عنوان

Stephan Schiffman's telesales.

(Number (ISBN

1440500797

(Number (ISBN

9781440500794

Erroneous ISBN

1580628133

Erroneous ISBN

9781580628136

Number

b753414

Title Proper

Stephan Schiffman's telesales.

General Material Designation

[Book]

Edition Statement

2nd ed.

Place of Publication, Distribution, etc.

Avon, Mass. :

Name of Publisher, Distributor, etc.

Adams Media,

Date of Publication, Distribution, etc.

©2003.

Specific Material Designation and Extent of Item

1 online resource (xii, 193 pages) :

Other Physical Details

illustrations

Text of Note

Includes index.

Text of Note

Revised edition of: Stephan Schiffman's telemarketing. 1992.

Text of Note

Introduction to the new edition -- Getting started -- A typical day -- Understand your ratios -- Tracking actual daily numbers -- The five ways you can increase your income -- Little things can mean a lot -- Your "golf grip" -- "Closing" (and its hazards) -- The four steps of the telephone sales process -- Understand the numbers -- and improve your approach -- Move forward in the sales process -- Define prospects accurately -- Count the "no" answers -- The ups and downs of selling -- People respond in kind -- Interruptive marketing -- Why writing it all down is essential -- Master the game of catch -- Developing your attention statement -- Developing your identification statement -- Developing the reason for the call -- What to do if you don't get interrupted -- The department store -- "hHppy now" -- "Not interested" -- "Send literature" -- The direct question -- Put it all together -- Some variations on the standard call -- The art of leaving messages -- Another effective variation -- The art of calling back -- "I was just thinking of you" -- How to call former customers -- How to get and use connections with people at the top -- How to send the right emotional message over the phone -- The recipe for a great conversation -- The past, the present, and the future -- Ask "how" and "why" early and often -- Verify your information -- Paint a picture -- Critical point #2 -- When to stop calling -- Ten traits of world class salespeople.

0

Source for Acquisition/Subscription Address

OverDrive, Inc.

Stock Number

C0C5DC07-602A-40AB-84AE-237DBC79D732

Title

Stephan Schiffman's telesales.

International Standard Book Number

9781580628136

General Material Designation

Telesales

Success in business.

Telemarketing.

BUSINESS & ECONOMICS-- Exports & Imports.

BUSINESS & ECONOMICS-- International-- Marketing.

BUSINESS & ECONOMICS-- Marketing-- Multilevel.

Success in business.

Telemarketing.

BUS-- 026000

BUS-- 043030

BUS-- 043040

Number

Edition

Class number

Book number

Schiffman, Stephan.

Schiffman, Stephan.

Date of Transaction

20201204125723.0

Cataloguing Rules (Descriptive Conventions))

pn

Electronic name

[Book]

Y