Teleselling: A Self-Teaching Guide

Overview

Discover the best techniques to maximize your sales

Here is a proven, detailed selling system that gives you the tools you need to improve your sales results. Written by Jim Porterfield, an experienced marketing consultant, this accessible and easy-to-follow guide shows you how to grab your listener's attention over the phone—and effectively close the deals you want.

Fully updated to reflect the latest ...

See more details below
Paperback (REV)
$22.21
BN.com price
(Save 10%)$24.95 List Price
Other sellers (Paperback)
  • All (19) from $1.99   
  • New (5) from $17.12   
  • Used (14) from $1.99   
Sending request ...

Overview

Discover the best techniques to maximize your sales

Here is a proven, detailed selling system that gives you the tools you need to improve your sales results. Written by Jim Porterfield, an experienced marketing consultant, this accessible and easy-to-follow guide shows you how to grab your listener's attention over the phone—and effectively close the deals you want.

Fully updated to reflect the latest research about what really works for telesellers, Teleselling is packed with examples, tips, and exercises that will help you:
* Design your own successful selling plan based on your strengths and abilities
* Establish a call strategy
* Capture—and keep—a customer's undivided attention
* Develop techniques to improve your listening skills
* Decide when and how to ask for the order
* Close the deal

Covering the ABCs of selling by phone, Teleselling will put you on the right path to better results and increased sales success.

Read More Show Less

Product Details

  • ISBN-13: 9780471115670
  • Publisher: Wiley
  • Publication date: 4/12/1996
  • Series: Wiley Self-Teaching Guides Series , #135
  • Edition description: REV
  • Edition number: 2
  • Pages: 240
  • Product dimensions: 7.50 (w) x 9.25 (h) x 0.51 (d)

Meet the Author

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.

Read More Show Less

Table of Contents

Preface
Acknowledgments
Introduction 1
1 Using the Telephone to Sell 8
2 Buying Motives and Product Benefits: The Critical Connection 19
3 A Basis Sales-Call Strategy 35
4 Prospecting 48
5 Approach 62
6 Analyze 69
7 Advocate 81
8 Answer 91
9 Ask 104
10 Apply 114
11 Adapt 129
12 Trouble-Free Telecommunication 141
13 Effective Listening 156
14 Managing Your Calls and Yourself 165
15 Developing a Script 182
Performance Evaluation Survey 193
Afterword 197
Appendix A: A Sample Mail-and-Phone Program 199
Appendix B: A Sample Multicall Work Plan 203
Appendix C: Straight A's 206
Sources for More Information 207
Index 211
Read More Show Less

Customer Reviews

Be the first to write a review
( 0 )
Rating Distribution

5 Star

(0)

4 Star

(0)

3 Star

(0)

2 Star

(0)

1 Star

(0)

Your Rating:

Your Name: Create a Pen Name or

Barnes & Noble.com Review Rules

Our reader reviews allow you to share your comments on titles you liked, or didn't, with others. By submitting an online review, you are representing to Barnes & Noble.com that all information contained in your review is original and accurate in all respects, and that the submission of such content by you and the posting of such content by Barnes & Noble.com does not and will not violate the rights of any third party. Please follow the rules below to help ensure that your review can be posted.

Reviews by Our Customers Under the Age of 13

We highly value and respect everyone's opinion concerning the titles we offer. However, we cannot allow persons under the age of 13 to have accounts at BN.com or to post customer reviews. Please see our Terms of Use for more details.

What to exclude from your review:

Please do not write about reviews, commentary, or information posted on the product page. If you see any errors in the information on the product page, please send us an email.

Reviews should not contain any of the following:

  • - HTML tags, profanity, obscenities, vulgarities, or comments that defame anyone
  • - Time-sensitive information such as tour dates, signings, lectures, etc.
  • - Single-word reviews. Other people will read your review to discover why you liked or didn't like the title. Be descriptive.
  • - Comments focusing on the author or that may ruin the ending for others
  • - Phone numbers, addresses, URLs
  • - Pricing and availability information or alternative ordering information
  • - Advertisements or commercial solicitation

Reminder:

  • - By submitting a review, you grant to Barnes & Noble.com and its sublicensees the royalty-free, perpetual, irrevocable right and license to use the review in accordance with the Barnes & Noble.com Terms of Use.
  • - Barnes & Noble.com reserves the right not to post any review -- particularly those that do not follow the terms and conditions of these Rules. Barnes & Noble.com also reserves the right to remove any review at any time without notice.
  • - See Terms of Use for other conditions and disclaimers.
Search for Products You'd Like to Recommend

Recommend other products that relate to your review. Just search for them below and share!

Create a Pen Name

Your Pen Name is your unique identity on BN.com. It will appear on the reviews you write and other website activities. Your Pen Name cannot be edited, changed or deleted once submitted.

 
Your Pen Name can be any combination of alphanumeric characters (plus - and _), and must be at least two characters long.

Continue Anonymously

    If you find inappropriate content, please report it to Barnes & Noble
    Why is this product inappropriate?
    Comments (optional)