| Document Type
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BL
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| Record Number
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999044
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| Doc. No
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b753414
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| Uniform Title
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Telesales
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| Main Entry
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Schiffman, Stephan.
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| Title & Author
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Stephan Schiffman's telesales.
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| Edition Statement
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2nd ed.
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| Publication Statement
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Avon, Mass. :: Adams Media,, ©2003.
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| Page. NO
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1 online resource (xii, 193 pages) :: illustrations
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| ISBN
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1440500797
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: 9781440500794
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1580628133
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9781580628136
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| Notes
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Includes index.
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Revised edition of: Stephan Schiffman's telemarketing. 1992.
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| Contents
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Introduction to the new edition -- Getting started -- A typical day -- Understand your ratios -- Tracking actual daily numbers -- The five ways you can increase your income -- Little things can mean a lot -- Your "golf grip" -- "Closing" (and its hazards) -- The four steps of the telephone sales process -- Understand the numbers -- and improve your approach -- Move forward in the sales process -- Define prospects accurately -- Count the "no" answers -- The ups and downs of selling -- People respond in kind -- Interruptive marketing -- Why writing it all down is essential -- Master the game of catch -- Developing your attention statement -- Developing your identification statement -- Developing the reason for the call -- What to do if you don't get interrupted -- The department store -- "hHppy now" -- "Not interested" -- "Send literature" -- The direct question -- Put it all together -- Some variations on the standard call -- The art of leaving messages -- Another effective variation -- The art of calling back -- "I was just thinking of you" -- How to call former customers -- How to get and use connections with people at the top -- How to send the right emotional message over the phone -- The recipe for a great conversation -- The past, the present, and the future -- Ask "how" and "why" early and often -- Verify your information -- Paint a picture -- Critical point #2 -- When to stop calling -- Ten traits of world class salespeople.
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| Subject
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Success in business.
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| Subject
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Telemarketing.
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| Subject
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BUSINESS ECONOMICS-- Exports Imports.
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| Subject
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BUSINESS ECONOMICS-- International-- Marketing.
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| Subject
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BUSINESS ECONOMICS-- Marketing-- Multilevel.
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| Subject
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Success in business.
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| Subject
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Telemarketing.
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| Dewey Classification
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658.8/4
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| LC Classification
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HF5415.1265.S35 2003eb
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| Added Entry
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Schiffman, Stephan.
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