COMPUTERIZED SALES TRACKING SYSTEMS

A Dissertation
Presented to the

Faculty of the
Computer Science Department
California Technical University
1717 West Century Boulevard
Los Angeles, CA 90047
1-213-380-5588

In Partial Fulfillment
of the Requirements for the Degree
DOCTOR OF PHILOSOPHY
in
COMPUTER SCIENCE

by
Frederick J. Shaddock
B.A., Colgate University, 1978
M.A., Maharishi International University, 1981
5015 14th Street, NW
Washington, DC 20011
1-202-829-4444

June 1, 1987
 

Approval Page

Computerized Sales Tracking

California Technical University
School of Computer Science

The dissertation of Frederick Shaddock is approved:

_____________________________
Dr. Richard Moore
Dissertation Chair
Professor of Computer Science
California Technical University
Los Angeles, CA

_____________________________
Dr. Thomas Brackett
Committee Member
Professor of Computer Science
Colgate University
Hamilton, NY

_____________________________
Frank McLaughlin
Committee Member
Computer Instructors Corporation
Washington, DC

Introduction: About the Author

Frederick Shaddock is a technologist, educator, and innovator whose career spans the critical transition from manual record-keeping to early computerized database systems. His academic journey began with a Bachelor of Science in Computer Science from Colgate University (1978), where he developed a foundational understanding of programming and systems architecture. He furthered his education with a Master of Arts in Education from Maharishi International University (1981) where he achieved a 3.8 GPA and was selected to MIU's President's Honor Roll.  He blended his technical expertise with pedagogical insight for a combination that would later form  his approach to training and systems design.

Early Career: Bridging Sales and Technology

In the early 1980s, Shaddock served as a Field Representative Education Director (FRED) for Crystal Crown Investments in Fairfield, Iowa, where he trained a team of ten field representatives (FRs) to market diamonds, rubies, and sapphires as inflation-resistant assets. Recognizing the inefficiencies of manual sales tracking, he became an early adopter of office automation, leveraging:

• WordStar (one of the first word processors) on an Intertec SuperBrain (a CP/M-based microcomputer) to automate sales letters.

• DataFacts, a rudimentary database program running on an Apple III, to store customer records on floppy disks before migrating to a 10MB hard disk—a significant upgrade at the time.

The IBM PC Revolution and the Rise of Database Management

When the IBM Personal Computer (IBM PC) launched in 1981, Shaddock quickly transitioned to the new platform, recognizing its potential for business applications. By 1982, he was using:

• dBase II, one of the first database management systems (DBMS) for microcomputers, to organize customer data.

• dBase III (released in 1984) on MS-DOS, which introduced relational database capabilities, allowing for more sophisticated queries and reporting.

His hands-on experience with these systems positioned him at the forefront of the PC database revolution, years before FoxBase Plus and similar software became mainstream.

The Path to Doctoral Research

This dissertation emerges from Shaddock’s decades of practical experience in sales automation, database design, and early computing. It examines:

1. The historical evolution of sales tracking, from pre-digital ledgers to computerized systems.

2. The technical limitations and breakthroughs of 1980s database software (e.g., FoxBase Plus, dBase).

3. Best practices for structuring relational databases in a business context, informed by real-world implementations.

By combining historical analysis, technical documentation, and case studies, this work contributes to the broader understanding of how database technology transformed business operations in the late 20th century.

                            DEDICATION

To my father, Dr. Warren M. Shaddock, D.D.S., a dentist who showed me that systems—whether mechanical,
educational, or computational—are meant to serve human needs.  He inspired me to become a doctor, as did my grandfather and name sake Dr. Frederick J. Shaddock, D.D.S.  Thanks go to my father who understood my desire to get into computer science rather than dentistry.

To my mother, Gloris Shaddock, who taught me that every problem has a solution,
Their belief in the power of structured thinking and lifelong learning made this work possible.

For instilling in me the twin virtues of curiosity and perseverance—
the first, which led me to take apart every clock in the house as a child,
and the second, which compelled me to (mostly) put them back together.

Your unwavering support carried me from Colgate’s main frame DEC PDP-10 computer lab to IBM Personal Computers in our own homes, with stops along the way to sell gemstones in Iowa and wrestle with CP/M’s cryptic error codes.

Thanks to the Computer Science Department faculty of Colgate University, in particular Dr. Thomas Brackett
Professor of Computer Science.

This dissertation is proof that even an interrupt-driven life can eventually produce sequential execution.

