. 
 3)  Search Activity File, exact caps or position within text not required
      Go through comments, first & last name, city, Prospect           
 4)  Search Prospect File, similar to option 3.                        
      Go through comments, first & last name, city, Prospect           
 5)  Select MEMOS from the Prospect or Activity file
 6)  Status of ALL Memos: character length and date into system.
                                                                     
 H)  Help                                                            
                                                                     
 R)  Return to prior menu                                                   |
                                                                            |
                    Category Selected (defaults to ALL): ALL                |
=============================================================================
                             tutorial 5 - page 35


   If you want to know in detail what options 1 through 5 are for, then go 
   to  the  Help  file  by  selecting  'H'.  [option  5  is  also  covered 
   extensively in Appendix K]  For now select option 1 by typing a '1':

    1)  Lightning fast search through Prospect file                       

   You should then see this screen. It gives you a choice in searching for 
   either the first,  last,  or company name.  With this option, you could 
   search for all 'Bill's or 'Smith's in your file.  

                                   
=============================================================================
                                                                            |
                                                                            |
                                                                            |
With this option, you can search for any one of the following:       
                                                                     
               First Name                                            
               Last Name                                             
               Company Name                                          
                                                                     
To indicate which of the three you wish to search for, enter a              |
1 for FIRST NAME, 2 for LAST NAME, or 3 for COMPANY NAME.                   |
                                                                            |
=============================================================================
                                                                     
   Enter a '1' for First Name.  You should then see:                    
                                   
=============================================================================
                                                                            |
                                                                            |
                                                                            |
Fast Search through Prospect File                                      
        (First or last name, or Company name.)                           
                ----Exact Capitalization Not Required----                
                                                                     
Enter the Prospect name you wish to search for.                        
If you enter one value, then the system will show you all of the     
records in the  file with the first letter that satisfies            
your search.  For example, if you enter "H" then all of items        
that begin with H will appear.  If you enter two letters, such as RI,
then all of those items that have the same first two characters in your   
selected field will appear.                                          
                                                                     
Observe that in this search, capitalization DOES NOT  matter in          
in your input and in the prospect file.                              
                                                                     
Once you are finished with your searches, enter 'RETURN' without     
any values.                                                                 |
                                                                            |
Enter your letter, letters, or word followed by RETURN:                     |
=============================================================================

                             tutorial 5 - page 36


   Enter the first name 'Paul', followed by a [RETURN].                 
                                   
=============================================================================
                                                                            |
                                                                            |
                                                                            |
                                                                 enter this |
Enter your letter, letters, or word followed by RETURN:  Paul  <==========  |
                                                                            |
=============================================================================

   You  should then see the following list of records in the  Prospect  file 
   that has a first name of 'Paul':
                                   
=============================================================================
                                                                            |
                                                                            |
                                                                            |
                                                                     
Enter your letter, letters, or word followed by RETURN:  Paul               |
 ACS : Mr. Paul Sax, (214)690-6017  <==============program will display     |
Press any key to continue...                                     this.      |
=============================================================================

   Enter  [RETURN] 2 or 3 times,  so that you get back to the 'Fast Search 
   Through Data Menu'.  Then select option 1 again by entering a '1':

    1)  Lightning fast search through Prospect file                       

   You should then see this screen:
                                   
=============================================================================
                                                                            |
                                                                            |
                                                                            |
With this option, you can search for any one of the following:       
                                                                     
               First Name                                            
               Last Name                                             
               Company Name                                          
                                                                     
To indicate which of the three you wish to search for, enter a              |
1 for FIRST NAME, 2 for LAST NAME, or 3 for COMPANY NAME.                   |
                                                                            |
=============================================================================

   This  time select '3'.   This will allow you to search for any  company 
   name.


                             tutorial 5 - page 37


   You should then see:
                                   
=============================================================================
                                                                            |
                                                                            |
Fast Search through Prospect File                                           |
        (First or last name, or Company name.)                           
                ----Exact Capitalization Not Required----                
                                                                     
Enter the Prospect name you wish to search for.                        
If you enter one value, then the system will show you all of the     
records in the  file with the first letter that satisfies            
your search.  For example, if you enter "H" then all of items        
that begin with H will appear.  If you enter two letters, such as RI,
then all of those items that have the same first two characters in your   
selected field will appear.                                          
                                                                     
Observe that in this search, capitalization DOES NOT  matter in          
in your input and in the prospect file.                              
                                                                     
Once you are finished with your searches, enter 'RETURN' without     
any values.                                                                 |
                                                                            |
Enter your letter, letters, or word followed by RETURN:                     |
============================================================================

   This time enter a 'A', as below, followed by the [RETURN] key:      
                                   
=============================================================================
                                                                            |
                                                                            |
                                                                            |
Enter your letter, letters, or word followed by RETURN:  A  <============== |
                                                                            | 
=============================================================================
                                                                     
   You  will  then see this list of companies that start with  the  letter 
   'A'.  Observe  that  'ACS'  is  the record that you  entered  into  the 
   Prospect File earlier in Tutorial 1,  while the other 2 records are the 
   Test  Data  that came with this tutorial.   If you  had  entered  'ACS' 
   instead  of 'A' in your search,  then the program would have listed out 
   the one record that met your request, 'ACS'. 

=============================================================================
                                                                            |
                                                                            |
Once you are finished with your searches, enter 'RETURN' without            |
any values.                                                          
                                                                     
Enter your letter, letters, or word followed by RETURN:  A          
 ACS : Mr. Paul Sax, (214)690-6017                                   
 Accounting & Tax Service : Mr. John D. Cauble, Jr., (214)357-5454          |
 Addmaster/Marchant : Mr. Hugh Clary, (818)358-2395                         |
Press any key to continue...                                                |
=============================================================================

                             tutorial 5 - page 38


   Go back to the  'Fast Search Through Data Menu' by pushing the [RETURN] 
   once or twice.   Once there, select option 3 by entering a '3':    

                       3)  Search Activity File 

   You should then see this screen:
                                   
=============================================================================
                                                                            |
                                                                            |
    Search through comments, first & last name, Company name, city          |
                     (Activity File)                                       
                                                                           
Enter the word or letters that you wish to search for.                     
This program will search through  all of the words in                      
the comments fields, as well as other names or identifiers,                
and pick out all of those records that match your inquiry.                 
                                                                           
Observe that in this search, capitalization does not matter either         
in your input or in the file.                                              
                                                                           
Also, observe that it doesn't matter where the word is located in           
the comment in order for this search to be successful.                     
                                                                           
When you are finished, enter 'RETURN' without any data.                     |
                                                                            |
Enter the letters or word you wish to search for:                           |
=============================================================================

   Earlier, in Tutorial 2 ,  you had added these two Activity records  for 
   'ACS',   each  with  following  comments,  expense  items,  and  future 
   appointments:

                                                                 FUTURE 
ACTIVITY          COMMENTS:                        EXPENSE     APPOINTMENTS
 #1       "Show demo at 9am for modem 212A."       $50          12/10/88
 #2        "Mail   product  literature   and        35          12/15/88
          check   back   with  prospect   on 
          Monday."
                                                                           
   Now you are going to search for these activities by key words,  such as 
   a comment,  or a city.  For now, enter '212a', followed by the [RETURN] 
   key.  
                                                                           
                                   
=============================================================================
                                                                            |
                                                                            |
When you are finished, enter 'RETURN' without any data.                     |
                                                          enter this       
Enter the letters or word you wish to search for: 212a  <==============    
 ACS, 07/27/86, Paul Sax, Richardson, Show demo at 9am for modem 212A.      |
                                                                            |
Press any key to continue...                                                |
=============================================================================

                             tutorial 5 - page 39


   After you see the prior screen,   push [RETURN] once.  When the program 
   prompts you again,  enter the word 'demo',  followed by [RETURN].   You 
   should  then  see a listing of all the activity  records  that  contain 
   'demo',  one  of  which is the activity record that you  entered.   The 
   remainder are Test Data that came with this tutorial.  In this way, you 
   can isolate activities by keywords.    

=============================================================================
                                                                            |
                                                                            |
                                                                            |
Enter the letters or word you wish to search for: demo                     
 ACS, 07/27/86, Paul Sax, Richardson, Show demo at 9am for modem 212A.     
                                                                           
 Lolir Lectronics,  04/18/86,  Alan Lolir, Dallas, purchased SBT demo disk set 
 for Alan.                                                                     
                                                                           
  Sabet  Electronics,  01/01/86,  Doug Quach,  Dallas,  Meet him at his  store 
 tomorrow for a demo.
                                                                            
  Texas Commerce Plumbing,  01/01/86,  David Beard, Dallas, John would like to 
 see the SBT demo book.  Meet him at the Shady Trail office at 1PM  
                                                                           
  Texas  Commerce  Plumbing,  04/22/86,  David Beard,  Dallas,  Purchased  SBT 
 accounting software demo for him.                                          |
                                                                            |
Press any key to continue...                                                |
=============================================================================

   Now  push [RETURN] a couple of times so that you  return to  the  'Fast 
   Search Through Data Menu'. 

   In Tutorial 1, you entered this comment for ACS:

                            "Sells to OEMs only."

   Now  you are going to search for the keyword 'OEM' in the Prospect  File.  
   To do that, select option 4:

                 4)  Search Prospect File, similar to option 3.

   You will then see the following menu (next page):


                             tutorial 5 - page 40


=============================================================================
                                                                            | 
Search through comments, first & last name, Company name, city              |
(Prospect File)                                                             |
                                                                           
Enter the word or letters that you wish to search for.                     
This program will search through  all of the words in                      
the comments fields, as well as ID or names fields,                        
and pick out all of those records that match your inquiry.                 
                                                                           
Observe that in this search, capitalization does not matter either         
in your input or in the file.                                              
                                                                           
Also, observe that it doesn't matter where the word is located in           
the comment in order for this search to be successful.                     
                                                                           
When you are finished, enter 'RETURN' without any data.                     |
                                                                            |
Enter the letters or word you wish to search for:                           |
=============================================================================

   Enter 'OEM',  followed by a [RETURN].  You should then see the activity 
   record that has 'OEM' in the comment.
                                   
=============================================================================
                                                          enter this        | 
Enter the letters or word you wish to search for: OEM  <==================  |
 ACS, Paul Sax, Richardson, Sells to OEMs only ,(214)690-6017               |
                                                                            |
Press any key to continue...                                                |
=============================================================================

   You can also search for a city,  or a first or last name.  In options 3 
   and  4,  you  do  not have to select which of those you want  to  find.  
   These two search options will automatically search through first, last, 
   and company name,  as well as city and comments.    To test this  while 
   you  are  still  in option 3,  enter 'DALL' to pull out  all  of  those 
   records in the Prospect File that are in Dallas.

=============================================================================
                                                         enter this         |
Enter the letters or word you wish to search for: DALL  <==============     |
  Accounting & Tax Service,  John D. Cauble, Jr., Dallas, He is the accountant 
 who does some work for Lolir Lectronics (also call (214)  357-5461),(214)357-
 5454   
                                                                            
  Lolir Lectronics,  Alan Lolir,  Dallas, also, call 234-8056 ("Shari"), Jerry 
 Prado   works  here  John  Cauble  will  bring  up  SBT  system,(214)234-8032            
                                                                            
  Sabet Electronics,  Doug Quach, Dallas, He is owner (or co-owner with Twan), 
 has  some programming skills,  and tried to bring up a Dbase III  POS  system 
 himself,(214)783-4950                                                 
                                                                            
  Texas Commerce Plumbing,  David Beard,  Dallas,  interested in an estimating 
 program,  handling  material,labor hours,markup,rate,  for plumbing,(214)357-
 5454                                                                       |
                                                                            |
 Press any key to continue...                                               |
=============================================================================
                             tutorial 5 - page 41


   Observe that these are all of the records in Dallas.  To pull out those 
   in Richardson, enter 'RICH', followed by a [RETURN].
                                                                           
=============================================================================
                                                         enter this         |
Enter the letters or word you wish to search for: RICH  <===============    |
 ACS, Paul Sax, Richardson, Sells to OEMs only ,(214)690-6017             |
                                                                           
  Micro  Distribution Center,  Tom Lin,  Richardson,  is this the same as  the 
 Taiwanese Mfg (Larry at 644-9396)? ,(214)437-6775 
                                                                            
  P.O.  BOX,  Alyce  Fisher,  Richardson,  they currently have an 8bit system, 
 written in compiled basic,and would like to upgrade.,(214)783-8581         |
                                                                            |
Press any key to continue...                                                |
=============================================================================

   Push  the  [RETURN] key twice.   You should now be at the 'Fast  Search 
   Through Data Menu'.                                           

                ==============================================
                |             Returning to the                |
                |             Main Program Menu               |
                |                                             |
                ===============================================


   Select  the  Return option by pushing 'R' once  (no  quotes),  and  you 
   should be back to the Main Program Menu, below:
                                               
=============================================================================
                                                                            |
----------------------Prospect and Activity Tracking System ----------      |
                                                                            |
                              Main Program Menu    
  ---------------           ---------------------      ----------------   
  |  07/26/86   |           | Please Choose One |      |  09:26:09    |   
  ---------------           ---------------------      ----------------   

                        1)  Prospect File and Mailing Labels      
                        2)  Activities File and Proposals/Invoices 
                        3)  Reports for Prospects and Activities  
                        4)  Revenue/Expense Report and Statements                   
                        5)  Other Options                   
                        6)  Search Through Data, Memos, and Memo Status 
                        7)  Appointments and List of Priorities
                        8)  Select, Move, Delete, and Undelete Category
                        9)  Base Station/Remote Site Consolidation 
                        A)  Create an on-line Help/Data screen  [ now Off]  
                        B)  Output to external word processor/merge/data file 
                        C)  Economic Value of the Portfolio of Prospects 
                                                                
                        X)  Exit System                                     |
                                                                            |
                      Category Selected :ALL                                |
=============================================================================
                            tutorial 5 - page 42














                                TUTORIAL SIX:


                    An overview of the 'Layer-in' concept:


































                             tutorial 6 - page 43


                              "LAYER-IN" ABILITY

   This   feature   allows  you to "layer-in" lists of  names  from  other  
   sources,  and still keep all reports and labels separate!    This means 
   that if you  have 1,000  names  in the Prospect File and you purchase a 
   list  of  prospects from someone that has 10,000 names,   you can enter 
   them  into  the  Prospect File and yet  keep  them  separate  from  the 
   original 1,000 when  generating  labels  or reports.    All told,   you 
   can  "layer-in"  99,999,999 different layers or  groups  of  prospects,  
   without  one  layer  overlapping the other when you produce  labels  or 
   reports!

   In  this  way,  the  program is flexible enough so that  it  will  have 
   multiple uses for you.
                                                                      


   The Main Program Menu has option 8:

                   8)  Select, Move, Delete, and Undelete Category 
                                                                          
=============================================================================
----------------------Prospect and Activity Tracking System ----------     |
                                                                            |
                                     ACS                                    |
                              Main Program Menu                           
                                                                          
  ---------------           ---------------------      ----------------   
  |  07/26/86   |           | Please Choose One |      |  09:26:09    |   
  ---------------           ---------------------      ----------------   
                                                                           
                        1)  Prospect File and Mailing Labels  
                        2)  Activities File and Proposals/Invoices
                        3)  Reports for Prospects and Activities
                        4)  Revenue/Expense Report and Statements  
                        5)  Other Options
                        6)  Search Through Data, Memos, and Memo Status 
                        7)  Appointments and List of Priorities
                        8)  Select, Move, Delete, and Undelete Category
                        9)  Base Station/Remote Site Consolidation 
                        A)  Create an on-line Help/Data screen  [ now Off]  
                        B)  Output to external word processor/merge/data file 
                        C)  Economic Value of the Portfolio of Prospects 
                                                                           
                                                                           
                        X)  Exit System                                    
                                                                            |
                      Category Selected : ALL                               |
                                                                            |
=============================================================================


                             tutorial 6 - page 44


   With option 8, you can assign a unique category number to each grouping 
   of prospects in the Prospect File.  

   Let's say that your Prospect File contains names of prospects. Once you 
   identify  a new group of prospects,  such as a newly-purchased  mailing 
   list,  you  can separate them by assigning a unique CATEGORY number  to 
   the  group  while you are entering their information into the  Prospect 
   File.   From that point on, anytime you wish to segregate that block of 
   records from either the Prospect File or Activity file,  just go to the 
   main program menu and enter the CATEGORY option, screen 8.

   In summary,  you can select any one group of prospects in the  Prospect 
   File  by  going  to option 8 and entering the category number  of  that 
   specific group.   At that point, the program appears to be dedicated to 
   just  that  group  of  records and  everything  else  appears  to  have 
   disappeared.  Later, if you wish to combine all records in the Prospect 
   File  together,  you would go to option 8 and enter a '0' for  Category 
   Number.  












                             tutorial 6 - page 45


                           Definition of Shareware

   IN  CONTROL [TM]  is  NOT  a  public  domain  or  free program!  It  is 
   being distributed  as  Shareware.    The   Association   of   Shareware 
   Professionals (ASP) offers the following definition of Shareware:
        
        "Shareware distribution gives users a chance to try  software 
        before   buying  it.    If  you  try  a Shareware program and 
        continue using it,  you are expected to register.  Individual 
        programs  differ on details  --  some  request   registration 
        while  others  require  it,   some  specify  a maximum  trial 
        period.   With  registration,   you  get  anything  from  the 
        simple   right  to continue using the software to an  updated 
        program with printed manual.

        Copyright  laws  apply  to  both  Shareware  and   commercial 
        software,   and   the  copyright  holder  retains all rights, 
        with a few specific exceptions as stated  below.    Shareware 
        authors   are accomplished programmers,  just like commercial 
        authors,  and the programs are of comparable  quality.    (In 
        both cases,  there are good programs and bad ones!) The  main 
        difference   is  in  the method of distribution.   The author 
        specifically  grants the right to copy  and  distribute   the 
        software,   either to all and sundry or to a specific  group.  
        For example, some authors require written permission before a 
        commercial disk vendor may copy their Shareware.

        So,  Shareware is a  distribution  method,   not  a  type  of 
        software.   You   should  find software that suits your needs 
        and pocketbook,  whether it's commercial or Shareware.    The 
        Shareware  system  makes fitting your needs  easier,  because 
        you  can try before you buy.  And  because  the  overhead  is 
        low,   prices  are  low  also.    Shareware  has the ultimate 
        money-back guarantee -- if you don't use the   product,   you 
        don't pay for it."


                      Definition of Shareware - page 46


                        Appendix A: Service Agreement
                              U.S.A. and Canada

This  service agreement is designed to help you with any questions as to  the 
operation of IN-CONTROL 12 PACK [TM].

AGREEMENT TERMS:
With the ACS  SERVICE AGREEMENT, you have UNLIMITED FREE support if you:

1)  are a Registered User.
2)  call  the ACS Support Line between 7 PM and 10 PM Central  Standard  time 
any  week night.    Our phone number is:   (214)  690-6017.    During  normal 
business  hours,  this  phone  number  is  used  primarily  for  Credit  Card 
Registration.

