By Bob Stone

The all-new moment version of this advertising and marketing bestseller will maintain your corporation on top of things with fast adjustments which are remodeling using telemarketing. no matter if you are beginning or strengthening your courses, Stone & Wyman convey you the most recent suggestions to chop bills and elevate revenues and gains.

"This new version of Successful Telemarketing presents worthwhile perception within the refined use of data know-how and new ways to the revenues and advertising procedure. Bob Stone and John Wyman display using telemarketing suggestions and the ability of database technology." -- Robert J. Ranalli President/Consumer companies AT&T

"This publication is the following smartest thing to a day's inner most session with Bob Stone and John Wyman at a fragment of the cost--good rules in profusion." -- Robert C. Martin President, global booklet Direct advertising

"This ebook could be learn by means of advertising managers who're utilizing . . . or have considered utilizing telemarketing. Stone and Wyman have addressed the key elements of our undefined. Their addition of the buyer carrier software is the most well liked subject of the '90s. I hugely suggest it." -- Barton W. Zeller vice chairman, advertising, industry united states

"This moment variation of Successful Telemarketing is even larger than the 1st, with plenty of new fabric, instances, and examples. Bob Stone and John Wyman have driven the frontiers of promoting wisdom one other milestone." -- Dick Christian affiliate Dean, Medill institution of Journalism, Northwestern college

"Much greater than an announcement of the ability of telecommunications in direct advertising, Stone's and Wyman's Successful Telemarketing bargains an abundance of case stories and real-world functions . . . either a textbook and a how-to handbook of worth to each association and enterprise." -- Martin Baier, Adjunct Professor and Director middle for Direct advertising and marketing schooling and examine, college of Missouri

"This e-book, like telemarketing itself, represents a massive leap forward within the improvement and growth of our wisdom of this crucial revenues and advertising device. Stone and Wyman make the strategies and plenty of purposes of telemarketing come alive." -- Dr. Eugene Johnson Professor of selling, college of Rhode Island

"I stumbled on the recent variation of Successful Telemarketing very informative, good written and to the purpose. I hugely suggest it." -- Nadji Tehrani President/ writer, Telemarketing

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It provided valuable insight into a new but fast-growing marketing discipline and highlighted the successes of small, medium and large companies in a broad range of industries. It also provided guidance for managers who wished to use telemarketing as part of their marketing communication strategy and addressed key issues and methods for implementation of a successful telemarketing program. Since 1985, there have been significant changes and advances in telemarketing. It has grown very rapidly. Sophisticated communications and computer applications have been developed to provide effective and efficient support.

Successful Telemarketing accomplishes its mission to help you succeed in this challenging growth industry. " The authors, Bob Stone and John Wyman, have strong and distinguished telemarketing backgrounds that allow them to capture the critical elements of telemarketing. The methods, ideas, and examples they provide will assure you of more professionalism and success in telemarketing. N. POWELL TAYLOR GE ANSWER CENTER® Page viii Introduction The first edition of Successful Telemarketing, published in 1985, was one of the first books published on the subject.

An acceptance index (dependent variable) was developed by combining the consumers' answers to the following three questions: 1. How would you rate your acceptance of telephone sales calls made by telephone salespeople who give you information or offer you a wide range of products or services? 2. How likely is it that the information you receive from a telephone sales call will be useful? 3. How likely is it that you would purchase the product or service being offered by a telephone sales call? While the consumers were clearly not as receptive to receiving proactive telemarketing calls as they were to making reactive telemarketing calls, an initial acceptance rate of 13 percent was achieved.

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