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
The most successful companies always have separate telesales and customer service departments. But, now there is something new that the cutting edge companies are doing that is increasing sales at a LESSER cost of acquiring those sales.
It's a third method of using the phone for customer contact and sales: Proactive Customer Service.
So, what IS Proactive Customer Service?
It is not purely customer service, nor is it hard core outbound selling.
It is NOT simply cross-selling or upselling on the inbound call.
It is not taking your reactive customer service reps and having them place calls in their spare time (which, we all know means they mysteriously have less and less spare time).
It is NOT having your highly compensated and skilled outbound sales reps follow up on inbound price requests or call customers and say,
"How's it going?"
"Do you need anything this week?"
"How are your supplies doing?"
"Wanted to make sure everything is OK."
"Can I quote on anything?"
"Any projects coming up?"
"Can I help you in any way?"
In a nutshell, the concept is quite simple:
Calling your regular customers on a regular basis.
That, in and of itself is not necessarily new. But doing it in a planned, organized way, with the right people, managed and compensated in the right way, within a properly-designed departmental infrastructure, is a new concept.
Proactive Customer Service is an entirely new position or department within the organizational chart. It is method of selling over the phone that lies between proactive outbound selling and reactive customer service. It generates more sales, from existing customers, but at a lesser cost to the organization than proactive outbound selling.
By using Proactive Customer Service you have regular contact with customers, which means you maintain, build, and grow better relationships with them, while protecting them from the competition.
And you can learn, step-by-step, how you can implement Proactive Customer Service, the right way, from telesales management expert Lee Van Vechten, who has tested and refined the process. He shares all of the secrets with you in "The Successful Manger's Guide to Selling Through Proactive Customer Service--How to Reduce Inside Sales Costs and Keep Customers Buying Forever."
MORE BENEFITS OF PROACTIVE CUSTOMER SERVICE
By using Proactive Customer Service you can, Manage and grow accounts that previously received little or no contact.
Take advantage of opportunities to cross sell and upsell so as to maximize revenue from accounts, while providing the ultimate in customer satisfaction
Minimize customer attrition do to lack of attention. You build customer loyalty since they are being contacted more often by 'their' representative.
Your customers have ONE point of regular contact, meaning greater satisfaction, and greater likelihood of buying from you regularly
Bottom line--this says it all--you can extend the lifetime value of your customers, while LOWERING overall sales costs. More sales for less money means more profits.
WHO CAN BENEFIT FROM PROACTIVE CUSTOMER SERVICE?
How do you know if doing Proactive Customer Service is for you? See if you can identify with any of the following:
Companies that now pay too much in compensation for simple tasks such as following up on inquiries, taking orders from customers--orders that the customers would have placed anyway!
Companies that each year increasingly lose customers and sales volume due to lack of customer contact (or worse: who don't KNOW why they're losing customers and sales)
Companies that have tried proactive telesales, but didn't have or couldn't find the personnel necessary to handle that role, but yet still desire to proactively contact their customers
Companies that generate sales through direct marketing (mail, catalog, internet) but do not contact the customers personally afterward in order to get repeat a
Customer Reviews:
Hands off...this book doesn't leave my office!.......2003-03-27
Great book to refer to! It doesn't leave my office, although many have tried...none have succeeded.
Seriously...it has helped our firm extensively. Highly suggested!
Ron Doan
Director, Marketing
Cisco Systems, Inc.
A must have for any Customer Service department!.......2003-03-21
Too bad this is not made with a hard cover because I use mine so much the spine is about to fall apart. This book has helped me create and maintain a strong CS department. I really did use it on a daily basis for the first month or so after I purchased it. Two thumbs up here...
Elisa Frederick
Group Product Manager
Microsoft
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!
Book Description
Emphasizing the worth of positive customer interactions,
Re-Inventing Your Contact Center provides tools for building the very best multi-channel customer relationship management system. Learn why customer contact centers are so valuable to the company’s bottom line. Discover how to keep employees motivated, challenged and committed. Understand the multiple channels used to communicate effectively with consumers. This new text unlocks many of the secrets behind successful customer service management and is filled with cases, exercises and assignments that build communication strategies, listening skills and confidence to re-invent one’s own contact center.
Highlights multi-channel contact center strategies. Includes all forms of customer contact, such as: voice, email, fax, Web and more! Emphasizes the value of contact management centers. Discusses how customer service experiences impact consumer behavior and purchasing plans. Includes numerous lists, charts, and calculations that can be used to determine contact center effectiveness.
Excellent for anyone involved in managing a Contact Center.
