Robert John Morton†
Contents
Foreword/Contents
01 Background
02 System Overview
03 Requirements
04 Installation
05 Define Market
06 Statistics
07 Writing Letters
08 Sending Mailshots
09 Telesales
10 Telex & Comms
11 Names & Addresses
12 Maintaining Data
13 Target Sectors
14 Prospect Lists
15 Finding Prospects
Index
Licence Agreement
Eastern Business Systems "Marketeer": User Manual
10,000 prospects required 12.07 100 post areas max per sales area 02.04 100 post areas max per sales area 05.12 100,000 UK telex users 10.04 12.5 Megabytes for 10,000 prospects 12.07 120 postcode areas in U.K. 05.06 14 lines per paragraph/text frame 07.09 156 characters per name & address 11.05 156 characters per name & address 14.11 18 sales areas in U.K. 02.04 18 values per key, why 02.07 2-letter code, post areas 05.21 200 words per text frame/paragraph 07.09 27 characters per name & address line 11.05 300 baud modem data transmission speed 10.23 35mm slides of sales area data 06.19 4 labels across the web 14.19 4-way socket strip 03.06 40 sales letters in library 07.05 6, first 6 values of Event Key fixed 05.36 65 characters per line ideal (letters) 07.09 8 character namecode and postcode 11.05 9 possible call telephone results 09.17 99mm squares for sales letter artwork 08.15 APPLES, sample value of product key 12.34 ASCII, chr$(12) character, effect on terminal 10.38 ASCII, codes 04.20 ASCII, codes 04.20 Aborting printout of lists 14.03 Accepted, prospects for shortlist 13.39 Access Node of Email Service 10.21 Accessing a name & address record 12.03 Active, information, Name & Address list 14.07 Active, keep it an active database 11.38 Activity digit of SIC Number 12.25 Additional Items for Marketeer 03.03 Address, labels 08.31 Address, position, letterhead artwork 08.20 Addressee of a sales letter 08.06 Addresses, delivery address population 05.08 Addresses, delivery address population 06.08 Addresses, postal in sales area 06.08 Addresses, unpostcoded 06.13 Advertising, Press Releases 15.11 Advertising, Television 05.04 Agencies, telesales 09.33 Alter key values 15.24 Alter, name & address records 12.02 Alter, passwords 04.15 Amend key values 15.24 Amend name & address records 12.02 Amended text, saving it to disk 07.18 Amending, a name & address 11.22 Amending, paragraph title 07.23 Amending, password 04.15 Amending, text frame title 07.23 Anglia sales area 05.04 Answer tone, from remote modem 10.29 Answerback code 10.08 Application, new one for computers 01.02 Applying Marketeer to your operation 02.24 Appointment, finish up with one 15.20 Areas, checking coverage of sales areas 05.23 Areas, postcode areas 12.05 Areas, sales 05.04 Areas, sales area unknown message 12.12 Artwork on letterheaded paper 08.19 Aspects of your market 02.06 Assembling your sales letter paras 07.32 Asterisks 04.12 Asterisks, Selector Code wildcard character 13.17 Asterisks, to delimit comments in address box 11.26 Attributes, file, directory attributes 04.09 Attributes, human, skills 01.01 Author of sales letter, name of 08.04 Auto, Logon to an Email service 02.22 Auto, Logon to an Email service 10.46 Auto, sheet feeder, fitting 08.02 Auto, sheet feeder, removing 08.28 Autodialler, telesales 09.04 Autodialling 02.19 Autoexec.bat file 04.05 Autoexec.bat file 04.09 Automatic, Diary 13.25 Automatic, dialling telesales 09.04 Automatic, event recording, telex/Email 10.35 Automatic, event update 08.31 Automatic, event update 09.15 Automatic, event update 10.35 Automatic, printing of sales letters 08.25 Automatic, updating of Last Event Key 05.36 Automatic, updating of Last Event Key 10.35 BEEF, sample value of product key 12.34 BT telephone socket 09.13 Backspace key, editing a name & address 11.10 Bar charts, Products 06.26 Bar charts, Statistics 06.02 Bar charts, on sales area map 05.08 Bar charts, on sales area map 06.08 Bartholomew's Postcode Key Map 02.04 Bartholomew's Postcode Key Map 03.03 Bartholomew's Postcode Key Map 05.05 Basil Davis, sample purchasing manager 12.13 Billboards, electronic 02.22 Bold text in sales letters 07.37 Box, Name & address box 11.03 Branch offices related to head offices 12.21 Breaking into business cliques 12.19 Brown, Jim (sample prospect) 11.26 Building your sales letter 07.32 Bureaucracy surrounding telex terminal 10.04 Business, localised 05.12 CCITT transmission modes V21 etc 10.23 COM1: COM2: serial ports 04.17 CULLing/sifting a target shortlist 13.40 Cabinet, filing 03.12 Cabinet, filing 11.35 Calendar/Clock 03.01 Call, Result Options 09.11 Call, disconnect, terminal 10.37 Call, proceeding with, Telesales 09.14 Call, status, terminal data call 10.36 Calling tone, modem 10.29 Cambridge seminar example 13.03 Campaign, Targeting your campaign 15.17 Campaign, planning, telesales 09.30 Campaign, sales/marketing 02.13 Campaign, sales/marketing 13.03 Capture incoming text in file, terminal 10.41 Card indexes, how to produce them 02.21 Card indexes, labels used for 14.29 Carriage return, same as the ENTER key 11.11 Centralised text, sales letter 08.18 Change, in the market not in the enterprise 01.12 Change, of address 12.02 Changing, a name & address 11.22 Changing, key values 15.24 Changing, passwords 04.15 Character, count in name & address 11.03 Character, count in name & address 14.11 Character, counts in Name & Address List line 14.12 Checking, Sales Letter text 07.34 Checking, sales area coverage 05.23 Choosing which letter to send 08.02 Christian name in brackets 08.17 Cinderella analogy, slipper fitting 13.02 Circuit connection, telex 10.03 Class digit of SIC Number 12.25 Classification & Status of a prospect 02.14 Classification & Status of a prospect 05.41 Clear, terminal display window 10.38 Clear, the database 15.02 Cliques, discover, identify, break into 12.19 Clock/Calendar 03.01 Code, Selector Code defined, how used 12.37 Colour, changing for sales area map 05.11 Colour, of displayed sales areas 02.05 Command, words for amending records 12.13 Command, words, mailing 08.09 Comments in name & address box 11.25 Communicate actively 01.22 Communications 02.22 Communications Services 10.18 Communications Terminal 10.36 Compass and sextant 01.15 Compatibles 03.04 Competition, worldwide 01.07 Compile statistics, when to re-c 06.03 Compiling statistics 06.03 Composing, sales letters 07.29 Composing, telex messages 10.15 Composite display of sales areas 05.24 Computer, familiarity/literacy required 04.01 Computers, Why do we need them? 01.02 Configuration 04.14 Consumables 03.13 Consumers, generalised 01.01 Contacting your target 02.17 Content of name & address record 11.02 Contiguous, disk space 15.04 Contiguous, sales areas 05.17 Control, Data, Modem 10.22 Control, strings, printers 04.20 Controller, modem, local echo 10.45 Correspondence, headed notepaper 11.33 Corruption, of data 04.22 Count, characters in name & address 11.03 Count, characters in name & address List line 14.12 Counties, sales areas 05.14 Create, a new paragraph 07.22 Create, mailshot/telesales/telexshot lists 14.31 Creating, mailshot letters 07.29 Creating, telex messages 10.15 Cross, CrossRef in Name & Address list line 14.09 Cross, reference namecodes 02.11 Cross, referencing, XREF function 12.18 Cull out dead wood from database 11.38 Cultural differences 01.05 Current, Time & Date 04.12 Current, extent of index 11.17 Cursor 04.10 Cursor, control in letter editing 07.13 Cursor, control in name & address box 11.08 Customer, relation value, target profile 13.13 DIAL INDUSTRY directory 15.08 DIAL command, telesales 02.19 DIAL command, telesales 09.03 DIALLING lamp, telesales 09.12 DOS version 03.02 DOS version 04.04 Daisywheel, printer 03.01 Daisywheel, printer 03.07 Data, Modem Control 10.22 Database, clear it 15.02 Database, entering names & addresses 11.02 Database, market 05.01 Database, preparing your own 15.01 Database, reconstruction 04.22 Databases, public, access to 02.22 Date and time reference 03.01 Date, current, system 04.12 Date, of Last Event enter for prospect 12.42 Date, of Last/Next Event 05.34 Date, of telephone call 09.28 Date, on telex messages 10.31 Date, stamp 02.09 Davis, Basil, sample purchasing manager 12.13 Dead wood, clear out of database 11.38 Dealer, network communications 10.10 Dealer, relation value, target profile 13.13 Dealership, regional 05.12 Dear (Firstname/Mr Secondname) 08.17 Decision Maker Contact, telesales 09.18 Dedicated filing cabinet 11.35 Deeper of knowledge, narrower field 01.08 Define, Market 05.02 Define, sales areas 05.04 Define, targets 13.01 Defining, sales areas geographically 05.21 Defining, your market 02.05 Degree of familiarity, letter salutation 08.17 Del Key won't work: release NumLock! 11.09 Delete, cannot delete all status key values (Key No 4) 12.33 Delete/Overtype in name & address box 11.09 Deleting, a text frame/paragraph 07.23 Deleting, text in name & address box 11.08 Deleting, text in sales letter 07.19 Delivery Points, postal addresses 06.08 Deployment of sales effort 06.13 Desk for equipment etc. 03.10 Developing your sales letter text 07.31 Development stages of a prospect 02.06 Development stages of a prospect 05.31 Dial Tone, set modem to wait for 10.22 Dialling, method, selecting auto/manual 09.04 Dialling, mode, set modem for Tone/Pulse 10.22 Diary, Automatic 13.25 Diary, Notes facility 09.26 Diary, Notes facility 12.43 Diary, moving diary 02.15 Diary, rolling prospect diary 02.09 Diary, updating, NOTE, telesales 09.14 Difficulties, increasing d in selling 01.09 Dimensions of your market 02.06 Directories, Dial Industry 15.08 Directories, Trade (for prospects) 15.07 Directories, Yellow pages 15.06 Directory, Name of Marketeer's top level DOS d 15.02 Directory, Source of Sources of prospects 15.12 Directory, private DOS d for each user 04.16 Directory, structure of Marketeer 04.06 Directory, structure of Marketeer 15.02 Discipline imposed in writing letters 07.10 Disconnect a call, terminal 10.37 Disk, Lists (of prospects) supplied on 15.14 Disk, space on, Contiguous 15.04 Diskettes 03.13 Disks, floppy 03.13 Display, format, sales letter paras 07.44 Display, sales area map 05.07 Display, sales area map 06.15 Display, sales areas 02.05 Display, sales letter 07.06 Display, window, terminal 10.36 Distribution, geographic 06.01 District, postcode 12.05 Dividing up the United Kingdom 02.04 Division digit of SIC Number 12.25 Dossier, prospect files, external 02.11 Dossier, type-information 11.33 Draft quality printer 03.01 Draft quality printer 03.07 Drop files, numbered for paperwork 11.36 Duplex, full, modem's transmission mode 10.23 Duplicate-&-edit a letter 07.42 EDIT command, amend records 12.13 EXE directory 04.09 EXTRact command, make shortlist 13.37 Echo, local/remote, terminal 10.40 Edit name & address records 12.02 Editing, a name & address 11.22 Editing, sales letters 07.11 Editorial (press) 15.11 Elapsed Time in Name & Key Values List 14.15 Electronic Mail, & Telex 10.24 Electronic Mail, & Telex 01.23 Electronic Mail, & Telex 02.20 Electronic Mail, & Telex 02.22 Electronic Mail, & Telex: Messages Received Library 10.41 Electronic Mail, & Telex: Messages Received Library 10.48 Electronic Mail, & Telex: mailbox 10.10 Electronic Mail, & Telex: message format 10.31 Electronic Mail, & Telex: message sent via terminal 10.39 Electronic Mail, & Telex: message, sending of 10.27 Electronic Mail, & Telex: services 10.18 Electronic Mail, & Telex: setting up for 10.18 Electronic Mail, & Telex: subscriber data 04.16 Electronic Mail, & Telex: subscriber data 10.21 Electronic Mail, & Telex: transmissions to target group 10.33 Electronic Mail, & Telex: what it is 10.05 Email/Telex Subsystem updates Event Key 10.35 Emailshot List 04.16 Emailshot Transmission 10.33 Enable/disable LF after CR 10.45 End key won't work: release NumLock! 