CRISIS exception for support:
If you have a crisis that requires support during the day,  feel free to call 
the  above phone number.   An example would be if your hard disk crashes  and 
you  want  to  bring back your data from the floppy disk that you  have  been 
using for your automatic data back up. 

AGREEMENT CONDITIONS:

YOU  PAY  FOR THE COST OF THE TELEPHONE CALL.   Because of  the  breakthrough 
price of IN-CONTROL [TM], we cannot offer an 800 toll free number for service 
as other packages might offer.   If our lines are not available or you  reach 
an answering machine, we will return the call on a collect basis.

                               Support policy 
           for Registered Users outside of the U.S.A. and Canada:
   
Support is available to you in 3 ways:

1)  by FAX at ANY hour.
                               Our FAX number:
                                 2146904782

Our  United States FAX number is (214) 690-4782.   The '214' is our area code 
or STD.   To reach us, you must use whatever international dialing codes your 
telephone system requires,  including any U.S.A.  outbound codes specific  to 
your country.    This number,  2146904782,  is treated as a normal phone line 
and  can  be reached in the same way that you would dial any phone number  in 
the United States.


2)   call the ACS Support Line between 7 PM and 10 PM Central  Standard  time 
any week night.   Our phone number is:  2146906017. 

                  Our direct dial business\voice line:

                                 2146906017  

Between  7 PM and 10 PM Central Standard United States time,  you can  always 
reach  the ACS  Support person through 2146906017.   The  same  international 
dialing  codes  apply to this business\voice line as apply to the FAX  number 
above.

3)   by  TELEX at ANY hour.   We poll our telex line for messages EVERY  HOUR 
around the clock.
                              Our TELEX number:
                                 6503502020

Our  United States TELEX number is 6503502020.   Our answerback is:  MCI  UW. 
Since this number is on the international TELEX network,  you must prefix the 
TELEX  number  with  the U.S.A./Western Union  International   inbound  code.  
These codes are specific to each country and a list appears in: 

   Foreign Credit Card Registration...........................Appendix A-4

If, for example, you are sending a TELEX from Australia, your inbound code is 
'23'  and  must precede the TELEX number.    In that case our complete  TELEX 
number would be:
                                236503502020

              Inbound U.S.A./Western Union International codes:

Access Codes vary by country.   A few of those codes are excerpted below from 
Appendix A-4:
                COUNTRY OF ORIGIN             CODE
               -------------------------------------
                ALGERIA                        023
                AMERICAN SAMOA                  --
                ANGOLA                         023
                ANTIGUA                         23
                ARGENTINA                       23
                AUSTRALIA                       23

                      Communication Charges for Support
           for Registered Users outside of the U.S.A. and Canada:

For any support responses we make to you through either TELEX or FAX, we will 
invoice  you for the direct communication charges we incur in  responding  to 
your  inquiry.    In  the case of FAX,  those charges are AT&T  'per  minute' 
international  dialing  charges to your country;  for  TELEX,  Western  Union 
International  assesses us a 'telex  minute' charge to terminate our TELEX in 
your country.  
                 Minimum charges for TELEX or FAX responses:

The minimum Communication Charge made to you will be U.S.  $10.  If you  paid 
for   the  original  Registration  fee  with  your  credit  card,   then  the 
Communication Charges,  subject to the $10 minimum, will be made against your 
original credit card.



                                 Appendix B

                                NEW FEATURES:

                             Proposals/Invoices:

   This  option is accessible from the Activity File menu,  A)dd and  G)et 
   options  and  is largely self-explanatory.   As you  add  an  activity, 
   observe  the  bottom  of  the screen.   At one point you  will  see  an 
   instruction about using 'F7' to create a proposal/invoice.   After  you 
   enter 'F7',  the program will branch to the proposal/invoice module and 
   will then prompt you for more information.  

   Note that the comment you enter into any one activity record, up to 200 
   characters,  will  then print out in the body of the  proposal/invoice, 
   along with all name,  address,  and zip code information already in the 
   activity  record.   You may also elect to use your own comments,  up to 
   500  characters,  instead of the comment entered into the  most  recent 
   activity record.



                              Appendix C
                  Instructions for Importing External Data

   This  must  be done manually since the program has no way of  verifying 
   the validity of external data.  You must do this yourself by  examining 
   the  work file that you will be creating,  TESTFILE.DBF,  until you are 
   satisfied that it is meaningful (ie,  the data fields match up  between 
   new and old files).  If meaningless data is imported, then the existing 
   data faces corruption.

   These are the steps to import data.

   First,  acquire  a  copy of dBASE III [TM],  dBASE III Plus [TM]  (from 
   Ashton-Tate  Corp.),   dBXL  [TM]  (from  Wordtech  Systems),   or  any 
   interpreter that is compatible with these.

   Secondly,  make  a  copy of the structure of the  main  prospect 
   file, PROSPECT.DBF, with these commands:

   bring up your file  -->     USE PROSPECT
   copy the structure  -->     COPY STRUCTURE TO TESTFILE
   invoke test structure -->   USE TESTFILE
   bring in records      -->   APPEND FROM OLDDATA.TXT DELIMITED WITH ,
       from the old data 

   This  assumes that you have OLDDATA.TXT set up in a  'comma  delimited' 
   format.  Comma delimited data looks like this:

          "John","Doe","Dallas","TX"

   Observe  in this example that four fields are separated (or  delimited) 
   by commas,  and each field is surrounded by double quotes.   You do not 
   need  spaces  between  any one comma and the  double  quotes  that  are 
   adjacent to it.
   Structure for database : PROSPECT.dbf
   Field  Field name  Type       Width     Dec
       1  DATE_SYS Date           8         
       2  SEX Character     19         
       3  FNAME Character     20         
       4  LNAME Character     20         
       5  PROSPECT Character     40         
       6  ADDRESS1 Character     30         
       7  ADDRESS2 Character     30         
       8  CITY Character     30         
       9  STATE Character      2         
      10  ZIP Numeric        5     
      11  ZIP4 Numeric       4                                        
      12  PHONE_1 Character     13          23  VALID2  Numeric      10        
      13  COMMENT1 Character     60         24  PROSPMEMO   Memo       10    
      14  COMMENT2 Character     60         25  VAL1        Numeric    12   2  
      15  REFERBY Character     30          26  VAL2        Numeric     2    
      16  SUM_DATE Date           8         27  VAL3        Date        8    
      17  TIME_SYS Character      8         28  VAL4        Numeric    12    2 
      18  SUMEXP Numeric       12    2      29  VAL5        Date         8    
      19  LABELS Numeric        1           30  VAL6        Numeric      4    
      20  INTEREST Numeric        8       ** Total **                  480 
      21  CLASS Numeric        2                                           
      22  RANDOM1 Numeric      3


                         Definition of fields.
           You must enter a value for fields 1,2,5,19,20.
   1:   DATE_SYS,  date main record first came into system.   For external 
   data, you can use today's date for all records. 
   2:   SEX,  sex identifier such as 'Mr.  ',  'Mrs.','Ms.',  or 'Doctor'.  
   Your entry must be in the Sex Identifier validation  file,  Maintenance 
   Menu. 
   3:  FNAME, first name of prospect.
   4:  LNAME, last name of prospect.
   5:   PROSPECT,  company  name of prospect.   In the absence of a  company 
   name,  you  should join the first and last name together in this field, 
   such as "John Doe".
   6:  ADDRESS1,  first line of address.
   7:  ADDRESS2, second line of address. 
   8:  CITY, city of prospect.
   9:   STATE, state of prospect, a 2 character code consistent with those 
   codes in the STATE validation file, Other Options Menu.
   10:  ZIP, the zip code.
   11:  ZIP4, Zip code plus 4
   12:  PHONE_1, the phone number.  Must be in this format: (214)690-4782
   The area code must start on character 2,  not 1,  of this 13  character 
   string.  The phone number itself must begin at character 6.
   13:  COMMENT1, the first comments field.
   14:  COMMENT2, the second comments field, a continuation of the first.
   15:  REFERBY, referred by whom.        
   16:  SUM_DATE, date expenses were summarized last.
   17:  TIME_SYS, time of last expense summarization.
   18:  SUMEXP,  the  amount of the most recent expense summarization  for 
   this prospect.
   19:   LABELS,   status of labels posted or not posted.   Must be set to 
   '0'.
   20:   INTEREST,  category  of prospect.   Must be set to 1  (the  default 
   value), or above.  Cannot be set to zero.
   21: CLASS, ignore this.
   22: RANDOM1, ignore this
   23: VALID2, ignore this
   24: PROSPMEMO: memo field, points to PROSPECT.DBT 
   25: VAL1     \
   26: VAL2      \
   27: VAL3       \-----------> Ignore these fields, used internally
   28: VAL4      /
   29: VAL5    /
   30: VAL6  /
                  When you are finished with TESTFILE.DBF,  examine fields 
   1,2,5,19,  and  20 to make sure that you have made an entry in them  as 
   per the directions above.

   After you are satisfied that TESTFILE.DBF  has your data, execute these 
   commands:
                      USE PROSPECT
                      APPEND FROM TESTFILE
                      QUIT

   These  delete  all  files that end in .NTX.     Upon  completing  this, 
   execute the program:                        
                     PROSPECT
   The  program will then automatically reindex all files once  it  senses 
   that *.NTX files are missing.


                                 Appendix D

                           Modification of labels:

   All labels are generated with one label form,  LABEL1.LBL, and all data 
   comes from PROSPECT.DBF.


    Options                       Contents                         
   =========================================================
   | Predefined size:       3 1/2 x 15/16 by 1             |
   |-------------------------------------------------------|
   | Label width:            42                            |
   | Label height:            5                            |
   | Left margin:             0                            |
   | Lines between labels:    1                            |
   | Spaces between labels:   0                            |
   | Labels across page:      1                            |
   |=======================================================|


     Label contents:

            1:  LABELNA2(FNAME,LNAME,SEX)                
            2:  LABELNAM(FNAME,LNAME,PROSPECT,SEX)
            3:  TRIM(ADDRESS1)
            4:  TRIM(ADDRESS2)+LABELNA3(ADDRESS2,PHONE_1)
            5:  TRIM(CITY)+", "+LABELNA4(STATE,ZIP)+LBL5(ZIP4)+LBL6(COMMENT1)

   The  'STRZERO' function is unique to the compiler and converts all zero 
   digits to zero strings.  The functions on lines one and two are UDFs in 
   Clipper  that  tell the printer to skip the company name if it  is  the 
   same as the first+last name or to skip line one if first and last  name 
   are blank.  Line 4 has the UDF to insert a phone number into the label, 
   if requested.   Line 5 skips state or zip code, if left blank.  The UDF 
   LBL6() checks for Canadian codes in comment1, such as 'Canada=V6A1A4'.



   The  label  modify command in dBASE III [TM] will not work  because  it 
   will  not understand the UDFs.   Instead,  you must use the stand-alone 
   Clipper [TM] utility LABEL.EXE, and invoke the command:

                                LABEL LABEL1


                                 Appendix E

                Procedure for Canadian and Foreign Addresses: 
                    [when entered into the Prospect File]  

                 With respect to the state validation file:

   Although  you  could change the values in the State validation file  in 
   earlier versions of this program, that ability to alter values has been 
   removed  since  this  data  is static.    In  addition  to  states  and 
   territories,  you  can  also have these two entries:   '--'  and  'NA'.  
   Either value could be used for foreign countries.

   Both of these are valid 'states' and can be used during data entry.  
                   Values in State validation file:
                
   AL = Alabama                             MT = Montana                  
   AK = Alaska                              NE = Nebraska                
   AS = American Samoa                      NV = Nevada                  
   AZ = Arizona                             NH = New Hampshire           
   AR = Arkansas                            NJ = New Jersey              
   CA = California                          NM = New Mexico              
   CZ = Canal Zone                          NY = New York                
   CO = Colorado                            NC = North Carolina          
   CT = Connecticut                         ND = North Dakota            
   DE = Delaware                            CM = Northern Mariana Is.    
   DC = District of Columbia                OH = Ohio                    
   FL = Florida                             OK = Oklahoma                
   GA = Georgia                             OR = Oregon                  
   GU = Guam                                PA = Pennsylvania            
   HI = Hawaii                              PR = Puerto Rico             
   ID = Idaho                               RI = Rhode Island            
   IL = Illinois                            SC = South Carolina          
   IN = Indiana                             SD = South Dakota            
   IA = Iowa                                TN = Tennessee               
   KS = Kansas                              TX = Texas                   
   KY = Kentucky                            TT = Trust Territories       
   LA = Louisiana                           UT = Utah                    
   ME = Maine                               VT = Vermont                 
   MD = Maryland                            VA = Virginia                
   MA = Massachusetts                       VI = Virgin Islands          
   MI = Michigan                            WA = Washington              
   MN = Minnesota                           WV = West Virginia           
   MS = Mississippi                         WI = Wisconsin               
   MO = Missouri                            WY = Wyoming                 
                                            NA = Not Applicable          
                                            -- = Not Applicable          



                         Note for foreign addresses, 
               EXCEPT Canada, Australia, England, and Israel: 

   If you enter either 'NA' or '--' for your state and '0' for  zip,  then 
   these two items are omitted in the label.   Insert your foreign address 
   in the space for the  city,  where you have 40 characters.   An example 
   would be:

                            CITY: The Netherlands
                                     or 
                           CITY: Tokyo, 150 Japan



         ===== Overview of placing country code into Comment1 =====
    
   If,  for example,  you have a Canadian address label that requires that 
   requires  that you enter 'Canada=' as per the instructions below.   You 
   do  not  have to type in the phrase 'Canada=' every  single  time  into 
   Comment1.   If you anticipate that you will be using Canadian addresses 
   frequently,  then  you  can create a default value for this  phrase  by 
   going to the Main Program Menu and select the Other Options Menu.  Once 
   there,  select 'C)  Customize this system to your needs'.   Once in the 
   Custom Options Menu, observe this option:
     
   2)  Default State, City, Area Code. Sex ID,  Address2, Comments 1 & 2

   After  you select this option,  you can enter this value as  a  default 
   into 'Comment1':
    
        Comment1:  Canada=

   From that point on,  all records you ADD to the prospect file will have 
   that phrase as a default value.

   Upper\lower  case  conventions are irrelevant.   These values  are  all 
   interpreted the same:
                                   CANADA=v6a1a4
                                   Canada=V6A1A4
                                   CANada=V6A1a4
                                   canADA=v6a1A4

                       ===== Canadian addresses: =====

   The  Canadian Post Office requires that their 6 character 'Postal Code' 
   occupy one line by itself below the address,  with a space between  the 
   two  sets  of  3  characters.    This  program  will  accommodate  this 
   requirement  if you observe the following:   insert either 'NA' or '--' 
   into state and '0' into zip,  as per above.   Place all of your address 
   information  including  the  city but not the 'Postal  Code'  into  the  
   Address1  and Address2 lines of your prospect record.   Then place  the 
   'Postal Code' by itself on the comment1 line in this format:  

                             COMMENT1:  CANADA=V6A1A4
 

   This  phraseology of 'Canada=' can occur anywhere in Comment1  and  the 
   'Postal  Code' should be entered WITHOUT any spaces.   Once the program 
   detects that you have a Canadian address, it will apply a space in this 
   manner in the last line of the label:
                                      V6A 1A4

   Lets  say that this is the address you want to place into the  prospect 
   record:

                              Foster Technology
                                 343 Railway
                           Vancouver, B.C. V6A 1A4

   You would place this into the prospect record in this manner:

                       Company name: Foster Technology
                            Address1: 343 Railway
                         Address2:  Vancouver, B.C.
                           Comment1: CANADA=V6A1A4

   Note  that you are inserting the city and province into address2  while 
   leaving 'City' blank.   This is crucial because the program will  place 
   the 'Postal Code' into the last line on the label normally reserved for 
   city.  

                     ===== Australian Addresses: =====

   The Australian Post Office assigns a 4 digit 'Post Code'.   This number 
   can appear after the state.   Let's say that you had written down  this 
   address:

                           Australian Tool and Die, Ltd.
                                 1307 Botany Road
                                      Mascon
                                  New South Wales
                                       2020

   You would then enter that data into IN CONTROL [TM] in this manner:


                          Company name: Australian Tool and Die, Ltd.
                               Address1: 1307 Botany Road
                               City:  Mascon N.S.W.    
                                Comment1: AUS=2020

   Once  IN CONTROL [TM] detects that you have placed 'AUS=' anywhere into 
   Comment1,  the program will then take that 4 digit code and place it at 
   the  end of the data entered into the 'City' line.   Where you  entered 
   'Mascon  N.S.W.',  the program will print out on line 5 of the  labels: 
   'Mascon N.S.W. 2020'.

   Note  that you could place the 'Postal Code' at the end of  the  'City' 
   line, space permitting.  


   For  another example of an Australian address,  let's say that you  had 
   written down this address on a piece of paper:

                            Minet Australia Ltd.  
                                 40th Level
                              100 Miller Street
                        North Sydney, New South Wales
                                    2060

   You would enter that address into IN CONTROL [TM] in this manner:

                          Company name: Minet Australia Ltd.
                               Address1: 40th Level
                            Address2: 100 Miller Street
                               City:  North Sydney, NSW  
                                Comment1: AUS=2060



   IN CONTROL [TM] would then move the '2060' Post Code to the 5th line of 
   the mailing label, following 'North Sydney, NSW'.

   Note that when you enter the Post Code into Comment1, make sure that no 
   spaces  appear  in 'AUS=2060'.   The program knows that the  Australian 
   Post  Code is 4 digits long and will not incorporate into  the  mailing 
   label any additional characters or digits that follow your 4 digit Post 
   Code.  


                        ===== Israeli Addresses: =====

   The Israeli postal system assigns a 5 digit Postal Code, which follows 
   the city on printed labels.

   Let's say that you have this address written down:



                                    Haim Factor
                             Jackson Factor Associates
                                   P.O. Box 1304
                                   Kiryat Tivon
                                       36112


   You would enter that data into IN CONTROL [TM] in this manner:

                                 First name:  Haim
                                 Last name: Factor
                      Company name: Jackson Factor Associates 
                              Address1: P.O. Box 1304
                                City:  Kiryat Tivon
                                Comment1: IL=36112



   When IN CONTROL [TM] sees 'IL=36112',  the program knows that this is a 
   5 digit Israeli Postal Code and will print it out on the fifth line  of 
   the mailing label, following the city.
    
   Observe  that  it  doesn't  matter where  in  Comment1  the  'IL=36112' 
   appears.



