Complete handbook of all-purpose telemarketing scripts:
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
Englewood Cliffs, NJ
Prentice Hall
1990
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| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | XX, 314 S. |
| ISBN: | 0131610686 |
Internformat
MARC
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| 100 | 1 | |a Masser, Barry Z. |e Verfasser |4 aut | |
| 245 | 1 | 0 | |a Complete handbook of all-purpose telemarketing scripts |c Barry Z. Masser |
| 264 | 1 | |a Englewood Cliffs, NJ |b Prentice Hall |c 1990 | |
| 300 | |a XX, 314 S. | ||
| 336 | |b txt |2 rdacontent | ||
| 337 | |b n |2 rdamedia | ||
| 338 | |b nc |2 rdacarrier | ||
| 650 | 4 | |a Telemarketing |x Handbooks, manuals, etc | |
| 650 | 4 | |a Telephone selling |x Handbooks, manuals, etc | |
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Datensatz im Suchindex
| _version_ | 1804118716391096320 |
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| adam_text | CONTENTS
PREFACE iii
CHAPTER 1: PROVEN OPENINGS FOR COLD TELEPHONE
PROSPECTING 1
Precalling to Verify a Prospect List 1
Script 1.1a: Precall to Verify Basic Prospect Facts 2
Script 1.1b: Identify the Buyer 2
Script 1.1c: Getting Basic Qualifications 3
Script l.ld: Check on the Viability of Your Product or
Service 3
Script l.le: Setting Up the First Sales Attempt 3
Documenting Prospect Facts 4
Forml.l: Precalling Information 4
Convincing Pretexts for Making the Call 4
Script 1.2a: I m Calling Because ... 5
Script 1.2b: We Have a Match 5
Script 1.2c: * Asked Me to Contact You 5
Script 1.2d: You re Making News 6
Script 1.2e: We re Helping Others Like You 6
High Volume Cold Calling 6
Script 1.3: Calling Past Buyers 7
Script 1.4a: Zapscript for Quickly Revealing Sales
Opportunities 8
Script 1.4b: Setting Up the Next Contact 8
Letter 1.1: We Understand Your Needs and We ll Be in Touch 9
vii
viii Contents
Successfully Dealing with Screens 9
Script 1.5a: The Mini* Presentation 9
Script 1.5b: Set Up the Payoff Call Back 10
Script 1.5c: Using the President s Office to Reach the Buyer 10
Script 1.5d: Using Testimonials to Break Through 11
Script 1.5e: Creating Firm Pressure for a Decision 11
Script 1.5f: Expressing Understanding for Screen s
Responsibility in Order to Get Support 11
Letter 1.2: Thanking the Screen for Helping Out 12
Letter 1.3: The Initial Here Method of Speeding Up a
Decision 12
Key Statements That Establish Quick Credibility 13
Script 1.6a: Clearing Your Prospect s Time 13
Script 1.6b: Key Statement for a Service 13
Script 1.6c: Putting Special Emphasis on the Benefits 14
Script 1.6d: Key Statement for a Product 14
Script 1.6e: Describing the Purpose of Your Call 14
Script 1.6f: Explaining What Action Is Expected of the
Prospect 15
Script 1.6g: Setting Up the Next Contact 15
Script 1.6h: Making the Call Look Extremely Important 15
Refining Your Cold Call Openings 16
Form 1.2: Cold Call Checklist 16
Form 1.3: Cold Call Dialogue Worksheet 18
CHAPTER 2: EFFECTIVE QUALIFYING DIALOGUE FOR ANY
TYPE OF SALES CALL 21
Probing for Applications 21
Script 2.1a: Searching for Need 22
Script 2.1b: Identifying Specific Uses 22
Script 2.1c: Deeper Probing 23
Uncovering Competitive Factors 24
Script 2.2a: Learning the Identity of Other Sources 24
Script 2.2b: Determining the Depth of Competitive
Encroachment 24
Contents ix
Script 2.2c: Getting Information on the Nature of Rival
Bids 25
Pinpointing Probable Time of Purchase 26
Script 2.3a: Ascertaining Prospect s Schedule 26
Script 2.3b: Probing to Reveal Length of Buying Process 26
Script 2.3c: Determining Desired Delivery Date 27
Script 2.3d: Exploring the Need for a Training Program 27
Qualifying for Ability to Buy 28
Script 2.4a: Affirming Authority of Your Contact 28
