Sales and marketing support system using a graphical query prospect database

US5966695A · kind A · utility

Assignee

• CITIBANK, N.A. · US

Inventors

• Anthony R. Melchione · Bound Brook, US
• Rafael Martinez · Fairfield, US
• Eric Seifert · East Northport, US
• Martin Hirsch · Friedrichsdorf, DE

Key dates

• Filing date: Oct 17, 1995
• Grant date: Oct 12, 1999
• Expiry date: Oct 17, 2015

Classification

• Technology area (CPC G): Physics
• CPC primary: G06Q40/00
• WIPO field: IT methods for management
• WIPO sector: Electrical engineering

Abstract

An electronic sales and service support system and method for identifying sales targets using a centralized database to improve marketing success. The system includes a central database that receives comprehensive information from a variety of internal and external feeds, and standardizes and households the information in a three-level hierarchy (households, customers, and accounts) for use by a financial institution. The comprehensive information stored on the central database is accessed through micromarketing workstations to generate lists of sales leads for marketing campaigns. A database engine is provided for generating logical access paths for accessing data on the central database to increase speed and efficiency of the central database. The system distributes sales leads electronically to branch networks, where the sales leads are used to target customers for marketing campaigns. The central database is accessed by workstations of a central customer information system for profiling customers, enhancing customer relationships with the financial institution, and electronically tracking sales performance during marketing campaigns.