Total Telemarketing

By Robert J. McHatton

An expert explains how to set up a profitable telemarketing operation. Begins with discussion of proper marketing goals, factors for success, facility requirements, monitoring, trouble signs, incentives, performance goals, and traps to avoid. Coverage continues with budgetary considerations, cost/sales ratios, amortization of expenses, and equipment and phone line services (including automatic call director, tie lines, WATS lines, 900 service, satellites, computerized call processors, etc.). Other topics covered include the telephone script, opening new accounts, training, prospecting, a unique approach to closing, the art of inbound telemarketing, success stories, and much more.

• Format: Hardcover
• Language: English
• ISBN: 0471627542
• ISBN13: 9780471627548
• Release Date: February 1988
• Publisher: Wiley
• Length: 246 Pages
• Weight: 1.13 lbs.
• Dimensions: 0.9" x 6.3" x 9.3"

Customer Reviews

The best book so far about telemarketing.

As a Director of Marketing for a major firm, I have read most of the books on telemarketing. This by far is the best of the best. It is easy to read and really shows how to market over the telephone. I highly reccommend it.

This is the template for all telecommunications books.

Anyone with interest in comprehensive foundation of business use of telephones can not be without this masterpiece. Total Telemarketing is the book that was and still is required reading for AT & T Executives. This book is a keeper! Don't pick up the telephone to make even one more business call without having this reference in your personal library