CHAPTER 9Using New Technology in Phone Sales
PHONE SALES CHALLENGE – Zachary, a relative newcomer to college textbook sales, has a problem: “In working with the professors I have as customers, I often find that their class schedules make them difficult to reach by phone. Not to mention those committee decisions, where all the professors are either teaching, working with students, or off campus. It’s impossible to get them all together! I need a way to have quick exchanges with them between classes and to present to the whole committee at once. How can I do that with just a phone?”
All salespeople use the phone on a regular basis, regardless of what they are selling. Those of you who are doing inside sales are used to “meeting” your customers ...
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