The Telemarketing Trainer's Topic Outline

Article Abstract:

Training is necessary before newly hired individuals are put on the phone to do telemarketing. General and company specific training should be included. Under the general topics, such items as what is telemarketing, what is direct marketing and what is the telemarketing process should be discussed. Once that is accomplished, training can include a whole series of specific tasks that need to be learned, including how to handle call screeners and decision makers' objections, motivation after repeated rejections and standards for a scripted call. Managers should make representatives aware of their productivity as part of the feedback given to the sales reps.

Telephone systems, Telephone System, Training of Employees, In-Service Training

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Integrating the Telephone Personality with an Effective Script Design

Article Abstract:

A positive attitude makes a telephone script effective. Such an attitude is developed by carefully analysing the objections and moods of the receiver. A script is designed and tested for its effectiveness in a particular market. Computers can make printouts of receiver feedback for the marketing manager's evaluation.

Design, Sales presentations, Attitude

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Direct Mail and Telemarketing

Article Abstract:

One of the most successful techniques in direct marketing is a mailing followed up by telephone contact. Two step-by-step approaches for a direct mail-telephone campaign are outlined. Advice on what makes people buy, why a mailing piece succeeds or fails and how to obtain the best customer lists is included.

Marketing, Market Analysis, Telephones

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