Selling by telephone is increasing and more businesses depend on it as a way of getting customers. The author of this book offers advice to anyone who has had to sell by phone and who knows the frustrations and rejections of cold calling. His methods aim to help the salesman to find customers who are ready to buy a product or service and to screen out those unqualified, uninterested customers who can be time-wasting and demoralizing. The book includes 50 ready-made scripts, hints on motivation, time-management and record-keeping, progress charts and a section on solving common problems.