Ordering information for The Logic, Power and Use of Telesales and Telemarketing from Culpepper and Associates.
The Logic, Power and Use of Telesales and Telemarketing (Culpepper and Associates, 1992, $195) is a collection of 74 articles from "The Culpepper Letter," a sales-and-marketing newsletter for the software industry. But you don't have to be a software developer to get your money's worth; this book is brimming with small-company case studies and advice from CEOs and the consultants who've helped them. You'll find tips on everything from managing high turnover to finding and motivating the right telemarketing staff. The text is enhanced by surveys of the newsletter's readership and highlights from Culpepper's Sales Pay and Productivity Trends report. The abundant statistics aren't meant as hard-and-fast benchmarks, but they provide context -- in particular the data underlining the productivity differences between telesales and field sales. Now, how do you get the two to work together? The answer's in chapter 5. For more information call 404-668-0616. -- Susan Greco