The Experts below are selected from a list of 324 Experts worldwide ranked by ideXlab platform
Sally Penn - One of the best experts on this subject based on the ideXlab platform.
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rapport in Telemarketing mirror mirror on the call
Marketing Intelligence & Planning, 1998Co-Authors: Clive Nancarrow, Sally PennAbstract:Examines the hypothesis that the UK population has not yet fully developed a Telemarketing culture and that there is, therefore, a particular need for telemarketers to understand how rapport might be developed on the telephone. Relevant literature from the fields of social psychology, applied psychology and marketing are reviewed and a programme of research was carried out, comprising an Omnibus to measure the extent of Telemarketing experience in the UK population and a study among organisations with in‐house Telemarketing facilities to explore the types of practices that might foster rapport. It concludes that a Telemarketing culture still has some way to develop and that, while many organisations used a number of seemingly relevant techniques, in particular NLP mirroring and matching, there are a number of issues still to be resolved regarding measurement of rapport as well as the theory and “measuring instruments” associated with NLP. Other factors affecting the development of rapport in a Telemarketing environment are also considered
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Rapport in Telemarketing ‐ mirror, mirror on the call?
Marketing Intelligence & Planning, 1998Co-Authors: Clive Nancarrow, Sally PennAbstract:Examines the hypothesis that the UK population has not yet fully developed a Telemarketing culture and that there is, therefore, a particular need for telemarketers to understand how rapport might be developed on the telephone. Relevant literature from the fields of social psychology, applied psychology and marketing are reviewed and a programme of research was carried out, comprising an Omnibus to measure the extent of Telemarketing experience in the UK population and a study among organisations with in‐house Telemarketing facilities to explore the types of practices that might foster rapport. It concludes that a Telemarketing culture still has some way to develop and that, while many organisations used a number of seemingly relevant techniques, in particular NLP mirroring and matching, there are a number of issues still to be resolved regarding measurement of rapport as well as the theory and “measuring instruments” associated with NLP. Other factors affecting the development of rapport in a Telemarketing environment are also considered
Clive Nancarrow - One of the best experts on this subject based on the ideXlab platform.
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rapport in Telemarketing mirror mirror on the call
Marketing Intelligence & Planning, 1998Co-Authors: Clive Nancarrow, Sally PennAbstract:Examines the hypothesis that the UK population has not yet fully developed a Telemarketing culture and that there is, therefore, a particular need for telemarketers to understand how rapport might be developed on the telephone. Relevant literature from the fields of social psychology, applied psychology and marketing are reviewed and a programme of research was carried out, comprising an Omnibus to measure the extent of Telemarketing experience in the UK population and a study among organisations with in‐house Telemarketing facilities to explore the types of practices that might foster rapport. It concludes that a Telemarketing culture still has some way to develop and that, while many organisations used a number of seemingly relevant techniques, in particular NLP mirroring and matching, there are a number of issues still to be resolved regarding measurement of rapport as well as the theory and “measuring instruments” associated with NLP. Other factors affecting the development of rapport in a Telemarketing environment are also considered
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Rapport in Telemarketing ‐ mirror, mirror on the call?
Marketing Intelligence & Planning, 1998Co-Authors: Clive Nancarrow, Sally PennAbstract:Examines the hypothesis that the UK population has not yet fully developed a Telemarketing culture and that there is, therefore, a particular need for telemarketers to understand how rapport might be developed on the telephone. Relevant literature from the fields of social psychology, applied psychology and marketing are reviewed and a programme of research was carried out, comprising an Omnibus to measure the extent of Telemarketing experience in the UK population and a study among organisations with in‐house Telemarketing facilities to explore the types of practices that might foster rapport. It concludes that a Telemarketing culture still has some way to develop and that, while many organisations used a number of seemingly relevant techniques, in particular NLP mirroring and matching, there are a number of issues still to be resolved regarding measurement of rapport as well as the theory and “measuring instruments” associated with NLP. Other factors affecting the development of rapport in a Telemarketing environment are also considered
William C. Moncrief - One of the best experts on this subject based on the ideXlab platform.
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Developing Telemarketing Support Systems
Journal of Personal Selling and Sales Management, 2013Co-Authors: William C. Moncrief, Charles W. Lamb, Terry E. DielmanAbstract:AbstractThis article identifies and examines several important issues concerning the development of Telemarketing support systems. After reviewing the benefits of Telemarketing, five specific Telemarketing support system issues are explored. These issues were identified during personal interviews with 36 field representatives and 20 telemarketers employed by a large, diversified transportation company. Their insights and concerns offer meaningful information for managers considering introducing Telemarketing into their own operations.
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Examining the Roles of Telemarketing in Selling Strategy
Journal of Personal Selling and Sales Management, 2013Co-Authors: William C. Moncrief, Charles W. Lamb, Shannon H. Shipp, David W. CravensAbstract:A conceptual framework for examining the roles of Telemarketing in selling strategy is proposed. A typology of Telemarketing jobs is developed and related to face-to-face selling jobs. Important Telemarketing strategy issues are examined from managerial and research perspectives. Finally, research propositions are presented and discussed.
Terry E. Dielman - One of the best experts on this subject based on the ideXlab platform.
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Developing Telemarketing Support Systems
Journal of Personal Selling and Sales Management, 2013Co-Authors: William C. Moncrief, Charles W. Lamb, Terry E. DielmanAbstract:AbstractThis article identifies and examines several important issues concerning the development of Telemarketing support systems. After reviewing the benefits of Telemarketing, five specific Telemarketing support system issues are explored. These issues were identified during personal interviews with 36 field representatives and 20 telemarketers employed by a large, diversified transportation company. Their insights and concerns offer meaningful information for managers considering introducing Telemarketing into their own operations.
Charles W. Lamb - One of the best experts on this subject based on the ideXlab platform.
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Developing Telemarketing Support Systems
Journal of Personal Selling and Sales Management, 2013Co-Authors: William C. Moncrief, Charles W. Lamb, Terry E. DielmanAbstract:AbstractThis article identifies and examines several important issues concerning the development of Telemarketing support systems. After reviewing the benefits of Telemarketing, five specific Telemarketing support system issues are explored. These issues were identified during personal interviews with 36 field representatives and 20 telemarketers employed by a large, diversified transportation company. Their insights and concerns offer meaningful information for managers considering introducing Telemarketing into their own operations.
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Examining the Roles of Telemarketing in Selling Strategy
Journal of Personal Selling and Sales Management, 2013Co-Authors: William C. Moncrief, Charles W. Lamb, Shannon H. Shipp, David W. CravensAbstract:A conceptual framework for examining the roles of Telemarketing in selling strategy is proposed. A typology of Telemarketing jobs is developed and related to face-to-face selling jobs. Important Telemarketing strategy issues are examined from managerial and research perspectives. Finally, research propositions are presented and discussed.
