Selling by telephone

How to turn business cold calling into hot profit

Chris De winter

146 pages, parution le 16/11/2001 (4^eme édition)

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Résumé

Call centres are one of the expanding industries of the 21st century and telesales is an important component of that business. An increasing number of companies are looking to improve their sales through telephone selling and are establishing their own call centres or telesales units.

Selling by Telephone provides accessible advice on how to maximise sales by using the correct techniques, and also deals with the practicalities of setting up a telesales or telemarketing unit. Chris de Winter pinpoints where mistakes are made and shows you how to get the most out of telephone selling by providing practical guidance on:

maximising profits through telephone selling;
cold-calling techniques;
recognising buying signals;
dealing with objections;
establishing your own telesales operation;
recruiting the right personnel;
training and motivating staff.

From the manager looking for an introduction to telesales to the team member wanting to improve their individual performance, this book is the essential guide to telephone selling.

Contents

About the author
Foreword
Préface
Creating the right image
Be prepared
Incoming calls and how to handle them
Improving your cold calls
Telemarketing as a sales tool
Overcoming objections
Setting up your own telesales unit
Get organized ! Administration of The telesales units
Recruting telesales staff: who and what to look for
On or off the Job ? The importance of good staff training
Get it 'write'! How to formulate successful scripts and letters
Conclusison
Index

Caractéristiques techniques

	PAPIER
Éditeur(s)	Kogan Page
Auteur(s)	Chris De winter
Parution	16/11/2001
Édition	4^eme édition
Nb. de pages	146
Format	15,2 x 23,4
Couverture	Broché
Poids	247g
Intérieur	Noir et Blanc
EAN13	9780749436827
ISBN13	978-0-7494-3682-7