                        ===== Great Britain: =====


   The British postal codes can be of varying length.  These, for example, 
   are all valid codes:

                                   B26 3QN
                                   WS7 8XT
                                   BS2 0QE
                                   CH1 4LS
                                  LS11 0LW
                                  TW14 0PH


   You can insert the code in one of two places:  either after the City or 
   in  Comment1.   If  you use the Comment1 line,  precede the  code  with 
   'UK=',  then  follow the code by '/' to signify to the program that the 
   code has no more characters.   Specifically, to place 'LS11 0LW' in the 
   Comment1 line, enter:  UK=LS11 0LW/ 

   When  IN CONTROL [TM] sees 'UK=LS11 0LW/',  the program knows that this 
   is a British Postal Code and will print it out on the fifth line of the 
   mailing label, following the city.
    
   Observe  that  it doesn't matter where in Comment1 the  'UK=LS11  0LW/' 
   appears.




                                    Appendix F:  

                       Time and Billing  Stopwatch Subsystem

   This  menu driven feature has the ability to clock each activity and to 
   assign  a  cost or labor rate [up to 9 of them] to each record  in  the 
   Prospect File.  It will give you a detailed financial analysis of every 
   timed activity.

   Beyond merely accumulating time per activity, it can manipulate charges 
   in such a way as to reflect the way you do your business, with optional 
   minimums, maximums, or fixed fees.  Finally, the program will create an 
   audit trail in every timed activity.

   Note that when you turn this feature 'on' in the Install menu,  a field 
   on the bottom right of the screen for the prospect record changes from:

                                 Time of update :     

                                        to

                                Billing Class  : 0

   Observe  that the default value of the Billing Class is '0',  but  that 
   you  must place a value in there corresponding to the labor  rates  you 
   define:  rates  1 - 9.   When you turn 'off' the billing feature in the 
   Install Menu, the 'Billing Class' field in each prospect record reverts 
   back to its original 'Time of update' field.




                                 Appendix G
                 Multiple Contacts within the same company:
    
   As you become conversant with the program, you will see how little data 
   entry  is required considering how much data management and reports the 
   program is providing.   In order to do this,  however, some simplifying 
   assumptions  must be made in the way the program relates activities  to 
   records  in the Prospect File.   To create accurate  activity  records, 
   with little data entry from you,  the basic assumption is made that one 
   and only one company name exists for that company in the Prospect File.   
   As  you  enter a company name in the A)dd option in the Activity  file, 
   the  program  will look for a partial  match.   If  made,  the  process  
   continues as though you had typed in the complete name.

   What  if  you  have many individual names for one company,  such  as  5 
   contacts at General Electric?  In this case, you will have duplication, 
   given  the  design of the program.   You must decide  how  to  minimize 
   overlap while giving you access to your data.   For example, one simple 
   way  to  have multiple company names is to assign a different 'GE'  for 
   every prospect,  such as 'GE1',  'GE2',  'GE3',  'GE4',  and 'GE5'.  In 
   other  words,  each contact would have his or her own 'GE'  designator.   
   Then, as you entered 'GE' in the Activity Add option, the program would 
   sense that you did not have an exact match and would display all  'GE's 
   in  the Prospect File to you and then await your revised input. 

   With this scheme, you could enter an address for  each 'GE' record; but 
   finally you must use your own judgment.  If you have 50 contacts inside 
   one building at Ford,  then you don't need to enter the same address 50 
   times,  even though you must create 50 separate records in the Prospect 
   File,  say 'FORD1' through 'FORD50'.   In this case, you might create a 
   51st record with the true address,  called 'FORD SUMMARY', and have the 
   other 50 records refer to that one summary record.

   A  rule  of thumb might be that if there is no consistency  in  whether 
   your  multiple  names reside under the same physical location  and  if, 
   also,  you typically have 5 or fewer duplicate company names, you might 
   consider  standardizing the way you enter those duplicate company names 
   by entering addresses for ALL company records,  even if this means that 
   you have some duplicate data entry in the Prospect File.   This will be 
   easy  to live with since most of the data activity takes place  in  the 
   Activity  File,  not the Prospect File,  and the program takes care  of 
   that for you more or less automatically.

   Note  on  project  management:   If you are attempting  to  track  many 
   persons  at one site,  working for one company and on one project,  the 
   simplest  way  is to assign a unique number to the  category  for  that 
   project  and do not enter a company name what the program asks for one.  
   Remember  that if the program detects that you have entered a first and 
   last  name  without a company name,  it will automatically  assign  the 
   first name + last name to the company name.   For example, if you enter 
   'John'  and  'Doe' for first and last name and then  omit  the  company 
   name, the program will create a company name of 'John Doe'.

   If  you  track the projects by category number rather than  by  company 
   name,  the  program will then group together all records and reports by 
   project.  See also Tutorial 6: 'Layer-in' concept.


                                 Appendix H:   
                  Unsolicited Reviews in National Magazines




                               Leon A. Wortman
                                pages 20 - 22
                     December 1987, 'Business Marketing'
                         [Crain Communications Inc.]


   "PROSPECT  is a powerful sales prospecting and tracking  program.   The 
   program is well designed,  powerful,  fast,  and effective.  All of the 
   features  are easily accessed from a series of menus and sub-menus that 
   are intelligently and logically ordered.

   PROSPECT  includes  a report generator for  appointment  schedules  and 
   expenses.    It has limited but useful graphics,  an exceptionally fast 
   data-search,  label  preparation  and printing,  a  built-in  telephone 
   dialing  system  (your  computer must have a  modem),  a  proposal  and 
   invoice generator, and a feature that keeps track of telephone usage. 

   On-line  help  screens  that  are  accessible at  every  menu  and  the 
   extensive  use of menus make this one of the easiest programs to  learn 
   and use we've seen.  ...That's one heck of a good deal!"




                               Barry Potyondi
                                pages 27 - 28
                                  May, 1987
                              'PC-SIG Magazine'


   "...Its  search and sort capabilities are as marvelous as its reporting 
   styles  are  numerous.   It  can  create  monthly  calendars  instantly 
   beginning with any date you specify.   It tracks project/client related 
   expenses  effectively.   And it can portray your daily appointment  for 
   any  two-week period as a handsome bar chart.   This is  excellent  for 
   identifying  depletion of your available time.   Customization of  this 
   package is virtually limitless, extending even to the format of printed 
   reports.   In-Control  is a well-conceived program for those who  would 
   rather  spend their time thinking and acting than laboriously  tracking 
   the mundane aspects of a busy life.


   ...If  you must maintain a huge database of contacts,  In-Control is an 
   excellent choice.   Its brute capacity and lightning speed will  dazzle 
   you."



                                 Appendix I:
    
                Base Station/Remote Site Consolidation Feature

                        See Main Program Menu, Option 9

   This  feature gives you the ability to consolidate data from  different 
   stations  onto  one master station.   You can think of  the  individual 
   stations as 'Remote Sites' and the master as the 'Base Station'.   

   This  feature  was implemented because many users of this program  have 
   asked for the ability to have a roving feature.   One manager has  many 
   people  working  for  him  in the field using  this  program  on  their 
   individual  laptop  portables.    He  asked  if  he  could  consolidate 
   everyone's  data  onto his desktop computer.   With this  Consolidation 
   Feature, he now can.  

   Each  Remote  Site  goes  to  the menu  for  Base  Station/Remote  Site 
   Consolidation.  This menu has 3 selections: 

                          1)  Output records
                       [used from a Remote Site]
                           2)  Input records
                     [used from the Base Station]
              3)  Change Start/Stop date of Consolidation
             [used only with outputting records, Option 1]

   The  Remote  Site then selects the range of records that  he/she  wants 
   outputted  to  the consolidation disk.   These are the dates  that  the 
   records for the Prospect File and Activity file were originally entered 
   into  the  system.   With the ability to select out records by date  of 
   entry  into the system,  you can make incremental  consolidations,  say 
   every 2 or 4 weeks.  

   An unlimited number of Remote Sites can output their records onto their 
   individual consolidation disks.   The Base Station,  in turn, takes all 
   of  consolidation disks and inputs them one at a time using  option  2, 
   Input records.  If the program detects that it is importing a duplicate 
   record into the Prospect File,  it will stop,  display the questionable 
   duplicate  records  to  you,  and  then ask you  for  a  decision:   to 
   overwrite the original record with the newly imported one,  or to abort 
   the  consolidation  of that one record into the  file.    All  activity 
   records  from  the consolidation disks,  of course,  are added  as  is, 
   without any validation.

   The Base Station must have a hard disk, but the Remote Sites can have a 
   hard disk or be floppy-based.   This feature can also be thought of  as 
   providing  the functionality of a Local Area Network without the bother 
   and  uncertainty  of being dependent on a network.   Let's say  that  4  
   data  entry people are using this program to take information over  the 
   phone.  If their supervisor wants access to the consolidated records of 
   all 4 people,   each person could submit a weekly consolidation disk to 
   the supervisor.   The supervisor,  in turn,  would have a fifth  system 
   that  functioned  as the Base Station and contained only those  records 
   brought in using option 2, above.

 
                                 Appendix J:
    
            WordStar/MailMerge[TM]/Basica/Output Sequential File
              [also: WordPerfect[TM] Merge and dBASE III [TM] ]

                                     OVERVIEW

   These options create either a WordStar/MailMerge[TM],  WordPerfect[TM], 
   or dBASE III [TM] data file using the data from your Prospect/dBASE III 
   file.  The  newly created file ends in the letters:  '.DAT',  '.SF'  or 
   '.DBF'.

   If  used  with Wordstar[TM],  the .DAT file can be used to  print  form 
   letters  in  MailMerge[TM].   All  character  fields  are   trimmed  of 
   trailing  blanks to accommodate your form letters.    Along  with  this 
   data  file,  the  Wordstar  option creates the beginning of  your  form 
   letter and puts it in a file ending in the 3 letters '.DEF' (containing 
   all the MailMerge[TM] commands you need at the start of a form letter). 

   If used with WordPerfect[TM], the .SF file is the 'Secondary File' that  
   WordPerfect uses for merge letters,  where each field is delimited with 
   CONTROL-R, and each record is delimited with CONTROL-E.]

   If  used  with dBASE III [TM],  the '.DBF' file format  is  becoming  a 
   standard  data file format that many other programs are using for their 
   respective data import function.

   These options  will allow you to output the key fields in your prospect 
   file  to an external text file that can,  in turn,  be used by  a  word 
   processor   to   create   'boilerplate'  or  form   letters   for   you 
   automatically.

   Based on your selection criteria, if any, the program will output these 
   fields: 
           Sex ID, First name, Last name, Company Name, Address1/2
                  City, State, Zip, Phone number, Comments 





                                 Appendix J:
                                  Continued
                            Instructions for use:

   Observe the Main Program Menu, option 'B': 

    ------------------------------------------------------------------------
    ----------------- Prospect and Activity Tracking System---------------  |
                                                                            |
                                      ACS                                   |
  ---------------           ---------------------      ----------------    
  |  01/23/1988 |           | Please Choose one |      | 11:59:34 AM  |    
  ---------------           ---------------------      ----------------    

               Main Program Menu for Saturday, January 23, 1988            

   -- Records: --                                                          
      [ 22 ]            1)  Prospect File and Mailing Labels               
      [ 24 ]            2)  Activities File and Proposals/Invoices         
                        3)  Reports for Prospects and Activities           
                        4)  Revenue/Expense Report and Statements          
                        5)  Other Options                                  
                        6)  Search Through Data, Memos, and Memo Status 
                        7)  Appointments and List of Priorities
                        8)  Select, Move, Delete, and Undelete Category    
                        9)  Base Station/Remote Site Consolidation         
                        A)  Create an on-line Help/Data screen  [ now Off] 
                        B)  Output to external word processor/merge/data file 

                        X)  Exit System                                    
                                                                           |
                   Category Selected [defaults to ALL]: ALL                | 
                                                                           |
   -------------------------------------------------------------------------

   Once you select option B, you will see this screen:

    ------------------------------------------------------------------------
    ----------------- Prospect and Activity Tracking System---------------  |
                    Output for word processing/merge/data Menu              |
                                ===================                         |
            ----------------------------------------------------------     
            |             Saturday, January 23, 1988                 |     
            |--------------------------------------------------------|     
            |       1)  Select output criteria for merge file        |     
            |               [no criteria selected]                   |     
            |       2)  Output records to Wordstar/Mailmerge[TM]     |     
            |       3)  Output records to WordPerfect[TM]            |     
            |       4)  Output records to dBASE III [TM]             |     
            |                                                        |     
            |                                                        |     
            |                                                        |     
            |       R)  Return to prior menu                         |     
            |                                                        |      |
            ----------------------------------------------------------      |
                                                                            |
   -------------------------------------------------------------------------


                                 Appendix J:
                                  Continued

                               ==============
                               |  OPTION 1: |
                               ==============
                             Selection Process:

   At option 1, you can input up to 7 search criteria as the basis for 
   your word processor merge file: 

                Last Name, First Name, Company, City, State, Zip, 
                                  and Comments.

   You  can  select whether you want only those records to   be   selected  
   that   have  all  of criteria in every record or  select  out   records 
   regardless  of the number of  matches made per record,   as long as  at  
   least one match is made in any one record that is selected.

   True  [or T] means all matches have to be made in any one record for it  
   to  be  selected.    False  [or F] means that as long as one  match  is 
   record it will be selected.

                         Search Criteria Selection:
                                 Option 1:

   You  can  enter  any word,   phrase,   or code on which to   base  your 
   selection.   If left blank,  all records will be selected out.   If you 
   make an entry here,   the program will search through the prospect file  
   and  select out only those records that meet your search criteria.

   [Note that you can have up to 7 different codes or phrases entered here 
   and  all   records will be pulled which have any one of  them   or  any  
   combination of them]

                               ==============
                               |  OPTION 2: |
                               ==============
                   2)  Output records to Wordstar/Mailmerge[TM]  

   This option is used to get data from the Prospect file and output it to 
   a file that can be used by WordStar/MailMerge[TM].  This  file can also 
   be  used  by  BASIC and other languages and  products.  In  short,  any 
   product  that accepts "comma delimited" files for input may accept  the  
   file created by this option.

   From the WordStar option,  you will create  two files.   The first file 
   name  ends in .DEF and is a file that can be turned into a form  letter 
   just by calling it up in WordStar and matching it to your form  letter.  
   It  already contains all of the commands needed by WordStar to read the 
   Prospect/dBASE III data file (.DAT).

   The other  file is the .DAT file, which contains all data that you want 
   to  read  into WordStar.   It is formatted sequential  file,  with  all 
   fields in quotes and separated by commas. 


                                 Appendix J:
                                  Continued

                               ==============
                               |  OPTION 3: |
                               ==============

                   3)  Output records to WordPerfect[TM] 

The  .SF  file  is  the 'Secondary File' that  WordPerfect  uses  for  merge 
letters,   where each field is delimited with CONTROL-R,  and each record is 
delimited with CONTROL-E.]


                               ==============
                               |  OPTION 4: |
                               ==============

               4)  Output records to dBASE III [Registered TM]

With  option  4,  the '.DBF' file format is becoming a  standard  data  file 
format  that many other programs are using for their respective data  import 
function.  

Once  you assign a name to the dBASE III [TM] file you are  outputting,  the 
structure of that file is:
Field  Field Name  Type       Width    Dec
    1  SEX         Character     19
    2  FNAME       Character     20
    3  LNAME       Character     20
    4  PROSPECT    Character     40
    5  ADDRESS1    Character     30
    6  ADDRESS2    Character     30
    7  CITY        Character     30
    8  STATE       Character      2
    9  ZIP         Numeric        5
   10  ZIP4        Numeric       4
   11  PHONE_1     Character     13      
   12  COMMENT1    Character     60  
   13  COMMENT2    Character     60     

** Total **                     334  

                                                                           


                                Appendix K-I:
    
                  Overview of Memo Options:  Prospect file
              Every prospect record has its own word processor!

   This  exciting new feature allows you to create a second screen  behind 
   any  individual  prospect  record with free-form text of up  to  15,000 
   characters PER PROSPECT, given a 640K system memory.

   In  this second screen,  you can scroll up and down and enter  text  as 
   though you were in a word processor.  

   Indeed, you can think of this second screen as your own word processor, 
   embedded  behind each prospect record.   In addition to entering  text, 
   you  can also import external text files,  such as contracts or  formal 
   bids, into the relevant record associated with that text.  In this way, 
   you can browse through the contract for a prospect six months after the 
   fact  and long after you have forgotten what the content was.   If  you 
   wish to export the memo to an external text file, you can do that too.

   The  memo option presents itself in one of two ways.   When you are  in 
   the  Add option for the prospect file,  the program asks you after  you 
   have  finished  entering all data into the first screen if you wish  to 
   create a memo.   If you elect to do so,  then the program will go  into 
   the Add/Edit memo mode.   If you are in the Get option for the prospect 
   file,  you  will see this option on the lower left:  "F4 Memo  Option".  
   Upon  selecting that,  you will be presented with a comprehensive  menu 
   entitled  "Memo Option Menu".   Each prospect record has his or her own 
   memo menu.   

   It  contains  these  options [the prospect name appears  on  top  after 
   "Custom Memo"]:
       
                   ===Custom Memo for Accounting & Tax Service==
                               Memo Options Menu
                                 ===============   
            ==========================================================
            |             Tuesday, September 22, 1987                |
            ----------------------------------------------------------
            |       1)  Edit the existing memo or create a new one   |
            |       2)  Output the memo to a text file               |
            |       3)  Input a text file into this memo             |
            |              [overwrite existing memo]                 |
            |       4)  Input an external text file into this memo   |
            |              [append to existing memo]                 |
            |       5)  Set Left and Right Margins:                  |
            |                        5                75             |
            |       6) Toggle Edit Screen Code Help [Now On ]        |
            |       7)  Print options  [Printit v3.5 [TM]]           |
            |       8)  Create Quick Memo [TM]                       |
            |                                                        |
            |       R)  Return to Prospect record                    |
            ==========================================================
                   [Current character length of this memo = 0]


   This  menu  will tell you at a glance the number of characters  in  the 
   memo, the current margins, and today's date.  You can input an existing 
   text  file into the memo with options 3 or 4.   As your memo begins  to 
   grow and accumulate different items,  you can output it to an  external 
   text file using option 2. 


   Option 1 puts you into the edit mode.  In this option you are presented 
   with  a  full screen word processor with the following message  on  the 
   bottom of the screen:


-----------------------------------------------------------------------------
                              Edit Screen Codes:
  Up arrow = move up 1 line, Down arrow = move down 1 line, Left Arrow = move
  left 1 character, Right arrow = move right 1 word, HOME = start of current
   line, END = end of current line, [CONTROL] HOME= start of memo, [CONTROL]
 END = end of memo, PgUp = Next edit window up, PgDn = Next edit window down,
         [CONTROL] W = Finished editing and save, ESC = abort editing.
  Use [INS] key for inserting text, [DEL] to delete, [CONTROL] B to reformat
-----------------------------------------------------------------------------



   This  message  gives you the codes that you can use in the full  screen 
   word  processor.   Immediately above these codes you will observe  your 
   cursor.   You can type as long as you wish,  just as in any other  word 
   processor.    When finished entering text,  you can save it by entering 
   [CONTROL] W, as per the instructions.  

