The difference between telemarketing and face-to-face sales

Telemarketing is the process of completing a transaction by telephone. The telephone in face-to-face sales is just an appointment, which is part of it. Real business negotiations only take place when we meet. Telephone sales usually have to be followed up several times, and the time is relatively short, so it is more efficient not to go out to meet, and it saves time on business trips. After meeting, I was deeply impressed, easy to do some relationship work, each with its own advantages, and suitable for different industries and different products.

First of all, the advantages of telemarketing are as follows:

1, and the sales cost is controllable.

The telephone charges are controllable. In the call center cost, the most important item is the telephone bill. One of the KPI indicators of call center performance is the average call duration. Managers can calculate the corresponding telephone charges through this indicator and the total number of outgoing calls. Traditional marketing companies can't do this, and they are slightly inferior in effectively controlling telephone charges.

2. Effectively control the seat utilization rate and improve the work efficiency of telephone sales representatives.

The working hours and sites of call center employees are relatively concentrated, and managers can effectively monitor the working status of employees through quality monitoring (QM), control employees' emotions, and improve the utilization efficiency of seats. Marketing companies can't monitor the work and efficiency of employees when they go out and the communication quality of each phone call. Most companies only determine the quality of employees according to their performance.

3. The management system is simplified to reduce the risk and loss of employee turnover.

Employees who have worked in the call center know that the call center will have a very perfect management system. Including: site management system, recruitment training system, business process system, reward system, service quality assessment system and so on. Among them, more detailed places even include on-site rest system and microwave oven use regulations.

4. Unify the sales process and quickly enhance the brand image.

The standardization of sales process is of great significance in call center telephone sales, because in the whole communication process with customers, customers can't communicate directly with sales representatives or enterprises face to face, and there is a perceptual stage in understanding the company. The voice and image of the sales representative, the standardized process of the sales process, the market coordination supporting the sales process, after-sales service and logistics operation directly affect the customer's cognition of the enterprise brand. Perfect professional sales process can quickly help enterprises to enhance their brand image and improve customers' loyalty to the enterprise.

Second, the advantages of face pin:

1, which can directly understand the needs of customers;

2. Be able to observe the customer's performance and reaction in time;

3. Be able to convince customers more deeply.

Extended data:

"Seven Weapons" of Telemarketing

1. Accurate customer orientation;

2. Comprehensive enterprise information;

3. keen judgment;

4. Flexible forms of questioning;

5. Get rid of it in a polite way;

6. Accurate personality judgment;

7. Reasonable reasons for the visit.

References:

Baidu encyclopedia-telemarketing