Frederick Shaddock

The State of Computing Technology: June 1987

Current Landscape

As this dissertation is completed, the personal computing industry stands at a pivotal moment:

1. Dominant Business Systems

• IBM PC/XT (1983)

  • 4.77MHz Intel 8088

  • 256KB–640KB RAM

  • 10MB hard disk ($3,000 upgrade)

  • MS-DOS 3.1 (released March 1985)

• Apple Macintosh (1984)

  • 8MHz Motorola 68000

  • 128KB RAM (512KB upgrade available)

  • Revolutionary 9" bitmap display (512×342)

  • Mouse-driven GUI still considered "toy-like" by business users

2. Database Software Environment

• dBASE III (1984)

  • Industry standard for PC databases

  • Limited to 128 fields/record

  • 1MB file size constraint

• FoxBase+ 1.0 (1984)

  • dBASE-compatible but 16x faster

  • First to implement compiled .DBF access

  • Lacked memo field support until 1985 update

• Q&A 4.0 (1984, Symantec

  • Can import and export dBASE DBF

  • Intuitive form based design

  • Easy interface, Retrieve Form criteria fill in the blank

  • Reports - columnar and form

  • Intelligent Assistance automation

• Emerging Competitors

  • R:base 4000 (Microrim)

  • Paradox (Ansa Software, pre-Borland)

  • ACT (Contact Software)

The Coming Revolution: Lessons from Microsoft's "Windows" Beta

1. The Macintosh Influence

Having participated in Microsoft's Windows 1.0 beta testing program, several observations can be made:

• GUI Promise vs. Reality

  • Mac's Lisa-inspired interface demonstrated:

    • Mouse-driven navigation

    • Overlapping windows (though Windows 1.0 would use tiling)

    • TrueType-like fonts (unavailable on PC until 1987)

• Hardware Limitations

  • Current PCs lack:

    • Bitmapped display standards

    • Mouse port standardization

    • CPU power for smooth window redrawing

2. Windows 1.0 (Projected Release: Fall 1985)

Based on beta testing experience:

Critical Assessment:

"While Windows promises Mac-like usability, version 1.0 will likely remain a curiosity until:

* VGA graphics become standard (projected 1987)

* 80386 processors enable proper multitasking (1986+)

* Developers create GUI-native database tools"

3. Future Database Implications

Anticipated developments based on Microsoft's roadmap:

• Visual Query Builders

  • Drag-and-field interfaces (cf. Mac's FileMaker prototype)

  • Still require keyboard for complex queries

• WYSIWYG Reporting

  • Screen previews replacing dot-matrix test prints

  • Color output remaining prohibitively expensive

• Networking Challenges

  • Novell NetWare (1983) dominates LANs

  • No standard for multi-user DB access

  • Record-locking requires custom solutions

Conclusion: A Transitional Era

June 1985 finds business computing at an inflection point:

• Present: FoxBase+ on MS-DOS represents the pinnacle of 8/16-bit database efficiency

• Near Future (1986-87): 32-bit processors (80386) and VGA will enable true GUI databases

• Long-Term: Relational concepts proven by .DBF files will outlast specific implementations

This dissertation's manual-to-digital framework will remain relevant as the industry transitions "from FoxBase to Windows" in the coming decade.

ASCII-Art Renderings of Key Interfaces

1. MS-DOS Executive Shell

Notable Features:

• Tile-based file management (no overlapping windows)

• No mouse support in this view (keyboard navigation only)

• 8.3 filename constraints visible

2. Early Database Form Prototype

Beta Limitations Observed:

• No data binding to .DBF files (mockup only)

• Fixed-width font rendering (no proportional text)

• "Print Preview" non-functional in build 0.99

3. Multitasking Demo (3 App Limit)

Technical Constraints:

• Apps freeze when back-grounded

• No clipboard sharing between apps

• FoxBase runs in text mode despite GUI being available

Comparative Analysis: Windows vs. Mac (1985)

Projected Evolution (Post-1987)

Based on beta observations, future versions may address:

1. Dynamic Data Exchange (DDE) for FoxBase integration

2. True .DBF File Binding in forms

3. SVGA Support for report previews

Beta Tester Commentary:
"The current implementation feels like MacPaint driving a terminal emulator - the GUI layer sits uneasily atop DOS. True innovation will require either a new OS or 386-protected mode."

1. FoxBase+ Database Structure (1985)

Key Features:

• Relational link via CONTID shown with ASCII arrows

• Field type annotations mirror FoxBase+ syntax

• Simulated "hand-drawn" uneven lines

2. IBM PC/XT System (1985)

Components Labeled:

• Dashed lines show peripheral connections

• Mixed ASCII symbols simulate hand sketching

• Technical specs match 1985 configurations

3. Windows 1.0 Beta Workflow (1985)

Beta Limitations Illustrated:

• Broken data flow between DOS and Windows apps

• Text/GUI mode disparity highlighted

• Simulated frustration with "non-functional" label

By Frederick Shaddock
1987

Abstract

This dissertation explores the capabilities of FoxBase Plus as a powerful database management system (DBMS) for organizing customer and prospect information. By leveraging the .DBF file format, we design a relational database system that tracks contacts, activities, calls, calendar entries, and notes. Key features include relational linkages via a unique ContID field, efficient data storage using memo fields, and logical flags to distinguish between customers and prospects.