   After  you  become conversant with the codes,  you can replace the  six 
   lines of the above instructions with this one line:      


--------------------------------------------------------------
        Edit Screen Codes: [CONTROL] W to save, ESC to abort
--------------------------------------------------------------

   To  toggle  back and forth between these 2 different Screen  Code  help 
   screens, enter option 6 on the Memo Options Menu.

               6) Toggle Edit Screen Code Help [Now Off]         

   Note  also  that you can access each prospect's memo from the  activity 
   file.   When you are either Adding or Getting an activity  record,  you 
   will  observe  'F4' is displayed to you for 'Memo'  options.   Remember 
   that  multiple activity records for any one prospect all have the  SAME 
   memo in the prospect file.  



                                Appendix K-II:

                        Memo Options:  Activity File

   Each  prospect record has one Prospect memo associated with it.    Each 
   activity record now has one Activity memo also.

   Why two sets of memos?   Prior to version 2.645,  this program had only 
   prospect  memos,  not any activity memos.   All activity records shared 
   one  common  prospect  memo and could access that  one  memo  from  any 
   activity  record created in the future.   Let's say,  for example,  you 
   established a prospect record for "XYZ Corporation" and then imported a 
   10,000 character proposal into the prospect memo for "XYZ Corporation".   
   Later on,  as you created many activity records for "XYZ  Corporation", 
   you could view the large proposal that you had originally imported into 
   the  prospect  memo  from ANY activity that you had  created  for  "XYZ 
   Corporation".

   Conceptually,  it made sense for ALL activities to share the SAME  memo 
   in the Prospect file.   However,  the emergence of a new feature, Quick 
   Memo  [TM],  mandated that each activity record have its own memo also.  
   See Appendix K-III for an explanation of Quick Memo [TM].
     

                  Memo options accessible from the Activity File:

   From  the  Activity File you can access two memos for any one  activity 
   record:   the  ONE  prospect memo that all activities for  one  company 
   share together;  and the UNIQUE activity memo that each activity record 
   has, regardless of how many activities any one company has.


                  -----  Activity File:  Add option  -----

   Every  time  you  add a record in the Add option,  you will  see  these 
   options available to you on the bottom of the screen:


    -----------------------------------------------------------------------
          Enter "1" to ignore this entry;  enter F2 for Activity Memo       |
                            F3 for Quick Label [TM]                         |
   F4 for Prospect Memo, F7 for proposal\invoice, any other key to continue |
    -------------------------------------------------------------------------

   If  you  enter  'F2',  you  will branch to the  unique  memo  for  this 
   activity.  If you enter 'F4', you will branch to the Prospect Memo that 
   ALL activities for this company share in common.  The Memo Options Menu 
   looks that same for both.  If you look close, after you enter 'F2', you 
   will see this on the bottom of the Memo Options Menu:

                   R)  Return to Activity record



   If you enter 'F4',  you will see this Return statement on the bottom of 
   the Memo Options Menu:

                   R)  Return to Prospect record

   If  you are not sure whether you are in the Prospect or Activity  memo,  
   the  Return statement on the bottom of the Memo Options Menu will  tell 
   you.



                  -----  Activity File:  Get option  -----

   Your  access  to memos at the Add option is similar to the Get  screen.   
   Once  you  enter the Get option from the Activity File,  you  will  see 
   these commands on the bottom of your screen:


    ------------------------------------------------------------------------
          ENTER N FOR NEXT, P FOR PREVIOUS             F2  Activity Memo    |
RETURN Exit   S FOR SEARCH, M FOR MORE COMMANDS        F4  Prospect Memo    |
F3 Quick Label [TM] F7 Proposal/Inv     F8 DIAL PHONE      F9 HANG UP PHONE |
    ------------------------------------------------------------------------


   Again,  as  in the activity Add option,  entering 'F2' will take you to 
   the  memo unique to this activity,  while selecting 'F4' will bring  up 
   the one Prospect memo common to all activities for this company. 



                               Appendix K-III:

                               Quick Memo [TM]
                  Automatic generation of memo 'Templates'

   Quick Memo [TM] will create a customized 'template',  a letter that has 
   80% of the text already filled in for you!


   Quick  Memo  [TM] is a powerful word processor type feature  that  will 
   save  you  time  if you need to send out short messages,  say  1  to  4 
   sentences per person, but don't have the time to enter all of the other 
   data that this type of correspondence requires.

   Quick  Memo  [TM]  can  be used in the  Prospect  file,  but  its  real 
   application is in creating multiple activity memos.

   Referring again to the Memo Option Menu below:
       
                   ===Custom Memo for Accounting & Tax Service==
                               Memo Options Menu
                                 ===============   
            ==========================================================
            |             Tuesday, September 22, 1987                |
            ----------------------------------------------------------
            |       1)  Edit the existing memo or create a new one   |
            |       2)  Output the memo to a text file               |
            |       3)  Input a text file into this memo             |
            |              [overwrite existing memo]                 |
            |       4)  Input an external text file into this memo   |
            |              [append to existing memo]                 |
            |       5)  Set Left and Right Margins:                  |
            |                        5                75             |
            |       6) Toggle Edit Screen Code Help [Now On ]        |
            |       7)  Print options  [Printit v3.5 [TM]]           |
            |       8)  Create Quick Memo [TM]                       |
            |                                                        |
            |       R)  Return to Activity record                    |
            ==========================================================
                   [Current character length of this memo = 0]


   Once  you select option 8,  Quick Memo [TM] will check first to see  if 
   you  have  given some general definitions about  you and your  company.  
   If  not,  then  Quick  Memo [TM] will ask you for  your  company  name, 
   address,  and so on.  These same items are used in the Proposal/Invoice 
   generator  and  Statements  section,  and can be defined  or  redefined 
   there.

   In  any case,  after you have selected option 8,  Quick Memo [TM]  will 
   create  a  'Template' for you as though you had gone to  option  1  and 
   typed it in. 


   The 'Template' contains these four sections:

                  Information about your company, centered
                    The date of the 'template', expanded
                    The addressee data, leftmost justified
          Filing instructions, on the bottom line of the 'template'


   Once  Quick  Memo  [TM]  has created the 'template' you  can  add  your 
   specific lines of text by entering option 1,

                  1)  Edit the existing memo or create a new one 

   As you scroll through the memo,  you will observe that Quick Memo  [TM] 
   has  typed  in most of the information that you need,   except for  the 
   body of the letter or memo.   Once you have typed that in yourself, you 
   would save it with CONTROL-W, and then print it out with option 7:

                      7)  Print options  [Printit v3.5 [TM]]       



   An example of one 'template' appears on the next page:



                   ----- example of 'Template' memo  -----
                   [your company is on the top, centered]

  
  
                         Steve's Television Repair Service
                                  21211 Elm Street
                                     Suite 322
                               Los Angeles, CA  95322
  
                                   (214)855-6778
  
  
                              Tuesday, April 26, 1988
  
  
  ACCOUNTING & TAX SERVICE
  Mr. John Cauble, Jr.
  11056 Shady Trail
  Suite 101
  Dallas, TX  75229
  
  Dear John:
  
  
  
  
  
  
  
  
  
  
  
  
  
  
  
  
  
  
  
  
  
  
  
  
  
  cc:  IN-CONTROL [TM] file
       [04/26/1988,  7:21:30 PM]
  
  
  



                                 Appendix L:
    
                          Overview of Labels Menu :

   This  Labels  Menu  challenges the power of  any  self-contained  label 
   program  that  you  have  ever used  !   It  can  handle  1,000,000,000 
   different  names,  spread among 99,999,999 discrete categories,  and is 
   fully integrated with the rest of the program.   If you want to print 1 
   label at a time,  you can do that with option 1.   This 'remembers' the 
   last record you added or retrieved into the prospect file.  If you want 
   to  print out all labels,  then select option  2.   To print out  those 
   names added since the last time you printed the labels, use option 3 in 
   conjunction with 4.     

   You  can even print out labels based on a comment,  city,  state or zip 
   code entered into the prospect file.  In option 2, you can either print 
   out  all  labels or only those containing a specific  search  criteria.  
   This  feature gives you the ability to add unique fields to the program 
   by entering them into the prospect record comments, then selecting them 
   out  later  for labels.   The reports menu,  Report for  Prospects  and 
   Activities, option 4, Main Program Menu, also has this facility.

   The  remaining  options give you various select and sort  options  that 
   give you total control over your data.

   Additionally,  option A gives you a clear path to your word  processor.  
   Instead of sending labels to the printer, you can elect to send them to 
   a text file, 'VIEW.TXT'. After you leave this program, you can use that 
   text  file within your word processor for insertion into a letter  head 
   or a boiler-plate text.

    ------------------------------------------------------------------------
                              Options for labels                           |
         ----- Make sure your printer is on line before choosing -----     |
                            ---------------------                          |
                            | Please Choose One |
                            ---------------------
       1)  Generate one label for last record searched or added
              [no Prospect record recently accessed]
       2)  Produce labels for all records in Prospect  File
        [In option 2 you can select on any comment, Prospect file]
       3)  Do labels for those records added since this was selected last.
             [pushing option 4 resets all records to unposted]
       4)  Reset all records to an unposted state
       5)  Generate labels for a zip code or range of zip codes
       6)  Make labels for a letter or range of letters in Company name
       7)  All labels, sorted first by zip codes, then secondly by city
       8)  Insert phone number into labels [default =OFF]        [now Off]
       9)  Activate 'Zip+4' feature in zip code             [Zip+4 Off]
       A)  Send labels to printer or text file, VIEW.TXT [send to Text file]
       B)  Select size of Label    [Standard, 3 1/2" by 15/16", 1 across ]
                                                                           |
       H)  Help                                                            | 
       R)  Return to prior menu                                            |
    ------------------------------------------------------------------------


                              OVERVIEW:

   Each label will contain this information: 

                      Company name
                      First name, Last Name
                      Address 1
                      Address 2
                      City, State  Zip code   [Country, if foreign]
    
   Observe that if you have left both the first and last name fields blank 
   in your main record in the prospect file,  the label will skip line  1.  
   If  the  company  name  is the same as the first  and  last  name  (but 
   separated by a comma),  the program will ignore company name also,  For 
   example.  If you have this record:
                              First Name:  John
                               Last name:  Doe
     Company Name: John Doe <=== must have 1 space between the two words

   The  program will skip company name once it identifies that the company 
   name is the same as the first plus the second name.

   Each label contains 35 characters at 10 CPI (characters per inch), even 
   though the label may attempt to print out up to 42 characters.  If your 
   labels  spill  over  beyond 35 characters,  put your printer  into  the 
   compressed  mode (12 CPI).   At 12 CPI,  the printer can fit up  to  42 
   characters onto the label.

                    Note for Canadian and foreign address: 

   The program can also manage foreign addresses.   To see how to do this, 
   go to Appendix 'E'.


   Procedures for Foreign records and labels....................Appendix E
                 with special programming for addresses in: 
                Canada, Australia, Israel and Great Britain!

                               ==============
                               |  OPTION A: |
                               ==============

              Send labels to printer or text file ['VIEW.TXT']  
 
   This  option  is  useful  when  you wish  to  bring  name  and  address 
   information  into  a  word  processor,   such  as   WORDSTAR[TM].    By 
   selectively  outputting these labels to an external text file,  you can 
   import  'VIEW.TXT' into your word processor,  and then manipulate  that 
   address information inside your word processor document.

                             When used with option 1:
   In a hard drive system, every time you write one label to VIEW.TXT, the 
   program will accumulate those labels until you exit the program.  Then, 
   when  you  re-enter the program,  this accumulating process will  start 
   over again.

   In  a floppy based system,  every time you elect to write one label  to 
   the text file VIEW.TXT,  you overwrite the prior label that was sent to 
   that file.


                      When used with all other options:

   Whenever  you  invoke a label option other than number 1 and  elect  to 
   send  those  labels  to a text file,  the  program  will  automatically 
   overwrite the prior VIEW.TXT.

                               ==============
                               |  OPTION 1: |
                               ==============

   Option  1  prints out the label for the last record that  you  examined 
   with the Get option,  Prospect File. Also, when you are entered records 
   into  this file with the Add option,  option 1 on this menu will  print 
   out the label for the last record added.


                               ==============
                               |  OPTION 2: |
                               ==============

   Option  2  generates labels for all records in the  Prospect  file.  Of 
   course if you have already gone to the Main Program Menu and selected a 
   category of interest that selects out some records,  only those records 
   in  your selected category will be printed out.   See the  Help screen, 
   Main Program Menu,  Option 8,  for a further explanation of how you can 
   "layer-in" data.  That feature affects which labels are printed out, if 
   you elect to "layer" or segregate your data. 


                               ==============
                               |  OPTION 3: |
                               ==============

   Option 3 works with option 4,  but is independent of either option 1 or 
   2.   In  brief,  option  3 will print out only those labels  from  your 
   Prospect  file that have been added since was option 3 was invoked  the 
   last time.   In a sense, option 3 is "posting" those records  for which 
   it generates labels.   Then, when you wish to print more labels, option 
   3  checks  to see which are "unposted" and   and then prints  out  only 
   those labels.  

   For example,  lets say you have 300 records in your Prospect  file.  If 
   you  select option 2 to print out your labels,  you will print out  300 
   labels.  If you add another 30 records  in the next two week period and 
   attempt to print them out again using option 2,  the computer will then 
   generate 330 labels.

   If  instead of using option 2 the first time to  print out the  labels, 
   you  had used option 3,  you would have generated  300  labels.   After 
   adding  30 more records,  though,  if you had selected  option 3 again, 
   you  would have had just 30 labels print out--just those that had  been 
   added to the Prospect file since option 3 was selected last. 



                               ==============
                               |  OPTION 4: |
                               ==============

   Option  4 resets all records from a "posted " to an  "unposted"  state.  
   This has the effect of reversing all those entries made by option 3. 

   When  you  invoke  option  4,  you  will  see  the  following  type  of 
   information:

  ===========================================================
     THIS WILL REVERT ALL RECORDS BACK TO THE UNPOSTED STATE.   
                                                                
   THE CURRENT STATUS OF THE RECORDS IN THIS FILE IS :             
                                                                       
     TOTAL NUMBER OF RECORDS IN THE PERSON   FILE :             
          11 records                                                      
     TOTAL NUMBER OF POSTED RECORDS :                           
           1 record                                          
                                                                       
     IF YOU WISH TO ABORT THIS RESETTING PROCESS, THEN ENTER A "R".  
   =============================================================       
                                                                       

   This  screen will show you the total number of unposted records in  the 
   Prospect  file  and  those that are posted (already have  had  a  label 
   printed out using option 3).  Also, at the end of that menu, you have a 
   choice to abort the RESETTING process by entering an "R".


                               ==============
                               |  OPTION 5: |
                               ==============

   With this option, you can select labels for one zip code or for a range 
   of zip codes.  Once you select this, you will see this screen: 


                                                                       
=========================================================================== 
WITH THIS OPTION YOU CAN GENERATE LABELS FOR ONE ZIP OR A RANGE OF ZIP CODES
                                                                       
If you want to select one zip code for your labels, enter a "1".       
If you wish to select a range of zip codes for your labels, enter a "2".    
=========================================================================== 
                                                                       
                                                                       
If you select "1", then you will see this line:                      
                                                                       
    "Enter the single zip code you have selected:"                    
                                                                       
                                                                       
If you had selected "2", then you would see:
                              

      "Enter the first zip in the range you have selected: 70000" 
                                                                            
     "Enter the last zip in the range that you have selected: 80000"        


                               ==============
                               |  OPTION 6: |
                               ==============
                                                                           


WITH  THIS OPTION YOU CAN GENERATE LABELS FOR ONE LETTER OR A RANGE OF LETTERS 
IN THE COMPANY NAME.                                               
                                                                           
After you invoke option 6, you will see this screen:


==============================================================

If you want to select a letter  for your labels, enter a "1".              
If you wish to select a range for your labels, enter a "2".                

==============================================================             
                                                                           
                                                                           
If you select "1" (no quotes), you will then see this screen:              
                                                                           
=====================================================================      
WITH THIS OPTION YOU CAN GENERATE LABELS FOR ONE LETTER OR A RANGE OF      
LETTERS IN THE COMPANY NAME.                                               
                                                                           
If you want to select a letter  for your labels, enter a "1".              
If you wish to select a range for your labels, enter a "2".                
                                                                           
                                                                           
* If you enter one letter, such as "L" (without the quotes), then all labels   
with a company name that begin with that letter will be printed.  If you enter 
two letters, such as "Lo", then all labels that begin with those two letters   
will be printed. Observe that you must meet all upper/lower case conventions.  
                                                                           
Enter the single letter or letters  you have selected:                     
=====================================================================      


If you had selected "2", you would have seen this screen instead:          

                                                                           
=====================================================================      
WITH THIS OPTION YOU CAN GENERATE LABELS FOR ONE LETTER OR A RANGE OF      
LETTERS IN THE COMPANY NAME.                                               
                                                                           
If you want to select a letter  for your labels, enter a "1".              
If you wish to select a range for your labels, enter a "2".                
                                                                           
Enter the first letter or letters in the range you have selected:           
                                                                            
Enter the last letter or letters in the range that you have selected:       
                                                                            
=====================================================================       


                               ==============
                               |  OPTION 7: |
                               ==============

   This  option will sort and print all labels by zip code.   Within  each 
   zip code, the labels will be sorted by company name.


                               ==============
                               |  OPTION 8: |
                               ==============


   8)  Insert phone number into label [default =OFF]            [now off]

   This  option  will insert the phone number in the line for  the  second 
   address.



                               ==============
                               |  OPTION 9: |
                               ==============


   Activate  'Zip+4'  feature  in  zip code.   If you  elect  to  use  the 
   additional  four  digits in your zip codes,  then select  this  feature 
   [On].   This  will print out the additional four digits in the  labels; 
   otherwise, they are omitted.

                               ==============
                               |  OPTION B: |
                               ==============

                            Select size of Label:

   From  this option you can make a selection of label  size.   Currently, 
   these four are supported:    

                   [Standard, 3 1/2" by 15/16", 1 across ]
                   [Rolodex[TM], 4" by 2 1/8", 1 across  ]
                   [Large, 5" by 2 15/16", 1 across      ]
                   [label 4" by 1 7/16", 1 across        ]

   All  metric  equivalents are displayed to you on the screen  with  each 
   label.



                                 Appendix M:
                            Automatic Statements:

   The  Statements Menu is accessed from the Revenue/Expense Summary Menu, 
   option   5:    Menu  for  Statements.    Some  of  the  functions   are 
   interrelated.    Choosing   the  start/stop  date  of  the  summary  in 
   Revenue/Expense also selects the same range in the Statements.

   This  Menu  is a true accounting module,  unlike  the  Proposal/Invoice 
   sections in the program that are word processing  in nature.

   Options  1  and  2 will create the statements for you  after  you  have 
   defined  some default values in option 3.   They draw  their  financial 
   data  from  the activity records.   They will both print out  the  same 
   values  on each statement,  but the Detail Statement will show you  the 
   activities that were summarized to the statement.  