Script 2.4b: Searching for Other Decision Makers 28
Script 2.4c: Finding the Influential Family Members in Selling
to Consumers 29
Script 2.4d: Assuring Autonomy of a Branch or Subsidiary 30
Script 2.4e: Questioning Budget Availability 30
Script 2.4f: Probing Creditworthiness 30
Determining Prospect Buying Potential 31
Script 2.5a: Probing for Purchase Quantity 31
Script 2.5b: Revealing Purchase Frequency 32
Script 2.5c: Finding Out About Service Expectations 32
Qualifying to Save Lost Business 32
Script 2.6a: Digging for the Truth About an Order 33
Script 2.6b: Getting an Okay to Track Down the
Paperwork 33
Script 2.6c: Dealing with the Purchasing Agent to Save the
Sale 34
Refining Your Qualifying Approaches 34
Form 2.1a: Qualifying Checklist for Selling to Other
Companies 35
Form 2.1b: Qualifying Checklist for Selling to Individual
Consumers 36
Form 2.2: Qualifying Dialogue Worksheet 37
x Contents
CHAPTER 3: CLEAR DESCRIPTIONS OF PRODUCTS AND
SERVICES 42
Effectively Combining Features and Benefits 43
Script 3.1a: Example of a Feature/Benefit Statement 43
Script 3.1b: Supplemental Benefit Statement 44
Script 3.1c: Isolating Feature/Benefit Sets for Maximum Selling
Impact 44
Script 3.2: Making Cold, Hard Specs More Interesting 45
Letter 3.1: Reinforcing the Telephone Description 47
Bringing Service Descriptions to Life 47
Script 3.3a: An Overview That Helps to Cut Through Prospect
Confusion 48
Script 3.3b: Putting Emphasis on a Prospect Hot Button* 49
Script 3.3c: Pointing Out the Time Savings 50
Script 3.3d: Highlighting Convenience 50
Script 3.3e: Stressing Reliability 51
Letter 3.2: Recapping Specific Advantages of the Service 51
Using Application Studies to Get Your Message Across 52
Form 3.1: Documenting Customer Applications: The Application
Study 53
Script 3.4: Using Customer Feedback to Create a Selling
Script 60
Letter 3.3: A Follow Up Letter Developed from Application
Studies 61
Describing Service and Support 62
Script 3.5a: Spelling Out Guarantees 62
Script 3.5b: Outlining Support 63
Script 3.5c: Explaining Future Updates 63
Refining Your Descriptions 64
Form 3.2: Description Building Checklist 64
Form 3.3: Description Building Worksheet 67
Contents xi
CHAPTER 4: SETTING UP FIELD SALES APPOINTMENTS BY
TELEPHONE 70
Describing the Roles of Caller and Field Rep 71
Script 4.1a: Stressing the Field Rep s Problem Solving
Capabilities 71
Script 4.1b: Emphasizing the Rep s Credentials 72
Script 4.1c: The Service Team 72
Script 4.1d: Transferring the Prospect s Trust to the
Salesperson 72
Letter 4.1: Reinforcing the Next Contact 73
Establishing Strong Reasons for the Field Appointment 74
Script 4.2a: Laying a Foundation for Selling Sales
Appointments 74
Script 4.2b: Building Image and Personality 75
Script 4.2c: Keeping Pace with Competitors 76
Script 4.2d: Solving Logistic Problems 76
Script 4.2e: Capsulizing the Advantages 77
When the Telemarketer Sets Up an Appointment for the
Field Rep 77
Script 4.3a: Preparing the Prospect for a Second Round of
Qualifying 79
Script 4.3b: Pinpointing a Time for the Rep s Call 80
letter 4.2: Confirming Call from Rep 81
Form 4.1: Transmitting Follow Up Data to the Rep 81
When the Telemarketer Closes the Appointment for the
Field Rep 84
Script 4.4a: Setting an Extra Solid Date for the Field Sales
Appointment 84
Script 4.4b: Describing What Will Happen at the Meeting 85
Script 4.4c: Removing the Threat from the Appointment 86
Script 4.4d: Making as Sure as Possible That the Entire Buying
Committee Will Be Present at the Appointment 87
Script 4.4e: Getting a Definite Count on Who Will Attend 87
Script 4.5: Informal Appointments: Getting a Foot in the
Door 87
Letter 4.3: Confirming the Appointment for the Field Rep 88
xii Contents
Calls That Confirm the Field Appointment 88
Script 4.6a: Confirming the Appointment 89
