The Complete Compensation Update for the Telemarketing Industry

Article Abstract:

The editors of Telemarketing have produced a compensation survey from over 200 firms. Charts provide information by both demographic breakdown and company breakdown. Most respondents were involved in in-house telemarketing. Almost half of the firms have had telemarketing for less than one year. Because of this finding, increases in the number of employees and the degree of automation would be expected in future years. Salary figures probably reflect starting salaries because so many of the respondents have less than one year in telemarketing. Other forms of compensation are shown, including gifts and prizes. Salary figures are broken down in chart form indicating salary averages by type of firm and whether the selling is business to business or business to customer.

Marketing, Salary, Outlook, Survey, Reader Survey

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Coordinating Inside and Outside Sales Forces: A Compensation Approach for Greater Productivity

Article Abstract:

Two case studies illustrate how companies develop strong compensation guidelines for those companies in the midst of the growing stages of telemarketing-field sales efforts. Calculating pay for telephone sales personnel and determining the basis for compensation are areas where critical guidelines are needed. Two graphs help determine the telemarketing budget analysis and the customer base analysis. A table shows the designation of account responsibility.

Industrial productivity, Job Performance, Productivity, Guidelines, Incentives, Budgeting, Wages

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List Selection for Greater Market Penetration

Article Abstract:

Using the same audience selection techniques as direct mailers and other direct response marketers, telemarketing must be directed to address the proper audience at the right time. The market must be targeted by finding the best available lists.

Sales management, Marketing Applications, Mailing List, Market Penetration

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