   Remember that the statements module will take all positive values,  add 
   them  together,  then  subtract any negative ones it finds in  activity 
   records.   This  is important to know if you want to  reflect  payments 
   made against an account,  as with a CPA,  or if you want to show payoff 
   history associated with a debtor in a collections system.

   Option   3  gives  you  the  flexibility  to  define  certain  economic 
   characteristics of each statement.  Specifically, you would make one of 
   these three selections: 

                      0 = all statements printed.
   1 = only statements selected that meet a minimum amount, no maximum.
   2  = only statements selected that are between a minimum and a  maximum 
   value.

   The  selections above refer to the summary of the activities  selected, 
   not to a value or charge in any one of them.   You,  of course,  define 
   the minimum or maximum after having made the appropriate selection.

      ------------------------------------------------------------------------
   Start Date                   Statements Menu           End Date          |
  ---------------           ---------------------      ----------------     |
  |  01/01/1901 |           | Please Choose one |      |  12/12/2999  |     |
  ---------------           ---------------------      ----------------

                       1)  Create Summary Statements

                       2)  Create Detail Statements

                       3)  Create Format for Statements

                       4)  Select dollar range of Statements

                       H) Help Screen

                       R) Return to prior menu                              |
                                                                            |
  [Status of Option 4: All records selected, No minimum or maximum selected]|
                         Prospect to be summarized: ALL                     |
   -------------------------------------------------------------------------


                                 Appendix N:
        Printit v3.5, Print functions provided in memos and VIEW.TXT
   [Note:  The  documentation below is supplied by the author of the print 
   functions used in  memo and VIEW.TXT,  Jack A.  Orman.    The  'Running 
   PRINTIT'  instructions can be used for printing an external file,  such 
   as SALESDOC.] 
                          PRINTIT v3.5
                      Copr. 1987 by Jack A. Orman 
                         Armada Sound Lab, Box 858
                         Southaven, MS  38671

   This special version of PRINTIT was written for exclusive  distribution 
   with   PROSPECT [TM]  by  Paul  Sax  of  ACS  Consultants.   It  is not 
   to  be  distributed  except as part of PROSPECT [TM] and  must  not  be  
   altered in any manner.    PRINTIT   v3.1   is   a  standalone   version  
   for  shareware distribution and is available on many commercial BBSs or 
   directly from the author at the above address.

                               Running PRINTIT

   The  proper  format  to  use this program to print an ASCII file is  to 
   enter   the  program  name  on the command line followed by a space and 
   then the name of the file to be printed. Example:

                          PRINT35 filename <ENTER>

   The  filename  can  be  any  legitimate MS-DOS name including  optional 
   drive or path designations.  If the file cannot  be  found,  a  message 
   will  appear  on the screen briefly and then it will return to DOS.  If 
   the file can be found,  a window will open and you will be prompted  to 
   enter the following information:

    Top Margin      default= 5
    Bottom Margin   default= 5
    Lines/page      default=56
    Left Margin     default= 2
    Number pages    0= no numbers
    Header String   <ENTER>= no header

   Hitting  ENTER  at any menu selection will use the default values.  The 
   header  string is limited to 48 characters  and  the  current  date  is 
   automatically printed at the end of the header.

   Most  printers  default  to  a  6 line per inch vertical spacing  which 
   gives  66 total lines per page  on  a  standard  8  1/2  by  11  sheet.  
   Therefore,   the  top margin + bottom margin + Lines/page must equal 66 
   for the printout to be produced in the proper format.  For 8 lines  per 
   inch spacing, 5 + 5 + 78  would be good starting values.

   Make certain that the printer is powered up and on-line before  running 
   this  program  to avoid hanging up the system. No checks are performed
   to test printer readiness.

   PRINTIT   is  furnished  without  liability or guarantee of fitness and 
   suitability for any  specific  purpose.   It  is  up  to  the  user  to 
   determine appropriateness for each application.
                        Jack A. Orman      11/01/1987



                                 Appendix O:
                  Create your own on-line Help/Data Screen!

   This  option allows you to define your own industry-specific  Help/Data  
   screen  and  then  view it anytime throughout the program  by  entering 
   'F1'.  

   Some  applications require that you have detailed lists or codes nearby 
   as you do data entry into the program.  This would be particularly true 
   if  you  are trying to enter codes specific to your industry  into  the 
   prospect of activity records.   

   This  Help/Data  screen  can  contain a few entries  or  up  to  15,000  
   characters.  You can either input this industry specific information at 
   the  keyboard or,  if already typed,  import an external text  file  in 
   place of your manual typing.

   Observe this option on the Main Program Menu:

             A)  Create an on-line Help/Data screen  [ now Off] 

   After you select 'A', you will then see this menu:

   -----------------------------------------------------------------------    
      --------------- Prospect and Activity Tracking System-----------   | 
                                                                         | 
                               Memo Options Menu                         | 
                                ===============                            
            ----------------------------------------------------------     
            |              Monday, November 9, 1987                  |     
            ----------------------------------------------------------     
            |       1)  Edit the existing memo or create a new one   |     
            |       2)  Output the memo to a text file               |     
            |       3)  Input a text file into this memo             |     
            |              [overwrite existing memo]                 |     
            |       4)  Input a text file into this memo             |     
            |              [append to existing memo]                 |     
            |  5)  Set Left\Right Margins:          5            75  |     
            |       6)  Toggle Edit Screen Code Help   [Now On ]     |     
            |       7)  Print options  [Printit v|.5 [TM]]           |     
            |       8)  Activate Help\Data option      [Now On ]     |     
            |       R)  Return to the Main Program Menu              |     
            ----------------------------------------------------------     
                                                                         | 
                  [Current character length of this memo = 0 ]           | 
                                                                         | 
   ----------------------------------------------------------------------| 
    
      Note   that  this  menu is similar in function to the one  described  
   in Appendix K,   Memo Options,   with one exception:  at this menu, you 
   have  option 8.   This allows you to turn 'On' or 'Off'  the  Help/Data 
   screen.

   The  memo you create here is accessible throughout the  entire  program 
   just by entering the 'F1' function key! 


                                 Appendix P:
                           Automatic data back-up

   As  you exit the program,  you will be asked if you wish to back up all 
   of your data.   If you elect to do so,  the program will take all  data 
   and memo files, place them into one archived file, and compress them.

                                                                           
                          Dialogue from the program:
                 [assuming that today's date was November 9]                                
                                                                           
                                  Screen 1:

   ------------------------------------------------------------------------
   The  program will create one archive file containing all of your  data, |
   and  place it onto a backup disk in the disk drive of your choice.   To |
   help you identify the latest back up, the date is automatically  formed |
   as part of the title.                                               
                                                                              
   Enter the disk drive where your back up disk is located: 
   [Please include a colon following the letter, as in 'A:' or 'B:'] 
                                                                           
                                                                           |
                                   A:                                      |
                                                                           |
   ----------------------------------------------------------------------- 

                                                                           
                                  Screen 2: 
                                                                           

   ------------------------------------------------------------------------
                      Receiving your data later:                           |
                                                                           |
   All  of  your  data  files will be saved  into  one  archive  file  and |
   'date'stamped'   to   help   you  later in  determining  which  of  the 
   archives  has the most  recent data.   The data today,  for example was 
   stored in this file:   B:1109ACS.ARC              
                                                                           
   The   first  two  letters  stand for the month,   while  the  last  two 
   identify   the   date during the month on which this backup  was  made.   
   Let's  say that you see  '0804ACS.ARC' on your data disk.   This  means 
   month '8',  day '4', or August 4.  If you saw '1123ACS.ARC',  this file 
   was  created  on month '11',   day '23',  or   December   23rd.     The  
   purpose  for this numbering scheme is so that you  can   have  multiple 
   back up files on one disk,  space permitting, and yet tell at a  glance  
   which is the most recent one.                                      
                                                                           
   Later on,  if you need to restore archived data, enter a command in the 
   form:    
                            PKXARC -R B:1109ACS.ARC                          
   Use  the PKXARC command on the archive file with the most current date.  
   After   finishing   this,   make sure that delete all files  ending  in |
   'NTX' BEFORE  you execute PROSPECT.EXE.                                 |
                                                                           |  
   ------------------------------------------------------------------------


                                 Appendix P:
                           Automatic data back-up
                                 [continued]


                                                                           
                                  Screen 3:                       

                                                                           
   ------------------------------------------------------------------------
       Execute BACKUP after you have left the program:                     |
                                                                           |
   The program has just created an external batch file,   BACKUP.BAT.  You 
   must  execute  this  after you have left the  program.    The  computer 
   doesn't have enough memory to execute it internally  now.    BACKUP.BAT 
   has   all of the correct commands to backup the proper files  into  the 
   appropriate ARC file,  but you must still execute BACKUP after you have 
   left the program. 
                                                                           |
                                                                           |  
   ------------------------------------------------------------------------  





                                    Appendix Q
                  Using the CALLBACK feature in the Activity file


   In  the early development of this program,  some users would go through 
   this process to create a daily follow up list:

   1)  Create  'Today's Appointments' report from the Appointments Menu.
   2)  Place  'Today's Appointments' next to the computer.
   3)  Go to the Activity file, ADD option and add one activity record for 
   the name of every prospect on the 'Today's Appointments' printout.


   After a while, my customers began asking me to streamline this process.  
   From these requests came the CALLBACK feature.  

   This function is ideal for those who do continuous daily telemarketing.  

   Let's  say  that you had committed to 15 callbacks on a  given  Monday. 
   Instead  of having a printed 'Today's Appointments' report in front  of 
   you,  the program will automatically 'stack up' those 15 callbacks  [or 
   any  appointment/commitment]  behind the CALLBACK  option.    Once  you 
   select  this  feature,  the program go into a loop 15 times  until  all 
   callbacks are processed. 

   This loop consists of:

   1)   Identifying  the name of the current prospect being  processed  in 
   this  'stack' of 15.
   2)   Displaying  the  date when the  original  commitment  for  today's 
   callback/commitment was made in a prior activity record .
   3)   Showing the comments entered in the prior activity record that had 
   created today's callback/appointment.
   4)  Creating a new activity record for THAT prospect as though you  had 
   gone into the ADD option for the activity file.  Note that all features 
   in  the activity Add mode remain intact,  such as:   dailing the  phone 
   number and  creating proposal/invoices.


   Observe that if you are unsuccessful in competing the callback and  you 
   identify  that you wish to 'ignore this record',  the program will keep 
   that  callback in its 'stack' until you have successfully processed  it 
   today.


   If you want to go to lunch, you can abort the processing of the 'stack' 
   of 15 at any time.   Once you leave this CALLBACK routine,  the program 
   remembers  how  many were in the original 'stack' [15],  and  how  many 
   remain unprocessed.   After lunch, if you re-enter the CALLBACK option, 
   the program will remember where in the 'stack' you left off.



                                 Appendix R: 
              Consolidating Multiple Categories in your reports   

   As you become knowledgeable in the use of the Category function, you'll 
   notice that the Select,  Move,  Delete,  and Undelete Category' feature 
   [Main  Program Menu,  option 8] allows you to mix either all categories 
   together  or  split  out any one.   Once you  have  selected  a  single 
   category,  then  all  functions in the  program--reports,  labels,  new 
   activities--are  accessible to only those records with your  designated 
   category.   In  other words,  once a category is  selected,  ALL  other 
   records in the program will disappear until you select another category 
   or elected to 'jumble' all categories together.

   Over  time,  users  have  asked  for  a  way  to  consolidate  multiple 
   categories  in  their reports,  though not necessarily all at the  same 
   time.   For those users wanting SELECTIVE consolidation of  categories, 
   this feature is available in the 'Reports for Prospects and Activities' 
   menu [Option 3, Main Program Menu].

   Once in this reports menu, observe option #5, 

       5)  Category Consolidation Feature:   [Consolidation OFF]

   After you have selected option 7, you will see this screen:
    
   =========================================================================|
                        Category Consolidation:                             |
                                                                            |
  At this menu, you can base your reports on either a range of categories or 
  a list of non-continuous individual categories .   For example, if you had
  selected a range, then you could combine all records from categories 1
  through 50.  You can select any size range, from a range of 50 to a range
  of 50,000 categories.   If you had selected to input a non-continuous list
  of categories, then you could enter up to 200 categories for consolidation,
  such as to combine categories 10, 11, 15, and 20.

  Enter your selection now:  '1' will allow you to select a range of        |
  categories, '2' will be for a non-continuous list of categories.          |
                                                                            |
    ========================================================================

   This menu gives you the choice of selecting your consolidation based on 
   ONE  range of categories or on a list of up to 200 non-continuous ones.  
   An  example of range would be those records that fall in the  range  of 
   category  '200'  to category '400'.   With the  'range'  option,  those 
   categories  are consecutive.   When you select a 'non-continuous list', 
   they can be in any random order you want, up to 200 of them.

   After  you have selected your option,  the program will prompt you  for 
   the  data it needs to continue the consolidation.   Once you return  to 
   the menu 'Reports for Prospects and Activities' menu, any report option 
   you then select will be consolidated as per your request.   
    
   Remember  that this category 'Consolidation' feature works only in  the 
   'Reports for Prospects and Activities' menu.

     
                                 Appendix S

                           History of the Product
             Statement of Principles from the Database Designer
                            and Software Author:  
                                  Paul Sax
      
                                  Overview:

   This  author is puzzled but gratified to hear the chorus of praise that 
   has arisen among the users of IN-CONTROL [TM], attesting to its ease of 
   use.  If true, that observation is merely the outcome of a program that 
   achieves its objectives.

   As  a  user myself of IN-CONTROL [TM] for my  registered  customers,  I 
   remain  convinced  that  this  is the most  complicated  and  ambitious 
   program  that  I  have ever used.   Its goal is nothing  less  than  to 
   convert   most  of  your  manual  data-gathering  processes  into   ONE 
   computerized system.   

   Software,  when  well designed and developed through the interaction of 
   end users, has the potential to do just about anything.  

                                   Design:

   I  created  the  nucleus  of this program in a  commercial  design  and 
   programming  contract  for a Dallas businessman.  First as  a  contract 
   assignment  and then later as Shareware,  this program has acquired  an 
   immediate  following of business people.   In a  sense,  the  marketing 
   response  to this program has always been ahead of my awareness of  its 
   marketability.

   Where  other  programs  have  lots of colorful  screens  with  no  data 
   connectivity  between  them,   IN  CONTROL  [TM]  provides  a  seamless 
   integration  between different modules within the program.   This means 
   that aside from the initial data entry from you in the main  file,  you 
   have  very little data entry.   The program CREATES and MANAGES a large 
   volume of data for you--accurately,  quickly,  and in a logical  manner 
   that makes it easy to use this powerful program.   


                          First National Exposure:

   In  March,  1987   Monica Grijalva,  Director of Sales at  PC-SIG,  the 
   largest distributor of shareware in the United States, began using this 
   program  to manage and track their 1,500 corporate accounts.   She  had 
   evaluated  a number of programs,  commercial and shareware,  with  very 
   little  success.   Either  the programs were too  complicated  or  they 
   didn't work.   

   Shortly thereafter,  they made a decision to run an ad in the July 1987 
   issue of 87 PC World,  page 308,  featuring a likeness of my face in an 
   'Author  Profile'  series ad with two paragraphs devoted to IN  CONTROL 
   [TM].  In the July 1987 issue of PC-SIG Magazine, they reported that my 
   program was number 8 in their top 100 list in sales.


                           Totally self-contained:   

   Everything referenced in this documentation is available as the program 
   stands.  No accessory products are marketed with IN CONTROL [TM].  When 
   the documentation describes the invoicing/proposal function, that is in 
   YOUR  program.   As you reflect on the various items mentioned  in  the 
   Appendices, every one of them is in YOUR program!

                           Unrivaled performance: 

   IN  CONTROL  [TM] will manage up to ONE BILLION  records,  labels,  and 
   phone  numbers.   Within that data you can segregate up  to  99,999,999 
   layers  or categories of data.    This is useful,  for example,  as you 
   load  in  business  cards or mailing lists  that  come  from  different 
   sources.  
    
   Using  Alan  Simpson's Algorithm in the 'Search through Data'  menu,  the 
   program  can locate and display to your screen 8 consecutive records  out 
   of 1,000,000  in 10 seconds!

                  The most intelligent phone dialing system
                that you have ever seen in any micro computer
                        application software program: 

   Using  your Hayes[TM] or Hayes [TM] compatible modem,  IN CONTROL  [TM] 
   can  automatically  distinguish  between 3 classes of  outgoing  calls:  
   local,  local toll,  and long distance.  As you elect to dial the phone 
   number by entering one key,  IN CONTROL [TM] tells you if it is  local, 
   local toll, or long distance and then dials it accordingly!


                Stable, free of software 'bugs', and mature: 

   The  author  of IN CONTROL [TM] well knows the detestable  practice  of 
   barring  programmers  from  interacting  with  end  users  in  creating 
   software.   For this reason, most commercial software enters the market 
   stillborn,  filled  with  marketing  promise  but anemic  and  with  no 
   product revisions planned. 

   IN  CONTROL [TM] has caught fire nationally and internationally because 
   it has evolved and matured with its expanding customer base.

                   Documentation that you can UNDERSTAND!  

   No  prose  follows  a  more circuitous  path  than  technical  writing.  
   Prohibited  from using personal pronouns,  Tech Writers typically  turn 
   out manuals that reek of passivity and condescension.   As you read  my 
   manual,  however,  you  can  hear me  speaking:  clear,  distinct,  and 
   addressing you as an equal.  This type of writing, written in the first 
   person  and using personal pronouns,  is heretical in  most  commercial 
   software. 


                                 Appendix T:    
                      Assigning priorities to Prospects

   As  you accumulate prospect records,  you'll see that beyond scheduling 
   future appointments and splitting out data by categories,  you may also 
   want  to  assign individual priorities to some or all of  the  prospect 
   records.   This  feature  gives  you the  flexibility  of  assigning  a 
   priority code of your choice,  from 1 to 9999,  to each prospect.   The 
   default  is '0',  and you can change this value anytime in the Prospect 
   File just by going back into the Edit mode.  

   Your  assignment  is  arbitrary and can be all  inclusive  or  mutually 
   exclusive.    That is,  different prospects can share one priority code 
   or, if you wish, each prospect can have his or her own code.

   You assign this code in the lower right corner of each prospect record.  
   Observe this line on the Add or Get screen, Prospect File:
      
              Referred by :                   Priority, if any: 


   You enter your code, if any, to the right of 'Priority'.


