Guerrilla Teleselling

1. Auflage 1998
ISBN: 978-0-471-24279-6
Verlag: Wiley

Buch, Englisch, 304 Seiten, Format (B × H): 152 mm x 229 mm, Gewicht: 446 g

Eine Fülle geheimer Insider-Tricks und Kniffe des effizienten und erfolgreichen Verkaufs - und zwar über elektronische Medien wie Telefon, Fax, E-mail und Internet! Was zeichnet einen guten Telefonverkäufer aus? Wie erreicht man die besten Märkte? Wie schafft man es, telefonisch bis zu den Entscheidungsträgern vorzudringen? Das Buch gibt Antwort auf diese und viele weitere Fragen. (8/98)

Autoren/Hrsg.

Levinson, Jay Conrad

Smith, Mark S A

Wilson, Orvel Ray

Fachgebiete

• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Vertrieb
• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Marketing
• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Außenhandel

Inhaltsverzeichnis

GETTING READY FOR BUSINESS.

Why TeleSelling?

What Makes Guerrilla TeleSelling Unique?

Setting Goals and Objectives.

How to Stay Motivated.

Preparing Your TeleSelling Workspace.

Controlling Interruptions.

Managing Pressure and Stress.

Your TeleSelling Voice.

Greeting Inbound Calls.

Increase Your Caller's Satisfaction.

Developing an Effective Script.

Lead Management Systems.

Whom to Call?

GUERRILLA TACTICS THAT GET THE BUSINESS.

Opening Moves.

Getting Through Voice Mail.

Questioning and Qualifying.

The 37 Magic Selling Questions.

Presenting Your Proposal.

Ask for the Order.

Dealing with Objections.

Serve to Sell Again.

MANAGING A TELESELLING DEPARTMENT.

Finding the Right People.

Measuring Your Success.

CREATING YOUR TELEPRESENCE.

Creating a Guerrilla Marketing Calendar.

Staying in Front of the Customer.

Make Your Sales Letters Sizzle.

Just the Fax.

Creating Effective Newsletters.

Become an Author and an Authority.

Electronic Brochures.

Marketing Yourself On-Line.

Videoconferencing and Other Modern Miracles.

Appendix.

Bibliography.

Index.

Über Autor(innen)

Jay Conrad Levison is the author of the best-selling Guerrilla Marketing Series.

Mark S. A. Smith, an internationally acclaimed speaker and writer on trade show selling, has over 200 articles published and was past president of the Colorado Speakers Association.

Orvel Ray Wilson is an internationally acclaimed author and speakeron sales, marketing, and management. Coauthor of Guerrilla Selling: Unconventional Weapons and Tactics for Increasing Your Sales, he is President of The Guerrilla Group, Inc., an international trainingand consulting firm serving clients worldwide.