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   To define a program:

1. From the Navigator, choose Promotions -> Program to open the Program window.

2. Enter the code and name.

Your system administrator determines if the code is system generated or entered by you.

Attention: If you plan on tracking program responses, you'll need a method for identifying each program to which a contact responds. For example, if the program includes print advertisements, include the program code on the advertisement copy. A contact responding to the advertisement via telephone can read the code to you when calling in or, for mail-in responses, you will then have the code preprinted on the card. You enter the code in the Promotion Code field of the Find Account or Contact window.

3. Record expected and actual costs in the Cost of Program region.

4. Monitor the expected and actual number of responses to the program in the Responses region.

The Actual (response) field automatically increases by one, each time the program code is referenced as a promotion in the Find Account or Contact window.

Target Reach is the total amount of coverage you expect the program to have. Depending on the promotion medium used, this coverage may be measured by number of businesses, households, people, or some other unit.

5. Enter the promotions associated with the program in the Promotions region.

You can enter more than one of any promotion type. For example, you may want to enter several collateral pieces or several advertisements.

Suggestion: Standard promotion types include advertisements, mail blitz, and collateral. Since the source of many leads is either unknown or by word-of-mouth, you might create two programs to monitor how many leads are generated by these non-standard methods. One program could be called unknown and the other word-of-mouth. When entering a lead that does not match any other program, a salesperson can enter the code for one of these programs in the Find Account or Contact window.

   To link a script to the program:

1. From the Navigator, choose Promotions -> Script to open the Scripts window.

2. Select the Scripts tab to open the Scripts window.

3. Enter the script code or script name.

The remaining information: Type and language automatically displays on the selected line once you tab to the next field.

By linking a script to a program you can ensure a uniform approach to processing program responses.

   To update an existing program:

1. From the Navigator, choose Promotions -> Program to open the Program window.

2. Choose Enter from the Query menu.

3. Enter identifying information of the program you want to update.

You can enter information in any field to help you locate the program.

4. Choose Run from the Query menu to perform the search.

If a program is located, it is displayed in the Program window. If not, try entering less restrictive search criteria and run the query again.

5. Enter updated information in the Program window, as appropriate.

Uncheck the Enabled check box if you no longer want to use this program.

6. Choose the Scripts button if you want to change the list of scripts that are linked to this program.

7. Choose Save on the toolbar to add the updated program to the database.

   To monitor program results:

• Each time a contact responds to a program, use the Promotion Code or Promotion Name field of the Find Account or Contact window to enter the program code or program name, respectively. This increments the Actual (responses) field for the program by one, letting you monitor the effectiveness of the campaign.

In addition, if you link a script to a program, that script automatically opens when you choose the Scripts button from a Contact window. If you link more than one script, a window opens from which you select the appropriate script.