Teleselling A Self-Teaching Guide

Maximize your effectiveness over the phone Here is a proven, detailed selling system with all the techniques needed to grab the listener's attention over the phone_and avoid that awful click in the ear. Readers will discover how to determine product benefits and use this knowledge to sell. They'll also find methods for identifying potential customers, handling more informed buyers, managing customer objections, and_most important_closing the sale. Incorporates the latest research on what really works for telesellers Provides up-to-date examples and case studies JAMES D. PORTERFIELD (State College, Pennsylvania), formerly Director of Marketing for the New York Institute of Finance, is a marketing consultant who has created teleselling training programs for such companies as GE and the Hartford Insurance Group. He teaches at Penn State University and is Academic Program Director for their Certificate in Marketing Program.

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.