07.15 Engaged tones, telesales 09.20 Enter, carriage return key 11.11 Entering, call result, telesales 09.15 Entering, letter signatory's name 08.04 Entering, letter signatory's name 10.14 Entering, new names & addresses 11.02 Envelopes, window 08.15 Envelopes, window 14.26 Equipment essential 03.01 Equipment optional 03.05 Equipment, malfunction 04.22 Erasing a text frame/paragraph 07.23 Error, equipment 04.22 Error, messages, printer 08.09 Escape key, F2 cancel name & address change 11.24 Evaluation, telesales session 09.31 Event, Graph 06.23 Event, Key mandatory values 05.36 Event, Keys, introduction 05.34 Event, Last/Next in Name & Key Values List 14.15 Event, Statistics 06.23 Event, Types 02.06 Event, Types 05.34 Event, Update, mailshots 08.31 Event, Update, telesales 09.15 Event, Update, telex/Email 10.35 Event, keys, entering for prospect 12.39 Event, keys, setting up target profile 13.18 Event, recording 02.24 Event, recording 10.35 Event, sales/marketing 02.15 Exclusive, mutually exclusive key values 12.35 Exercise, sales/marketing 02.13 Exercise, sales/marketing 13.03 Expansion card, circuit board 04.01 Exploitation, under-exp of a sales area 06.13 Export of converted prospect to accounts 15.23 Extent of index, current 11.17 Extraction process, shortlists 13.05 F1 key to store amended record 12.14 FEMALE, sample key value 12.23 FISH, sample value of product key 12.34 FIXED directory 04.09 FOOD, name of sample product-type key 12.34 Faithfully, yours 08.14 Familiarity, letter salutation 08.17 Fault, condition, telesales 09.22 Fault, dialling a call, telesales 09.13 Fault, equipment 04.22 Feed-back, market 06.25 Fields, Key, Name & Address list line 14.07 Fields, Name & Address in N & A List 14.11 Fields, Name & address as on screen 11.02 Fields, contained in name & address record 11.02 Fighter pilot 01.16 File, AUTOEXEC.BAT 04.05 File, AUTOEXEC.BAT 04.09 File, Output for sales letter/telex 08.02 File, Output for sales letter/telex 10.17 File, attributes 04.09 File, capture incoming text in 10.41 File, locking 04.06 File, locking 04.09 File, transmit via terminal 10.39 Files suspension 03.12 Files, correspondence files 02.11 Files, prospect files 15.21 Filing cabinet 03.12 Finished letter 08.13 First name terms, sales letter 08.17 Fitting sheet feeder 08.02 Floppy disks 03.13 Focal element of company operation 01.20 Folding of sales letters 08.15 Following up a mailshot 09.01 Followup, instant hardcopy 10.07 Foreign competitors 01.05 Form Feed character, effect on terminal 10.38 Formal name, sales letter 08.17 Format, of Name & Address Labels 14.17 Format, of Name & Address list line 14.05 Format, of Postcode 12.05 Format, of sales letters 07.44 Format, of telex/Email messages 10.12 Fragmented sales areas 05.18 Framework, market framework 02.02 Framework, market framework 06.01 Franchise, regional 05.12 Franchisee intercommunication 10.10 Free-form of name & address in N & A lists 14.12 From, who letter is from, name 08.04 Function summary of Marketeer 01.21 Furniture, required for equipment etc. 03.09 Generalised consumers 01.01 Generate mailshot/telesales/telexshot lists 14.31 Geographic, areas, territories, zones 05.05 Geographic, distribution 06.01 Geographically defining sales areas 05.21 Getting a name & address record 12.03 Giant customers 01.10 Graph, Event 06.23 Graph, Relation 06.21 Graph, Status 06.22 Group digit of SIC Number 12.25 Groups of related products/services 05.39 Growing problem with selling 01.09 Growth, prospect quality, progress 05.31 HELP, key, on-line help text 01.23 HELP, key, on-line help text 02.23 HELP, telephone 09.08 HELP, terminal 10.38 Halting printer/typewriter temporarily 08.25 Hands-free telesales 09.05 Hardcopy followup, instant 10.07 Header label 14.25 Headset for telesales 03.03 Headset for telesales 09.05 Heat, where to apply the heat 06.22 Hit, prospect hit list 01.13 Hit, prospects in target sector 02.02 Holding, lamp, telesales 09.12 Holding, phone line, telesales 09.12 Home key won't work: release NumLock! 07.15 Home, market 01.05 Home, market 01.06 Home, territory 12.12 Honing your sales letter 07.31 Hopper, auto sheet feeder 08.02 Human to human skills 01.15 I/O ports for printers 04.16 I/O ports for printers 08.11 IBA Television Transmission areas 05.04 IBM Personal Computer XT 03.01 ID, User ID for Email Service 10.21 ITV television transmission areas 05.04 Identify target sector 02.02 Illegal to remove line cover 04.02 Immediacy of telex/Email messages 10.06 Import letters from a word processor 07.44 Import of prospect data from disk 15.14 Incoming text capture in file 10.41 Incomplete name & address 12.01 Index, current extent of 11.17 Index, namecode/postcode, how processed 11.17 Individual, letter to prospect 08.06 Individual, telex to prospect 10.25 Individual, touch in a large market 01.15 Initial Input (of prospect lists) 15.13 Input, Initial (of prospect lists) 15.13 Ins key won't work: release NumLock! 