Book Description
In this massive 300+ page resource, you have the step-by-step guidelines for starting (or repositioning) and running a successful telephone sales operation. This is a complete how-to guide for managers, giving you proven, field-tested strategic and tactical information you will use to avoid costly mistakes, and run your telephone sales operation like a well-oiled, money making machine. Starting and running a telephone sales department--the right way--is much more than sticking a few low paid part timers in an unused corner of the office, throwing some leads at them, and saying, "Go make some calls." And it's a completely different animal than running and managing an outside sales operation. Just ask the thousands of companies and managers who failed in the process. In this 300+page, 8 1/2 x 11 paperback book, you will get the benefit of Lee Van Vechten's 30+ years in telephone sales management and consulting. He has consulted with over 200 companies, and started up over 25 successful inside sales operations. To buy Lee's time to get the same information he shares with you in this book would require an investment of thousands of dollars. In this massive resource, you have the step-by-step guidelines for starting (or repositioning) and running a successful telephone sales operation. This is a complete how-to guide for managers, giving you proven, field-tested strategic and tactical information (including actual job descriptions, salary guidelines, budgeting formulas, job interview questions) you will use to avoid costly mistakes, and run your telephone sales operation like a well-oiled, money making machine. Not Theory; Specific, Detailed Information You Can Use This is not a book about the theory of telephone sales written by some academic type who has never set foot in a telephone sales department or gotten a phone slammed in his ear on a cold call. It's meat, pure and simple. Battle tested stuff you can use. You'll get specifics for, * Knowing what types of calling missions work with telephone sales, and what is sure to guarantee headaches and failure * Step-by-step guidelines, ads, forms, job descriptions, and interview questions for recruiting, interviewing, hiring, and training inside sales reps * How to compensate and motivate to minimize turnover and maximize morale and productivity, and, knowing when and how to cut your losses * Specifics on hands-on day-to-day management and training of sales reps * Preventing conflict with outside sales department, and other sales channels Starting Up a New Department * Seven reasons telephone sales departments fail, and how to avoid these traps * Should you start with one, two, three, or more reps? See results of companies that have tried them all. * How you should physically set up your environment for maximum productivity. Offices vs. cubicles? Where should you be in proximity to other departments? Get all the answers. * Seven reasons telephone sales departments fail, and how to avoid these traps Hiring Telephone Reps * Should you hire product knowledge, or sales skills? See the answer, and why. * How to create a Job Description for your reps * Recruitment Ads: examples, where to place them * How to read resumes, warning signs to be aware of * How to conduct interviews * Employment agreements and forms * When to cut your losses * Specifics on how to measure performance, and how to do performance appraisals Management * Word-for-word example of an actual Territory Management Plan you can model * How to smoothly integrate your department into the overall operation without conflict * How to budget. Specific numbers and formulas * Compensating and Motivating Telephone Sales Reps, Supervisors, and You as Manager * Negative and positive motivators; what works and what doesn't * How to set up a comp plan based on margins, or actual sales dollars * Selling your comp plans to upper-level management so they enthusiastically accept it * A "values survey" you can give to your reps to determine what motivates them * Should you post individual sales results for everyone to see? You'll find out the best ways. Training * At what point do you put someone on the phone during initial training? You might be surprised. * Monitoring calls: the amount of time, percentage-wise you should do it. And you'll learn whether you should do it silently and remotely, or side-by-side with reps * Example of an actual training manual
Regardless of whether you're a veteran telephone sales manager, or just looking to start up an inside sales department, you'll have the benefit of Lee VanVechten's 37+ years of experience in telemarketing sales, management, and consulting. Businesses gladly pay thousands of dollars to hire Lee personally for his expertise, and it makes them hundreds of thousands, and in many cases, millions of dollars.
Customer Reviews:
Best Practices for an inside sales department.......2001-02-26
I thought the potential reader would be interested in where the content for the guide came from. Simple... readers and organizations like yours. All of the concepts are fully tested and I truly don't know of anyone else who took this approach. And, although I come to the table with bias... I think you who have helped with the work deserve five stars.
Successful Sales Managers Guide to Telephone Sales.......2001-02-07
This book is must for any Inside Sales Manager. The information and guidelines in this book helped me to start a new Inside Sales Department with a large manufacturing company. It made it possible to grow $20 million in mature existing business by 15% in just 18 months. Quite a return for such a small investment. Lee Van Vechten provides direction for a telephone sales manager in all areas as it relates to starting and managing an Inside Sales Department. It is simply stated a step by step guide to success regardless of your level of experience. This book has became my "bible"!!!