1. Introduction

FoxBase Plus, a high-performance dBASE III-compatible database system, provides robust tools for managing structured data. Unlike traditional file systems, FoxBase Plus supports relational database concepts, allowing multiple .DBF files to be linked via common key fields.

This paper presents a practical implementation of a Contact Management System (CMS) using FoxBase Plus, focusing on:

• Customer/Prospect tracking (CUSTOMER.DBF)

• Call logging (CALLS.DBF)

• Calendar management (CAL.DBF)

• Historical call records (HISTORY.DBF)

• Free-form notes storage (NOTES.DBF)

The system uses a 10-character ContID field (e.g., SMITH12345) as a relational key, ensuring data integrity across tables.

2. Database Structure and Design

2.1. CUSTOMER.DBF – Core Contact Storage

This file stores primary customer/prospect details. A Logical field (IsCustomer) distinguishes between confirmed customers (T) and prospects (F).

Structure:

2.2. CALLS.DBF – Tracking Customer Interactions

Each call record links to a customer via ContID.

Structure:

2.3. CAL.DBF – Scheduling Appointments

Stores calendar entries related to contacts.

Structure:

2.4. HISTORY.DBF – Long-Term Call Records

Maintains an immutable log of past interactions.

Structure:

2.5. NOTES.DBF – Extended Customer Notes

Stores large text entries in a Memo field, bypassing the 254-byte limit of Character fields.

Structure:

3. Relational Data Management

FoxBase Plus enables set relations between files using ContID.

Example FoxBase Plus Code:

This links CALLS.DBF to CUSTOMER.DBF, displaying call logs with customer names.

4. Advantages of the System

• Efficient Data Retrieval: Indexing on ContID speeds up searches.

• Scalability: Additional .DBF files can be integrated (e.g., ORDERS.DBF).

• Flexible Reporting: FoxBase Plus supports custom reports via REPORT FORM.

• Memo Field Utility: Unlimited text storage in NOTES.DBF enhances record-keeping.

5. Conclusion

FoxBase Plus provides a robust framework for building relational contact management systems. By structuring data across multiple .DBF files and utilizing key fields like ContID, businesses can efficiently track interactions, schedule follow-ups, and maintain detailed customer histories.

Future enhancements could include automated report generation and integration with word processors for mail merge functionality.

References

• Fox Software, Inc. (1987). FoxBase Plus User Manual.

• Date, C. J. (1986). An Introduction to Database Systems, 4th Ed. Addison-Wesley.

Frederick Shaddock
August 1987

A History of Sales Tracking Before Computers

Long before digital databases like FoxBase Plus, businesses relied on manual methods to track sales, customer interactions, and inventory. This paper explores the evolution of sales record-keeping from ancient times to the mid-20th century, highlighting key innovations such as ledger books, index cards, and mechanical tabulators. Understanding these pre-computer systems provides valuable context for modern database design.

1. Introduction

Sales tracking has always been essential for commerce. Before computers, businesses used written records, mechanical devices, and organizational systems to monitor transactions, customer accounts, and inventory. This paper examines:

• Ancient and medieval record-keeping

• The rise of double-entry bookkeeping

• 19th-century ledger systems

• Early 20th-century sales automation (punched cards, Rolodexes)

2. Ancient and Medieval Sales Tracking (Pre-1500s)

2.1. Clay Tablets and Papyrus Scrolls

• Babylonians (2000 BCE) recorded transactions on clay tablets using cuneiform.

• Egyptians used papyrus scrolls for inventory (e.g., grain taxes).

• Roman merchants kept wax tablets for temporary notes, later transcribed to parchment.

2.2. The Medieval Ledger

• Italian merchants (1200s–1400s) developed account books tracking debtors and creditors.

• The Medici Bank (1397–1494) used cross-referenced ledgers to manage international trade.

3. The Birth of Modern Bookkeeping (1500s–1800s)

3.1. Double-Entry Bookkeeping (1494)

• Luca Pacioli, a Franciscan friar, codified double-entry accounting in Summa de Arithmetica.

• Every transaction recorded in two accounts (debit/credit), improving error detection.

3.2. Sales Journals and Daybooks

• Merchants maintained:

  • Daybooks (chronological sales entries).

  • Ledgers (categorized by customer/item).

• Example: A 1700s colonial trader tracked rum sales in a leather-bound ledger.

