Abstract
This study focuses on the characteristics of successful telemarketing sales associates that contribute the most to their success. Telemarketing associates from a large Midwestern telemarketing corporation were observed and their sales tracked in relation to six other variables assumed to be related to success in telemarketing. The results indicate that aggressive and persistent associates have considerably better sales records than consultative and friendly associates.
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CITATION STYLE
Luke, R. H. (2015). Characteristics of Successful Telemarketing Associates. In Developments in Marketing Science: Proceedings of the Academy of Marketing Science (pp. 261–267). Springer Nature. https://doi.org/10.1007/978-3-319-13159-7_56
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