Managing telemarketing departments effectively

Abstract

An Arthur Anderson study for the National Association on Wholesalers reveals that two‐thirds of all sales representatives will be telemarketers by the year 2000. This will create over eight million new telemarketing jobs through the year 2000 (Bencin, 1989). According to the report, the telemarketing industry will be characterised by great growth, a shortage of qualified people, more university‐level direct‐marketing education programmes, and higher management salaries.

Citation

Licata, W.J. and Kleiner, B.H. (2005), "Managing telemarketing departments effectively", Management Research News, Vol. 28 No. 11/12, pp. 14-19. https://doi.org/10.1108/01409170510785192