   To  extract  out those records to which you have  assigned  a  priority 
   code, observe option 7 on the Main Program Menu:  

          7)  Appointments and List of Priorities




                                 Appendix T:    
                                 [continued]

   Once you select this option, you'll see this Appointments menu:


   ----------------------------------------------------------------------
    ----------- Prospect and Activity Tracking System ---------          |
                                                                         |
                               Appointments Menu                         |
          *****Make sure your printer is on line before choosing*****
                            ---------------------
                            | Please Choose One |
                            ---------------------

 1)  List out all prior Appointments
     (Occurring  prior to today)
 2)  Produce today's Appointments
 3)  Print all future Appointments, excluding today's
 4)  Print all future Appointments, including today's
 5)  Display a graphics image of any 14 day period of  Appointments
 6)  Select your start/stop date for Appointments, then print out
 7)  Similar to option 6, but identifies only UNPROCESSED Appointments
                  [Used with CALLBACK option, Activity Menu]
 8)  List of Priorities, if any [by date]

 H)  Help Screen for Appointments Menu                                   |
                                                                         |
 R)  Return to prior menu                                                |    
    ---------------------------------------------------------------------


   Option 8 gives you the flexibility of selecting those records from  the  
   Prospect  File to which you have assigned a priority code.   Also,  you 
   can indicate that date range, if any, for your selection of priorities.   
   This  date  range refers to that date when  each  prioritized  prospect 
   record was first ENTERED into the system.



                                 Appendix U

                          Installation Procedures:

                                                                           
   When  you  first  invoke the  program,  PROSPECT.EXE,  IN-CONTROL  [TM] 
   presents you with this screen:

   ----------------------------------------------------------------------  
                    Prospect and Activity Tracking System                |
                                                                         | 
                              Install Program                            | 
                            -------------------                            
                           | Please Choose One |                         
                            -------------------                            
          1)  Install program for a hard disk                            
          2)  Install program for a floppy disk-based system [1 or 2 drives]  
          3)  For Monitor, select B/White or Color Palette [now black & white]
          4)  Not implemented                                            
          5)  Install automatic phone dialing through modem [Dialer OFF      ]
          H)  Help  
          B)  Turn off system  'BELL', reduces beeping     [  Bell ON        ]
          C)  Turn on billing/stopwatch subsystem          [Timer system OFF ]
 12 Pack===>D)  Make your own software!: 'flavor' and terminology options  
                                                                           
 First time installation:  Observe the options above.  You must select either
  options 1 or 2 LAST.  To select an option, enter one key, without a Return.
                                                                           
   ----------------------------------------------------------------------  

   As you review the installation procedures, observe that you must select 
   1  or 2 LAST,  and that once inside the program you can return to  this 
   menu anytime by entering the Other Options Menu, Install option.  

   This menu will respond to one keystroke.  

                               ==============
                               |  OPTION 1: |
                               ==============

                     1)  Install program for a hard disk                            

    Option 1 will install the program for a hard disk.   It performs  some 
   system  maintenance.    If  the  program  detects  the  presence  of  a 
   'CONFIG.SYS'  file,  it will append two commands to it:

                                  FILES=20
                                 BUFFERS=15

     If not, IN-CONTROL [TM] will create a CONFIG.SYS file from scratch.



                               ==============
                               |  OPTION 2: |
                               ==============


     2)  Install program for a floppy disk-based system [1 or 2 drives]  

   Option 2 sets up the program for a floppy disk system.  Once you select 
   this option,  IN-CONTROL [TM] will, in turn, ask you if you have 1 or 2 
   disk drives in your computer.
                                                                           


                               ==============
                               |  OPTION 3: |
                               ==============


    3)  For Monitor, select B/White or Color Palette [now black & white]

   Just  prior  to this menu,  IN-CONTROL [TM] attempts to discern if  you 
   have a monochrome or a color screen.  If yours is color, you can select 
   from any one of 10 color palettes.   At any time in the future, you can 
   come back to this option and change the color settings!


                               ==============
                               |  OPTION 4: |
                               ==============

Not implemented.

                               ==============
                               |  OPTION 5: |
                               ==============

    5)  Install automatic phone dialing through modem [Dialer OFF      ]
     
Option 5 is the automatic phone dialing system and is covered in:

   Automatic Telephone Dialing System:...........................Appendix X


   Generally  speaking,  its  best to leave this option alone  during  the 
   first time installation and come back to it after you have gone through 
   the tutorial.

                               ==============
                               |  OPTION H: |
                               ==============

                                  H)  Help  

   The Help option is the on line 'Help' screen.


                               ==============
                               |  OPTION B: |
                               ==============



    B)  Turn off system  'BELL', reduces beeping     [  Bell ON        ]

   Option  B  turns  the system bell 'on' or 'off'.   As you  become  more 
   conversant  with this program through its tutorial,  you may  elect  to 
   turn this bell 'off'.


                               ==============
                               |  OPTION C: |
                               ==============

      C)  Turn on billing/stopwatch subsystem       [Timer system OFF ]

   This   option  branches  to  a  powerful  billing/stopwatch  subsystem, 
   explained in:
    
   Time and Billing Stopwatch subsystem.........................Appendix F
          [time and bill every activity, with up to 9 labor rates]    

                               ==============
                               |  OPTION D: |
                               ==============

 12 Pack===>D)  Make your own software!: 'flavor' and terminology options  


   Option D is the '12 Pack' option.

   This   program  is  so comprehensive that it can function in  any   one  
   of  over 20 capacities [originally 12,  hence '12 Pack' or 12  Software 
   Packages].   You can select how you want this program to present itself 
   from  this menu,  or you can come back to this '12 Pack' option at  any 
   time.





                                 Appendix V:

                Economic Value of the Portfolio of Prospects

   Finally,  a feature commonplace in the investment community migrates to 
   this  program.   IN-CONTROL [TM] now has the ability to determine  what 
   the  current value is of your Portfolio of Prospects.   These  economic 
   measures   have  long  been  applied  to  stocks,   bonds,   and  other 
   investments,  but are just now being applied to determine the  economic 
   value  to  you  of  a group of PEOPLE.    They  give  you  an  economic 
   assessment  of all of those economic events that could occur,  adjusted 
   for the passage of time as well as minimum/maximum constraints.


   Observe option C on the Main Program Menu:

    ======================================================================
    ----------------- Prospect and Activity Tracking System------------- |
                                                                         |
                                      ACS                                |
  ---------------           ---------------------      ----------------
  |  02/26/1988 |           | Please Choose one |      |  8:24:54 PM  |
  ---------------           ---------------------      ----------------
                Main Program Menu for Friday, February 26, 1988

   -- Records: --
      [ 12 ]            1)  Prospect File and Mailing Labels
      [ 20 ]            2)  Activities File and Proposals/Invoices
                        3)  Reports for Prospects and Activities
                        4)  Revenue/Expense Report and Statements
                        5)  Other Options
                        6)  Search Through Data, Memos, and Memo Status 
                        7)  Appointments and List of Priorities
                        8)  Select, Move, Delete, and Undelete Category
                        9)  Base Station/Remote Site Consolidation
                        A)  Create an on-line Help/Data screen  [ now Off]
                        B)  Output to external word processor/merge file
                        C)  Economic Value of the Portfolio of Prospects  |
                                                                          |
                        X)  Exit System                                   |
   =======================================================================


                                 Appendix V:
                                 [continued]

Once you select option C, you will see this menu:

   =======================================================================
    ----------------- Prospect and Activity Tracking System-------------- |
                                                                          |
                 Economic Value of the Portfolio of Prospects             |
                                ===================
            ==========================================================
            |              Friday, February 26, 1988                 |
            |--------------------------------------------------------|
            |       1)  Select default criteria for Aging Analysis   |
            |                                                        |
            |       2)  Process and Age Economic Values              |
            |       3)  Create report, sorted by Prospect            |
            |       4)  Do report, sorted by current Economic Value. |
            |                                                        |
            |                                                        |
            |                                                        |
            |                                                        |
            |       R)  Return to prior menu                         |
            |                                                        |    |
            ==========================================================    |
                                                                          |
    ======================================================================


                      Overview of options at this menu:
   Option  1  establishes the global default variables for this  analysis.  
   Option  2 does the actual Aging Analysis.   Options 3 and 4 give you  a 
   choice  of  how you want the records presented  in  a  report:   either 
   sorted  by  company name of prospect and showing the  current  Economic 
   Value; or sorted in ascending order of the current Economic Value.




                             Detail on option 1:

   In  option  1  of  the Portfolio of Prospect Menu you  define  these  4 
   variables:

                              Global Variables:

   1)   'Plateau' value for the Aging Analysis, in weeks:
   2)   'Floor' % value for the Aging Analysis:
   3)   'Decay Slope', linear or logarithmic:
   4)   'Half-Life' value for the 'Decay Slope', in weeks:


                                 Appendix V:
                                 [continued]

                                Global Variable 1:
                                 'Plateau' value:

   The  'Plateau' value describes the period of time that passes,  if any, 
   without any economic loss.   If,  for example,  you are trying to track 
   the economic value of proposals that you submit,  your experience might 
   be that for every proposal that you submit 8 weeks may pass before your 
   prospect  will evaluate what you have submitted.   If  your  experience 
   shows that this 8 week period almost always occurs without any economic 
   decay  associated with it,  then each proposal has an 8 week  'Plateau' 
   value associated with it. 


   The  purpose  of  the 'Plateau' value is to allow an aging  process  to 
   occur while reflecting the reality of that market:  in many industries, 
   a  period of time passes BEFORE any economic decay can be  presumed  to 
   start.   If  you attend trade shows,  a 4 or 6 week follow up may occur 
   before which the economic utility of those contacts begins to decay.

   You tailor the 'Plateau' value for your industry and particular set  of 
   circumstances.   Once  defined,  it  causes  the analysis to  extend  a 
   'plateau' for that number of weeks BEFORE starting the decay  analysis.   
   You can select any number of weeks to reflect your industry,  including 
   the default value of '0'.


                                Global Variable 2:
                                   'Floor' value   

   The  'Floor'  value is the percentage you input that places a floor  at 
   the  bottom of the decay slope.    If you enter a  'Floor'  value,  the 
   program will stop the decay when it reaches that level.  The purpose of 
   this  is  to  recognize,  for example,  that regardless of how  long  a 
   proposal is outstanding, it may always have some residual value to you.  
   If  you  define the 'Floor' value to be 25% for a prospect that has  an 
   potential value of $100,000,  then the decay analysis will stop when it 
   reaches $25,000.     

   Note that value is ALWAYS entered as a percentage,  not a decimal,  and 
   that you can have any value from 0 to 99.99.


                             Global Variable 3:

                    'Decay Slope', linear or logarithmic:

   The 'Decay Slope' variable gives you the choice of using a linear decay 
   slope or logarithmic.

                                 Appendix V:
                                 [continued]

   The Linear slope describes those economic events that will decline  the 
   same absolute amount each week.   If,  for example,  you determine that 
   business  cards  you  acquire at a trade show become  worthless  in  10 
   weeks,  then  you could say they loose 10% of their economic value each 
   week.    If proposals that you submit become worthless after 20  weeks, 
   then you could say they loose 5% of their value each week.  If you work 
   for  a  bank and are using this program to track bad  debt  collections 
   activity,  then  you  have a clear idea of how each person in the  file 
   becomes increasingly less likely to pay given the passage of time.

   In addition to the Linear slope,  you have another choice: logarithmic.   
   You can think of this method as being a variation of compound interest.  
   Instead  of  principal  and  interest being  compounded  in  your  bank 
   account,  a  potential economic event such as closing a sale  is  being 
   reduced or decayed in the same manner.    

   For you mathematicians,  the logarithmic decay process is:  "the change 
   in quantity over any time interval ...  proportional to the size of the 
   interval and to the average value of the quantity over that  interval."   
   The  logarithmic decay process is computed using L'Hopital's Rule.    A 
   value  decays  exponetially  if its instantaneous  rate  of  change  is 
   proportional  to  its  instantaneous value.   There  are  many  natural 
   processes,  like  bacterial  growth  or  radioactive  decay,  in  which 
   quantities increase or decrease at an "exponential rate."

   Assuming an initial 'Economic Value' of $10,000, no 'Plateau' value, no 
   'Floor', and a 'Half-Life' of 10 weeks:
                                                      Weekly Percentage 
                      Cumulative Decay: $               decline:
                      
                 Linear          Logarithmic        Linear    Logarithmic
                 ------          -----------        ------    -----------
    Week           
     1            $500                $669              5%        6.7%  
     2            1000                1294              5         6.24
     3            1500                1877              5         5.83
     4            2000                2421              5         5.44
     5            2500                2928              5         5.08
     6            3000                3402              5         4.73
     7            3500                3844              5         4.42
     8            4000                4256              5         4.13
     9            4500                4641              5         3.84
     10           5000                5000              5         3.59
     11           5500                5334              5         3.35
     12           6000                5647              5         3.12
     13           6500                5938              5         2.92
     14           7000                6210              5         2.72
     15           7500                6464              5         2.53
     16           8000                6701              5         2.37
     17           8500                6922              5         2.21
     18           9000                7128              5         2.06
     19           9500                7320              5         1.93
     20          10000                7500              5         1.79

                                 Appendix V:
                                 [continued]

   Observe that the logarithmic decay is accelerated in the beginning  but 
   begins to trail off after a while.  At 10 weeks (the 'Half-Life'), they 
   both have the same amount of accumulated decay:  $5000.  

   Note  also  that  after 20 weeks,  the logarithmic decay  is  not  100% 
   completed but only 75%.   In concept, this decay rate will trail out to 
   infinity.  After 30 weeks, for example, the cumulative decay is $8,750.           



                             Global Variable 4:

             'Half-Life' value for the 'Decay Slope', in weeks:


   The 'Half Life' is defined as that point at which the economic value of 
   a  contact or event has declined to half of its original  value.   This 
   value  is  highly subjective and reflects your appraisal  of  when  the 
   economic status of a proposal,  bid,  or contact has dropped to half of 
   its original potential value.

   The  'Half  Life' is used by the program with Global  Variable  3,  the 
   'Decay Slope', in calculating the weekly decay rate.

                 Variables defined for every prospect:
                            Local variables

   Observe at the bottom left of the data screen for your prospect record:

===========================================================================
Date            04/15/1986                                                |
Name of contact:  Addressed as (Mr., Ms., Miss or Mrs.)    :Mr.           | 
    First Name :John D.                   Last Name :Cauble, Jr.          |
Full Company name of Prospect :         Accounting & Tax Service
 == Address of Prospect ==
Address1  :11056 Shady Trail
Address2  :Suite 101
City :Dallas
State TX     Zip Code [Zip+4]  75229-   0
Phone Number  :(214)357-5454
Comment one :He is the accountant who does some work for Lolir Lectronics
Comment two :(also call (214) 357-5461)
Referred by :                                     Priority, if any:       
Date Revenue/Expense last  summarized 01/01/1901      Time of update :
Summary of Revenue/Expense for this Prospect, all activities              |
Category Selected                                        1                |
Economic Value:                        17000                              |
===========================================================================  


                                 Appendix V:
                                 [continued]

   This 'Economic Value' field defaults to '0'.  If you enter any other 
   value, you will see the next screen:


   =======================================================================
           == Data entry screen for Economic Value of this Prospect ==    |
                                                                          |
 Starting Date for this Aging Analysis:      04/14/1986                   |

 Last date Aging Analysis performed:           /  /

 Economic Value of the Aging Analysis the last time it was run:
                                           0.00

 Exclusion switch: '0' includes this value in Aging Analysis, '1' excludes it:
                                   0                                      |
   =======================================================================


   Of the 4 fields, you can change the first and last one only.  


                    Definitions of local variables:
                variables available for every prospect

   Starting Date for this Aging Analysis:
   Last date Aging Analysis performed:
   Economic value of the Aging Analysis the last time it was run:
   Exclusion switch: 


                           Local variable 1: 

                Starting Date for this Aging Analysis:


   When  you  first  enter a value for 'Economic Value'  on  the  prospect 
   record,  the  program  inserts that date into the 'Starting Date' as  a 
   default value.  You can place any date you wish into this field.  

   This date becomes the starting point for the decline analysis.   If you 
   had defined a 'Plateau' value earlier, then that 'Plateau' would extend 
   outward from this starting date.



                                 Appendix V:
                                 [continued]

                           Local variable 2: 

                  Last date Aging Analysis performed:

   Everytime you perform an Aging Analysis,  that date is placed into this 
   field.


                           Local variable 3: 

    Economic value of the Aging Analysis the last time it was run:

   This  variable  shows what the current value was at the time  an  Aging 
   Analysis  was  processed.   Local variable 3  reflects  the  'Plateau', 
   linear or logarithmic decay slope,  and 'Floor' value in effect at that 
   time.


   This variable,  as well as the original 'Economic Value',  are  printed 
   out  in either of two reports available to you in option 3 and 4 in the 
   Menu for Economic Value of the Portfolio of Prospects              


    Economic value of the Aging Analysis the last time it was run:



                           Local variable 4: 

                           Exclusion switch: 

   This  variable  gives you the option of turning 'on' or 'off'  any  one 
   prospect  record  for  your  Aging  Analysis.    The  purpose  of  this 
   'Exclusion  switch'  is to leave the original 'Economic Value'  on  the 
   prospect  screen,  if you wish,  and yet bypass this record during  the 
   analysis.    If  you replaced,  say,  '50,000' in the 'Economic  Value' 
   field with a zero, you could achieve the same effect but you would lose 
   the information that showed the original value.


                              Quick Label [TM]:
                                 Appendix W

   Quick  Label  [TM]  takes  the  power and  flexibility  of  the  Labels 
   Management  menu and makes that power accessible to you in 4  different 
   parts of IN-CONTROL [TM] through one keystroke!

   Referring back to the Labels Management menu, here are your options:

   ========================================================================|
                                                                           |
    ----------------- Prospect and Activity Tracking System -------------- |
                                                                           |
                    Options for Labels Management
        ==  Make sure your printer is on line before choosing  ==
                        ---------------------
                        | Please Choose One |
                        ---------------------
     1)  Generate one label for last record searched or added
                [no Prospect record recently accessed]
     2)  Produce labels for all records in Prospect  File
    [Select on any Comment,City, State, Zip code in Prospect file]
     3)  Do labels for those records added since this was selected last.
           [pushing option 4 resets all records to unposted]
     4)  Reset all records to an unposted state
     5)  Generate labels for a zip code or range of zip codes
     6)  Make labels for a letter or range of letters in Company name
     7)  All labels, sorted first by zip codes, then secondly by city
     8)  Insert phone number into labels [default =OFF]           [now Off]
     9)  Activate 'Zip+4' feature in zip code                   [Zip+4 Off]
     A)  Send labels to printer or text file, VIEW.TXT  [send to Printer  ]
     B)  Select size of Label       [Standard, 3 1/2" by 15/16", 1 across ]
     H)  Help                       [  Metric equivalent: 89 X 24mm       ]|
                                                                           |
   ========================================================================|

   The  flexibility of this menu in giving you total control of your  data 
   is  UNPARALLELED!   Option  B,  for example,  gives you a choice  of  4 
   different  label  sizes with metric equivalence just by entering a  'B' 
   repeatedly.  The details of how this menu works are in:

   Labels Menu:
    10 options that give you control over your data..........Appendix L

   Prior to Quick Label [TM],  everytime you wanted to print out one label 
   from  the  Prospect file,  you had to come back to this menu and  enter 
   selection 1.    IN-CONTROL [TM] did remember the last record you either 
   added through the 'Add' option or accessed through the 'Get' option  of 
   the Prospect file.