Product Description
Researchers estimate that by 2008 e-mail marketing revenues will surpass $1.8 billion dollars annually. Are you getting your share? According to Jupiter Research, 93 percent of U.S. Internet users consider e-mail their top online activity. E-mail is a fast, inexpensive, and highly effective way to target and address your audience. Companies like Microsoft, Amazon.com, Yahoo, as well as most Fortune 1000 firms are using responsible e-mail marketing for one simple reason. It works! And it generates profits immediately and consistently! In this new groundbreaking book you will learn how to create top-notch e-mail marketing campaigns, how to build stronger customer relationships, generate new qualified leads and sales, learn insider secrets to build your e-mail list quickly, deal with spam filters, and the optimum days and times to send your e-mails. You will have step-by-step ways to: * Build your business quickly using responsible, ethical e-mail marketing, *Leverage your current Web site, using auto responders * Write effective e-mail advertising copy * Develop newsletters * Write winning subject lines * Get high click-through rates * Format your messages * Put the subscription form on your site * Use pop ups * Use single or double opt-in subscriptions * Increase the response rate of your offer dramatically * Format your e-mail so that it will be received and read * Choose between text or HTML e-mail (and why) * Reduce advertising expenses * Have measurable marketing results with instant feedback * Automate the whole e-mail marketing process In addition, we spent thousands of hours interviewing, e-mailing, and communicating with hundreds of today s most successful e-mail marketing experts. This book contains their secrets and proven successful ideas, including actual case studies. If you are interested in learning hundreds of hints, strategies, and secrets on how to implement effective e-mail marketing campaigns and ultimately earn enormous profits, then this book is for you.
Customer Reviews:
Email Marketing for the small biz.......2007-10-03
The Complete Guide to Email Marketing is exactly what its title states: a complete reference guide for those looking to use email marketing. Written with the small business owner in mind, this book provides all of the tools necessary to plan, test and implement a successful email marketing campaign while avoiding spam filters and offending potential customers.
The Complete Guide to Email Marketing offers a broad introduction to email marketing while remaining comprehensive. It runs through the basic components of an email campaign, shares the types of businesses email marketing will NOT work for (Very Helpful!) and prepares the reader for what is required to create and maintain an effective email address database. Of special note is the information devoted to Search Engine Optimization (SEO). SEO has become such a buzz word among web developers and site managers that it was refreshing to have the basic techniques and requirements explained in clear language.
The only downside to this book is its sheer size. For the busy small business owner, forced to wear a myriad of hats on a daily basis, this book may have too much information. While the background information is a helpful and extensive resource, it may overwhelm a reader just looking for the tools to run a successful and legal email campaign.
On the whole, The Complete Guide to Email Marketing is an essential resource for anyone doing business online. Though it requires a little work, a successful email campaign can be the keystone of business growth.
excellent resource for online marketers new and old.......2007-09-24
Strongly written and enjoyable, The Complete Guide to E-Mail Marketing is an excellent resource for anyone hoping to kick off an e-mail marketing campaign. By clearly delimiting the boundaries between acceptable e-mail marketing and aggravating spam, the author does a service to businesses uncertain of how to best disseminate their message (not to mention to internet users worldwide tired of receiving junk mail rather than targeted marketing).
Brown takes the reader through the process of creating an email marketing campaign from start to finish, with especially effective chapters on targeting and segmenting the audience and search engine optimization. As someone who had never before been involved in an e-mail marketing campaign, I found the book easy-to-understand and chock-full of useful information. After reading this book, I feel confident in my ability to launch an e-mail marketing campaign, and know that I will keep this book on my desk as a frequently used reference.
The detailed explanations of the different online marketing tools available (pay-per-click, banner ads, classified ads, and e-mail marketing) provide a strong introduction to those new to the field, and set the stage for Brown's focus on e-mail marketing as the most effective of these tools. The conversational style and depth of knowledge Brown demonstrates set this book apart from others addressing the same topic. The pace is fast and smooth, with little needless repetition to detract from the overall message. Whether you are an experienced online marketer looking to hone your skills, or a newcomer hoping to get started on the right foot, this book will prove an invaluable resource as you develop and implement your e-mail marketing campaign.
Book Description
This digital document is an article from Fund Raising Management, published by Hoke Communications, Inc. on May 1, 1991. The length of the article is 1451 words. The page length shown above is based on a typical 300-word page. The article is delivered in HTML format and is available in your Amazon.com Digital Locker immediately after purchase. You can view it with any web browser.
Citation Details
Title: A closer look at successful 900 programs. (Telemarketing) (column)
Author: Bruce R. McBrearty
Publication:
Fund Raising Management (Magazine/Journal)
Date: May 1, 1991
Publisher: Hoke Communications, Inc.
