Training for Telemarketing Success

Article Abstract:

A case study makes the point that training of employees for telemarketing can improve sales by as much as twenty-five percent. The conclusion from studies is that training does pay off in real dollars. Generally, training should include development in skills, knowledge and attitude. A model training program, therefore, should include product knowledge, knowledge of the competitors, a model sales call, role plays and the audio and visual materials to implement such a program. An eight point model for determining customer needs is also given in chart form. In addition, a model telemarketing traning program is also illustrated in chart form.

Sales management, End users, User Need, In-Service Training

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Twenty Shortcuts to Success in Telemarketing

Article Abstract:

Reaching full potential as a salesperson is difficult. Twenty items have been identified to aid salespeople in the performance of their jobs. Among the items discussed are: Using a script for calls, being enthusiastic and being organized. Improvements in speech, creativity and preparation always help. Time management and a good attitude are essential. Solving customer needs is essential as well as closing a sale.

Selling, Sales presentations, Motivation

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