11.23 Inserting, new text, name & address 11.23 Inserting, text in letter editing 07.17 Inserting, text in name & address editing 11.23 Instructions, operator 01.23 Interests, key, entering for prospect 12.34 Interests, products/services key 05.38 Interior of a business 01.09 Items contained in name & address record 11.02 Jim Brown (sample prospect) 11.26 Job Title of letter signatory, enter 08.04 Job Title of letter signatory, enter 10.14 KILL, command to erase a prospect 12.15 KILL, command to erase a prospect 15.24 KILL, command, telesales 09.12 Key map, postcodes 03.03 Key, Del (Delete) Key letter editing 07.19 Key, Del (Delete) Key name & address edit 11.24 Key, Esc, F2 cancel name & address edit 11.24 Key, Event 05.34 Key, Event, mandatory values 05.36 Key, Event, setting up target profile 13.18 Key, F1 to store amended record 12.14 Key, Fields, Name & Address list line 14.07 Key, Ins (Insert) key 07.17 Key, Ins (Insert) key 11.23 Key, Ins key, name & address box 11.23 Key, Interests, entering for prospect 12.34 Key, Names 05.03 Key, Product/Service, entering for prospect 12.34 Key, Progress Key defined 05.31 Key, Relation Key 05.27 Key, Relation, entering prospect 12.29 Key, Relation, sample values 05.29 Key, SIC number 12.24 Key, Sales Area 12.29 Key, Services, entering for prospect 12.34 Key, Status Key defined 05.31 Key, Status, entering for prospect 12.32 Key, backspace, editing a name & address 11.10 Key, in relation to a prospect 05.41 Key, in relation to the market 05.42 Key, map, postcodes 02.04 Key, map, postcodes 05.13 Key, names & values 12.22 Key, password 04.10 Key, values, entering your own 05.44 Key, what is a key? 05.26 Kind of Event 05.34 LAN Local area network 10.05 LF after carriage return 04.17 LPT1:, parallel printer port 04.17 Label stationery 03.13 Labels, address, mailing 02.19 Labels, address, mailing 08.31 Labels, stationery 14.19 Labels, uses on card indexes 14.29 Labels, uses on mailpieces 14.25 Lamp, LOADING lamp 12.10 Lamp, SEEKING lamp 12.10 Lapse, Elapsed Time in Name & Key Values List 14.15 Large customers 01.10 Last, Event Key, entering for prospect 12.39 Last, Event in Name & Key Values List 14.15 Last, Event introduction 05.34 Last, occupied record 11.16 Leader, leave waxed paper leader, labels 14.23 Letterhead design restrictions 08.19 Letters, electronic 10.12 Letters, electronic 10.14 Letters, finished printing 08.13 Letters, folding of 08.15 Letters, format 08.18 Letters, from whom? name 08.04 Letters, preparing for posting 08.31 Letters, sales 07.01 Letters, sales, salutation 08.18 Letters, selection 07.05 Library, Messages Received 10.41 Library, Messages Received 10.48 Library, entry of paragraph/text frame 07.11 Line Feed sent after carriage return, modem 10.45 Line Feed sent after carriage return, printers 04.17 Line, Format of Name & Address list 14.05 Line, Name & address lines 11.02 Line, width of sales letters 07.44 List(s), Create for mailshot/telesales/telexshot 14.31 Lists, (of prospects) supplied on disk 15.14 Lists, Name & Address, printing 14.02 Lists, Schedule for Visiting prospects 13.26 Lists, Schedule for Visiting prospects 13.31 Lists, Target 14.01 Lists, brokers (prospect lists) 15.09 Lists, mailshot, telesales, telexshot intro 13.04 Lists, straight, sub-divided 13.29 Lists, straight, sub-divided 13.29 Livery on letterheaded paper 08.19 Load a text frame from disk 07.21 Loading, a name & address record 12.03 Loading, a name & address record, lamp 12.10 Local, Access Node of Email Service 10.21 Local, Area Network LAN 10.05 Local, community 01.05 Local, echo, communications terminal 10.40 Localised market 01.09 Localised market, business 05.12 Locking, file locking 04.06 Locking, file locking 04.09 Log onto Email Service 10.31 Logical building brick of sales letter 07.10 Logo positionning, letterheadings 08.15 Logon automatically to Email Service 10.46 MAIL sales letter into output file 08.02 MAIL: copy sales letter into output file 10.17 MALE, sample key value 12.23 MKTR (DOS directory name) 04.06 Macros, Email comms protocol macros 10.19 Mail File 07.04 Mail, Pieces 15.18 Mail, Subsystem updates Last Event Key 05.37 Mail, conventional 10.01 Mail, general 01.23 Mailbox, electronic, No. of, for Email Service 10.10 Mailbox, electronic, No. of, format of 10.26 Mailpieces, re labels, use on 14.25 Mailshot(s), follow-up 09.01 Mailshots 02.18 Mailshots 08.01 Mailshots List 04.16 Mailshots, letter text 07.27 Mailshots, list, generation of 13.04 Mailshots, printing a targeted m 08.23 Mailshots, report (printed) 08.27 Mains supply 03.06 Maintain name & address records 12.02 Malfunction, equipment 04.22 Mandatory values of the Event Key 05.37 Manual dialling, telesales 09.04 Map display of sales areas 02.13 Map display of sales areas 05.07 Map display of sales areas 06.15 Maps, postcode area maps for visiting 15.22 Margin setting, printer 04.20 Market, Classification box 11.31 Market, Statistics 02.13 Market, change in the 01.03 Market, classification, entry of 12.22 Market, definition 05.02 Market, environment 01.18 Market, feed-back 06.25 Market, framework 06.01 Market, model 02.06 Market, model 13.01 Market, potential of an area 06.09 Market, shape of your market 15.16 Marketeer, Directory structure of 15.02 Marketeer, for purchasing 05.29 Marketeer, for selling 05.29 Marketeer, what it does 02.01 Marketeer, what it is 02.01 Marketplace has changed 01.03 Matrix printer 03.01 Matrix printer 03.07 Matrix printer 03.12 Matrix printer 03.14 Max char count in name & address 11.03 Max char count in name & address 14.11 Means of contact, preferences shown 