ERIC Number: ED212023
Record Type: RIE
Publication Date: 1981-Nov
Reference Count: 0
Reach Out and "Sell" Someone: The View of Sales Managers Toward Tele-Marketing.
Goodman, Gary S.; Honeyman-Goodman, Deanne
A survey was conducted of 51 company sales managers in the Los Angeles, California, area to determine their opinion of the importance of the telephone as a sales instrument. The managers were asked a series of questions concerning their responsibilities and their attitudes toward selling by telephone. Results revealed that the managers (1) supervised approximately 17 salespersons, who spent an average of 16% of their time writing letters, 47% making personal presentations, and 34% making telephone contacts; (2) thought that of these three sales approaches, personal contact was the most effective, followed by telephone use; (3) thought that the telephone sales approach was the most cost effective of the three; (4) had a positive attitude toward selling by telephone; and (5) believed that their salespersons also had positive attitudes toward telephone use. (FL)
Publication Type: Reports - Research; Speeches/Meeting Papers
Education Level: N/A
Authoring Institution: N/A
Note: Paper presented at the Annual Meeting of the Speech Communication Association (67th, Anaheim, CA, November 12-15, 1981).