Script 4.6b: Checking on Receipt of Literature Package 89
Script 4.6c: Politely Refusing to Mail Brochures 90
Refining Your Appointment Setting Approaches 90
Form 4.2: Appointment Setting Checklist 91
Form 4.3: Appointment Dialogue Worksheet 92
CHAPTER 5: CLOSING A SALE ON THE FIRST TELEPHONE
CONTACT 95
Complete Scripts for Getting the Order IMMEDIATELY 96
Script 5.1a: Closing on an Outbound Cold Call 96
Script 5.1b: Closing on the First Call to an Existing Lead 99
Script 5.2: Selling Seminar Seats by Telephone 100
Script 5.3a: Selling Custom Orders by Telephone 103
Letter 5.1: Cover Letter to Support the Custom Order 106
Script 5.3b: First Follow Up Call to the Custom Order
Prospect 106
Script 5.3c: Follow Up to Close the Custom Order 107
Special Inducements to Order IMMEDIATELY 108
Script 5.4a: Setting Up a Special Offer 108
Script 5.4b: Limited Time Price Break 109
Script 5.4c: Overstocked Condition 109
Script 5.4d: Factory Slow Period 110
No Obligation Free Trials 111
Script 5.5a: Describing the Offer 111
Script 5.5b: Getting Prospect s Commitment to Support the
Trial 112
Letter 5.2: Reinforcing the Terms of the Free Trial 113
Script 5.5c: Postinstallation Follow Up Call 113
Contents xiii
Assurances That Help Get the Close 114
Script 5.6a: Guaranteed Satisfaction 114
Script 5.6b: Explaining Specific Terms of a Warranty or
Guarantee 115
Script 5.6c: Ongoing Service and Support 115
Letter 5.3: Blanket Assurance Statement 116
Refining Your Telephone Close Approach 117
Form 5.1: Closing Checklist 117
CHAPTER 6: SCRIPTS THAT INCREASE THE IMPACT OF FIELD
SALES REPS 119
Turning Field In Between Time into Profits 119
Script 6.1a: Using Urgency to Contact Hard to Reach
Prospects 120
Script 6.1b: Setting Up a Drop Off 120
Script 6.1c: Using Spare Moments to Arrange Product
Demos 121
Confirming and Strengthening Field Appointments 122
Script 6.2a: Reviewing Qualifications 123
Script 6.2b: Changing Times to Assure the Appointment 124
Script 6.2c: Making Requests That Commit the Prospect 124
Script 6.2d: Getting Additional Specs 125
Postappointment Calls for Reps 126
Script 6.3a: Clarifying Information 126
Script 6.3b: Late News About the Product or Service 127
Script 6.3c: Further Comments About Prospect
Observations 127
Script 6.3d: Verifying Receipt of a Proposal 128
Script 6.3e: Excerpt of Proposal 129
Postsale Calls for Reps 130
Script 6.4a: General Call to a Recent Buyer 130
Script 6.4b: Affirming Wisdom of Decision 131
xiv Contents
Script 6.4c: Reporting New Discoveries 132
Script 6.4d: Clarifying Information 132
Script 6.4e: Asking for Referrals 133
Script 6.4f: Checking on Operation or Service 133
Refining Field Sales Telephone Scripts 134
Form 6.1: Checklist for the Postappointment Call 134
Form 6.2: Postappointment Call Dialogue Worksheet 136
Form 6.3: Checklist for the Postsale Call 136
Form 6.4: Postsale Call Dialogue Worksheet 138
CHAPTER 7: SCRIPTS FOR BUILDING RETAIL SALES AND
PROFITS 139
Calls to Current Accounts 140
Script 7.1a: Invitation to a Special Store Event 140
Script 7.1b: Announcing a New Line 141
Script 7.1c: Announcing a New Department 142
Script 7.1d: Announcing a New Location and Grand
Opening 143
Letter 7.1: Announcement to Preferred Customers 143
Script 7.2a: Goodwill Building 144
Letter 7.2: Satisfaction Assurance 145
Script 7.2b: Reporting on Delivery Delays 145
Script 7.3: Collection Call 146
Cold Calls to Retail Prospects 147
Script 7.4a: Invitation to Open an Account 147
Script 7.4b: Invitation to Visit Store 148
Script 7.4c: Inform About Scheduled Sale Event 149
Letter 7.3: New Customer Recruitment 149
Inbound Calls from Customers and Prospects 150
Script 7.5a: Building Extra Goodwill in Every Information
Request 151
Script 7.5b: Introducing Specials to Call ins 151
