The Transition from Field Sales to Telemarketing: Avoiding the Pitfalls

Article Abstract:

Changing from field reps to telemarketing can be a difficult transition. There are three major considerations during this process: that the customer understands the benefits of the products offered; that the buying authority of the decision maker be determined; and, the credibility of the selling company. For companies with widespread reputations, the transition from field representation to telemarketing does not seem to be a problem. To make the transition, there must be commitment on the part of the sales manager. The transition should be gradual. Objectives need to be clearly established. Customer profiles need to be created to assign the right account to the right type of selling mechanism. The system, with the people assigned, should be operational only when and if training can be completed for all assigned to the telemarketing function. Proceeding without training is a mistake.

Business planning, Sales management, Telecommunications, Strategic Planning, Marketing Strategy, Marketing Applications, Sales Organizations

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People: Still a Critical Factor in Your Telemarketing Set-Up

Article Abstract:

Hardware and technology are important to an effective telecommunications-telemarketing system, but people are the essential element. Finding the proper people for the job is difficult. Once you have a pool of applicants, one must define objectives and match the candidates to the objectives. The physical environment that people work in is important; this requires as much planning as the selection process itself. Rewards and incentives for success, relief from pressure and a variety of job tasks are important to make sure that people are successful in telemarketing. On-going evaluation and training opportunities must be introduced into the telemarketing personnel program if it is to meet objectives.

Marketing, Employee selection, Industrial productivity, Morale, Personnel, Productivity, Personnel Management, Burnout, Incentives, Motivation, Hiring

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