Total Telemarketing

by Robert J. McHatton

Wiley | February 22, 1988 | Trade Paperback

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An expert explains how to set up a profitable telemarketing operation. Begins with discussion of proper marketing goals, factors for success, facility requirements, monitoring, trouble signs, incentives, performance goals, and traps to avoid. Coverage continues with budgetary considerations, cost/sales ratios, amortization of expenses, and equipment and phone line services (including automatic call director, tie lines, WATS lines, 900 service, satellites, computerized call processors, etc.). Other topics covered include the telephone script, opening new accounts, training, prospecting, a unique approach to closing, the art of inbound telemarketing, success stories, and much more.

Format: Trade Paperback

Dimensions: 246 pages, 8.86 × 5.91 × 0.79 in

Published: February 22, 1988

Publisher: Wiley

The following ISBNs are associated with this title:

ISBN - 10: 0471627550

ISBN - 13: 9780471627555

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– More About This Product –

Total Telemarketing

Total Telemarketing

by Robert J. McHatton

Format: Trade Paperback

Dimensions: 246 pages, 8.86 × 5.91 × 0.79 in

Published: February 22, 1988

Publisher: Wiley

The following ISBNs are associated with this title:

ISBN - 10: 0471627550

ISBN - 13: 9780471627555

Table of Contents

Dialing for Success.

Managing the Phone Operation.

Economics of Telemarketing.

Understanding the Maze.

An Introduction to Success.

The Telephone Script.

Opening New Accounts.

Hiring and Training the Telecommunicator.

Telephone Language and Etiquette.

Prospecting.

A Unique Approach to Closing.

Selling Existing Accounts.

Surveys.

The Art of Inbound Telemarketing.

How to Handle Complaints.

The Telephone and the Law.

The Ethics of Telemarketing.

Success Stories.

Appendix A: Telemarketing Oganizations.

Appendix B: Periodicals on Telemarketing.

Appendix C: Glossary of Telemarketing Terms.

Index.

From the Publisher

An expert explains how to set up a profitable telemarketing operation. Begins with discussion of proper marketing goals, factors for success, facility requirements, monitoring, trouble signs, incentives, performance goals, and traps to avoid. Coverage continues with budgetary considerations, cost/sales ratios, amortization of expenses, and equipment and phone line services (including automatic call director, tie lines, WATS lines, 900 service, satellites, computerized call processors, etc.). Other topics covered include the telephone script, opening new accounts, training, prospecting, a unique approach to closing, the art of inbound telemarketing, success stories, and much more.

From the Jacket

Dialing for Success.

Managing the Phone Operation.

Economics of Telemarketing.

Understanding the Maze.

An Introduction to Success.

The Telephone Script.

Opening New Accounts.

Hiring and Training the Telecommunicator.

Telephone Language and Etiquette.

Prospecting.

A Unique Approach to Closing.

Selling Existing Accounts.

Surveys.

The Art of Inbound Telemarketing.

How to Handle Complaints.

The Telephone and the Law.

The Ethics of Telemarketing.

Success Stories.

Appendix A: Telemarketing Oganizations.

Appendix B: Periodicals on Telemarketing.

Appendix C: Glossary of Telemarketing Terms.

Index.