3.3. The Industrial Revolution and Standardization

• Mass production required better inventory tracking.

• Pre-printed ledger forms (1800s) reduced errors.

4. Manual Sales Tracking Systems (Late 1800s–1950s)

4.1. Index Card Systems (1870s–1960s)

• Melvil Dewey (of Dewey Decimal fame) popularized standardized index cards.

• Salesmen used customer cards (name, purchase history, follow-ups).

• Rolodexes (1950s) allowed quick flipping through contacts.

4.2. The Vertical Filing Cabinet (1890s)

• Edwin Seibels patented the vertical file, replacing bulky ledger books.

• Sales offices organized customer folders alphabetically.

4.3. Punched Card Systems (1890–1950)

• Herman Hollerith’s tabulator (1890) used punch cards for census data.

• IBM (1920s–50s) adapted punch cards for sales analytics.

  • Example: A 1940s department store tracked customer purchases via punch codes.

4.4. The Kardex System (1910s–1960s)

• Rotating trays held customer order cards for quick access.

• Pharmaceutical reps used Kardex to track doctor visits.

5. Challenges of Pre-Computer Sales Tracking

• Human Error: Misplaced cards, incorrect ledger entries.

• Slow Retrieval: Finding a customer’s history took minutes (vs. seconds today).

• No Real-Time Updates: Reconciling ledgers was a monthly chore.

6. Conclusion

From clay tablets to Kardex, manual sales tracking evolved to meet business needs. These systems laid the groundwork for computerized databases like FoxBase Plus. Understanding this history highlights why relational databases (e.g., .DBF files) mirror centuries-old organizational principles.

References

• Pacioli, L. (1494). Summa de Arithmetica.

• Yates, J. (1989). Control Through Communication: The Rise of System in American Management.

• IBM Archives. (2020). The Punched Card Era.

Kardex vs. Rolodex: Competing Technologies in Pre-Digital Sales Tracking

The Battle for Desktop Information Dominance (1910-1980)

Before databases like FoxBase Plus automated sales tracking, two manual systems dominated business offices: the Kardex system and the Rolodex. While both served similar purposes, their designs reflected fundamentally different approaches to information management that would later influence computerized database structures.

1. The Kardex System (1915-1970s)

Origins:

• Invented by James Newton Gunn in 1915 as a "visible record system"

• Marketed by Remington Rand (later Sperry Rand) as an industrial solution

• Originally designed for library card catalogs, adapted for business use

Technical Specifications:

• Rotating wooden/metal trays (typically 12" x 15")

• Heavy card stock (5" x 8") with pre-printed forms

• Tabbed metal dividers with alphanumeric indexing

• Vertical vs. horizontal configurations:

  • Vertical: Cards flipped up (common in pharmacies)

  • Horizontal: Cards pulled sideways (insurance offices)

Sales Applications:

• Pharmaceutical reps tracked physician call cycles using color-coded cards

  • Blue: Called this month

  • Red: Needs follow-up

• Insurance agencies maintained policy expiration dates on edge-notched cards

• Manufacturing plants tracked inventory reorder points via Kardex

Advantages:

• High density: 500+ cards per tray

• Durability: Cards lasted decades

• Custom forms: Pre-printed sales tracking fields

Limitations:

• No portability: 30+ lb trays stayed deskbound

• Static data: Manual recopying required for updates

• Training curve: Complex indexing systems

2. The Rolodex Revolution (1956-1990s)

Origins:

• Developed by Arnold Neustadter (Hildaur Neilsen Company)

• Name combines "rolling" + "index"

• Originally marketed to Wall Street secretaries in 1958

Technical Specifications:

• Rotating drum mechanism with 1.5" metal spindle

• Standard 2.25" x 4" cards (compatible with business cards)

• Alphabetical wheel with plastic A-Z dividers

• Modular design: Could expand with add-on rings

Sales Applications:

• Cold call tracking: Color dots indicated contact status

  • Green: Hot lead

  • Yellow: Call back

• Territory management: Divided by geographic zones

• Quick reference: Phone numbers at fingertips

Advantages:

• Portability: 5 lb unit could move between desks

• Flexibility: Cards easily added/removed

• Intuitive: Alphabetical ordering required no training

Limitations:

• Low capacity: Max ~1,000 cards

• Fragility: Cards fell out if dropped

• No standardization: Inconsistent handwritten entries

3. Database Design Legacy

These systems anticipated modern DBMS features:

Case Study: Transition at Crystal Crown Investments

• 1980: Used Kardex for gemstone inventory (1 tray per stone type)

• 1982: Migrated to Rolodex for customer contacts

• 1984: Fully computerized using dBASE II with:

  • Kardex-like fixed fields (price, carat)

  • Rolodex-style quick lookup (NAME index)

This evolution demonstrates how physical constraints shaped early database paradigms, directly informing the development of systems like FoxBase Plus where:

• .DBF files = Digital Kardex trays

• Index tags = Rolodex alphabetical wheels

• Memo fields = The blank backs of cards for notes

Conclusion: The Kardex/Rolodex dichotomy mirrors the modern debate between structured databases (SQL) and flexible systems (NoSQL), proving many "new" computing concepts have manual antecedents.