John Kirk Senco Products, Inc.
Successful Sales Mangers Guide to Telephone Sales.......2001-02-06
This book is a must for anyone starting and/or managing a telephone sales call center. It gives you every piece of advice that is necessary to succeed. The information in this book was key to the success that I have had starting and operating an Inside Sales Department for a large manufacturer. Following the guidelines and information in this book I was able to take $30 million dollars worth of existing mature business and grow it by 15% during the first 18 months. In my opinion this book should be the bible for any telephone sales manager...it's value is priceless!!! Mr. Van Vechten is certainly an expert in his field.
John Kirk SENCO Products, Inc.
Pro-active, outbound, b-to-b telephone sales from A to Z.......2001-02-06
After 23 years of selling over the phone, from computer systems software to specialty surgical instruments, I have finally found a guide that covers all the bases for pro-active, outbound telesales. The author's narrative is concise, easy to read, and has practical easy to follow applications for his methodology. What is astonishing is his thorough understanding of selling over the phone, this is not a customization of field sales adapted for telephone sales.
Do It Right The First Time.......2001-02-06
When our company decided to implement telemarketing into the mix, the managment team basically thought it would be a no brainer. Pick up the phone, offer your product, and instantly increase sales. Were we ever wrong. After numerous employees revolving through the door, customer relations going sour from badly trained help, and thousands of dollars later, we regrouped and looked for help! This is such a practical guide with a very simple message; "do it and it will work". Our turn-over has decreased tremedously by following the hiring,training,and compensation advice. Customer survey's have risen 7 positive points in our favor and the bottom line.... sales are up 35% in the 1st quarter! Every business can profitably benefit from telemarketing and I highly recommend this book so you can make sound and proven business decisions that can impact your profit margin almost immediatley.
Book Description
A 6 volume audio cassette program based on the popular book Successful Cold Call Selling, published by Amacom, the book publishing division of the American Management Association. Making unsolicited calls to strangers is a frightening thought to many; few do it well. This program will help you to quickly gain confidence and skills when approaching new prospects either by phone or in person.
Customer Reviews:
Can cold calling ever really be successful?.......2007-06-02
This book is a `sales' classic and its advice may have worked 10 years ago. However, in today's world of voice mail, email, and savvy gatekeepers cold calling is pretty much a worn out and useless activity (I know: heresy, heresy, everyone screams). As Jill Konrath says in her book "Selling to Big Companies" we are now in the `perfect storm' of sales and cold call resistance. No-one has time for cold callers and the same tired approaches. Better book selections for lead generation are "Selling to Big Companies" and "Selling Against the Goal."
That said, we all must do cold calling at some level. While I really needed help in this area and hoped to find it here, I didn't. There was nothing `new' in the book. I know about creating scripts and the other advice the book offers: benefits selling, value propositions, etc. The book didn't help my cold calling confidence or help me overcome my reluctance and actual aversion to cold calling.
In the spirit of learning.......2006-04-27
Boyan's book really follows through with the idea that it's not about you it's about them(the potential customer). He really focuses on looking for benefits and presenting these benefits to the client. This idea of helping other's to see potential in ideas they hadn't thought of before is really where the heart of this book is at. The only reason it's not five stars for me is that it seems a bit lengthy and repeditive in a couple of spots, but beyond that two thumbs up. :)
Phenomenal coaching from a real-life sales superstar !.......2003-12-28
First of all, my career background touches
many fields, such as computers, internet,
customer service, sales, telemarketing,
insurance, finance, telecommunications
and so on.
In a previous existence or job, I handled
thousands of outbound sales calls, mixed
with inbound, as well.
I've done veyr well well in my field, but also,
I've witnessed some sales superstars with equal
and sometimes, even better sales experience and
results than my own.
Reading the 260 pages of this book, by Mr Lee Boyan,
I have to admit this man is the right man to coach
veteran and newbie sales reps alike.
The door-to-door selling, or in personal sales,
coupled with telemarketing or outbound sales,
advice is obviously, plainly based in reality.
Frequently, the advice he gives, I find I've been
practicing many of those points all along, by
learning through my own mistakes, but also, by
knowing what worked the best, and by natural talent,
and also, by picking up from co-workers.
