We see that javascript is disabled or not supported by your browser - javascript is needed for important actions on the site. Read more

What's New - Home - Login

Member $avings: $81,553,721.98 | Books Available: 798,875 | Members Online: 227

Swap Used Books - Buy New Books at Great Prices!

How To Swap Books Sign Up Search submenu

PBS Market (New Books)

Gift Buying Guide

Book Browser Advanced Search Books Posted Today Member Book Reviews Award Winning Books NYT Best Sellers Amazon Best Sellers Most Traveled Copies Club Wish List

Discussion Forums Book Lists

Club Lists My Book Lists My Watched Lists Create a List

Blog Donations

School Donation Program In Memory of... Military Donation Program Friends of PBS

Box-O-Books Maps The Eclectic Pen Fun Stuff

20 Questions Sudoku Bookmark Creator

Top 100

Requests Posts Swappers Referrers Reviewers

Pulse of PBS Spread The Word

Invite Friends Bookmarks Facebook Page Facebook App More Ways...

Photo Gallery Recipes Club Tag Cloud Member Testimonials

Help Center submenu

How To Swap Books Browse Help Docs Ask the Librarian PBS Member Icons Live Help

Kiosk

PBS Market (New Books) Go Shopping Buy Credits Buy PBS Money Upgrade Membership Gift Certificates Transfer Credits

Need Help?

Search - The Successful Sales Manager's Guide to Business-to-Business Telephone Sales

The Successful Sales Manager's Guide to BusinesstoBusiness Telephone Sales
Author: Lee R. Van Vechten

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... more » 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.

ISBN-13: 9781881081098
ISBN-10: 1881081095
Publication Date: 1999
Pages: 305
Rating:

0 stars, based on 0 rating

Publisher: Business By Phone
Book Type: Paperback
Members Wishing: 0
Reviews: Amazon | Write a Review

Genres:

Business & Money >> Marketing & Sales >> Sales & Selling >> General
Reference >> General

Back to the Top ↑

Search - The Successful Sales Manager's Guide to Business-to-Business Telephone Sales

Loading...