Volume: v22
Issue: n3
Page: p65(2)
Article Type: column
Distributed by Thomson Gale
Average customer rating:
- A must-read for everyone involved in telemarketing.
|
The Dialamerica Teleservices Handbook : A Guide to Successful Inbound and Outbound Telemarketing
Robert Doscher , and
Richard Simms
Manufacturer: McGraw-Hill Companies
ProductGroup: Book
Binding: Hardcover
 General
| Business & Investing
| Subjects
| Books
Direct
| Marketing
| Marketing & Sales
| Business & Investing
| Subjects
| Books
Multilevel
| Marketing
| Marketing & Sales
| Business & Investing
| Subjects
| Books
Telemarketing
| Marketing
| Marketing & Sales
| Business & Investing
| Subjects
| Books
General
| Reference
| Business & Investing
| Subjects
| Books
General
| Reference
| Subjects
| Books
ASIN: 0658003992 |
Book Description
Praise for The DialAmerica' Teleservices Handbook "Rich and Bob have done an outstanding job of presenting the DialAmerica approach to successful telemarketing. We are very proud to have the DialAmerica name associated with this book and plan to recommend it to all of our employees, clients, and friends in the business." -- Arthur Conway, President DialAmerica Marketing, Inc. "At last, a complete guidebook to getting the most out of the powerful telephone medium. Doscher and Simms present detailed practical guidance on planning and execution, as well as a very valuable chapter on how telemarketing will change over the next decade. I recommend this book to marketers everywhere." -- Ruth P. Stevens, Adjunct Professor, Direct Marketing, NYU Chair, Business-to-Business Council, Direct Marketing Association "The DialAmerica Teleservices Handbook is your checklist to make sure everything is working at peak efficiency and to improve what you've got. . . . This is a book I will keep in my personal library and will refer to again and again. Thank you, Richard Simms and Bob Doscher, for creating it!" -- From the Foreword by Denny Hatch, former editor of Target Marketing and author of 2,239 Tested Secrets for Direct Marketing Success Ready to increase sales, get closer to your customers, upsell and cross-sell with greater ease than ever before? The DialAmerica Teleservices Handbook walks you through the design and execution of a successful telemarketing campaign, from writing the script to fulfilling the order. You'll find the answers to questions such as:
- How do I make the campaign a positive experience for my customers?
- What if my house lists don't have phone numbers?
- Should I hire an agency and/or a consultant?
- What kind of technology do I need for telemarketing?
- How do I handle credit and collection?
- Can I incorporate market surveys into my efforts?
- How do I generate qualified leads?
Learn the secrets of one of the nation's largest telephone marketing organizationsand make your telemarketing campaign a ringing success!
Customer Reviews:
A must-read for everyone involved in telemarketing........2001-01-25
This book provides rare insight and candor from the authors who have years of direct, hands-on experience in creating and implementing many hundreds of inbound and outbound campaigns. Combined with the actual results of numerous campaigns conducted by one of America's oldest and most respected telemarketing companies, this book accurately describes the ingredients needed for success. It also pulls no punches in describing how you can set yourself up for failure if you don't do your homework in planning a campaign. You will learn from the success and failures of others and realize the full potential, and the limitations of telemarketing.
I have over 27 years experience in the call center industry and found this book to be like taking a refresher course on how to do it right. This is worthwhile reading for everyone.
Books:
- The Woods
- The World Is Flat [Updated and Expanded]: A Brief History of the Twenty-first Century
- Time Management from the Inside Out, second edition: The Foolproof System for Taking Control of Your Schedule--and Your Life
- Total E-mail Marketing, Second Edition: Maximizing your results from integrated e-marketing (Emarketing Essentials)
- Ultimate Guide to Google AdWords (Ultimate Guide to Google Adwords)
- Understanding PKI: Concepts, Standards, and Deployment Considerations, Second Edition
- Warehouse Distribution and Operations Handbook (McGraw-Hill Handbooks)
- Women & Money: Owning the Power to Control Your Destiny
- WORDS THAT WORK: IT'S NOT WHAT YOU SAY, IT'S WHAT PEOPLE HEAR
- Your Money or Your Life: Transforming Your Relationship with Money and Achieving Financial Independence
Books Index
Books Home
Recommended Books
- Monetary Theory and Policy, 2nd Edition
- Baby Bargains, 7th Edition: Secrets to Saving 20% to 50% on baby furinture, gear, clothes, toys, mat
- Stand and Be Counted: Making Music, Making History : The Dramatic Story of the Artists and Causes Th
- The Directory of Executive Recruiters, 2005-2006: The Most Comprehensive Resource of Executive Searc
- Starting an Online Business For Dummies, 4th Edition
- An Introduction to the World's Oceans 8/e with bind in OLC card
- Walks Through Lost Paris: A Journey Into the Heart of Historic Paris
- Iso Nine Thousand Series: Explained
- The Highest Stakes: The Economic Foundations of the Next Security System
- The Efferent Auditory System: Basic Science and Clinical Applications
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