                        Prospect file:  'Get' option

   With  Quick  Label [TM],   IN-CONTROL [TM] makes selection  1  for  you 
   without  your  having  to branch back to this  menu.  

     
   Let's say, for example, that you are accessing a record in the Prospect 
   file  with  the 'Get' option.   On the bottom of the screen,  you  will 
   observe these commands:

          ENTER N FOR NEXT, P FOR PREVIOUS                  Return  Exit
              S FOR SEARCH, M FOR MORE COMMANDS
 F3  Quick Label    F4 Memo Options     F8 DIAL PHONE       F9 HANG UP PHONE

   By  selecting 'F3',  IN-CONTROL [TM] will print out a single label with 
   the  data from this record.   Observe that IN-CONTROL [TM]  'remembers' 
   the  current  status of all options on the Labels Management  menu  and 
   prints  out this single label with those in mind.    If you want  phone 
   numbers  inserted  into  the single label,  you must  first  make  that 
   selection in the Labels Management menu.   Once  done,  however,  Quick 
   Label  [TM]  will  print out individual labels with  the  phone  number 
   wherever Quick Label [TM] is accessed.

                        Prospect file:  'Add' option

   When you add a record to the Prospect file, you will note these options 
   on the bottom of the screen:

     ---------------------------------------------------------------------|
              To create a new memo for this record, enter a '2'.          |
       Enter a '3' to create one quick label, '1' to bypass memo & label  |
     ---------------------------------------------------------------------|

   Option 3 will activate Quick Label [TM] and print out one label as  you 
   have defined the label to appear on the Labels Management menu.

                         Activity file: 'Get' option

   Whenever  you  locate  a record in the Activity file  using  the  'Get' 
   option, the following commands will appear on the bottom of the screen:

   =========================================================================
          ENTER N FOR NEXT, P FOR PREVIOUS                                  |
              S FOR SEARCH, M FOR MORE COMMANDS             F3 Quick Label  |  
RETURN Exit F4 Memo  F7 Proposal/Inv    F8 DIAL PHONE       F9 HANG UP PHONE|
   =========================================================================|

   Again,  as in accessing the Prospect file, 'F3' will invoke Quick Label 
   [TM]  and  will print out one label without your having to  leave  this 
   screen.
                            Activity file: 'Add' option

   When  you  are  adding  records to the Activity file  using  the  'Add' 
   option, the following commands will appear on the bottom of the screen:

   =========================================================================|
      To ignore this entry, enter a "1";  for Quick Label [TM], enter F3    |
Enter F4 for Memo option, F7 for proposal\invoice, any other key to continue|
   =========================================================================|

   If  you  enter 'F3',  IN-CONTROL [TM] will summon Quick Label  [TM]  to 
   create one label.


                     Automatic Telphone Dialing System:
                                 Appendix X
                    
                               IN-CONTROL [TM] 
      has a built in intelligent Telephone\Speakerphone Dialing System,
               that dials all of your phone calls for you and 
         tells you if they are local, local toll, or long distance.

     The program stores & dials up to one BILLION phone numbers for you, 
                             and will dial from:
        Dallas to New York,
                             Sydney to Melbourne,
                                                 or London to Leeds!


                           Automatic phone dialer:

   This dialer is installed from Other Options Menu,  Install menu, option 
   5.  [The  Install menu is presented to you upon initial installation, 
   but  you can return to it at any time.]   Once installed,  it  can  dif 
   ferentiate  between  local and long distance area codes,  and can  even 
   dial  a  local toll call for you.   It can dial through  your  PBX,  if 
   necessary,  and  can even connect to a local access number for  a  long 
   distance dialing service, and then input up to 20 digits.

   The  dialing  feature is available to you at these  screens:   Prospect 
   file,  G)et option;   Activity file,  A)dd option;  Activity file, G)et 
   option.    On the bottom of these three screens you will observe either 
   F8 to dial and F9 to hang up,  should you elect to hang up prematurely.  
   Of the 3 entry points into the dialing system,  the most typically used 
   is the Activity file, A)dd option.

   Once  properly installed,  the program will disable your modem so  that 
   between  menus  your modem will not accept incoming  calls.  By  having 
   disabled the modem,  you can continue to receive incoming voice  calls.  
   [Most  dialing programs will dial out but the modem will intercept  all 
   incoming voice calls on the first ring]


    ==Automatic dialing for countries outside of the U.S.A. and Canada:==

             Establishing a default 'area code/STD':

   You  can  do  this in one of two places in  IN-CONTROL  [TM].   On  the 
   Installation menu is option 5):
            Install Automatic Phone Dialing through modem.  

   Once  selected,  this option gives you the ability to define your 'area 
   code/STD'.   You can also select this value from the Other Option Menu, 
   option C): 
                  Customize this system to your needs

   Once there, you can select option 2:
               2) Default State, City, State, Area Code


   Once you define your 'area code/STD',  IN-CONTROL [TM] will then assign 
   that value to all new records in the Prospect file,  followed by a '/'.  
   Let's say that you assign an 'area code/STD' of '03'.   Every time  you 
   add  a record to the Prospect file,  you will see this as in the  phone 
   number field:
                   Phone:         03/

   For all those numbers that fall within this STD, enter the local number 
   after the '03/', without any spaces.   For example:

                       Phone:  03/6465255

   IN-CONTROL [TM] will interpret this to mean that the 'area code/STD' is 
   '03',  while  the  local  number is '6465255'.   You can have up  to  5 
   characters  in  the 'area code/STD',  with any combination  of  leading 
   zeros.    If your 'area code/STD' has one digit,  while an adjacent STD 
   has 5,  IN-CONTROL [TM] will figure out which are local and which phone 
   numbers are long distance and will then dial them accordingly.

   For  the dialing system to work properly,  you must identify  an  'area 
   code/STD' for ALL numbers, including local ones.  Also, IN-CONTROL [TM] 
   uses the '/' as a marker to distinguish between the 'area code/STD' and 
   the local number.   Make sure that in your entry for phone number,  you 
   exclude any spaces.


                           ===== Australia: =====

   Lets  say that you are in Melbourne,  and have customers in Sydney  and 
   Brisbane.  Their complete numbers are:

                    STD        Local Number

   Melbourne        03           6465255       [your number, let's say]

   Melbourne        03           6465252       [a branch office]

   Sydney           02           6532389       [a customer]

   Brisbane         07           3741311       [another customer]
 

   First,  you would enter '03' as your default 'area code/STD'.  Then, in 
   the Prospect file, you would enter these numbers in the phone field:


  First record      03/6465252       [a branch office]
  second record     02/6532389       [a customer]
  third record      07/3741311       [another customer]

   Once  you  told IN-CONTROL [TM] to dial the number,  the program  would 
   figure  out which are local,  which are long distance,  and would  dial 
   them accordingly.   


                         ===== Great Britain: =====


   Within  its STD's,  Great Britain also uses a series of 'local  codes'.  
   'Local codes' are defined to exist within one 'Dialing directory'. 


              Different STD's, same 'Dialing directory':

   In some cases, two towns have different STDs but are so close that they 
   can  dial  each  other  with a 'local code' instead of  using  an  STD.  
   Observe, for example, these two numbers:



                    STD        Local Number

   Bradford        0274          723101        [your number, let's say]

   Yeadon, Leeds   0532          501496        [a customer]

        
   Let's  say,  further,  that Bradford and Yeadon are 10 miles apart  and 
   Bradford can dial Yeadon by using a 'local code' of '92'.  In that case 
   you can enter these numbers in either of two manners:

   1)  Define your default 'area code/STD' as '0274' and then identify the 
   Yeadon  customer  with its unique STD in  this  manner:    0532/501496.   
   Once IN-CONTROL [TM] sees '0532/501496',  the program will dial the STD 
   of '0532' and then the local number of '501496'.  

   2)  Define your default 'area code/STD' as '0274' as above,  but  enter 
   the local code instead of the STD for your Yeadon customer.   Let's say 
   you  entered:  92/501496.    IN-CONTROL [TM] would then dial the  local 
   code of '92', followed by the local number of '501496'.


 

                    Output/Translate to 1-2-3 Lotus (C):
                                 Appendix Y

         Converting Data from Lotus 1-2-3 (C) into IN-CONTROL [TM]:


   Converting  data from Lotus 1-2-3 (C) into IN-CONTROL [TM] spreadsheets 
   is easy!  By using the IN-CONTROL [TM] 'Translate' facility, you can 
   move over up to 8191 records from either the Prospect or activity file 
   for analysis within IN-CONTROL [TM].


                   Fields contained in the Prospect file:
                               [PROSPECT.DBF]

    Structure for database: C:PROSPECT.dbf 
    Field  Field Name  Type       Width    Dec
    1  DATE_SYS    Date           8
    2  SEX         Character     19
    3  FNAME       Character     20
    4  LNAME       Character     20
    5  PROSPECT    Character     40
    6  ADDRESS1    Character     30
    7  ADDRESS2    Character     30
    8  CITY        Character     30
    9  STATE       Character      2
   10  ZIP         Numeric        5
   11  ZIP4        Numeric        4
   12  PHONE_1     Character     13
   13  COMMENT1    Character     60
   14  COMMENT2    Character     60
   15  REFERBY     Character     30
   16  SUM_DATE    Date           8
   17  TIME_SYS    Character      8
   18  SUMEXP      Numeric       12      2
   19  LABELS      Numeric        1
   20  INTEREST    Numeric        8
   21  CLASS       Numeric        2
   22  RANDOM1     Numeric        3
   23  VALID2      Numeric       10
   24  PROSPMEMO   Memo          10
   25  VAL1        Numeric       12      2
   26  VAL2        Numeric        2
   27  VAL3        Date           8
   28  VAL4        Numeric       12      2
   29  VAL5        Date           8
   30  VAL6        Numeric        4
    ** Total **                     480



   DATE_SYS  is  the date the record was first entered into  the  program.  
   SEX  is the sex identifier,  such as 'Mr.',  'Ms.', or 'Doctor'.  FNAME 
   and  LNAME   are first and last names respectively.   PROSPECT  is  the 
   company name for this person.   ADDRESS1,  ADDRESS2,  and CITY are self 
   explanatory.   STATE  is  the two character code used for  U.S.  postal 
   codes,  along with  ZIP and ZIP4.  If used outside of the U.S.A., these 
   codes default to 'NA', '0', and '0' respectively.  

   PHONE_1   contains  the  phone  number,   including  'STD/area   code'.   
   COMMENT1  and  COMMENT2  contains comments 1 and  2.   REFERBY  is  the 
   'Referred by' field.  SUM_DATE and TIME_SYS and the date and time, 
   respectively, when the revenue/expense module was last summarized.   
   SUMEXP is the amount that was posted to this record, reflecting ALL 
   activities summarized to this prospect from his/her corresponding 
   activity records. 

   Ignore   LABELS.   INTEREST is the 'Category' assigned to this  record.  
   Ignore also CLASS, RANDOM1, VALID2, and PROSPMEMO.

   Fields used in the  'Economic Analysis of the Portfolio of Prospects':

   VAL1 is the starting Economic Value as entered in the Prospect  record.  
   VAL2  is  the 'Exclusion Switch' for the Economic Value.   VAL3 is  the 
   'Starting Date of the Aging Analysis'.  VAL4  is the 'Economic Value of 
   the  Aging  Analysis' the last time it was run.   VAL5 is the  date  on 
   which the last Aging Analysis was run.  

   VAL6  is  the Priority,  if any,  you assign to each  prospect  in  the 
   Prospect file.

             Fields contained in the Activity file:
                           [ACT1.DBF]

    Structure for database: C:ACT1.dbf
    Field  Field Name  Type       Width    Dec
    1  SEX         Character     19
    2  FNAME       Character     20
    3  LNAME       Character     20
    4  PROSPECT    Character     40
    5  DATE_SYS    Date           8
    6  TIME_SYS    Character      8
    7  ADDRESS1    Character     30
    8  ADDRESS2    Character     30
    9  CITY        Character     30
   10  STATE       Character      2
   11  ZIP         Numeric        5
   12  PHONE_1     Character     13
   13  COMMENT1    Character    201
   14  COMMENT2    Character      1
   15  DEL_DATE    Date           8
   16  EXPENSE     Numeric       12      2
   17  INTEREST    Numeric        8
   18  CLASS       Numeric        2
** Total **                     458


   These  fields  are similar to those in the Prospect file,  with  a  few 
   exceptions.   COMMENT1 is the 200 character comment that you can  enter 
   into each activity.  Ignore COMMENT2.  DEL_DATE is the date of the next 
   commitment,  if any.  INTEREST is the category assigned to this record, 
   as identified in the Prospect file.  Ignore CLASS.

        Methodology for converting these files into Lotus 1-2-3 (C):

                   [version Lotus 1-2-3 (C) 2.01 or later]

   Bring  up  the  main  menu for Lotus 1-2-3 (C).   On the  top  will  be 
   displayed these options:

        1-2-3  PrintGraph  Translate  Install  View  Exit  


   Select  the  'Translate' option.   As Lotus 1-2-3 (C) branches  to  the 
   'Translate' menu, you will asked this question:

   --------------------------------------
   What do you want to translate FROM?  |                                     
                                        |                                     
           1-2-3 release 1A                                                  
           1-2-3 rel 2 or 2.01                                              
           dBase II                                                         
           dBase III                                                        
           DIF                                                              
           Jazz                                                             
           SYMPHONY 1.0                 |                                     
           SYMPHONY 1.1 or 1.2          | 
           VISICALC                     |                                     
   --------------------------------------

   The  'dBase III' option is the correct one.   Once you select  it,  you 
   will then be asked:

   ---------------------------------------
       What do you want to translate TO? |
                                         |
           1-2-3 release 1A             
           1-2-3 rel 2 or 2.01         
           SYMPHONY 1.0                  |
           SYMPHONY 1.1 or 1.2           |
                                         |
   ---------------------------------------


   Select  the option that is correct for your software.   Let's say  that 
   you are using Lotus 1-2-3 (C),  release,  2.   Select:  '1-2-3 rel 2 or 
   2.01' on the above menu.


   Lotus  1-2-3 (C) will then begin its translation process.   If you want 
   to translate the Prospect file, then enter:

             SOURCE FILE:  PROSPECT.DBF
    
             DESTINATION:  PROSPECT.WK1


   If you want to translate the activity file, then you would enter:


             SOURCE FILE:  ACT1.DBF
    
             DESTINATION:  ACT1.WK1


   Once  the  '.WK1' worksheet is defined,  you can bring up the  data  in 
   Lotus  1-2-3  (C).    Notice  that once the worksheet  is  loaded  into 
   memory,  Lotus 1-2-3 (C) inserts the names of ALL fields across the top 
   of the worksheet, as in:
   
    A                  B           C             D
-------------------------------------------------------
    DATE_SYS           SEX          FNAME        LNAME  
1   
2
3
4
5
6
7




   Lotus 1-2-3 (C) is a registered trademark of Lotus Development Corp.



                                 Appendix Z:
                           Create your own fields

                 Entering codes specific to your application 
          and then creating reports or labels based on those codes:


                    ----- Defining your own codes: -----

   This  feature  gives  you the ability to enter codes specific  to  your 
   industry  or application and then create reports or generate labels  on 
   those  specific codes.   These codes are then entered into COMMENT1  or 
   COMMENT2 of each prospect record in the Prospect file.  

   Let's say,  for example, that you had identified these criteria in your 
   real estate prospects:

   1)  Size of home wanted
   2)  Amount prospect wants to spend on home
   3)  Preference, if any, for location, by zip or postal code
   4)  Number of floors of home desired


   Let's say further that you had developed these codes:

                       1)  SIZE=1500SF
                           SIZE=2000SF
                           SIZE=2500SF
                           SIZE=3000SF

   This first criteria shows the size home, in square feet, that the buyer 
   is looking for.

                       2)  AMT=100K
                           AMT=125K
                           AMT=150K
                           AMT=200K

   Criteria 2 shows the amount, in thousands of dollars, that the buyer is 
   willing to spend.

                       3)  LOC=75081
                           LOC=75082
                           LOC=75083
                           LOC=75084

   Criteria 3 shows the location preference,  by zip or postal code,  that 
   your buyer has.

               4)  FLOORS=1       < one floor, no basement
                   FLOORS=1A      < one floor, one basement
                   FLOORS=2       < 2 floors, no basement
                   FLOORS=2A      < 2 floors, one basement


   This criteria tells you the number of floors preference,  if any,  that 
   this buyer has.

   Observe  that as you develop codes for all buyers,  you do NOT have  to 
   use  every  code for every buyer.   If one buyer has no  location  code 
   preference,  then omit this criteria.  It does matter, though, that you 
   enter  the  codes  CONSISTENTLY into the  Prospect  file,  COMMENT1  or 
   COMMENT2.  Otherwise, you will not be able to extract them later.


                       ----- Selecting Reports: -----

   Once you select option 3 from the Main Program Menu,  you will see this 
   Reports menu:


   ---------------------------------------------------------------------
                                                                       |  
    Start Date         Prospect and Activity Reports        End Date   |    
                                                                       |
    01/01/1901             Please Choose one         12/12/2999     
                      
                                                                          
               1)  Do ONE  report from the Prospect file                    
               2)  Generate ONE report from the Activity file             
               3)  Set start/stop date of these Reports                   
               4)  Select by any Comment,City,State,Zip,Prospect            
                            [no criteria selected]                        
               5)  Category Consolidation Feature:      [now OFF]
               6)  Do FOUR reports from the Prospect file                   
               7)  Generate SIX reports from the Activity  File           
                     [sorted by phone number, last name,]                 
                    [first name, Prospect, zip code, and city]              
                                                                          
               H)  Help for reports                                       
                                                                          
               R)  Return to prior menu                                   
                                                                       |  
                  Category of Prospects [defaults to ALL]: ALL         |    
                                                                       |
   ---------------------------------------------------------------------

                                                                          
   Option  4 will allow you to select out any code or combination of codes 
   from the COMMENTS fields.   When you select this option, you will first 
   see this menu:




   ---------------------------------------------------------------------
                           Exclusivity of Selection:                   |  
                                                                       |  
                                                                       |  
                             False = All Inclusive                        
           Record included if meeting at least ONE search criteria.       
                                                                          
                                                                          
                           True = Mutually Exclusive                      
     Record included only if meeting ALL search criteria at the same time.
                                                                          
                                                                       |  
                                   Enter T or F : [F]                  |  
                                                                       |
   ---------------------------------------------------------------------
                                                                          

   In this menu,  "Exclusivity of Selection",  you must select whether you 
   want  only those records to be selected that have all sets of codes  in 
   every record or select records regardless of the number of matches made 
   per  record,  as long as  at least one match is made in any one  record 
   that is selected.