Script 7.5c: Getting Telephone Add On Orders from
Customers 152
Contents xv
Script 7.6: Turning Complaints into New Business 152
Letter 7.4: General Follow Up to Call in Complaint 153
Selling Educational Programs by Telephone 153
Script 7.7a: Answering and Ad Response 154
Letter 7.5: Cover Letter to New Inquiry 155
Script 7.7b: Initial Call to a Referral 156
Script 7.7c: Handling an Inquiry Call 156
Script 7.7d: Follow Up Call to a *No Show* 157
Script 7.7e: Follow Up on a Missed Appointment Attempt 158
Letter 7.6: Letter for a Missed Appointment Attempt 159
Letter 7.7: Follow Up to a No Phone 160
Letter 7.8: Follow Up to No Phone Who Fails to Keep
Appointment 160
Refining Retail Telephone Scripts 160
Form 7.1: Retail Telephone Sales Checklist 161
CHAPTER 8: AN ARSENAL OF VALUABLE FOLLOW UP CALLS 163
When Follow Up Is Needed Most 164
Second Attempts to Reach a Contact 165
Script 8.1a: Using Special Tactics to Catch Elusive Decision
Makers 165
Script 8.1b: Handling an Especially Tough Screen 166
Script 8.1c: Finding a Hidden Buyer 167
Second Attempt to Set an Appointment 168
Script 8.2a: Calling Back an Unresponsive Contact 168
Script 8.2b: Not Interested* 169
Script 8.2c: Rushing to End the Call 170
Script 8.2d: Four Approaches for Recontacting a
Procrastinator 171
Script 8.2e: Dealing with a Nebulous Excuse 172
Following Up Recent Closes 173
Form 8.1: Checklist for Verifying Fulfillment of Services 173
Script 8.3: Open Ended Service Assurance Call 174
xvi Contents
Letter 8.1: Offer of Assistance 175
Letter 8.2: Using the Want List to Get Automatic Reorders 175
Following Up Recent Cancellations 176
Script 8.4a: Reestablishing Goodwill After a Cancellation 177
Script 8.4b: Getting the Reason Why You Missed 177
Form 8.2: Lost Sale Report 178
Script 8.4c: Opening Future Possibilities 179
Letter 8.3: Thanks for Letting Us Serve You 180
Bringing Dead Leads Back to Life 180
Script 8.5: Reviving Communications with Neglected
Leads 181
Letter 8.4: We Blew It 182
Script 8.6a: Satisfied with Present Supplier 182
Script 8.6b: We Don t Have a Need Right Now 183
Refining Follow Up Calls 184
Form 8.3 List of Follow Up Calls 184:
Form 8.4: Follow Up Call Checklist 185
Form 8.5: Follow Up Dialogue Worksheets 187
CHAPTER 9: SUCCESSFULLY FIELDING INBOUND TELEPHONE
INQUIRIES 188
The Vital Front End of Taking Calls 189
Script 9.1: Example of a Typical Inbound Call 189
Form 9.1: Routing Incoming Calls: Who s Responsible for Getting
Results 191
Script 9.2a: Greetings that Work 192
Script 9.2b: Business Greetings for Answering Machines 192
Script 9.3a: Qualifying the Inbound Caller 193
Script 9.3b: Explaining the Call Transfer Procedure to the
Outside Caller 195
Form 9.2: Documenting the Inbound Caller 195
Script 9.4: Avoiding the *It s for You* Syndrome 196
Contents xvil
CHAPTER 10: TOTAL STRATEGIES FOR CULTIVATING MAJOR
SALES RELATIONSHIPS 209
Conducting a Market Survey 210
Form 10.1: Research Guide for New Market 210
Script 10.1a: A Brief but Comprehensive Survey 211
Form 10.2: Sample Questionnaire 212
Script 10.1b: Gathering Smaller Parcels of Market Data 214
The Short Term Cultivation Process 215
Letter 10.1: Simple Prospecting Letter 216
Script 10.2: Following up the Mailer with the Initial Call 217
Script 10.3: Appointment Call from the Sales Rep 219
Script 10.4: Setting up a Second Appointment to Deliver the
Quote 220
Letter 10.2: Postquote Follow Up 220
Letter 10.3: Note to New Customer 221
The Long Term Account Cultivation Process 221
Letter 10.4: First Long Term Contact 223
Script 10.5: Second Long Term Contact 224
Letter 10.5: Third Long Term Contact: 224
Script 10.6: Fourth Long Term Contact 225
Script 10.7: Fifth Long Term Contact 226
Refining Your Cultivation Program 226
Form 10.3: Account Cultivation Checklist 227
CHAPTER 11: OVERCOMING STALLS, OBJECTIONS, AND
