Introduction to Sales Management – The Sales Organization – Determining Sales Related Marketing Policies – Sales Functions and Policies – International Sales Management – Personal Selling. Sales Planning – Sales Budgets – Estimating Market Potential and Forecasting Sales – Sales Quotes – Sales & Cost Analysis, Sales Force Management: Hiring and Training Sales Personnel – Time and Territory Management –Compensating Sales Personnel – Motivating the Sales Force – Leading the Sales Force – Evaluating Sales Force Performance. Marketing Logistics - Distribution as Marketing Mix Element – Distribution Resource Planning – Marketing Channel Integration – Channel Management – Nature of Marketing Channels – Evaluating Channel Performance- Specialized Techniques in selling – Tele Marketing – Web Marketing Distribution Cost Analysis: Managing Channel Conflicts – Channel Information Systems – Wholesaling – Retailing – Ethical And Social Issues in Sales and Distribution Management.

2.  Method of direct marketing in which a
salesperson solicits prospective customers to
buy products or services, either over the phone
or through a subsequent face to face or Web
conferencing
 The purpose of telemarketing is to make a sale
 Telemarketing may be done from a company
office, from a call centre, or from home
 It may involve either a live operator or a
recorded message, in which case it is known as
"automated telemarketing"

3.  An effective telemarketing process often involves
two or more calls. The first call determines the
customer’s needs. The final call motivates the
customer to make a purchase
 Charitable organizations, alumni associations,
and political parties often use telemarketing to
solicit donations
 Marketing research companies use
telemarketing techniques to assess market
acceptance of or satisfaction with a particular
product, service, brand, or company

4.  Outbound telemarketing
 Inbound telemarketing
 Business to Consumer (B2C) telemarketing
 Business to Business (B2B) telemarketing
 Automated Telemarketing

5.  Provides a venue where you can easily interact
with the prospect, answering any questions or
concerns they may have about your product or
service
 It's easy to prospect and find the right person to
talk to
 It's cost-effective compared to direct sales
 Results are highly measurable
 You can get a lot of information across if your
script is properly structured

6.  If outsourcing, set-up cost is minimal
 Increased efficiency since you can reach
many more prospects by phone than you can
with in-person sales calls
 Great tool to improve relationship and
maintain contact with existing customers, as
well as to introduce new products to them
 Makes it easy to expand sales territory as the
phone allows you to call local, national and
even global prospects.

7.  There is a high acquisition cost per sale for purchased
prospect lists that typically contain many unqualified
prospects
 Telemarketing has become a nuisance to many
consumers
 Telemarketing has a negative image and that negative
image can tarnish your business reputation
 Its all about the people performing the call. If they
don't have the right training, the outcome will be poor,
as a result destroying your business' credibility

8.  If hiring an outside firm to do telemarketing,
there is lesser control in the process given
that the people making the calls are not your
employees
 May need to hire a professional to prepare a
well-crafted and effective script
 It can be extremely expensive, particularly if
the telemarketing is outsourced to an outside
firm

9. No, the telemarketing industry could not
have prevented the Do-Not-Call Registry
 When a company launches a product
through telemarketing, it initially attracts
customers
 But when the concentration and frequency
of calls increases, companies tend to attract
retaliation from the customers, which is
what led to the Do-Not-Call Registry

10.  Consumer goods
 Newspaper
 Restaurants
 Internet Service
Providers
 Telecommunication
Customer Services