Addenda

(Supplemental Materials for Archival Completeness)

Final Note

This dissertation was prepared the latest technology, on an IBM PC/XT using:

• WordStar 3.3 (with manual paragraph reformatting)

• FoxBase+ 1.10 (for data structure validation)

• Lotus 1-2-3 (Release 1A, for tabular data)

Archival copies preserved on 5.25" floppy disks (360KB DSDD) using XCOPY backup routines.

Curriculum Development
and application of M.A. in Education
Popular software helpful for Computerized Sales Tracking

Graduate School, "The Government's Trainer"
600 Maryland Avenue, NW
Washington, DC  20011

MicroSystemz International
Greg Drury, President
Patuxent Naval Air Station (PAX)
Computer training classroom
47123 Buse Road, Patuxent River, MD  20670
 

This course is designed to familiarize the beginning microcomputer user with the personal computer and its capabilities. Participants learn how to use keyboard functions and commands. Diskette care is demonstrated. The function and use of MS-DOS is explained in terms of command types: internal, external, hard disk, and input/output. An overview of MS-DOS and computer related terms is presented as well. More than 70% of the course is hands-on use of microcomputers.

* Understand the principles of microcomputer use;

* Understand the guidelines for data file management and

diskette care;

* Use a microcomputer to start up and run application programs;

* Know the difference between internal and external commands;

* Use basic internal commands (ex. DIR, COPY, DEL, RENAME)

* Use basic external commands (ex. FORMAT, DISKCOPY, CHKDSK)

* Use hard disk commands (ex. CD, MD, RD); and

* Make back-up copies of their data for safety.

Target Audience: This course is useful for professional, managerial and administrative personnel at all levels who will be using personal computer application software.

This course is designed to expand upon the user's familiarity with the personal computer and its capabilities. The function and use of the Disk Operating System is explained in terms of command types: internal, external, hard disk files and input/output. An overview of MS-DOS and computer related terms is presented as well.

After completing the course, a participant will be able to:

• Understand the difference between Internal and External DOS commands and how to use each
• Use hard disk commands to manage subdirectories and paths
• Create "batch" files using the DOS programming language to create files such as AUTOEXEC.BAT
• Master the DOS environment, DOS prompt, and defaults
• Learn to use DOS "power tools" to customize the function keys, screen layout, and colors
• Use Norton Utilities, and PC Magazine public domain utilities
• Understand the various data backup options from XCOPY to BACKUP / RESTORE
• Use data compresion utilities such as PKZIP and PKUNZIP
• Control and redirect input/output and
• Learn how to make DOS menu-driven.

Target Audience: This course is useful for professional, managerial and administrative personnel at all levels who will be using personal computer application software.

After completing this course, a participant will be able to:

• Understand the use of DOS with WordStar;

The purpose of this course is to enable the students to perform the most essential word processing functions quickly and easily, to ensure immediate productivity, and to set up a word processing project most effectively. CIC has isolated the "Big Ten" functions of word processing--based on experience with hundreds of features in scores of word processors-- those ten most important skills someone must know in order to complete a word processing task, from start-up through editing to printing. Participants do enjoyable and educational hands-on exercises to practice the "Big Ten" functions to ensure immediate productivity. Other functions can be demonstrated depending on the students' particular needs and skills, such as WordPerfect's spelling checker, macros, and column formatting. More than 70% of this course is hands-on use of WordPerfect.

Introduction to dBase III

Advanced dBase III

The purpose of this course is to help those people who already have some knowledge of dBase III to get more out of it.  Borland's dBase III+ is a powerful database management program with many features that are not immediately obvious to the new user.  In this course we will investigate some of the advanced capabilities of this software.

This text is divided into five main sections including the creation of screen programs, multiple relations, advanced queries, menu programs, and programming constructs.

This 2 day course is intended for those who have taken the Introductory course, or who have experience working with dBase on a day to day basis. The class exercises provide "hands-on" experience in using the dBase commands. More than 70% of class time is hands-on use of dBase.

By the end of this seminar participants will have:

Lotus 1-2-3 is the most popular integrated office management software program on the market. It combines the three most useful business applications: electronic spreadsheet, business graphics and data management, into one powerful system. Participants will learn the most commonly used Lotus 1-2-3 commands in the first and second sessions. The third session will cover basic database, printing and graphics. The last session will include a workshop and personalized instruction to help design and build a Lotus application from the participant's own office operations.

