With the cost of personal sales visit to an industrial customer at well over $200, almost all salespeople now make at least some use of the telephone to save time and money. The main purpose of Successful Telephone Selling in the '90s, however, is not to talk about reducing expenses but to show how to increase your sales production dramatically by using the telephone. A gold mine of practical guidance and information, this book divulges the methods that work for the top telephone salespeople in the country -- methods that can guarantee your own success.
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Martin D. Shafiroff is a Managing Director of the investment banking firm Shearson Lehman Hutton Inc. and is considered one of the world's leading investment brokers. He has been the subject of articles in the Wall Street Journal, Institutional Investor, and many other publications regarding investment strategies and telephone sales.
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