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Sales

Discuss the uses of telemarketing in sales.
‘Telemarketing is a marketing communication system using telecommunication technology and trained personnel to conduct planned, measured marketing activities directed at targeted group of consumers’ ( Futrell 2005, p.206) ‘Firms usually use telemarketing to replace field selling for specific accounts or integrate telemarketing with field selling to the same accounts’ ( Ingram et al. 2006, p. 70) Telemarketing is the most popular, dynamic, flexible and effective marketing and communications technique available (telemarketing n.d.) Telemarketing is a prospecting. The use of telemarketing as a prospecting as it can contact a large number of prospects across a huge area is less costly than mailing out which are more costly. Firm usually advertise their products and offer their services business over the phone or through a subsequent face to face during a call. They will use professional telemarketers or call centers to make telephone calls and send faxes to potential customers on their behalf.
Besides that firms use telemarketing to do a survey to collect feedback from prospective and past customers. Finch and Finch (1995, p. 5) discuss this idea that telemarketer may know our approximate income, years of education, whether we own or rent, and a wide assortment of other personal facts and figures. Based on this knowledge an assumption is made that we are prospects for her product and services. However, firm use telemarketing to generate funds, charitable organizations and sometimes they will contact potential donor so that is easier for them to contact one by one.
Firms usually use telemarketing to have their business because the cost is very low. It is a cheapest way to contact with their customers and at the same time expanding their business more rapidly. Moreover by calling to customers is more convenience and easily to get contact with the customers. They call customers without feeling nervous as they can’t see...