• Identify the basic functions of an electronic spreadsheet and understand the unique functions of
  Lotus 1-2-3;
• Access Lotus, and understand screen prompts and system structure;
• Immediately use Lotus 1-2-3 basic commands for:
• - worksheet development, manipulation and modification,
• - simple formula construction,
• - database management,
• - graph preparation, and
• - printing.
• Understand how Lotus can be applied in their own work.

Target Audience: This course is useful for professional, managerial and administrative personnel at all levels. Familiarity with the basics of microcomputer use is helpful, but not required.

Intermediate Lotus 1-2-3 provides experienced users with concepts beyond those taught in introductory Lotus courses.

The course begins with a review of the basic worksheet commands. Commands and tips are introduced for maximum productivity in worksheet development and modification. It is shown how Range Names can greatly enhance one's work with Lotus. It is shown how the data table function can summarize statistical and financial data. Graph development and printing is also covered. All sessions include course exercises on prepared diskettes.

More than 70% of the course is hands on use of Lotus.

• Tips and techniques on Lotus 1-2-3 worksheet commands and functions;
• Use Range Names to clarify cell locations and formulas;
• Overview and try out the basic categories of "@" functions;
• Use the Data Table function to summarize statistical and financial data;
• Develop more complex graphs and print them in various sizes;

Target Audience: This course is useful for professional, managerial and administrative personnel at all levels. Introductory training in Lotus 1-2-3 is required and hands-on practice is recommended.

Advanced Lotus 1-2-3 provides experienced users with advanced concepts beyond those taught in introductory Lotus courses. The course begins with a review of the basic worksheet commands. Advanced commands are introduced for maximum productivity in worksheet development and modification. The use of macros commands is presented to automate spreadsheet operations. The course includes database management and related commands. Additional "@" functions are covered, as well as advanced graph development. All sessions include course exercises on prepared diskettes. More than 70% of the course is hands on use of Lotus.

• Appreciate the value of the integrated nature of Lotus 1-2-3 with exercises which utilize all the major areas;
• Understand, create and use Macros to automate functions;
• Advanced printing options and setup strings;
• Use the Data Find and Extract commands to search the database by various conditions;
• Use sophisticated Lotus financial, database statistical, and other "@" functions; and
• Use advanced graph options

Target Audience: This course is useful for professional, managerial and administrative personnel at all levels. Introductory training in Lotus 1-2-3 is required and hands-on practice is recommended.

The objective of this advanced course is to provide maximum student productivity on Lotus 1-2-3, using more advanced commands for worksheet development and modification. More than 70% of the course is hands-on use of Lotus.

• Plan and design macros;
• Name and invoke macros;
• Test and "debug" macros;
• Assemble macro libraries;
• Connect and loop macros;
• Create decision-making macros;
• Formulate "user-friendly" menu-driven macros;
• Apply these functions to all Lotus applications including:
• data entry,
• "what if" and financial ledgers,
• database management, and
• graphs.

Target Audience: This course is useful for professional, managerial and administrative personnel at all levels. Familiarity with the basics of Lotus 1-2-3 is required.

Introduction to Q&A

Q&A is the one of the best selling "flat file" management program for microcomputers. This course is designed both to teach the fundamental concepts and functions of Q&A, and to assist in designing a Q&A application from the student's own office operations. Session 1 introduces database concepts and Q&A features.

Session 2 covers data inquiry, computing, reporting, and programming. The final session includes a workshop and personal instruction in designing a Q&A application. More than 70% of this course is hands-on use of Q&A.

The course also includes basic microcomputer orientation. Learning Objectives:

* Understand the capabilities of database management software;

* Convert a manual record-keeping procedure into a Q&A application

to manage information;

* Create and modify the database structure;

* Append, Edit, Browse, and Delete records in a Q&A database;

* Sort the database by various fields;

* Find any data by issuing search commands with various conditions

using both the Retrieve Spec and Query Guide;

* Design and print a report from a Q&A database;

* Design and print form letters using the Merge feature;

* Design and print mailing labels; and

* Use the Intelligent Assistant system

Target Audience: This course is useful for professional, managerial and administrative personnel at all levels. Familiarity with the basics of microcomputer use is not required.

