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Marketing Communications

279

Direct Marketing

5. BETTER TIME MANAGEMENT: the telemarketer uses the majority of the work day to
   sell, because of reduction in travelling and waiting time. The salesperson can make repeat
   calls within the same day.


6. IMMEDIATE FEEDBACK: telemarketing is the quickest means of assessing new sales
   strategies and allowing them to be readily tested, adjusted and retested before being applied
   in the field. Some firms take advantage of telephone sales’ immediate feedback by including
   marketing research questions in sales presentations.


7. BETTER CONTROL: an inside sales force can be supervised more easily than a field sales
   force. One supervisor may cover every five or more telephone salespeople to monitor the
   sales team’s performance.


8. REDUCTION IN UNETHICAL PRACTICES: inside sales personnel are not usually exposed
   to competitors’ salespeople. This factor reduces the possibility of their getting adversely
   contaminated by unethical sales practices.


9. LOWER COST OF MAINTAINING SALES STAFF: compensation package for a telemarketer
   is usually lower than a field salesperson’s compensation package.


10. LOWER EXPENSE PER SALE: a telemarketer can perform such diverse duties as handling
    marginal accounts, canvassing and simple order taking, more quickly than an outside
    salesperson, by generating more customer call per hour.

© Deloitte & Touche LLP and affiliated entities.

360°

thinking.

Discover the truth at http://www.deloitte.ca/careers

© Deloitte & Touche LLP and affiliated entities.

360°

thinking.

Discover the truth at http://www.deloitte.ca/careers

© Deloitte & Touche LLP and affiliated entities.

360°

thinking.

Discover the truth at http://www.deloitte.ca/careers

© Deloitte & Touche LLP and affiliated entities.

360°

thinking.

Discover the truth at http://www.deloitte.ca/careers