The Complete Guide to Telemarketing Management

Rating:
Summary: Practical, informative guidebook for any inside sales depart
Review: This book gaves a thorough outline of the Inside Sales process. From start to finish, Joel gives the reader a handy guide to starting up and successfully managing a tele-center for your organization.

Includes not only how to hire, but who to hire, what technology to have in place, what scripts to have - how to write them - almost everything to help you in your efforts to begin a telecenter. Business executives will love the easy reading "how to" format of this guide as well as the on-going suggestions and motivation for continual improvement. I recommend this book to all sales managers who use telesales as an important part of their business success!

Rating:
Summary: This book is essential for any sales and marketing library
Review: This book is the most frequently referred to book in my sales and marketing library. This volume is a logical, well thought out step-by-step guide (complete with sample forms and dialogue guides) to successful telemarketing management.

However, what is unique about this volume is that it moves telemarketing into the 21st Century. It removes the "canned" mediocre, scripted pitch approach from telemarketing and replaces it with customer dialogue guides and relationship selling concepts, which make sales, qualified appointments and strong customer relationships.

This book is essential in understanding and implementing profitable customer relationship selling in any business or call center.