BUSINESS ADMINISTRATION
CUSTOMER RELATION MANAGEMENT
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Question
[CLICK ON ANY CHOICE TO KNOW THE RIGHT ANSWER]
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mailshots
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word-of-mouth
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cold calling
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Detailed explanation-1: -Cold calling is a form of sales solicitation from businesses to customers who’ve never interacted with the salesperson making the call. It generally refers to phone-based conversations (hence cold calling) but technically covers in-person door-to-door interactions, too.
Detailed explanation-2: -In sales prospecting is a critical activity. You might be able to sell “ice to an Eskimo” but if you can’t get in front of qualified prospects, what does it matter? One of the most often applied tactics to prospecting is cold calling – “dialing for dollars” as many describe it.
Detailed explanation-3: -Cold-calling, as we practice it today, was first documented in 1873 by John Patterson, who was the founder of the NCR Corporation. I have read a copy of his sales training manual, and it very accurately describes the way in which we prospect today, in terms of face-to-face canvassing.