Marketing
Tele-Marketing
The Psychology Of Selling
Books on Tele-Marketing
"Professionalism in selling demands the performer incorporate all the skills of the selling function. COLD/NEW CALLS are an integral component in the selling system from IBM to Mary Kay." so wrote the people at the DARTNELL Company in their introduction to the study guide of the cassette tape program
The Sales Professional's Edge
NEW CALL SELLING
by Dick & Don Beverage
It is often said, by men and women whose minds soar to the top of the heap:salesmanship is the world's greatest profession. And there is no room for arguments from me here. If we pause for a second or two, and think about it, we should realize that this pronouncement is true. If one look at this statement from a close minded or narrow perspective, of course one will tend to disagree with this contention. But salesmanship, or salespersonship to be more politically correct, is not just about peddling product. I'm talking about the concept of selling, not just a product or service but also oneself, an idea, a concept, a way of life, a culture, a religion and so on.
In essence, I'm talking about the components of good communication:
- the art of persuasion and effective presentation.
- How and when to speak and how and when to listen
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Telemarketing is simply this art applied through the medium of telecommunication. The medium is not the activity or the function. This is a misconception. The function is persuasion.
Another misconception that one might harbor is that telemarketing is bad or intrusive and serve no useful purpose. Well, at the outset above, I mentioned what the Dartnell people thought about COLD CALL selling which is really the kind of telemarketing that one is most likely referring to when one voice exception to the practice. Look, cold call selling/persuasion is vital in our modern society. Nothing gets moved, initially, in our market system without the sales function. And very few businesses build better mouse traps and wait for mice to come to their doors. One has to take the initiative. And that's what cold call selling is all about. It is vital when selling oneself to prospective employer, prospecting for customers or clients or selling oneself in a political campaign. It is not bad, but it can be abuse. And those who misuse this medium or abuse it, like abusers in any other forms of business, social or political activities, ought to be weeded out. But for government and members of the labor force to paint telemarketing in a bad light when their starts and collective livelihood depends heavily on it is ironically hypocritical.
The Best Kept Secrets of Great Communicators
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