Of late, better and cheaper means of marketing goods and services have been invented. In this article we shall look at personal selling as a method of attracting customers. A personal seller is a person who meets the potential clients in order to inform them about products and services and persuade them to buy. Today, there is a new type of personal selling known as inside selling. In inside selling, the personnel does not meet with the potential customers face to face but uses phone calls and online methods. Inside sales are also known as virtual sales or remote sales. There are many terms used in inside sales and the following are some of the terms and their meaning.
In inside calling, you will be going to meet the term cold calling. In cold calling, a sales representative calls a potential customer while having little or no information about the lead. Predictive dialer software is used in facilitating cold calling in order to ensure the customer is not disconnected. In order for a sales rep to meet the number of calls assigned in a day, he/she is supposed to use cold calling.
In inside sales, you are going to meet the word call center software. There are many applications of call center software. Its main functions are; dialing, call monitoring, recording, integration, interactive voice responding and managing chat, email, SMS and chat. Today, it is possible for a business to manage its call center by the use of one software.
The other term you will going to meet in inside sales is customer success rep. A customer success rep is a member of the inside sales team who facilitates customer retention. The customer success rep ensures that the customers are satisfied with the products and services which are offered.
In inside sales you will meet the term pipeline call. Pipeline calls are calls which are made in order to ensure that a potential customer finally becomes a customer.
The fourth term commonly used in inside sales is CTI. The short form of Computer Telephony Integration is CTI. CTI is a technology which allows computers to work together with telephones. The main uses of CTI are; phone controlling, call transferring, screen popping and automatic dialing.
Lead response time is another term used in inside sales. The total time taken by a sales rep to follow up on a client who called or contacted the organization is known as the lead response time. Its good to cut down the lead response time.
The last common term used in inside sales is sales engagement. The phone conversation or online conversation between the sales representative and the customer is referred to as the sales engagement. Sales engagement is used in determining whether the sales rep is effective in his/her job.