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Make Telesales Work
by Stephen Kaye, Macmillan
India, Delhi. Pages 126. Rs 125.
 TECHNOLOGY
has revolutionised the market place. New marketing strategies
are being devised to make maximum use of gizmos at one's
disposal to promote sales. Tele-marketing is one such strategy.
It helps the seller to reach out to potential customers in their
homes and offices. Since the telephone is now ubiquitous, it can
be employed as an effective tool for personal contact. Telesales
is a professional technique that is highly cost-effective. It is
a low-overhead activity, which has the potential for effectively
boosting company sales and profit margins.
It is true that
the prospective customer is wary of dealing with a disembodied
voice. Therefore, the success rate per 100 calls is perceptibly
lower than the contact in person. But it is more efficient as it
does away with many operating costs incurred for field sales.
This book tells us
about the qualities of personnel to be hired for successfully
selling products over telephone, and the most effective approach
to telesales. Chapters on technique, equipment and setting up
office for telesales are quite interesting.
* * *
Stop, Ask and
Listen
by Kelley Robertson, Macmillan India, Delhi. Pages x+165. Rs
160.
 COMPETITION
in the marketplace is becoming increasingly stiff. One has to
devise ways and means to remain one step ahead of the rivals.
Robertson has written from a sales professional's point of view,
while keeping the customer's interests in focus.
It dwells upon the
ways and means, as well as the need, for acquiring skills for
becoming a successful sales person. Robertson tells you how your
personal attitude affects your sales, how to maintain a
positive, healthy outlook at all times, and how to deal with the
mental baggage you drag along to each sales interaction. The
book helps to analyse the factors that influence attitudes, and
discover ways to change or control them.
He emphatically
differentiates between a sales person and a sales professional.
The distinction essentially is in their respective attitudes.
A sales person is
self-centred while a sales professional is people-centred. The
latter is more dynamic in his disposition towards sales
strategies and believes in cultivating enduring relationships.
Planning to be a
tycoon? Read this book.
* * *
Bumblebees
Can't Fly
by Barry Siskind, Macmillan
India, Delhi. Pages
viii+118. Rs 115.
 GIVING
the bumblebee's example, Siskind seeks to defy received wisdom.
Science says that bumblebees can't fly, but they do, avers
Siskind, because they don't read science journals.
To put it
differently, the author recommends the use of common sense for
success in life. But what is common sense? It is "the
ability to find the right solution to the right problem at the
right time".
Unfortunately, it
is not always possible for us to use the common sense we are
born with.
This book seeks to
teach us how to recognise, harness and fruitfully use common
sense.
For this 'Seven
Strategies of Common Sense' have been devised. These are: doubt
the obvious; let your reach exceed your grasp; know yourself;
transform information into knowledge; embrace the unexpected;
stay on course; and don't be afraid of changing horses
midstream.
For further
details read the book.
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PALAEOGRAPHY,
in its broader sense, is the study and analysis of the writing
of ancient times and of the Middle Ages. In its restricted
sense, palaeography denotes only the study of writing on such
destructible materials as papyrus, wax, parchment and vellum,
and paper. Acharya uses the term in its wider sense.
