Cart
Free Shipping in Australia
Proud to be B-Corp

Teleselling James D. Porterfield

Teleselling By James D. Porterfield

Teleselling by James D. Porterfield


Condition - Very Good
Out of stock

Summary

Maximize your effectiveness over the phone. Here is a, detailed selling system with all the techniques needed to grab the listener's attention over the phone-and avoid that awful click in the ear. Readers will discover how to determine product benefits and use this knowledge to sell.

Teleselling Summary

Teleselling: A Self-Teaching Guide by James D. Porterfield

Maximize your effectiveness over the phone Here is a proven, detailed selling system with all the techniques needed to grab the listener's attention over the phone-and avoid that awful click in the ear. Readers will discover how to determine product benefits and use this knowledge to sell. They'll also find methods for identifying potential customers, handling more informed buyers, managing customer objections, and-most important-closing the sale. * Incorporates the latest research on what really works for telesellers * Provides up-to-date examples and case studies JAMES D. PORTERFIELD (State College, Pennsylvania), formerly Director of Marketing for the New York Institute of Finance, is a marketing consultant who has created teleselling training programs for such companies as GE and the Hartford Insurance Group. He teaches at Penn State University and is Academic Program Director for their Certificate in Marketing Program.

About James D. Porterfield

JAMES D. PORTERFIELD is Academic Program Director of Penn State's Certificate in Marketing Program. He is former director of marketing for the New York Institute of Finance, and served as vice president of Sales and Marketing for SMC Publications Marketing group, one of the largest direct--selling organizations for the magazine industry in the United States.

Table of Contents

Using the Telephone to Sell.; Buying Motives and Product Benefits: The Critical Connection.; A Basic Sales--Call Strategy.; Prospecting.; Approach.; Analyze.; Advocate.; Answer.; Ask.; Apply.; Adapt.; Trouble--Free Telecommunication.; Effective Listening.; Managing Your Calls and Yourself.; Developing a Script.; Performance Evaluation Survey.; Afterword.; Appendices.; Sources for More Information.; Index.

Additional information

CIN0471115673VG
9780471115670
0471115673
Teleselling: A Self-Teaching Guide by James D. Porterfield
Used - Very Good
Paperback
John Wiley & Sons Inc
1996-05-17
240
N/A
Book picture is for illustrative purposes only, actual binding, cover or edition may vary.
This is a used book - there is no escaping the fact it has been read by someone else and it will show signs of wear and previous use. Overall we expect it to be in very good condition, but if you are not entirely satisfied please get in touch with us

Customer Reviews - Teleselling