06.23 Memory triggers re prospects 11.26 Menu, Electronic Mail & Telex 10.24 Menu, Market Definition Menu 05.02 Menu, Target List 14.02 Menu, Telex & Data Comms 10.18 Menu, auto logon 10.46 Menu, help, explanatory texts 02.23 Menu, help, explanatory texts 04.13 Menu, main 04.10 Menu, options in 05.01 Mercury Link 7500 10.05 Mercury Link 7500 10.08 Message sent via terminal 10.39 Messages Received Library 10.41 Messages Received Library 10.48 Metamorphosis, of market in recent past 01.03 Metropolitan sales areas 05.18 Mileage, minimum m visiting lists 02.21 Mileage, minimum m visiting lists 13.32 Mix, product mix adjustment 06.25 Mode, of address, sales letters 08.14 Mode, of modem data transmission 10.23 Model of market 13.01 Modem, Control Data 10.22 Modem, answer tone 10.29 Modem, calling tone 10.29 Modem, controller, local echo 10.45 Modem, installing the 04.02 Modem, set for Pulse or Tone dialling 10.22 Modem, status indication, terminal 10.36 Moving text, letter editor 07.36 Multi-user 01.23 Multi-user 08.05 Multi-user, installing for 04.06 Multi-user, installing for 04.08 Multiple key values 12.34 Mundane aspect of selling 01.11 NEW command, re names & addresses 11.32 NEXT/PREV, commands, prospect browsing 12.16 NEXT/PREV, commands, target profile spec 13.41 NOTE, command 12.43 NOTE, updating diary, telesales 09.14 Name & Key Values List 14.13 Name & address, Labels, printing 14.17 Name & address, Lists, printing 14.02 Name & address, box, comments in 11.25 Name & address, box/lines/fields 11.02 Name & address, positioning in letters 08.15 Name & address, your own on Email/telex messages 10.12 Name of Target, setting up 13.09 Namecode 08.07 Namecode 10.25 Namecode, accessing prospect data by 12.04 Namecode, defined & entering 11.11 Namecode, in Name & Address list line 14.07 Namecode, index, how processed 11.17 Namecode, order 02.10 Names, Name & Key Values 14.13 Names, of Electronic Mail services 10.19 Names, of keys 05.03 Names, of keys 12.22 Naming sales areas 05.19 Need, didn't need a computer before 01.02 Needs, products/services 05.38 Negative LAPSE 14.15 Net cast further afield 01.12 Network 01.18 Network 01.20 Network 01.23 Network 04.06 New names & addresses, entering them 11.02 New, Page Feed character, chr$(12), Terminal 10.38 Next Event Key, entering for prospect 12.43 Next Event, general 05.34 Next Event, in Name & Key Values List 14.15 Next/Previous call, telesales 09.27 Nickname, as a comment in address box 11.25 Nickname, as namecode 11.13 No goes, clear out of database 11.38 Node, phone no. of Email service 10.21 Noise of printer while answering phone 08.26 Non-starters, clear out of database 11.38 Number, serial, telex/Email message 10.31 Occupied record, last 11.16 Occurrence of a sales event 05.34 Office furniture required 03.09 Office space required 03.09 Old Days, The way selling used to be 01.04 One-off, letters 08.06 One-off, telephone calls 09.07 Operating Instructions 02.02 Operator Instructions, on-line 02.23 Option 9, configuration 04.14 Options, main menu 05.01 Order, of paragraphs in sales letter 07.33 Order, output of lists 02.17 Order, output of lists, choice of 13.28 Ordnance Survey Grid 05.14 Organisation, re-org'n of sales areas 05.24 Originate a paragraph (sales letter) 07.22 Output, File re sales letters 08.02 Output, File re sales letters & telexes 10.17 Output, sequence of lists, choice of 13.28 Outside environment of a business 01.09 Overclassification 02.07 Overtype/Delete in name & address box 11.09 PABX, tone dialling/9 to dial out 10.22 POTATOES, sample value of product key 12.34 Paper, listing 03.13 Paper, listing 03.14 Paper-borne information 02.11 Paperwork still essential 11.33 Paragraph title, amending 07.23 Paragraphs, of sales letter 02.18 Paragraphs, of sales letter 07.08 Parallel port 04.17 Parity, COM port 04.18 Parochial economy 01.05 Parochial market 01.09 Partial information on a name & address 12.01 Passive information, Name & Address list 14.06 Password, altering 04.15 Password, entering 04.10 Password, for Email Service 10.21 Password, per user 04.15 Percentage population sales areas 02.12 Percentage population sales areas 05.08 Percentage population sales areas 06.08 Peripheral devices 03.01 Peripheral devices 03.05 Peripheral devices 03.07 Peripheral devices 03.14 Personal, Computer, type required 01.23 Personal, electronic mailbox 10.10 PgDn key won't work: release NumLock! 07.35 PgUp key won't work: release NumLock! 07.35 Phases of prospect development 05.31 Physical building brick of sales letter 07.10 Planned next event 05.34 Planning, your own key names & values 05.43 Planning, your sales areas 02.05 Planning, your sales areas 05.13 Planning, your sales letter 07.27 Polishing your sales letter 07.31 Population, bar chart 05.08 Population, bar chart 06.08 Population, national percentage/sales area 06.16 Population, prospects per sales area 06.16 Ports, printer 04.16 Ports, printer I/O 08.11 Position, name/address envelope window 08.15 Positioning cursor in letter editing 07.13 Positive LAPSE 14.15 Post Office, Postcode Booklet 05.15 Post Office, re help with direct mail 15.12 Post transmission report, telex/Email 10.35 Postal Addresses in sales area 06.08 Postcode 08.07 Postcode 10.25 Postcode Key Map of the U.K. 03.03 Postcode order 03.03 Postcode, Key Map of the U.K. 02.04 Postcode, Key Map of the U.K. 05.13 Postcode, Post Office booklet 05.15 Postcode, accessing prospect data by 12.05 Postcode, area maps for visiting 15.22 Postcode, areas 05.06 Postcode, determines sales area 02.08 Postcode, format of 11.20 