Andrew Wetzler Associates

by Andrew Wetzler More and more companies are turning to the telephone as a means of complimenting the efforts of their outside sales organizations. Some companies are using telemarketing to qualify leads for their outside sales teams. Other firms are segmenting their target audiences into large and small accounts. This strategy enables the outside sales team to focus on the larger accounts/prospects where a field visit is a justifiable investment, while the inside team can focus on smaller accounts best handled over the phone. Regardless of the precise application, there are several dimensions of the calling process that will impact the results which

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