ACT - Automated Contact Tracking

ACT 1.0 for PCs introduces a new category of software on the market, invented by Pat Sullivan.  ACTcombines the functions of a database, word processing, and scheduling software into a fully integrated package. Users can schedule Calls, Meetings, and Things To Do using the calendar feature, and be reminded automatically by ACT! Customizable form letters, envelopes, and fax cover sheets are automatically addressed and can be printed, or faxed, from within ACT! Various progress reports can be customized and printed to monitor and maximize the use of the user's time. This course includes tips and short cuts to make maximum use of the software as soon as possible. Over 75% of the class involves hands-on practice. By the end of the course, the participants will be able to:

* Load ACT! and Lookup contacts by Name, Company, City, and other standard fields

* Edit contact information, correcting and adding data

* Add new contacts, and Delete unwanted records

* Schedule Calls, Meetings, and Things To Do

* Clear and record completed Calls, Meetings, and Things Done

* Write a customized form letter to one or many contacts

* Print Envelopes, Fax Cover sheets

* Adjust the field variables on form letters and reports

* Lookup contacts by constructing your own criteria

* Use the Phone feature to automatically dial contacts

* View Today's Tomorrow's, or past things to do

* Create and view progress reports and forms

* Use the Automatic Timer feature to record time spent

* Use DOS commands or other software from within ACT!

* Make maximum use of ACT! to make maximum use of time.

Introduction to ACT!

Agenda / Schedule

9:00

Load ACT! and Lookup contacts by Name, Company, City, and other standard fields

9:30

Edit contact information, correcting and adding data

9:45

Add new contacts, and Delete unwanted records

10:00

Schedule Calls, Meetings, and Things To Do

10:30 MORNING BREAK

10:45

Clear and record completed Calls, Meetings, and Things Done

11:15

Write a customized form letter to one or many contacts

11:45

Print Envelopes, Fax Cover sheets

12:00 LUNCH BREAK

1:00

Adjust the field variables on form letters and reports

1:15

Lookup contacts by constructing your own criteria

1:45

Use the Phone feature to automatically dial contacts

2:00

View Today's Tomorrow's, or past things to do

2:30 AFTERNOON BREAK

2:45

Create and view progress reports and forms

3:15

Use the Automatic Timer feature to record time spent

3:30

Use DOS commands or other software from within ACT!

3:45

Summary, Questions on making maximum use of ACT!

Word Processing Training

As a public service, I applied my MIU M.A. in Education degree by coaching residents of Washington DC, many who had moved from Fairfield, Iowa, in Word Processing.   Along with Frank McLaughlin, we taught over 50 people.  The condition was that they would teach at least 1 other person.  Temporary placement companies were able to give jobs that lasted from 1 day to weeks.  Law firms were a frequent employer of word processors. We advertised our offerings through word of mouth and a poster at the local Transcendental Meditation Center. We ran an ad in the 1987 Ideal Village Directory.

The Interview

Be sure to show up on time for the interview.  This is part of the test - to see if you can show up on time.  If you are late to the interview, they may assume you will be late to a job they place you at.  So show up early.

You will take the following tests, administered by computer

• Typing Speed
• Spelling
• Grammar
• Vocabulary

Dress as you would for going to work at an office.
If you wear jeans, they will think of you as a common laborer.

A Staffing Eseentials 202-373-0425
Temps & Company 202-223-3938
InterTEc 202-548-5050
Kelly Services 703-739-2250
Temporary Solutons, Inc. 202-331-7132
Career Blazers 202-467-4222
and others in the Yellow Pages

Addendum A: Glossary of 1985 Technical Terms

Addendum B: FoxBase+ Code Samples

1. Database Creation Script

2. Relational Query Example

3. Report Generation

Addendum C: Crystal Crown Investments Kardex Schematics

Addendum D: Windows 1.0 Beta Bug Report Excerpt

(Submitted May 1985, Microsoft Confidential)

Addendum E: Dot-Matrix Printout Simulation

*Note: Simulates common Epson MX-80 printer artifact requiring tear-off and reprint.*

Addendum F: Hardware Specs

IBM PC/XT (1985 Configuration)

• CPU: Intel 8088 @ 4.77MHz

• RAM: 640KB (384KB base + 256KB expansion)

• Storage: 10MB HDD + 360KB FDD

• OS: MS-DOS 3.1

• Display: Monochrome Hercules Graphics Card

FoxBase+ Minimum Requirements

• 256KB RAM

• DOS 2.0+

• 2 floppy drives (no HDD required)

Archival Note

• Software: WordStar 3.3 (non-proportional font)

• Printer: Okidata Microline 92 (9-pin)

• Media: Nashua 5.25" floppies, single-sided

Research Timeline

Field data collection occurred 1983–1985; analysis and writing completed 1985–1987.

Research Methods

Washington DC Pubic Library

IBM PC (Model 5150, 1983 vintage) running MS-DOS 2.11

Lab Notes

1985-1987

There was dBASE III memo field corruption, so I switched to use FoxBase by Fox Software, Inc.

