Marketing to Prospects from a Marketing List

The following business process flow illustrates how the sales and marketing functionality would be used to market to prospects uploaded from a marketing database.

The following points describe the steps in this business process:

• An upload interface creates an order for each entry in a marketing database.

• Each order is routed to a salesperson via a To Do entry (or via a predictive dialer if your company supports this type of technology).
• The first step in the salesperson's interaction with the prospect will be to confirm the information uploaded from the marketing list (e.g., is your Bob Smith?, is your address 15 Main St?, etc.). Any changes are made to the information saved on the order.
• The salesperson's next step involves posing eligibility-oriented questions related to the campaign. Examples of questions include:
• • What is your date of birth? This type of question might be asked if you have packages that are only marketed to senior citizens. Potential answers would be a valid date that's in the past.
  • Would you like to pay automatically? Potential answers are: Yes, No.
  • Would you like to pay using a levelized payment plan? Potential answers are: Yes, No.
  • Etc.
• The gathered information is saved on the order and then the system displays the packages that can be offered to the customer. The available packages may be restricted based on information on the order.
• If the customer is interested in a package, the salesperson selects it. Prior to the order being completed, the package confirmation page is shown. On this page are additional instructions about the package and a description of how the system will be updated if the package is selected (e.g., the types of contracts will be displayed). In addition, the package may require additional information before it can be chosen. For example, the package may only be selectable if the customer agrees to pay automatically. In this situation, the package confirmation page will require the salesperson to enter the customer's bank and bank account.
• After entering all package-specific information, the order is completed. When the order is completed, the "V" is setup and all work necessary to satisfy the order is initiated (e.g., workflow processes are initiated, etc.).