Telebusiness and Telesales Management Books and Resources
|The Real-Time Contact Center: Strategies,
Tactics, and Technologies for Building a Profitable Service and Sales
Operation by Donna Fluss , hardcover, 221 pages, 2005, $27.95
The Real-Time Contact Center lays out the strategy for the next generation of contact centers, presented from the perspective of a practitioner turned strategist. It addresses strategy, best practices, technology, management, people, and process, as all must be in sync for a contact center to be world class, and represents years of study and analysis of all aspects of contact centers - from the most mundane to the most challenging, including how to convert cost centers to profit centers and what systems and training are required.
Predictive dialers, systems that automatically place outbound calls and deliver answered calls to agents, are the key to optimizing outbound call centers. Whether you've just heard of predictive dialers, are considering the purchase of a predictive dialing system, or want to upgrade you existing system, this invaluable source of information will guide you each step of the way.
This book covers the breadth and depth of most subjects required to successfully introduce, manage, and perform telebusiness, including strategy, planning, database and relationship marketing, technologies, telebusiness account management, life cycles, information flow, project management, people management,, and telephone selling techniques for professionals.
This book details how to successfully sell and, perhaps more importantly, train customer service representatives to sell using soft-selling techniques. This book will teach the essentials behind sales techniques that work, and how to train your CSRs to be sales achievers.
The aggressive, hard-sell approach to scripting is no longer effective. A well-crafted script that's factual, nonintrusive, and nonmanipulative helps establish the element of trust that's so vital in successful sales. Whether you're selling business-to-business, business-to-consumer, or selling in a customer service mode, Judy McKee provides guidelines for creating thoughtfully planned scripts that achieve measurably better results.
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