You've got questions? and Jeffrey has answers

Gitomer, Jeffrey
May 2008
Inside Tucson Business;5/26/2008, Vol. 17 Issue 51, p15
The article presents issues related to sales management. It states that staff should be bilingual to be able to relate to people who speak other languages. The author reasoned out that he continued to harp on the worthlessness of cold calling because of the lowest percentage return of all sales calls. To be able to promote the services of a nonprofit organization, it is important to share stories from what the organization do from the people being served.


Related Articles

  • Turning Cold Calls Into Customers. Slaunwhite, Steve // American Salesman;Jun99, Vol. 44 Issue 6, p21 

    Discusses sales and marketing strategies for sales professionals. Guidelines to follow for a successful client call; How to handle polite rejections; Importance of making an effective cold call.

  • Six keys to polish your pre-call preparation and boost confidence.  // Sales Insider;3/11/2009, Vol. 3 Issue 58, p4 

    The article offers six elements that need to be considered by sales professionals when preparing for a sales call. These include researching about the company, knowing the names of the contact persons, rehearsing the presentation, preparing the necessary documents the night before the actual...

  • A Remedy for the Common Cold Call. Gitomer, Jeffrey // Business News New Jersey;03/06/2001, Vol. 14 Issue 10, p19 

    Discusses guidelines in handling cold calls aimed at sales promotion. Avoidance of making cold calls; Understanding of the need to spend time with clients; Utilizing of spare time to go door to door with sales prospects.

  • Add Value To Your Sales Message On Cold Calls. Guiducci, Joan // American Salesman;Apr99, Vol. 44 Issue 4, p6 

    Gives pieces of advice on how to add most value to sales message of a business on the first call to a contact. Importance of organizing the results of the first call; Significance of analyzing what affects budget and schedule; Vision for key players necessary for the company.

  • THE CALL OF THE CHILL. Chandler, Douglas // Electrical Wholesaling;Feb2003, Vol. 84 Issue 2, p38 

    Provides tips to salesmen on how to make effective cold calls. Establishment of contacts at a customer; Use of contacts as introductions to other buying influences at a company; Drawing on one's competitive nature by turning the meeting into a game.

  • Sales success suffers when banking on the longshot. Gitomer, Jeffrey // Business Journal (Central New York);01/01/2002, Vol. 16 Issue 5, p5 

    Provides sales personnel clarification about the so-called cold call. Evaluation of the value of a sales call; Recommended self-evaluation formula for sales people.

  • Improving the Productivity of a Telephone Sales Force. Burstiner, Irving // Management Review;Nov74, Vol. 63 Issue 11, p26 

    Presents recommendations for improving the productivity in telephone sales in the U.S. Canvassing lists of telephone subscribers for leads; Structure and organization of the telephone sales operations; Classroom training of telephone solicitors; Exploratory audit approaches.

  • Salespeople Are Curious; Gitomer Answers E-Mails. Gitomer, Jeffrey // Grand Rapids Business Journal;5/27/2008, Vol. 26 Issue 21, p21 

    The article presents questions and answers related to marketing including how to attract the Hispanic population, the benefits of cold calling and advice for nonprofit organizations.

  • At last, here's the cure for the common cold call. Gitomer, Jeffrey // Long Island Business News (7/1993 to 5/2009);10/12/2001, Vol. 48 Issue 42, p29A 

    Discusses use of cold calls in sales promotion. Drawbacks of cold calls; Method to deliver cold calls; Merits of cold calls.


Read the Article


Sorry, but this item is not currently available from your library.

Try another library?
Sign out of this library

Other Topics