Advertisement

Communications—Inside Selling and Telemarketing

  • Warren Blanding
Chapter

Abstract

Customer service departments have done considerable selling over the years, but it has generally been informal and randomized. Customer service reps taking orders might occasionally suggest increasing order size to take advantage of a price break. Or, they might recommend a substitute product in place of one not currently in stock. A senior rep might know some customers who would buy seconds at a discount or refused shipments or surplus inventory. And even though the terms “customer service” and “inside sales” were used more or less interchangeably, it was generally understood that selling as an organized, structured activity was the responsibility of the field sales department. Indeed, the relationship between the “inside” and the “outside” was often strained and frequently characterized by a “hands off my accounts!” attitude on the part of field salespeople.

Keywords

Customer Service Selling Activity Price Break Sales Personnel Practical Handbook 
These keywords were added by machine and not by the authors. This process is experimental and the keywords may be updated as the learning algorithm improves.

Preview

Unable to display preview. Download preview PDF.

Unable to display preview. Download preview PDF.

Copyright information

© International Thomson Transport Press 1989

Authors and Affiliations

  • Warren Blanding

There are no affiliations available

Personalised recommendations