Many companies are realizing the efficiency of telemarketing in the face of soaring sales force costs. Whereas a business-to-business sales call by an outside salesperson on average costs $600, the cost of a telemarketing sales call can be as little as $20 to $30. And telemarketers can make 20 to 33 decisionmaker contacts per day to a salesperson’s four per day. This has gotten the attention of many business-to-business marketers, where telemarketing can be very effective. Should all companies consider reducing their sales forces in favor of telemarketing? Discuss the pros and cons of this action.
Many companies are realizing the efficiency of telemarketing in the face of soaring sales force costs. Whereas a business-to-business sales call by an outside salesperson on average costs $600, the cost of a telemarketing sales call can be as little as $20 to $30. And telemarketers can make 20 to 33 decisionmaker contacts per day to a salesperson’s four per day. This has gotten the attention of many business-to-business marketers, where telemarketing can be very effective. Should all companies consider reducing their sales forces in favor of telemarketing? Discuss the pros and cons of this action.
Principles Of Marketing
17th Edition
ISBN:9780134492513
Author:Kotler, Philip, Armstrong, Gary (gary M.)
Publisher:Kotler, Philip, Armstrong, Gary (gary M.)
Chapter1: Marketing: Creating Customer Value And Engagement
Section: Chapter Questions
Problem 1.1DQ
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Many companies are realizing the efficiency of telemarketing in the face of soaring sales force costs. Whereas a business-to-business sales call by an outside salesperson on average costs $600, the cost of a telemarketing sales call can be as little as $20 to $30. And telemarketers can make 20 to 33 decisionmaker contacts per day to a salesperson’s four per day. This has gotten the attention of many business-to-business marketers, where telemarketing can be very effective. Should all companies consider reducing their sales forces in favor of telemarketing? Discuss the pros and cons of this action.
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