Heart Transplants, Airplanes, Baseball, Apple Pie and Telemarketing

Article Abstract:

The greatest cause of failure among telemarketing representatives is rejection. The greatest cure for rejection is training and adequate preparation. An examination of telemarketing and the problems that confront sales representatives provides reasons why telemarketing representatives fail and offers suggestions on how failure can be overcome.

Selling, Training of Employees, In-Service Training

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Testing: The Edge That Makes Telemarketing a Science, as Well as an Art

Article Abstract:

A major advantage of telemarketing is that a product's appeal can be tested quickly and inexpensively. But valid results can only be obtained if proper techniques and methods are used. A description of general testing guidelines and a closer examination of scripts, lists, personnel, and follow-up methods are presented.

Consumer behavior, Tests, Market Analysis, Guidelines, Testing, Test Markets, Market Survey

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