COMPLAINTS 230
Rebuttals to Stalls That Come Up During the Initial Call 230
Documenting Rebuttals to Objections 231
Form 11.1: Objections and Rebuttals 231
Script 11.1a: Don t Know Your Company 233
xviii Contents
Script 11.1b: Not Interested 235
Script 11.1c: No Time* 236
Script 11.Id: We re Satisfied* 236
Script 11.le: Send Literature* 237
Script 11.If: I ll Think About It 239
Dealing with Competitive Factors 239
Script 11.2: Want to Shop Around* 240
Script 11.3a: Been Dealing with Them for Years* 240
Script 11.3b: They re Better* 241
Script 11.3c: They re Bigger* 242
Script 11.3d: Remember When You Were Just Starting
Out?* 243
Script 11.3e: They re Cheaper* 243
Handling Complaints 244
Script 11.4a: Admitting You Didn t Handle It Well 244
Script 11.4b: Taking Personal Responsibility for Making Things
Right 245
Script 11.4c: Offering a Little Compensation to Help Smooth
Out Ruffled Feelings 245
Script 11.5: Referring Complaints to the Right People 246
Letter 11.1: Complaint Follow Up 247
How Clarifying Can Cut Through Stalls and Objections 248
Script 11.6a: Asking for More Detail About the Objection 248
Script 11.6b: Playing Back* an Objection to Assure
Clarity 249
Script 11.6c: Taking the Sharp Edges Off an Objection 249
Script 11.7: Stopping Objections Before They Come Up 250
Refining Your Stall and Objection Responses 250
Form 11.2: Stall and Objection Checklist 251
Form 11.3: Stall and Objection Dialogue Worksheet 254
CHAPTER 12: NONSELLING SCRIPTS THAT BOOST REVENUES
AND CUT COSTS 257
Reactivating Dormant Accounts 258
Script 12.1a: Reopening Dialogue with Inactive Buyers 258
Script 12.1b: Probing to Reveal the Problem 259
Contents xlx
Script 12.1c: Recapturing Lost Business 260
Letter 12.1: Follow Up to Small Dormant Accounts 261
Cutting the Cost of Dealing with Marginal Accounts 262
Script 12.2a: Switching Distant Customers to Buying by
Telephone 262
Script 12.2b: Stressing More Frequent Contacts 263
Script 12.2c: Pointing Out Time Saving in Buying by
Telephone 264
Script 12.2d: Describing Cost Control in Buying by
Telephone 264
Letter 12.2: Follow Up to Distant Customers 265
Script 12.3: Switching Low Volume Buyers to Telephone
Purchasing 265
Letter 12.3: Follow Up to Low Volume Buyers 267
Handling Financial Matters 267
Script 12.4a: Requesting COD on the First Order 268
Script 12.4b: Require Credit References 269
Letter 12.4: Need COD or Cash Before Delivery 269
Collecting Fast Due Accounts 270
Letter 12.5: Reminder, 14 Days Past Due 271
Script 12.5: Collection Call, 30 Days Past Due 271
Letter 12.6: Collection, 60 Days Past Due 272
Letter 12.7: Final Notice, 90 Days Past Due 272
Finding and Negotiating with New Suppliers 273
Letter 12.8: Request for Samples and Prices 273
Script 12.6: Buying Smaller Quantities at the Best Possible
Prices 274
Letter 12.9: Order Confirmation and Request for Payment
Terms 275
Refining Your Revenue Building Scripts 276
Form 12.1: Checklist for Reactivating Dormant Accounts 276
Form 12.1a: Dialogue Worksheet for Dormant Accounts 277
xx Contents
Form 12.2: Checklist for Dealing with Marginal Accounts 278
Form 12.2a: Dialogue Worksheet for Marginal Accounts 279
Form 12.3: Checklist for Handling Financial Matters 281
Form 12.3a: Dialogue Worksheet for Collection Call 281
Form 12.4: Checklist for Finding and Negotiating with New
Suppliers 282
Form 12.4a: Worksheet for New Supplier Query Letter 283
CHAPTER 13: SCRIPTS FOR INTERVIEWING NEW
TELEMARKETERS 285
Recruiting the Best Possible People 285
Form 13.1: Creating a Telemarketing Job Description 288
Screening Applicants by Telephone 292
Script 13.1: Referring Calls from Applicants 292
Script 13.2a: A Guide for Narrowing the Field 293
Script 13.2b: Calibrating Motivation 294
Script 13.2c: Exploring Previous Employment and
