File:Bell telephone magazine (1922) (14733086246).jpg

Identifier: belltelephonemag4344amerrich (find matches)
Title: Bell telephone magazine
Year: 1922 (1920s)
Authors: American Telephone and Telegraph Company American Telephone and Telegraph Company. Information Dept
Subjects: Telephone
Publisher: (New York, American Telephone and Telegraph Co., etc.)
Contributing Library: Prelinger Library
Digitizing Sponsor: Internet Archive

View Book Page: Book Viewer
About This Book: Catalog Entry
View All Images: All Images From Book
Click here to view book online to see this illustration in context in a browseable online version of this book.

Text Appearing Before Image:
rinciples (seebelow) that must be religiously followedif this tool of management is to be trulyeffective. In other words, as with all sales activi-ties, the use of the telephone must bethoroughly planned and programed. We have looked at examples of the useof the phone as a tool of selling withinthe channels of business and have avoidedeven mentioning selling by phone to the FIVE KEY PRINCIPLES OF TELEPHONE SELLING 1. Because telephone selling reflects on the character and reputation ofa business, the goals must be firmly defined and must be coordinatedwith the total sales program. 2. The products or services offered must have intrinsic value that willappeal to the prospect. 3. Prospects must be chosen on the basis of probable need. 4. Personnel assigned to selling by telephone must have aptitudes forthe job and must be trained in its techniques. 5. Sales calls must be timed to the prospects convenience. They mustalways be courteous and informative without deception or pressuretactics.
Text Appearing After Image:
Muj. Uen. L. J. IicUls, Director of Personnel for the Marine Corps, presents cer-tificate of appreciation (see below) to Mr. Damkroger, who accepted it on behalfof A.T.&T. At left is Col. A. F. Lucas, Director of the 1st Marine Corps District. ultimate consumer. I have avoided thisbecause such use, all too frequently, doesfar more harm than good. There are, ofcourse, exceptions, when the five princi-ples are carefully followed, where theconsumer appreciates and even welcomesa call to his home. A department storecalling established customers and offeringa product of known interest to the house-wife is one type of call that may be wel-comed. But much—too much—of tele-phone selling to the home is thoughtless,downright discourteous, and definitelyharmful to the seller. Yes, communications is a valuable toolof distribution today and increasingly sotomorrow. We call it Phone Power—because Phone Power, properly plannedand implemented, can: • increase productive sales time • imp

Note About Images