The bottom line, is that this book will easily FINE-TUNE
your own techniques, approaches. It will inform you
of new skills, perhaps you've never used in a job
situation (either on the phone, or in person, or
setting appointments). It will make you realize of many
small tricks you felt were "your own" but actually, are
techniques all pros should be using, all the time, on
the job.
This book was written 1983, and then revised in 1989,
yet it feels like it was written this year !!!
That's how good it is.
Selling techniques over the phone, etc........2003-01-28
The author did a very good job of sticking to his objective of only teaching you cold calling techniques; that is, techniques to get the appointment, not techniques on how to sell once you got that appointment. He had many, many good ideas; some of which I learned, some of which I knew but had to be reminded of. I would recommend his book to anyone wanting to do a better job at cold call prospecting. The one big negative I would say about this book is that he took too many pages to get his points across, much too verbose. I got tierd of reading it, and kept telling myself, OK, when is he going to get to the point. Other than that, I would highly recommend the book.
Learn how to prospect.......2002-03-22
Boyan's book is essentially a book about prospecting and turning those prospects into appointments with potential customers. He teaches readers to present themselves as problem solvers to potential customers' concerns. The emphasis throughout the book is placed on the customers. Boyan devotes a chapter to customer psychology and gives consideration to the reasons why customers make purchasing decisions. Although somewhat simplified, his suggestion for addressing a customer's concern by paraphrasing it so the customer feels like you understand him, and then offering a solution can be used in a number of ways to persuade customers to make an appointment with you. The only problem is he only presents one way to address a customer's concerns and pretty soon the customer catches on to your technique and stops listening to you. But still I recommend it. It's worth [the price], and the techniques presented in this book have lead me to make appointments with customers that eventually lead to $5,000 aluminum siding sales, $8,000 kitchen remodeling sales, and $4,000 windows sales.
Book Description
With the cost of personal sales visit to an industrial customer at well over $200, almost all salespeople now make at least some use of the telephone to save time and money. The main purpose of Successful Telephone Selling in the '90s, however, is not to talk about reducing expenses but to show how to increase your sales production dramatically by using the telephone. A gold mine of practical guidance and information, this book divulges the methods that work for the top telephone salespeople in the country -- methods that can guarantee your own success.
Customer Reviews:
Not Bad.......2007-04-22
Pretty generic stuff for this day and age, but I can completely understand how it would have come across as groundbreaking when it first became available.
I paid top dollar for this book due to it being written by Shafiroff and myself being in the securities business. I guess I had high expectations which were not met. Very little of the book is actually aimed towards stockbrokers.
If you pick it up cheap, get it, otherwise you won't find any oustanding value in it. It has general ideas, but no specific sales scripts and it is not particularly aimed at stockbrokers.
This book is excellent........2004-05-13
This is the bible to anyone involved in telephone sales. There are great ideas that will always be relevant.
Honest, Brief, and Astute Advice.......2003-05-06
For the price, this little book really is incredible. It's straight to the point and pithy. And the info culled for it isn't theory based--its the stuff the best salesmen like former Lehman Bros. salesmonster Marty Shafiroff are deploying everyday out there in the battlefield we call sales. There are dozens and dozens of useless and dull sales advice books out there--pick this one if you're looking for a sound investment. I hope RJ Shook updates this fine book one day (it is was published in 1990). The info in this book is gold. Having a hard time opening your accounts? Of course you are, skippy, you're still wasting your time reading this instead of ordering this book.
The foundation of Lehman Brothers Sales System.......2001-03-07
I read this book when I was 20 as a cold-caller with Lehman Brothers. Marty was one of their most successful stockbrokers ever. The idea and techniques disclosed in this book are invaluable to anyone interested in effective telephone technique. It deals largely with the much needed professionalism within sales. I highly recommend it.
Book Description
Today the telephone can supplement-in some cases even replace-traditional means of marketing and selling. This guide shows how to generate more leads, sales, repeat business, and referrals by phone and will be welcomed by small- and medium-sized businesses as well as by professional telemarketers and sales representatives.
Customer Reviews:
Too Basic.......2003-04-22
Not a bad book, but too basic for anyone but a real beginner in telephone selling. Contains a few pieces of good information, but not worth spending money on this book for the small return on investment. Get it from the library if you must read it. Spend money on books for your library that you'll refer to again and again such as Successful Cold Calling by Lee Boran, High Probability Selling by Jacques Werth, and I'd Rather Have a Root Canal Than Do Cold Calling by Shawn Greene.
