TY  - BOOK
AU  - Mahfood, Philip E.
TI  - Tele selling: high perfomance, business, to business, phone selling, techniques
SN  - 1557381674
PY  - 1990///
CY  - Chicago
PB  - Probus Publishing
KW  - Telephone selling
KW  - Telemarketing
KW  - Sales promotion
N1  - Introduction, Chapter 1 Overcoming the rudeness factor inherent in telemarketing, 2 - The application of pricing as it relates to the telemarketer, 3 - Overcoming general objectives and finding acceptable solutions, 4  - Defining objectives in sales promotions: putting together a telemarketing promotion, 5 - OArganization in telemarketing, 6 - Setting yourself up for a successful day, 7 - How to prospect cold leads, 8 - Is it possible to push too hard, 9 - How to find new customers, 10 - Selling the benefits, 11 - Overcoming specific objections
ER  -