Tigerpaw University

Course No. SALREP01 -Sales Rep User Training

What you will learn - and why

Sales reps will learn how to enter and update account and contact information, set follow-up tasks, use the calendar, enter journal notes, initiate marketing activities, and perform follow-up. Emphasis is placed on opportunity and pipeline management. Sales reps will also learn how to prepare and process a quote.

Jump start the increased productivity of any sales rep through methodical, more efficient follow-up and pipeline management.

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Lecture Titles - Class 1

Understanding account and contact records (overview of all fields)

Using the account and contact list views

Grouping contacts

Duplicating contacts

Setting up the rep's customizable parameters

Using the 'type' and 'status' codes

Using coded fields for specialized information

Using profile codes

Using SIC codes

Using custom fields

Using custom folders

Entering web-related information

Using and maintaining groups

Entering journal notes & using the journal list view

Setting follow-up

Using the calendar and task list view

Understanding secondary account information (inventory, contracts, service orders)

Using BackTrack

Using the Data Miner

Assignment: Using the sample database, review the rep settings, add an account and contact, schedule follow-up, enter journal notes, and use the account, contact, and task list views. Use the calendar for appointment follow-up. Create a group and enter an account into the group. Use BackTrack and the Data Miner. Using sample data, review all data available for each tool button on the account and contact views.

Lecture Titles - Class 2

Writing a letter to a contact using Word

Emailing to a contact

Using the knowledge base

Auto-dialing a contact phone number

Scanning in and linking documents

Scheduling activities; using the activity list view

Using workflow; using the workflow list view

Preparing quotes, using the quote list view

Creating and using quote templates

Emailing a quote

Creating and maintaining opportunities; using the opportunities list view

Using the Outlook Inbox

Synchronizing Tigerpaw with Outlook

Reviewing sales rep follow-up, contact, quote, forecast, and opportunities reports

Assignment: Write a letter for a sample account, access the knowledge base, scan in and link a document, prepare a quote, create an opportunity, change the stage for the opportunity, email yourself, and review the sales reports.