- Paperback: 305 pages
- Publisher: Business By Phone (Mar 1999)
- Language English
- ISBN-10: 1881081095
- ISBN-13: 978-1881081098
- Product Dimensions: 27.7 x 21.3 x 1.8 cm
- Amazon Bestsellers Rank: 2,489,246 in Books (See Top 100 in Books)
The Successful Sales Manager's Guide to Business-to-Busin...
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The genesis of multi-phased marketing is interesting from a number of perspectives. Read the first page
Front Cover | Copyright | Table of Contents | Excerpt | Back Cover
The genesis of multi-phased marketing is interesting from a number of perspectives. Read the first page
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5 reviews
3 of 4 people found the following review helpful
Pro-active, outbound, b-to-b telephone sales from A to Z
6 Feb 2001
Format:Paperback
After 23 years of selling over the phone, from computer systems software to specialty surgical instruments, I have finally found a guide that covers all the bases for pro-active, outbound telesales. The author's narrative is concise, easy to read, and has practical easy to follow applications for his methodology. What is astonishing is his thorough understanding of selling over the phone, this is not a customization of field sales adapted for telephone sales.
4 of 6 people found the following review helpful
Do It Right The First Time
5 Feb 2001
Format:Paperback
When our company decided to implement telemarketing into the mix, the managment team basically thought it would be a no brainer. Pick up the phone, offer your product, and instantly increase sales. Were we ever wrong. After numerous employees revolving through the door, customer relations going sour from badly trained help, and thousands of dollars later, we regrouped and looked for help! This is such a practical guide with a very simple message; "do it and it will work". Our turn-over has decreased tremedously by following the hiring,training,and compensation advice. Customer survey's have risen 7 positive points in our favor and the bottom line.... sales are up 35% in the 1st quarter! Every business can profitably benefit from telemarketing and I highly recommend this book so you can make sound and proven business decisions that can impact your profit margin almost immediatley.
3 of 5 people found the following review helpful
Successful Sales Managers Guide to Telephone Sales
7 Feb 2001
Format:Paperback
This book is must for any Inside Sales Manager. The information and guidelines in this book helped me to start a new Inside Sales Department with a large manufacturing company. It made it possible to grow $20 million in mature existing business by 15% in just 18 months. Quite a return for such a small investment. Lee Van Vechten provides direction for a telephone sales manager in all areas as it relates to starting and managing an Inside Sales Department. It is simply stated a step by step guide to success regardless of your level of experience. This book has became my "bible"!!!
John Kirk Senco Products, Inc.
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