Education 295
Script 13.2d: Probing Prior Experience in Your Industry 296
Making Youi Offer Look Bigger and Better 297
Script 13.3a: Merchandising* the Company 298
Script 13.3b: How Much Money You Can Expect to
Make 298
Script 13.3c: Scope of Responsibility 299
Script 13.3d: Professional Growth 299
Script 13.3e: Training Offered 300
Script 13.3f: Work Environment 300
Script 13.3g: Setting up the Personal Interview 301
Form 13.2: Caller Scoresheet 301
Letter 13.1: Outright Applicant Rejection 302
Letter 13.2: Possible Future Opportunity 303
Refining Youx Applicant Interviews 303
Form 13.3: Interview Checklist 303
Form 13.4: Interview Dialogue Worksheet 305
INDEX 309
|
| any_adam_object | 1 |
| author | Masser, Barry Z. |
| author_facet | Masser, Barry Z. |
| author_role | aut |
| author_sort | Masser, Barry Z. |
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| building | Verbundindex |
| bvnumber | BV004590992 |
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| callnumber-raw | HF5438.3 |
| callnumber-search | HF5438.3 |
| callnumber-sort | HF 45438.3 |
| callnumber-subject | HF - Commerce |
| classification_rvk | QP 621 |
| ctrlnum | (OCoLC)21558200 (DE-599)BVBBV004590992 |
| dewey-full | 658.8/4 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.8/4 |
| dewey-search | 658.8/4 |
| dewey-sort | 3658.8 14 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| format | Book |
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| genre_facet | Ratgeber |
| id | DE-604.BV004590992 |
| illustrated | Not Illustrated |
| indexdate | 2024-07-09T16:14:43Z |
| institution | BVB |
| isbn | 0131610686 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-002822742 |
| oclc_num | 21558200 |
| open_access_boolean | |
| owner | DE-384 |
| owner_facet | DE-384 |
| physical | XX, 314 S. |
| publishDate | 1990 |
| publishDateSearch | 1990 |
| publishDateSort | 1990 |
| publisher | Prentice Hall |
| record_format | marc |
| spelling | Masser, Barry Z. Verfasser aut Complete handbook of all-purpose telemarketing scripts Barry Z. Masser Englewood Cliffs, NJ Prentice Hall 1990 XX, 314 S. txt rdacontent n rdamedia nc rdacarrier Telemarketing Handbooks, manuals, etc Telephone selling Handbooks, manuals, etc Telemarketing (DE-588)4215401-7 gnd rswk-swf (DE-588)4048476-2 Ratgeber gnd-content Telemarketing (DE-588)4215401-7 s DE-604 HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=002822742&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Masser, Barry Z. Complete handbook of all-purpose telemarketing scripts Telemarketing Handbooks, manuals, etc Telephone selling Handbooks, manuals, etc Telemarketing (DE-588)4215401-7 gnd |
| subject_GND | (DE-588)4215401-7 (DE-588)4048476-2 |
| title | Complete handbook of all-purpose telemarketing scripts |
| title_auth | Complete handbook of all-purpose telemarketing scripts |
| title_exact_search | Complete handbook of all-purpose telemarketing scripts |
| title_full | Complete handbook of all-purpose telemarketing scripts Barry Z. Masser |
| title_fullStr | Complete handbook of all-purpose telemarketing scripts Barry Z. Masser |
| title_full_unstemmed | Complete handbook of all-purpose telemarketing scripts Barry Z. Masser |
| title_short | Complete handbook of all-purpose telemarketing scripts |
| title_sort | complete handbook of all purpose telemarketing scripts |
| topic | Telemarketing Handbooks, manuals, etc Telephone selling Handbooks, manuals, etc Telemarketing (DE-588)4215401-7 gnd |
| topic_facet | Telemarketing Handbooks, manuals, etc Telephone selling Handbooks, manuals, etc Telemarketing Ratgeber |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=002822742&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
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