Impressive TITLE!.......2003-02-09
Impressive TITLE is ONLY what this book it is all about. The author Robert W. Bly begin terrifying the lectors by narrating negative remarks about our economic in general. Scaring the enthusiastic entrepreneurs to Fly Solo.
Great Starter or even Refresher........2001-10-13
I found the book an easy read and there were a few important nuggets that made the book worth the money. I have been selling for years and prospect and provide customer service via phone, but most of my 'selling' occurs in person. This book focuses on selling on the phone. Bly makes this distinction up front between telemarketing and teleselling, which I found helpful.
If you are new to telesales and need help really putting some framework to your day, this is a great book to start with and then move on.
The reason I did not give this book 5 stars is because there were no "Aha's" in it. But I will give it to my new salespeople and have them read it.
Buy all books from Robert Bly... except this one.......2001-07-13
Bly is a GREAT author and consultant on: direct mail, copywriting, writing in general, selling services and consulting services, business-to-business marketing. This book reflects what a marketing oriented copywriter might say about a field he's not intimately experienced with.
This book is appropriate for someone in the consulting area that is just beginning telephone sales. For someone who is already doing it, or has a small library of books in this area... you might be disappointed.
However, BUY ALL THE OTHER BOOKS BY BLY... and I'm serious. He is a great author on marketing and copywriting. Some of his other works are real gems (like the ones on business-to-business and direct marketing). I get the feeling that he wrote this book to flesh out his line of marketing books, and that has weakened it.
The better books in telephone selling are done by people who do it day in and day out. I bought all the materials from Bill Good, and also from Art Sobsczack (sp?) who has a newsletter is especially good for professionals. The kind of person who writes this kind of book needs to be a SALESMAN first, and a marketer second because most of the problems deal with tactical issues. Selling with paper (direct mail) is a different kettle of fish than figuring out what to say the gatekeeper.
John Dunbar
The Best Book Out There For Anyone Selling Over The Phone!.......1999-01-11
For someone just starting out in the sales business or someone that has been doing it for years, this book will be considered your bible. It gives you over 200 pages of pure useful information that you can put to test immediately. If you want to learn cold calling, scripts, techniques or just where to start, then this book is guaranteed to give you all the information you need and then some! Try it and see for yourself. No telephone salesman should be on the phone without first checking out this book. IT'S GREAT!
Average customer rating:
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Successful telephone selling in the '80s
Martin D Shafiroff
Manufacturer: Harper & Row
ProductGroup: Book
Binding: Paperback
 General
| Business & Investing
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Management & Leadership
| Business & Investing
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| Business Ethics
| Consolidation & Merger
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| Distribution & Warehouse Management
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| Information Management
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ASIN: 0060149523 |
Average customer rating:
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More Dialing, More Dollars: 12 Steps to Successful Telemarketing
Michaeal E. Blimes , and
Ron Sproat
Manufacturer: Americans for the Arts
ProductGroup: Book
Binding: Paperback
General
| Business & Investing
| Subjects
| Books
Management & Leadership
| Business & Investing
| Subjects
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| Business Ethics
| Consolidation & Merger
| Decision-Making & Problem Solving
| Distribution & Warehouse Management
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| Information Management
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| Management Science
| Motivational
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| Operations Research
| Planning & Forecasting
| Pricing
| Production & Operations
| Project Management
| Quality Control
| Risk Assessment
| Statistics
| Strategy & Competition
| Systems & Planning
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| Total Quality Management
| Training
General
| Arts & Photography
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ASIN: 0915400472 |
Average customer rating:
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The Secrets of Successful Telephone Selling (Secrets S.)
Chris De Winter
Manufacturer: Butterworth-Heinemann Ltd
ProductGroup: Book
Binding: Paperback
General
| Business & Investing
| Subjects
| Books
Marketing & Sales
| Business & Investing
| Subjects
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| Advertising
| Consumer Behavior
| Customer Service
| Marketing
| Public Relations
| Sales & Selling
ASIN: 0434904643 |
Average customer rating:
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Successful Telemarketing
Manufacturer: Passport Books
ProductGroup: Book
Binding: Paperback
ASIN: 0138740097 |
Average customer rating:
- Well researched, but dated.
|
Successful Telemarketing
Bob Stone
Manufacturer: NTC Publishing Group,U.S.
