Sales & Marketing Management

There are a number of guidelines that you want to remember when
telemarketing. You must:

1. Begin by doing your homework


2. Do your target marketing and qualifying.


3. Call sufficient numbers of people
   (See Relating the Target Marketing Plan to the Sales Territory—
   Projecting Results)


4. Be enthusiastic


5. Be positive


6. Be well organized

Keep your focus on making the appointment

Handle objections with good questioning techniques.

Handle rejection with good questioning techniques.

The following two illustrations are examples of how to conduct a telemarketing
call where the purpose is to make an appointment for any one of several kinds
of calls.

Some of these are:

Û Discussing a service proposal

Û Demonstrating a product

Û Providing a property services proposal

Û Collecting a charitable donation

In each case, assume that callers introduce themselves and the name of their
company at the outset of the telephone call.

Illustration #1:

Caller: Talking with John Smithe of XYZ Industries made me think

of calling you.

We have a new program (or service) that offers a different approach

to [_______].

These new ideas can truly save money or benefit you. It will take only

15 to 20 minutes to show you the outline of the service.

Would either an appointment at 2:00 p.m. Tuesday or Thursday

morning at 10:00 a.m. be suitable?