Glossary of Sales Terms

T

Target Audience

It is not possible to sell a product to everyone on the planet, so when planning sales one must try to define those who are most likely to buy.  The most cost-effective sales campaigns start by defining a 'Target Audience' of potential buyers such as location, sex, age, net worth, etc.  See also Demographics and Profile.

Telemarketing

Of all the aspects of marketing, direct marketing probably offers the most interactive and rapid return on investment.  As part of the Direct Marketing arsenal, 'Telemarketing' is the most interactive tool available, because unlike post or email it involves verbal communication between prospect and seller.  Telemarketing covers a broad spectrum from the  irritating offshore B2C Call Centres to highly skilled B2B experts selling to Captains of Industry.  The 'Telemarketing' industry has been steadily expanding due to the globalisation of markets and the effectiveness of modern telecommunications.  Due to energy market and environmental changes, the requirement to reduce travel has also played a part in the increasing importance of 'Telemarketing'.  The professional end of the spectrum of 'Telemarketing' use a style of communication known as 'Consultative Telemarketing'.

Telesales

When applied correctly, Telemarketing is probably the most effective sales tool available, providing the potential for rapid Return On Investment.  'Telesales' takes Telemarketing to the extreme, by not only creating interest but actually closing business via telephone.  Some of the most important decisions in the history of the 20th and 21st Century have been made by telephone - from averting war between super powers to making deals worth millions or billions of dollars.  'Telesales' is more commonly discussed in terms of selling stocks and shares or selling advertising space, although it can be applied to numerous business activities.

TPS

In every market place there are checks and balances to try and maintain a good standard of service.  In the telemarketing industry, 'TPS' or Telephone Preference Service' was set up to allow those who do not wish to receive cold calls the chance to opt out.  In marketing, making unsolicited calls is known as Cold Calling.  whilst to some recipients this is deemed to be an annoyance  'TPS' has become increasingly important with the growth of poorly trained Call Centre staff that harass individuals or businesses.

If you find this website useful, and you require more sales, why not contact the author directly:

Tel. 0870 042 1263
Email: stephen@sl-freelance.co.uk
www.sl-freelance.co.uk
or read my blog at www.freelancetelemarketing.org.uk