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Optimization of the Customer Interaction Model in Telemarketing Department Based on Managers' Growth Zones Identification
[Оптимизация Модели Взаимодействия С Клиентами В Отделе Телемаркетинга На Основе Выявления Зон Роста Менеджеров]

Author

Listed:
  • Mikhail V. Timofeev (Тимофеев, Михаил)

    (State Marine Technical University)

Abstract

The article describes a method of search of sales manager growth zones based on the assumption that the client's refusal after prior consent to purchase occurs most often due to improper negotiations. Based on the author's research of the main directions of improving sales efficiency and the principles of organizing professional training of sales managers, an original method of searching growth zones of telemarketing department specialists is proposed. The author presented classification of typical reasons for potential customers' refusal to purchase at the final stage of the negotiation process and developed recommendations for their elimination.

Suggested Citation

  • Mikhail V. Timofeev (Тимофеев, Михаил), 2022. "Optimization of the Customer Interaction Model in Telemarketing Department Based on Managers' Growth Zones Identification [Оптимизация Модели Взаимодействия С Клиентами В Отделе Телемаркетинга На О," Science outpost, Russian Presidential Academy of National Economy and Public Administration, issue 4(62), pages 47-52.
    • Handle: RePEc:rnp:scpost:sp2207
    DOI: 10.36683/2076-5347-2022-4-62-47-52
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    More about this item

    Keywords

    identification of growth zones; management; analysis of reasons for refusal; sales; improvement of training effectiveness; personnel management; vocational training; advanced training; efficiency; risk management; sales funnel; refusal to purchase;
    All these keywords.

    JEL classification:

    • L81 - Industrial Organization - - Industry Studies: Services - - - Retail and Wholesale Trade; e-Commerce
    • L86 - Industrial Organization - - Industry Studies: Services - - - Information and Internet Services; Computer Software
    • M12 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration - - - Personnel Management; Executives; Executive Compensation
    • M51 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Personnel Economics - - - Firm Employment Decisions; Promotions
    • M53 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Personnel Economics - - - Training

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