Postcode, format of 12.05 Postcode, in Name & Address list line 14.09 Postcode, index, how processed 11.17 Postcode, order 02.10 Postcode, rationalization of 11.20 Postcode, unpostcoded addresses 06.13 Postcode, validation 11.20 Posting, preparing letters for 08.31 Potential, market potential 06.09 Power, cleaner 03.06 Power, cuts, failure 04.22 Predefined values of the Event Key 05.37 Preliminary tests 03.16 Preparing, letters for posting 08.31 Preparing, your own database 15.01 Press, Releases & Advertising 15.11 Press, Trade, relation value, target profile 13.13 Print formats 07.44 Printed Report, statistics 06.26 Printer draft, matrix 03.01 Printer draft, matrix 03.07 Printer draft, matrix 03.12 Printer draft, matrix 03.14 Printer letter, daisywheel 03.01 Printer letter, daisywheel 03.07 Printer letter, daisywheel 03.12 Printer letter, daisywheel 03.14 Printer, enable/disable, terminal 10.40 Printer, noise while answering phone 08.26 Printer, ports 04.16 Printer, ports 08.11 Printer, prints remote echo, terminal 10.40 Printers 03.01 Printers 03.06 Printers 03.07 Printers 03.08 Printing, Letters 08.01 Printing, Name & Address Labels 14.17 Printing, Name & Address Lists 14.02 Printing, of Target Profile Specification 14.01 Printing, sales letters 07.06 Procedure, communications 10.20 Proceeding with a call, Telesales 09.14 Producers, specialised 01.01 Producing a Shortlist 13.37 Product, Statistics 06.24 Product, Table 06.24 Product, mix adjustment 06.25 Product, ranges 02.06 Product/Service, Key defined 05.38 Product/Service, key in printed list 14.13 Product/Service, key, set up target profile 13.16 Production techniques, better and better 01.07 Products, (offered) Key defined, related 05.38 Products, key, entering for prospect 12.34 Profile, Target, finished sample 13.27 Profile, Target, setting one up 13.07 Profile, Target, specification, printing of 14.01 Profile, target p of a market sector 05.42 Profile, target profile 02.14 Progress Key defined 05.31 Projector, video 02.05 Projector, video 03.05 Projector, video 06.19 Prompts, Email protocols 10.19 Prospect(s), Ref No 1, yourself 10.12 Prospect(s), new, entering them 11.02 Prospect(s), percentage in sales area 05.08 Prospect(s), population/sales area 06.16 Prospects, Lists of supplied on disk 15.14 Prospects, details, recording, updating 02.07 Prospects, files 15.21 Prospects, his interests in your products 05.38 Prospects, indexing 02.08 Prospects, individual 02.02 Prospects, letter to 08.06 Prospects, percentage in sales area 06.08 Prospects, scanning through file 08.22 Prospects, telex to 10.25 Prospects, to receive a letter 08.06 Prospects, what he is in-the-market-for 05.38 Protocols, Email Service, entering 10.19 Public Electronic mail 10.05 Public Electronic mail 10.05 Public Electronic mail 10.08 Public Electronic mail 10.18 Pulse Dialling, set modem for 10.22 Punchier sales letter text, how to get 07.10 Purchasing side 05.29 Push-along text insertion 02.19 Push-along text insertion 11.23 Qualifications in CONTACT field eg BSc 11.28 RICE, sample value of product key 12.34 RLKV, repeat last key values 11.32 RS232 (V24) port 04.17 RX-FILES, incoming messages put into 10.42 Rationalization of postcode 11.20 Read-only, files 04.09 Recall a text frame from disk 07.21 Recalling a name & address record 12.03 Received Messages Library 02.22 Received Messages Library 04.16 Received Messages Library 10.41 Received Messages Library 10.48 Recipient of a letter, to whom? 08.06 Recompile, statistics, when to do so 06.06 Record, Ref No 1, your name & address 10.12 Record, data pertaining to a prospect 02.08 Record, last occupied 11.16 Record, our sample record 12.10 Record, unoccupied 12.07 Recording a letter paragraph 07.18 Records, creating name & address records 11.02 Records, listing 15.15 Redefining sales areas 05.24 Ref No. 08.07 Ref No., defined 11.15 Ref No., in Name & Address list line 14.08 Ref No., of KILLed record 12.15 Ref N§, accessing prospect data by 12.06 Ref, reference on sales letter 08.13 Reference, number order (listings) 02.10 Reference, on telex/Email message 10.31 Referencing problems, maps, sales areas 05.15 Rejected, prospects for shortlist 13.39 Related products/services 05.39 Relation, Graph 06.21 Relation, Key, defined 05.27 Relation, Key, entering prospect 12.29 Relation, Key, sample values 05.30 Relation, Key, setting up target profile 13.13 Relation, Statistics 06.20 Relationships with prospects 02.06 Relative distribution of prospects 06.13 Remote echo, terminal 10.43 Remove, dead wood from database 11.38 Remove, sheet feeder 08.28 Reorganisation of sales areas 05.24 Rep, sales reps 02.21 Rep, sales reps, name of 05.04 Reply-paid cards, design suggestion 14.27 Reply-paid cards, sticky labels on 14.25 Report, Heading Lines, Name & Address List etc 14.04 Report, post transmission, Email/telex 10.35 Report, telesales session 09.23 Report, telesales session 14.32 Report, telesales summary 09.28 Reserved values of the Event Key 05.36 Responses, Email protocols 10.19 Restore, DOS utility 04.05 Restrictions in letterhead positions 08.19 Result of a telephone call 09.11 Results of telephone calls, setting up 09.16 Retrieving, a name & address record 12.03 Retrieving, a prospect record 02.10 Retrieving, addressee details for letter 08.07 Return Unit, desk 03.10 Reviewing sales areas 02.05 Ringing tone, telesales 09.20 Road, getting on the road 15.22 Rounding of percentages in Statistics tables 06.20 Rural sales areas 05.18 SEEKING lamp 12.10 SEND command, telex/Email 10.26 SEX, sample key name 12.23 SIC Number, of a