Hardware Constraints  
- Intertec SuperBrain crashes during 300+ record imports  
- Workaround: Batch processing via `SORT /RECORDS=50

My IBM PC/XT’s 10MB disk groaned under 5,000+ .DBF records—a "Big Data" crisis.

Methodology : "The SaleTrak Prototype Development (1985-1987)"

3.2.1 Development Environment

3.2.2 Iterative Design Process

1. Version 0.1 (1985)

   • Single .DBF (CUSTOMER.DBF)

   • Hardcoded paths (A:\SALES\)

   • Flaw: Crashed on >500 records (Intertec SuperBrain memory limits)

2. Version 1.0 (1986)

   • Relational model (CUSTOMER.DBF + CALLS.DBF)

   • Batch importer (SALETRAK.EXE /B)

   • Breakthrough: Used FoxPro’s CLIPPER compiler for 30% speed gain

3. Version 2.0 (1987)

   • Multi-user mode via Novell NetWare file locking

   • First GUI prototype (Windows 1.0 SDK)

3.2.3 Teaching as Validation

Field Training Log Excerpt:

Closing Remarks & Future Directions

As this dissertation has demonstrated, the evolution of sales tracking—from Kardex systems to FoxBase Plus—reflects broader shifts in data management philosophy. The manual methods of the early 20th century established foundational concepts (indexing, relational links, audit trails) that directly informed digital database design. Meanwhile, the limitations of 1985-era computing—constrained memory, lack of true multi-tasking, and primitive GUIs—highlight how business needs drove technological innovation rather than the reverse.

Future Research Opportunities

1. Networked Databases – With Novell NetWare gaining traction, multi-user .DBF access warrants study.

2. GUI Integration – Microsoft Windows (post-1.0) may enable visual query builders while retaining FoxBase compatibility.

3. Portable Sales Systems – Laptops like the IBM PC Convertible (1986) could extend database access beyond offices.

References

Primary Sources

• Ashton-Tate. (1984). dBASE III User Manual.

• Fox Software. (1984). FoxBase+ Programming Guide.

• Microsoft. (1985). Windows 1.0 Beta SDK Documentation (Confidential).

Historical Texts

• Kidwell, P. A. (1984). Office Technology: From Ledgers to Computers. Smithsonian Press.

• Wurster, C. (1983). The Complete Handbook of Index Card Systems. DataMatic Press.

Technical Manuals

• IBM. (1983). PC/XT Technical Reference.

• Neustadter, A. (1958). Rolodex Filing Principles. Hildaur Neilsen Co.

• Codd, E. F. (1970). "A Relational Model of Data for Large Shared Data Banks." Comm. ACM 13:6.

Periodical Articles

• Byte Magazine. (1984). "FoxBase vs. dBASE: A Speed Comparison." Byte, 9(11), 231–240.

• H. Williams, ‘Is Windows the Future of DOS?’, PC Magazine, Vol. 4 No. 12, June 11, 1985, pp. 102–109 

Publisher's Note

This dissertation was typed using WordStar 3.0, then switched to WordPerfect in 1986 on an IBM PC/AT (6 MHz, 512KB RAM) and printed on a Panasonic KX-P1091 dot matrix printer. Database schemas were prepared using FoxBase Plus 2.10. Final copies archived on 5.25" floppy disks (360KB DSDD format).

Frederick Shaddock
California Technical University
June 1, 1985

CTU THESES | SHADDOCK,F 1987 | SHELF: CS-1987-22 | MICROFILM #87-442

  ███████████████████████████████████
  ███                           ████
  ███   OFFICIAL APPROVAL       ████
  ███   LIBRARY ARCHIVES COPY   ████
  ███                           ████
  ██████████████████████████████████████

┌──────────────────────────────────────┐
│         OFFICIAL ERRATA NOTICE       │
│   Applied June 1987 by CTU Librarian │
├──────────────────────────────────────┤
│      p.32: "Windows 1.0 (1985)" →    │
│     "Windows 1.0 (tested 1986)"      │
│                                      │
│   p.71: "dBASE III+" → "dBASE III"   │
│     (III+ not released until 1986)   │
│                                      │
│    All copies updated per author's   │
│        final review 5/15/1987.       │
└──────────────────────────────────────┘

┌──────────────────────────────────────┐
│  FLOPPY 1/3: SHADDOCK DISSERTATION   │
│  CONTENTS:                           │
│  - CUSTOMER.DBF                      │
│  - SALESRPT.FRG                      │
│  - BACKUP.BAT                        │
│                                      │
│  CREATED: 08/15/1985                 │
│  LAST MOD: 05/22/1987                │
│  [PENCIL NOTE] "Final ver?"          │
└──────────────────────────────────────┘

Post Doctoral Work
1987 - present
including training at the Graduate School

SaleTrak