   True  [or T] means all matches have to be made in any one record for it 
   to be selected.   False [or F] means that as long as one match is  made 
   in that record, it will be selected.

   After  making  your selection at this "Exclusivity of Selection"  menu, 
   you can make your specific selections at this menu:

   ---------------------------------------------------------------------
                  Enter those values you wish to select out.           |  
         Any field left blank will include all records in that field.  |  
                                                                       |  
                  ___________________   [first name]                      
                  ___________________   [last name]                       
           __________________________   [company name]                    
           __________________________   [city]                            
                                ___     [state]                           
                       ____________     [zip code]                        
        _____________________________   [comments, first selection]       
        _____________________________   [comments, second selection]      
        _____________________________   [comments, third selection]    |  
        _____________________________   [comments, fourth selection]   |  
                                                                       |
                 [COMMENT1 and COMMENT2 are searched together]         |
                                                                       |
   ---------------------------------------------------------------------
                                                                          
   At this screen,  you can input up to 4 sets of codes or  phrases.   You 
   can enter any word, phrase, or code on which to base your selection. If 
   left  blank,  all  records will be printed out.   If you make an  entry 
   there, the program will search through the comments and select out only 
   those records that have your word or phrase in the comments section.


   You  can  also  select by any combination of  first  name,  last  name, 
   company, city state, or zip code.

   [Note  that  you  can have up to 4 different codes or  phrases  entered  
   here and all records will be pulled which have any one of them  or  any 
   combination of them].


   In this real estate example,  let's say that the following house became 
   available on the market:
    
             2000  square  feet,   $125,000  price,  located  in 
             zip/postal code '75083, and has two floors, without 
             a basement. 

    These codes would then correspond to that information.

                                    SIZE=2000SF
                                     AMT=125K
                                     LOC=75083
                                     FLOORS=2   


   If you entered those values or codes into the 'comments' entries in the 
   above  menu and set  "Exclusivity of Selection" to  True,  the  program 
   would  then select out those records or prospects that contained  these 
   criteria.      

    
   ----- Accessing  this logic from the word  processor/merge  Menu:-----

   Observe this option on the Main Program Menu:

            B)  Output to external word processor/merge/data file    

   Once you select that option, you will see this menu:

   ---------------------------------------------------------------------
                                                                       |  
                     Output for word processing/merge Menu             |    
                                                                       |
                          Thursday, April 21, 1988                        
                  
                   1)  Select output criteria for merge file              
                           [no criteria selected]                         
                   2)  Output records to Wordstar/Mailmerge[TM]           
                   3)  Output records to WordPerfect[TM]                  
                   4)  Output records to dBASE III [TM]                |     
                                                                       |  
                                                                       |  
                   R)  Return to prior menu                            |  
   ---------------------------------------------------------------------
                                                                          
   Selection 1 contains the same logic as the reports menu.   That is, you 
   can select records for output to your word processor based on codes you 
   entered into the comments fields in the Prospect file.



 
     ----- Selecting this option from the Labels Management menu: -----

   Once in the Labels Management menu, observe option 2:


            2)  Produce  labels  for all records in Prospect File  
       [Select on any Comment,City,  State, Zip code in Prospect file]  


   Again, the logic is available here to you to select out labels based on 
   codes  that  you had predefined earlier and entered into  the  Prospect 
   file.


            ----- Creating your own Help screen for these codes: -----


   Instead  of  writing down the codes for your  specific  application,  a 
   place  exists  in  the program to contain that  data.   Also,  you  can 
   display  those codes and their definitions at any time  throughout  the 
   program just by entering one function key!

   This  industry-specific Help screen can have up to 15,000 characters in 
   it.   To  see  how this works,  examine Appendix O,  'Create  your  own 
   industry-specific Help/Data Screen'




                                Appendix A-1
                           Act Now! [TM] feature:

   Act  Now!  [TM]  is a new feature that creates an activity  record,  if 
   requested, directly from the Prospect Add function.    

   The  need  for  this has become clear in feedback  from  my  customers.  
   Prior  to  version  2.645,  all prospect records were  added  into  the 
   Prospect  file through the Prospect Add option.   Once in the  Prospect 
   file,  you  could then add an unlimited number of activities  into  the 
   Activity  file for any one prospect.  To add the first activity record, 
   though,  required  that you leave the Prospect Add function,  exit  the 
   Prospect File, and then go to the Activity Add screen.

   Over time,  users began mentioning how cumbersome this process was when 
   that were adding many prospect records,  each with an initial activity.  
   The  reason  these functions are separate is because of  a  programming 
   practice used throughout IN-CONTROL [TM],  modular programming.   These 
   modules   or  'blocks'  of  program  code  account  for  the   discrete 
   functionality of each menu and screen.

   In any case,  with Act Now!  [TM],  you can now add an initial activity 
   record  for  a new prospect WITHOUT LEAVING the  Prospect  Add  option!  
   Observe  below the options that appear on the bottom of the screen when 
   you are adding a prospect record:

    -----------------------------------------------------------------------
     '1' to go to next record;   '2' to create a new memo for this record, |
                    Enter a '3' to create one quick label,                 |
        Enter a '4' to 'ACT NOW!' or Activity Now, 1st activity record     |
    -----------------------------------------------------------------------
                                                                           
   If  you enter '4',  Act Now!  [TM] will immediately branch to the first 
   activity record.   You would then be presented with the blank  activity 
   screen,  assuming  you had entered 'Bill Johnson' data at the  prospect 
   record, similar to this:

    -----------------------------------------------------------------------
   Name of contact:  Addressed as (Mr., Ms., Miss or Mrs.)    :Mr.         |
    First Name :Bill                      Last Name :Johnson               |
   Full Company name of Prospect :         Bill Johnson                    |
   Category Selected                                             1            
   Activity date  :04/27/1988                                                  
   Address line one :1211 Elm Street                                          
   Address line two :                                                         
   City :Dallas                                                               
   State TX               Zip code 75433                                      
   Phone Number  :(214)222-3333                                               
   Comments   :                                                               
                                                                              |
   Next Appointment           01/01/1901             Time :    00:00:00       |
   Revenue/Expense from this activity :                      0.00             |
       -----------------------------------------------------------------------

   After you finish entering the activity data,  you will then branch back 
   AUTOMATICALLY to the Prospect Add function.


                                Appendix A-2
                  Logic behind Comments/name/city selection

   This  feature  will  SELECT out data for you using  a  powerful  search 
   criteria.  This function should not be confused with options 3 and 4 on 
   the 'Fast Search Through Data' menu, which only DISPLAYS data to you.

   You can select out records from four key locations in the program  with 
   this powerful selection criteria.  
                                                                             
   The mechanics of how you do this are explained in:

                                    Appendix Z:
                              Create your own fields

   In  summary and recapitulating Appendix Z,   you go through a two  step 
   process  when you access this selection logic.   First,  you respond to 
   this 'Exclusivity of Selection' menu:

   ---------------------------------------------------------------------
                           Exclusivity of Selection:                   |  
                                                                       |  
                                                                       |  
                             False = All Inclusive                        
           Record included if meeting at least ONE search criteria.       
                                                                          
                           True = Mutually Exclusive                      
     Record included only if meeting ALL search criteria at the same time.
                                                                          
                                                                       |  
                                   Enter T or F : [F]                  |  
                                                                       |
   ---------------------------------------------------------------------

   Once you do that, you are then offered these selection choices:

   ---------------------------------------------------------------------
                  Enter those values you wish to select out.           |  
         Any field left blank will include all records in that field.  |  
                                                                       |  
                  ___________________   [first name]                      
                  ___________________   [last name]                       
           __________________________   [company name]                    
           __________________________   [city]                            
                                ___     [state]                           
                       ____________     [zip code]                        
        _____________________________   [comments, first selection]       
        _____________________________   [comments, second selection]      
        _____________________________   [comments, third selection]    |  
        _____________________________   [comments, fourth selection]   |  
                                                                       |
                 [COMMENT1 and COMMENT2 are searched together]         |
                                                                       |
   ---------------------------------------------------------------------


You  can  select any one criteria or any number of them in  combination  with 
each  other.   The  'Comments' field is ideal for entering industry  specific 
code in your application, as explained in Appendix Z, Create your own fields.


This powerful logical selection feature is offered in four locations:

                        -----  First location:  -----
                         The Labels Menu, option 2:

            2)  Produce labels for all records in Prospect  File              
       [Select on any Comment,City, State, Zip code in Prospect file]     


                       -----  Second location:  -----

                  Prospect and Activity Reports, option 4:
                       
              4)  Select by any Comment,City,State,Zip,Prospect           
                           [no criteria selected]                         
        

                        -----  Third location:  -----

                   [accessed from the Main Program Menu:]   
            B)  Output to external word processor/merge/data file   
                                                                           
             Output for word processing/merge Menu, selection 1:   
                 
                   1)  Select output criteria for merge file             
                           [no criteria selected]                        
                                                                         

                       -----  Fourth location:  -----

                   [accessed from the Main Program Menu:]   
                                 selection 8  

                      Category Options Menu, option 5:              

                   5)  Change category based on COMMENTS,NAME,CITY:      
            [merge multiple categories into 1 with this criteria]        


   Regardless  of where you access this SELECTION criteria,  the logic  is 
   that  same behind each of these four menus.   With it,  you have nearly 
   unlimited versatility in selecting out data for  reports,  labels,  and 
   word processing form letters.



                                Appendix A-3

                     Foreign resellers and distributors:

                          -----  Australia:  -----

                           Shareware Distributor:

   Mr. Ian MacKay,
   MANACCOM PTY. LTD.
   P.O. Box 509, 
   Kenmore, Queensland 4069   
   Tel:   (07)374-1311 
   FAX:   (07)374-2274 


                                  Reseller:

   Mr. John Larner     
   Australian Measurement & Control    
   222 Bay Street                      
   Port Melbourne, VIC 3207 Australia  
   Tel:  (03)646-5255                  
                                                                            

                         -----  New Zealand:  -----

   Mr. Terry Bowden                          
   New Zealand Micro Computer Club           
   P.O. Box 6210                             
   Aukland  New Zealand                      
   Tel:   (09)452-639

   Mr. Terry Fortune                         
   New Zealand Micro Computer Club
   P.O. Box 6210                             
   Aukland New Zealand                       
   Tel:   (09)543-5517 
                                          

                        -----  Great Britain:  -----

                           Shareware Distributor:
   Mr. Rod Smith                             
   Public Domain Software Library            
   Winscombe House                           
   Beacon Road, Crowborough                  
   East Sussex  TN6 1UL Great Britain        
   Tel:  (08926) 63298   


                         -----  West Germany:  -----

                           Shareware Distributors:

   Mr. Joseph Kirschbaum                     
   Kirschbaum Software GmbH                  
   Kronau 15                                 
   D 8091 Emmering West Germany              
   Tel:  (0) 80 67 12 20
                                          

   Mr. Eugen Pansow                          
   LIPS Computer Und Softwaremarkt GmbH      
   Ingolstaedtestr 58L                       
   8000 Munchen 45 West Germany              
   Tel:  (089) 31 89 090                      



                                Appendix A-4

                           Registration Procedure:

                       ----- Foreign Registration -----

If   you   elect  to  become a registered  user  of  this  commercial   grade  
software,  then  you can pay for this program via FAX or Telex. 
 
When you elect to register, the program will ask for a validation number from 
you.   You   will  receive  this number back via FAX or Telex from  the   ACS  
Credit  Card Registration Hot Line.

The validation number changes every time you go through this  process.   Make 
sure  that you leave the validation number screen in place until you  receive 
the  validation  number  back via FAX or Telex from  the  ACS   Credit   Card 
Registration Hot Line.

You must pay for this program with a credit card.    If you do not have  one,  
go to a friend or colleague,   write a personal check to them,   and then use  
their   card  for this purchase.    ACS is not set up to process  checks  for  
purchases made through our FAX or Telex system.

The   ACS  Credit  Card Registration Hot Line will accept  either  of   these 
credit cards in payment for this great program:    MasterCard,   Visa, Diners  
Club, Carte Blanche, and American Express.

                           'Request to Purchase':

On  your Telex or FAX message,  indicate that this is a 'Request to Purchase' 
and show this information:

                       your 'Random Generated Number'    
                            the credit card name, 
                    the amount in United States dollars,
                          the  credit card number,
                            the expiration  date, 
                 your name, your WORK and HOME phone number.
                         including area code or STD

                         Invoice generating module:  

Once you input the registration number successfully, this program will prompt 
you  for the information that it needs for an invoice and will them print out 
a  two part invoice.   The first sheet will be for your  records,  while  the 
second  one is required for the credit card people and should be sent back to 
us, signed.



                              Direct purchase:

On  first examination,  this registration process seems filled with risk  for 
you.   You  are sending your credit card number to an anonymous FAX or  TELEX 
machine in the United States.    Will your credit card number be lost?   What 
happens  if  the program fails to work later?   What if ACS is no  longer  in 
business?

First  of all,  you can call a local distributor or reseller to acquire  more 
information  on  ACS.   For  a list of those in your country  who  sell  this 
program and have talked to its author, Paul Sax, read:

   Foreign resellers and distributors.........................Appendix A-3

Secondly,  credit card companies have,  in general,  been overly generous  in 
refunding or reversing credit card purchases where the purchase has been made 
over  the phone.   In the U.S.A.,  for example,  VISA/Mastercard and American 
Express  have  routinely allowed up to 180 days for credit card  reverses  on 
those purchases made over the phone.  At the time of this writing, May, 1988, 
one year after PC SIG featured this program in PC WORLD magazine, July, 1987, 
page 308,  NOT ONE of my registered users has ever reversed those charges!  

Finally,  you  have the product in front of you.   As you make your  purchase 
decision, the relationship has become clear to you that this is a stable, bug 
free  product and that if you continue to use it,  the program will SAVE  YOU 
TIME AND MONEY!
                               Our FAX number:
                                 2146904782

Our United States FAX number is (214) 690-4782.   The '214' is our area  code 
or STD.   To reach us, you must use whatever international dialing codes your 
telephone  system requires,  including any U.S.A.  outbound codes specific to 
your country.    This number,  2146904782,  is treated as a normal phone line 
and  can be reached in the same way that you would dial any phone  number  in 
the United States.

                    Our direct dial business\voice line:
                                 2146906017  

Between  8 AM and 10 PM Central Standard United States time,  you can  always 
reach the ACS  Credit  Card Registration Hot Line person through  2146906017.  
The  same  international dialing codes apply to this business\voice  line  as 
apply to the FAX number above.

                              Our TELEX number:
                                 6503502020

Our  United States TELEX number is 6503502020.   Our answerback is:  MCI  UW. 
Since this number is on the international TELEX network,  you must prefix the 
TELEX  number  with  the U.S.A./Western Union  International   inbound  code.  
These codes are specific to each country and a list appears below.   If,  for 
example,  you are sending a TELEX from Australia,  your inbound code is  '23' 
and  must precede the TELEX number.    In that case our complete TELEX number 
would be:
                                236503502020


              Inbound U.S.A./Western Union International codes:

Access  Codes  vary by country.   The various MCI/WUI USA  Access  Codes  are 
listed below by country or origin.
               
                COUNTRY OF ORIGIN            CODE
               -------------------------------------
                ALGERIA                        023
                AMERICAN SAMOA                  --
                ANGOLA                         023
                ANTIGUA                         23
                ARGENTINA                       23
                AUSTRALIA                       23
                AUSTRIA                         23
                BAHAMAS                         23
                BAHRAIN                        023
                BANGLADESH                    0023
                BARBADOS                        23
                BELGIUM                       0236
                BERMUDA                         23
                BOLIVIA                        023
                BRAZIL                          23
                BURMA                           23
                CAMEROON                      0230
                CANADA                       06096
                CAYMAN ISLANDS                  23
                CHILE                          0l6
                CHINA                          023
                COLOMBIA                      0236
                COOK ISLANDS                  0230
                COSTA RICA                      23
                CUBA                            23
                CYPRUS                         023
                CZECHOSLOVAKIA                 236
                DENMARK                        023
                DOMINICA                        23
                ECUADOR                         23
                EGYPT (3 DIGIT NOS.)             6
                -     (5 DIGIT NOS.)            23
                EL SALVADOR                    023
                ETHIOPIA                       023
                FIJI                            23
                FINLAND                         23
                FRANCE                      023000
                GABON                         0230
                GERMANY (WEST)                 023
                GHANA                          023
                GREECE                          23
                GRENADA                         23
                GUADELOUPE                      23
                GUATEMALA                      023
                GUINEA (REP. OF)                23
                GUYANA                         023


                HAITI                           l3
                HONDURAS                        23
                HONG HONG                       23
                HUNGARY                         23
                INDONESIA                       23
                IRAN                           023
                IRAQ                           023
                IRELAND                        023
                ISRAEL                          23
                ITALY                         0023
                IVORY COAST                     23
                JAMAICA                         23
                JAPAN                           23
                JORDAN                         023
                KENYA                         0236
                KOREAN (REP. OF)               023
                KUWAIT                          23
                LEBANON                      00300
                LIBERIA                       0236
                LUXEMBOURG                     023
                MALAYSIA                        23
                MEXICO                         023
                MONSERRAT                       23
                NAURU                           23
                NETHERLANDS                   069/
                -                              023
                NETHERLANDS ANTILLES            23
                NEW ZEALAND                     23
                NICARAGUA                       23
                NIGER                         0236
                NIGERIA                        023
                NORWAY                          23
                OKINAWA                         23
                OMAN                           023
                PAKISTAN                      0023
                PANAMA                        0236
                PAPUA/NEW GUINEA                23
                PARAGUAY                      0025
                PERU                           023
                PHILIPPINES                     23
                POLAND                         893
                PORTUGAL                       023
                ROMANIA                      02360
                ST. LUCIA                       23
                ST. KITTS/NEVIS                 23
                SAIPAN (MARIANAS)           DIRECT
                SAUDI ARABIA                   023
                SENEGAL                      02300
                SIERRA LEONE                  0236
                SINGAPORE                       23
                SOLOMON ISLANDS                 23
                SOUTH AFRICA REPUBLIC           23
             SPAIN                          023

                SRI LANKA                      023
                SUDAN                          023
                SWEDEN                          23
                SWITZERLAND                    023
                SYRIA                         0230
                TAIWAN                        0236
                TANZANIA                      0236
                THAILAND                       023
                TOGO                          0236
                TRINIDAD                        23
                TUNISIA                      02360
                TURKEY                         025
                TURKS AND CAICOS ISL.           23
                UNITED ARAB EMIRATES           023
                UNITED KINGDOM                  23
                UPPER VOLTA                    236
                URUGUAY                        023
                U.S.S.R.                       236
                VENEZUELA                      233
                VIRGIN ISLANDS (U.S.)       DIRECT
                YUGOSLAVIA                     025
                ZAIRE                         0236
                ZAMBIA                        0236
                ZIMBABWE                        23
                MOST OTHER COUNTRIES            23


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