prospect, booklet 12.27 SIC Number, of a prospect, defined 12.25 SIC Number, of a prospect, entering 12.24 SIC Number, setting up target profile 13.10 SIC, Standard Industrial Classification 02.09 SIC, Standard Industrial Classification 03.03 START first EXE module in Marketeer 15.02 Sales Area(s), Statistics 06.12 Sales Area(s), how made up 05.05 Sales Areas 02.01 Sales Areas 05.04 Sales Areas, checking coverage of 05.23 Sales Areas, define 05.04 Sales Areas, determined by postcode 02.08 Sales Areas, in Name & Address list line 14.10 Sales Areas, key, setting up target profile 13.12 Sales Areas, naming 05.19 Sales Areas, populations 06.08 Sales Areas, prospect 12.29 Sales Areas, setting up 05.18 Sales Letter(s), folding 08.15 Sales Letter(s), planning 07.27 Sales Letter(s), printing them 07.06 Sales Letters 02.18 Sales Letters 07.01 Sales Letters 15.19 Sales Letters, salutation sincerely/faithfully 08.18 Sales rep (Salesman), helped by technology, see Rep 01.17 Sales rep (Salesman), names of in sales areas list 05.04 Sales rep (Salesman), names see Rep 05.04 Salutation type on sales letter 08.18 Sample record, ours 12.10 Save, don't: keep original paragraph text on disk 07.20 Saving a letter paragraph 07.18 Scanning name & address fields 12.09 Scanning your prospect file 08.22 Schedule for visiting prospects 02.21 Schedule for visiting prospects 13.26 Schedule for visiting prospects 13.31 Scheduled sales events 05.34 Scheduling, prospect events 02.16 Scripts, multi-option, telesales 09.02 Scrolling (text frames) 07.25 Sectors, market, sub-markets 05.39 Seek out prospects in target sector 02.02 Selecting, dialling method, telesales 09.06 Selecting, which letter to send 08.02 Selection of Sales Letter 07.05 Selector Code, Key, setting up target profile 13.17 Selector Code, Wildcard character used in 13.17 Selector Code, defined, how used 12.37 Selector Code, in Name & Key Values List 14.14 Sell, Why do we need to? 01.01 Selling side, the 05.29 Semantic building brick of sales letter 07.10 Seminar, Cambridge example 13.03 Send file via terminal 10.39 Sending, Letters 08.01 Sending, email letter/telex 10.27 Sequence, choice of 13.36 Sequence, listing sequence 02.19 Sequence, of paras in sales letter 07.33 Sequence, output of lists 13.28 Serial Number, of telex/email messages 10.31 Serial Number, on List Heading Line 14.04 Serial port 04.17 Server, network 04.06 Services, Electronic Mail, names 10.19 Services, Electronic Mail, protocol macros 10.19 Services, Key defined 05.38 Services, key, entering for prospect 12.34 Services, related services 05.39 Services, that you offer 02.06 Session, evaluation, telesales 09.31 Session, reports, mail, phone, telex 02.24 Session, reports, mail, phone, telex 14.32 Session, telesales calling 09.25 Setting up the equipment 03.14 Setting up, call result options 09.16 Setting up, for electronic mail 10.18 Setting up, printer ports 04.18 Setting up, sales areas 05.18 Shape of your market 15.16 Sheet Feeder requirement 03.01 Sheet Feeder requirement 03.07 Sheet feeder, fitting 08.02 Sheet feeder, removing 08.28 Shortlists, Target, producing 13.04 Sifting/culling a target shortlist 13.40 Signatory of sales letter/telex 08.04 Signatory of sales letter/telex 10.14 Sincerely, yours 08.14 Skills, face-to-face, human 01.11 Skipping a call on calling list 09.28 Slides, 35mm of sales area data 06.19 Slipper, Cinderella analogy, fitting 13.02 Slow pace in the past 01.04 Small world 01.06 Smith & Jones, sample name & address 12.10 Smith & Jones, sample prospect 11.10 Social order 01.18 Socket, BT telephone 09.13 Software, loading the 04.04 Source of Sources (Trade Directories) 15.12 Sources of data (prospects etc) 15.05 Space on disk, Contiguous 15.04 Specialised, producers 01.01 Specialised, products more and more so 01.13 Specialised, skills of sales rep 01.11 Specialist, age of 01.08 Specialist, modern salesman 01.11 Specification, Target Profile, printing of 14.01 Specify market structure 02.05 Specify market structure 05.02 Speed, COM port for printers 04.18 Speed, of change of market 01.06 Standard Industrial Classification 03.03 Standard Industrial Classification, SIC No. 02.09 Starting up Marketeer 04.10 Stationery 03.07 Stationery 03.13 Stationery, sticky label 14.19 Statistical structure 01.22 Statistics 06.01 Statistics, Bar Charts 02.13 Statistics, Bar Charts 06.02 Statistics, Event 06.23 Statistics, Menu 06.02 Statistics, Product 06.24 Statistics, Relation 06.20 Statistics, Report, printed 06.26 Statistics, Sales Area 06.12 Statistics, Status 06.21 Statistics, Tables 06.02 Statistics, compiling 06.03 Statistics, population, maps 02.13 Statistics, tabular 02.13 Status, Graph 06.22 Status, Key defined 05.31 Status, Key, entering for prospect 12.32 Status, Key, setting up target profile 13.15 Status, Statistics 06.21 Status, indication modem/data call 10.36 Steering an enterprise 01.19 Sticky label stationery 14.19 Store & Forward capability 10.08 Storing a letter paragraph 07.18 Structure, of Marketeer, Directories 15.02 Structure, of market 05.02 Subject line on telex/Email message 10.31 Subscriber data, Email Services 04.16 Subscriber data, Email Services 10.21 Summary report, telesales 09.28 Superhuman task 01.14 Supervisor (multi-user system) 04.15 Supply and demand 01.01 Survive, sell to survive 01.09 System, Date and Time 04.12 System, Model of trading process 01.18 TV transmission areas 05.04 TX-FILE, file to be sent via terminal 10.39 TYPE command for sales letters 08.22 Table for computer 03.11 Table, statistics 06.02 Tapes, memo tapes 15.22 