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Telemarketing, cold calling and appointment making : easy step by step guide

Author: Pauline Rowson
Publisher: Hayling Island : Rowmark, 2002.
Series: Easy step by step guide.
Edition/Format:   eBook : Document : English : Rev. edView all editions and formats
Summary:

Many businesses have recognized the potential of telemarketing yet many still lose millions of pounds worth of businesses every year by mishandling calls. This guide shows the reader in simple,  Read more...

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Genre/Form: Electronic books
Handbooks and manuals
Handbooks, manuals, etc
Material Type: Document, Internet resource
Document Type: Internet Resource, Computer File
All Authors / Contributors: Pauline Rowson
ISBN: 1423745191 9781423745198 0953298752 9780953298754
OCLC Number: 62869598
Notes: Title from e-book title screen (viewed Jan. 10, 2006).
"First published in 1998"--Title page verso.
Description: 1 online resource.
Contents: About the author Introduction How to use this guide What this guide covers Chapter 1 What is telemarketing? Why has telemarketing grown? Where does telemarketing fit into your business? Direct response advertising Selling goods off the page Mail order Direct mailings The Internet and e-commerce Telemarketing In summary Chapter 2 How can telemarketing be used? Inbound calls Outbound calls What are the benefits of using the telephone as a marketing tool? What are the disadvantages of using the telephone as a marketing tool? In summary Chapter 3 Planning your telemarketing Identifying your target audience Planning when you need to make the calls Setting targets Organising a telemarketing unit Prospecting for business In summary Chapter 4 Setting the objectives Identifying queries likely to arise during a call Identify the benefits of what you are offering Understanding and responding to buying motivations Selling benefits not features Know the competition In summary Chapter 5 Getting through - some golden rules It's all in the voice What's in a name Other techniques for getting through In summary Chapter 6 The call Stage 1 - the verbal handshake Stage 2 - establishing and building rapport In summary Chapter 7 The call - taking control Listening actively Stage 3 - the call structure Stage 4 - signing off or closing In summary Chapter 8 Signing off or closing Buying signals Types of closes Solving the prospect's problems close Fear close Say what will happen after the call In summary Chapter 9 Handling objections In summary Chapter 10 Other professional telephone techniques Word and phrases to avoid Handling angry and difficult callers Checklist for handling difficult/angry calls In summary Chapter 11 The future for telemarketng
Series Title: Easy step by step guide.
Responsibility: Pauline Rowson.

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This highly informative, clearly written book covers every aspect of telemarketing. In fact, it contains everything you need to know about how to build your business by the telephone. HSBC Bank Read more...

 
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