Prospect qualifying calculator
First Claim
1. A method for determining whether to attempt to sell an offering to a potential client, the method comprising:
- determining a set of criteria questions identified as being important in determining whether to attempt to sell the offering to the potential client;
determining a set of possible answers to each of the criteria questions;
assigning a respective criteria question weighting factor to each criteria question;
assigning an answer weighting factor to each potential answer for a respective criteria question;
determining answers to each of the criteria questions; and
calculating a qualifying score.
1 Assignment
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Accused Products
Abstract
A method, system, and computer program product for determining whether to attempt to sell a product or service to a potential client is provided. In one embodiment, a set of criteria questions identified as being important in determining whether to attempt to sell the offering to the potential client are determined. Then a set of possible answers to each of the criteria questions is also determined. A respective criteria question weighting factor is assigned to each criteria question and an answer weighting factor is assigned to each potential answer for each respective criteria question. Answers to each of the criteria questions are determined and a qualifying score is calculated. The qualifying score allows different potential clients to be compared to one another as to which is more likely to be receptive to the offered product or service and allows determinations as to which potential customers to target for attempted sale of the product or service in a systematic and repeatable fashion.
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Citations
27 Claims
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1. A method for determining whether to attempt to sell an offering to a potential client, the method comprising:
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determining a set of criteria questions identified as being important in determining whether to attempt to sell the offering to the potential client;
determining a set of possible answers to each of the criteria questions;
assigning a respective criteria question weighting factor to each criteria question;
assigning an answer weighting factor to each potential answer for a respective criteria question;
determining answers to each of the criteria questions; and
calculating a qualifying score. - View Dependent Claims (2, 3, 4, 5, 6, 7, 8, 9)
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10. A computer program product in a computer readable media for use in a data processing system for determining whether to attempt to sell an offering to a potential client, the computer program product comprising:
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first instructions for determining a set of criteria questions identified as being important in determining whether to attempt to sell the offering to the potential client;
second instructions for determining a set of possible answers to each of the criteria questions;
third instructions for assigning a respective criteria question weighting factor to each criteria question;
fourth instructions for assigning an answer weighting factor to each potential answer for a respective criteria question;
fifth instructions for determining answers to each of the criteria questions; and
sixth instructions for calculating a qualifying score. - View Dependent Claims (11, 12, 13, 14, 15, 16, 17, 18)
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19. A system in a computer readable media for use in a data processing system for determining whether to attempt to sell an offering to a potential client, the system comprising:
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first means for determining a set of criteria questions identified as being important in determining whether to attempt to sell the offering to the potential client;
second means for determining a set of possible answers to each of the criteria questions;
third means for assigning a respective criteria question weighting factor to each criteria question;
fourth means for assigning an answer weighting factor to each potential answer for a respective criteria question;
fifth means for determining answers to each of the criteria questions; and
sixth means for calculating a qualifying score. - View Dependent Claims (20, 21, 22, 23, 24, 25, 26, 27)
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Specification