Target, Groups, Email/telex transmissions to 10.33 Target, Groups, telesales 02.19 Target, Groups, telesales 09.24 Target, List Menu 14.01 Target, Number, on List Heading Line 14.04 Target, Profile Specification, printing of 14.01 Target, Profile serial number 08.29 Target, Profile serial number 10.33 Target, Profile, finished sample 13.27 Target, Profile, setting one up 02.14 Target, Profile, setting one up 13.07 Target, defining targets 13.01 Target, name, setting up 13.09 Target, profile data 04.16 Target, profile general 08.24 Targeted mailshot, printing 08.23 Targeting, Function 13.04 Targeting, your campaign 15.17 Technology to help the salesman 01.17 Telecom Gold 10.05 Telephone 01.23 Telephone 01.23 Telephone 02.19 Telephone 03.03 Telephone 04.04 Telephone, HELP 09.08 Telephone, Subsystem updates Event Key 05.37 Telephone, areas 05.14 Telephone, call time & date 09.28 Telephone, calls 09.01 Telephone, calls 15.19 Telephone, calls to a target group 09.24 Telephone, calls, retrieve callee 09.08 Telephone, headset 09.05 Telephone, number, in prospect record 02.19 Telesales 02.19 Telesales, Agencies 09.33 Telesales, DIALling 09.12 Telesales, Decision Maker Contact 09.18 Telesales, HOLDing the line 09.12 Telesales, KILLing the call 09.12 Telesales, campaign planning 09.30 Telesales, entering call result 09.15 Telesales, fault in dialling call 09.13 Telesales, list 04.16 Telesales, list qualifying 15.10 Telesales, list, list generation 13.04 Telesales, multi-option scripts 09.02 Telesales, proceeding with a call 09.14 Telesales, selecting dialling method 09.06 Telesales, session management 09.31 Telesales, session report 09.23 Telesales, summary report 09.28 Telesales, text, writing of 09.30 Telesales, updating diary NOTEs 09.14 Television Areas 05.04 Telex 01.23 Telex 02.20 Telex, Field in prospect's Name & Address Box 10.26 Telex, Number 10.26 Telex, Received Messages Library 10.41 Telex, Received Messages Library 10.48 Telex, Subsystem updates Last Event Key 05.37 Telex, Subsystem updates Last Event Key 10.35 Telex, message format 10.31 Telex, message sent via terminal 10.39 Telex, sending of 10.27 Telex, suffers from internal bureaucracy 10.04 Telex, transmissions to target group 10.33 Telex, what a Telex is 10.02 Telexshot, Transmission 10.33 Telexshot, list 04.16 Telexshot, list generation 13.04 Temperature distribution 06.22 Temporary halt, of printer/typewriter 08.25 Temporary halt, printing lists 14.02 Terminal, communications 02.22 Terminal, communications 10.11 Terminal, disconnect call 10.37 Terminal, to send Email or telex message 10.39 Territories, sales 05.04 Territory, your home T 12.12 Tests, preliminary 03.16 Text, frame title, amending 07.23 Text, frames introduction 02.18 Text, frames introduction 07.08 Text, of sales letter, checking 07.34 Text, of telex messages 10.15 Text, telesales, writing of 09.30 Throw-page character, effect on terminal 10.38 Time current 04.12 Time of telephone call 09.28 Time of telex 10.31 Time system 04.12 Time windows, setting up target profile 13.20 Title of text frame/paragraph 07.10 Today's date 04.12 Tone Dialling, set modem for 10.22 Tone Dialling, set modem to WAIT for 10.22 Tone, answer, remote modem 10.29 Tone, modem calling tone 10.29 Trade, Directories (sources of prospects) 15.07 Trade, Trade to trade selling 02.01 Trading process 01.19 Transients, electrical 04.22 Transmission report, telex/Electronic mail 10.35 Transmission to target group 10.33 Transmission, of letters/messages 02.24 Transmit a file via terminal 10.39 Trawling name & address records 12.09 Trigger, your memory re prospects 11.26 Two-letter code, post areas 05.21 Type of Event 05.34 Type-size, produced by printer 04.20 Type-size, produced by printer 04.20 Typewriter 03.01 Typewriter 03.07 Typewriter 03.08 Typewriter 03.12 Typewriter 03.16 Typing a sales letter 07.06 Typing a sales letter, printing 08.01 UPS, Uninterruptible Power Supply 03.06 USER directories 04.06 Under exploitation of sales areas 06.13 Underlined text in sales letters 07.37 Underscore characters 04.12 Uninterruptible Power Supply, UPS 03.06 United Kingdom market 02.01 Unobtainable tone, telesales 09.22 Unoccupied record 12.07 Update of Event Keys by Mail Subsystem 08.31 Update of Event Keys by Telephone Subsystem 09.15 Update of Event Keys by Telex/Email Subsystem 10.35 Update of Event Keys, prospect records 12.39 Update of event keys 05.37 User passwords 04.15 UserName for Email Service 10.21 Uses of labels 14.25 V21, CCITT data transmission mode & speed 10.23 V24 (RS232) port for printers 04.17 VANS, Value Added Network Services 02.22 VANS, Value Added Network Services 10.18 Validation of Postcode, rationalised format 11.20 Value Added Network Services, VANS 02.22 Value Added Network Services, VANS 10.18 Values of a key 02.06 Values of a key, defined 05.26 Values of a key, defined 12.22 Version, DOS 04.04 Video projector 02.05 Video projector 03.05 Video projector 06.19 Visiting, Schedule/List 13.26 Visiting, Schedule/List 13.31 Visiting, lists, postcode order 02.21 Vulnerable because of few customers 01.10 Wait for dial tone, set modem for 10.22 Wallet file, 11.18, browsing through 11.37 Wallet file, browsing through 12.06 What Marketeer does 02.01 What Marketeer is 02.01 Which letter to send? 08.02 Who knows whom chains, XREF command 12.21 Wildcard character, * Selector Code 13.17 Window envelopes 08.15 Windows, time 02.16 Windows, time, setting up 13.20 Write a new paragraph 07.22 Writer of letter, signatory name 08.04 Writer of letter, signatory name 10.14 XREF (cross-reference) command 12.20