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Scenario for Creating Target Lists for Sales Representatives

A brand manager establishes a corporate promotion to run at all grocery stores. The account manager for the corporate headquarters of a large chain of grocery stores supports this corporate promotion. As part of the support for this corporate promotion, the account manager wants sales representatives to target specific accounts.

The account manager begins by determining the key attributes that are necessary for a successful corporate promotion. She determines that the sales force must focus on an optimal set of accounts defined by the intersection of accounts with a store condition of Out of Stock and accounts with an industry type of Grocery and an Order Quantity greater than 100. She creates two predefined queries. She creates the first predefined query to generate a list of accounts with a store condition of Out of Stock and saves this list. She creates a second predefined query to generate a list of accounts with an industry type of Grocery and an Order Quantity greater than 100 and saves this list. She intersects the two lists, and a target list of 41 accounts is returned.

The account manager sends an email message to the system administrator to request that he make public her two predefined queries. The system administrator unlocks the two predefined queries. Unlocking allows all Consumer Goods users to view and execute the queries. The system administrator sends an email message to the account manager to let her know the predefined queries are public and now available to anyone using the Consumer Goods application.

The account manager sends an email message to her retail managers and retail sales representatives directing them to intersect a list of accounts with a store condition of Out of Stock and a list of accounts with an industry type of Grocery and an Order Quantity greater than 100.

A retail sales representative is at home Sunday evening planning for the next work week. He receives the email message and decides to plan his route immediately. In his local database, he executes the two public predefined queries and saves the target list of returned accounts.

The retail sales representative now has three options. He can assign the target list to a route he created, save the target list for a later date, or select a different view to delete the target list. After assigning the target list to a route, he can add and delete accounts from the list. He can also select only the accounts he wants to add to the route. The retail sales representative decides to assign the target list to a route and adds accounts from the list.

Finally, before he logs off his computer for the evening, he deletes all target lists that are more than two weeks old.