Data processing: financial – business practice – management – or co – Automated electrical financial or business practice or... – Discount or incentive
Patent
1996-01-18
1998-10-20
McElheny, Jr., Donad E.
Data processing: financial, business practice, management, or co
Automated electrical financial or business practice or...
Discount or incentive
G06F 1900
Patent
active
058262407
ABSTRACT:
A handheld computer unit for use by, e.g., a car sales person (seller) prompts the seller with a standard script to be followed at each step in the process after a prospect enters a dealership. The seller is also prompted to record data about the prospect and the prospect's needs as well as potential trade-in vehicles. In the event that the prospect does not purchase on the initial visit, this information may be transferred to a conventional sales prospect control system to manage the process of later follow-up contacts with the prospect. The handheld unit permits the seller to retrieve useful information such as inventory availability from a sales information data store. The handheld unit also is able to access remote communications links to external data sources to obtain information on credit-worthiness of the prospect, financing terms, and availability. The handheld unit also displays motivational information such as the percentage likelihood of consummating the sale successfully.
REFERENCES:
patent: 4415065 (1983-11-01), Sandstedt
patent: 4530067 (1985-07-01), Dorr
patent: 4569421 (1986-02-01), Sandstedt
patent: 5038284 (1991-08-01), Kramer
patent: 5053956 (1991-10-01), Donald et al.
patent: 5239462 (1993-08-01), Jones et al.
patent: 5309355 (1994-05-01), Lockwood
patent: 5317503 (1994-05-01), Inoue
patent: 5349678 (1994-09-01), Morris et al.
patent: 5351186 (1994-09-01), Bullock et al.
patent: 5367627 (1994-11-01), Johnson
patent: 5386555 (1995-01-01), Kuroda et al.
patent: 5434394 (1995-07-01), Roach et al.
patent: 5481647 (1996-01-01), Brody et al.
patent: 5493490 (1996-02-01), Johnson
patent: 5584025 (1996-12-01), Keithley et al.
patent: 5598487 (1997-01-01), Hacker et al.
Lindsay Chappell, "Carmakers try to make buying simple", Automotive News, vol. 67, Iss. 5483, pp. 3, 42, Dialog File copy 3 pages, Jan. 1993.
Anonymous, "Controlling the Showroom", Automotive News, iss. 5312, p. E20, ProQuest Periodical Anbstracts 2 pages copy, Nov. 1989.
Campanelli, "Sound the Alarm|," Sales & Marketing Management, vol. suppl. issue, pt. 2, pp. 20-22 and 24-25, Dec. 1994.
International Search Report dated Jul. 28, 1997 for International Application No. PCT/IB97/00267.
Chappell, "Small Computers Help Sellers Close Deals, Gather Vital Data," Automotive News, Crain Communications Inc., May 27, 1996, News section, p. 16 (1996).
Christeson, "The trainer's role in sales automation," training and Development, Information Access Co., a division of Ziff Communiations Co.; American Society for Training and Development Inc., vol. 46, No. 12, p. 67 (1992).
Dryden, "Mobile LAN Streamlines Service,", CommunicationsWeek, CMP Publications, Inc., Aug. 29, 1994, Local Area Networks section, p. 19 (1994).
Fillon, "Keep on trucking Yellow Freight trucking; Road Warrior: A Sales Automation Supplement," (company profile), ASAP, Sales & Marketing Management, Information Access Company, a thomson Corporation Company; Bill Communications Inc., vol. 147, No. 6, p. S17 (1995).
McKee, "How `the good old days` relate to business-to-consumer telemarketing scripts," telemarketing, Information Access Co., a division of Ziff Communications Co.; Technology Marketing Corporation, vol. 11, No. 11, p. 27 (1993).
Orlin, "Selling in teams," (cover story), training and Development, Information Access Co., a division of Ziff Communications Co.; American Society for Training and Development Inc., vol. 47, No. 12, p. 26 (1993).
Radding, "Software Helps Sales Representative, Managers Make Cross-Sellling a Reality; Automation for Relationship Banking," The Magazine of Bank Management (formerly Bank Administration Magazine), Bank Administration Institute, Oct., 1990, Management Software section, p. 78 (1990).
Schroeder et al., "Training salespeople on high-tech notebook computers," Training and Development, Information Access co., a division of Ziff Communications Co.; American Society for Training and Development Inc., vol. 46, No. 12, p. 60 (1992).
Tucker, "Portable Computers 3; Higher-value sales," The Financial Times Limited, Financial Times, Feb. 8, 1991, Survey section, p. III (1991).
Younger, "Sales savvy for the nineties; Four by Four," Training & Development, Information Access Co., a division of Ziff Communications Co.; American Society for Training and Development Inc., vol. 46, No. 12, p. 13 (1992). The Evolution of an Industry," ASAP, Information Access Company, a Thomson Corporation Company; Bill Communiations Inc. (Institutional Distribution), vol. 21, p. 279 (1985). automated auto service system," Business Wire, Business Wire, Inc., Aug. 1, 1994.
Brockman Robert T.
Jones Donald D.
McElheny, Jr. Donad E.
Pyle Jeffrey A.
Rosefaire Development, Ltd.
LandOfFree
Sales presentation system for coaching sellers to describe speci does not yet have a rating. At this time, there are no reviews or comments for this patent.
If you have personal experience with Sales presentation system for coaching sellers to describe speci, we encourage you to share that experience with our LandOfFree.com community. Your opinion is very important and Sales presentation system for coaching sellers to describe speci will most certainly appreciate the feedback.
Profile ID: LFUS-PAI-O-259891