ProductGroup: Book
Binding: Hardcover
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Top Telemarketing Techniques
ASIN: 0844231363 |
Book Description
The all-new second edition of this marketing bestseller will keep your business up to speed with rapid changes that are transforming the use of telemarketing. Whether you're starting or strengthening your programs, Stone & Wyman show you the latest techniques to cut costs and increase sales and profits.
"This new edition of Successful Telemarketing provides valuable insight in the sophisticated use of information technology and new approaches to the sales and marketing process. Bob Stone and John Wyman demonstrate the use of telemarketing concepts and the power of database technology." -- Robert J. Ranalli President/Consumer Services AT&T
"This book is the next best thing to a day's private consultation with Bob Stone and John Wyman at a fraction of the cost--good ideas in profusion." -- Robert C. Martin President, World Book Direct Marketing
"This book should be read by marketing managers who are using . . . or have thought of using telemarketing. Stone and Wyman have addressed the major components of our industry. Their addition of the customer service application is the hottest topic of the '90s. I highly recommend it." -- Barton W. Zeller Vice President, Marketing, Market USA
"This second edition of Successful Telemarketing is even better than the first, with lots of new material, cases, and examples. Bob Stone and John Wyman have pushed the frontiers of marketing knowledge another milestone." -- Dick Christian Associate Dean, Medill School of Journalism, Northwestern University
"Much more than a statement of the power of telecommunications in direct marketing, Stone's and Wyman's Successful Telemarketing offers an abundance of case studies and real-world applications . . . both a textbook and a how-to manual of value to every organization and enterprise." -- Martin Baier, Adjunct Professor and Director Center for Direct Marketing Education and Research, University of Missouri
"This book, like telemarketing itself, represents a giant step forward in the development and expansion of our knowledge of this essential sales and marketing tool. Stone and Wyman make the techniques and many applications of telemarketing come alive." -- Dr. Eugene Johnson Professor of Marketing, University of Rhode Island
"I found the new edition of Successful Telemarketing very informative, well written and to the point. I highly recommend it." -- Nadji Tehrani President/ Publisher, Telemarketing
Customer Reviews:
Well researched, but dated........1999-02-22
Primary research performed in late 80s -- a lot has changed since then
Product Description
Telemarketing systems for better business compliments of AT& T.
Average customer rating:
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The Economics of Energy Policy in China: Implications for Global Climate Change (New Horizons in Environmental Economics)
Zhongxiang Zhang
Manufacturer: Edward Elgar Publishing
ProductGroup: Book
Binding: Hardcover
General
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International
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ASIN: 1858986141 |
Book Description
This book is the first systematic and comprehensive analysis of the economic implications of carbon abatement for the Chinese economy. It evaluates the economics of climate change and provides national, cost-effective policies for climate change. The book consists of three main parts: first an analysis of the Chinese energy system to increase awareness of the implications of this sector for China's future carbon dioxide emissions; secondly a macroeconomic analysis of carbon dioxide emissions limits using a newly-developed computable general equilibrium model of the Chinese economy; and finally, a cost-effective analysis of carbon abatement options by means of a technology-oriented dynamic optimization model. The author begins by introducing some of the economic aspects of climate change including the consequences of climate change, damage estimates of carbon dioxide emissions, strategies for responding to climate change and policy instruments to control carbon dioxide emissions. This discussion then focuses on the Chinese energy system and possible sectoral and macroeconomic effects of limiting carbon dioxide emissions. In this examination Dr. Zhang considers the effects of recycling carbon tax revenues and compliance with carbon dioxide limits in China's power industry. The author also evaluates various economic models in analyzing cost estimates for limiting carbon dioxide emissions, including an input-output approach, dynamic optimization and a computable general equilibrium approach. Finally, there is a discussion of technological aspects of carbon abatement in the Chinese power industry. The Economics of Energy Policy in China will be of interest to energy and environmental economists and policy makers.
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The Successful Manager's Guide to Selling Through Proactive Customer Service: How to Reduce Inside Sales Costs and Keep Customers Buying Forever
Motivating with Sales Contests: The Complete Guide to Motivating Your Telephone Professionals with Contests That Produce Record-Breaking Results
Stephan Schiffman's Telesales: America's #1 Corporate Sales Trainer Shows You How to Boost Your Phone Sales
Telephone Sales Management and Motivation Made Easy
Motivating Without Money-Cashless Ways to Stimulate Maximum Results, Raise Morale, and Reduce Turnover With Your Telephone Sales and Service Personnel
