1. Question 1. What Do You Understand By B2b, B2c And B2g?
Answer :
B2B stands for business to business which describes commercial
transactions between businesses such as between a web development
firm and a reseller. Such transactions are big in volume and thus b2b is
flourishing today the most.
B2C stands for business to consumer and describes transaction between
business and consumer. It can be best explained by defining retail in
which tangible goods are sold from stores or fixed location directly to the
consumer.
B2G stands for business to government and is a derivative of B2B and is
described as transaction between business and government in which a
business entity supplies services or goods to a government sector or firm
and can be stated as public sector marketing.
2. Question 2. How Do You Think Telemarketing Can Be Made More
Effective?
Answer :
To make telemarketing more efficient every call should be planned with an
objective in mind. The opening statements made by the telecaller should
be made interesting to grab interest. It is the contribution of each tele-
caller that makes telemarketing successful and thus each tele-caller
should be motivated enough to make a deal and be clear with his
objective. The objection for tele callers in the sector are easy to crack and
thus a response to each should be prepared in advance to cross the hurdle
and make sale.
Sales Management Interview Questions
3. Question 3. How Would You Make A Cold Call To Generate A Lead?
Answer :
Turning a cold call into lead is not easy but it is not impossible either. If
handled with the right motivation and skill a cold call can be changed into
a lead. It can actually be put down as the way that cold calls are perceived
by the person making the call and the fear of failure.
The key should be to back track for a moment and then offer what you
have when you have completely understood what is the landscape of the
situation. Always step in with a positive attitude as for this situation it is
very important.
4. Question 4. Do You Think Unwanted Marketing Should Be A
Crime?
Answer :
Unwanted marketing is a crime by the law but one can opt out of it by
filing a petition or a request in court. Only some firms are exempted from
this law. To avoid unwanted marketing one can file a request in the court
to be in the list of numbers which are not to be called by telemarketing
firms.
I personally think that one should not barge into somebody’s private space
causing any form of inconvenience to the end user. Telemarketing should
be handled more responsibly to avoid such situations and maintain
standards of marketing and not degrade them.
Sales Management Tutorial
5. Question 5. What Should Be The Priority In Telemarketing
According To You?
Answer :
According to me customers should be the priority, if they do not buy we
can not sell and thus they should be the foremost priority. The whole
marketing sector runs due to end consumer so it should be our
responsibility to make sure we have our customers satisfied and deliver
what they expect from us. This can be only achieved if every individual
from a telecaller to the ceo takes up the responsibility of delivering to the
customer and works on their part the right way. If this little bit is done
then telemarketing can be made more effective, easy and set to the right
perspective.
Corporate Governance and Business Ethics Interview Questions
6. Question 6. What Are The Factors That Contribute To Projecting A
Positive Image Of Yourself To The Customer?
Answer :
In the telemarketing industry it is critical that you know how to use your
voice and choose your words to project a positive image while placing or
taking a call. Factors that impact image over the telephone are:
o Vocal quality
o Vocal tone
o Rate of speech
o Pitch of the tone
o Attitude
o Body language
o Use of appropriate words
7. Question 7. What Are The Techniques That Help Build The Trust Of
The Caller?
Answer :
The following techniques help you build the trust of the customer on the
other end of the telephone.
o Speak confidently
o Take control of the situation
o Show genuine interest
o Go above and beyond the call of duty
Corporate Governance and Business Ethics Tutorial Business
Development Interview Questions
8. Question 8. What Are The Disclosures Required In Telemarketing?
Answer :
There are a few disclosures which are must before a person engages in
telemarketing. Listed below are a list of things that need to be disclosed.
1. Disclosure of identity on behalf of which the call is made at the starting
of the call in a polite and fair manner.
2. There should be a proper description of the product or business being
put forward.
3. The price and terms and conditions related to the product should be
made very clear.
4. Any other information related to the product prescribed should be
conveyed.
9. Question 9. What Is Deceptive Telemarketing And How Can It Be
Avoided?
Answer :
Telemarketing is termed deceptive when misleading information of
product is conveyed to attract customers.
Deceptive telemarketing can be avoided by taking the following
measures :
o No telemarketer should represent a product with false or
misleading information.
o Lottery, chance and skill based offers should not be offered
where :
o Delivery of prize is conditional and is not conveyed at begining.
o Information about the prize is incorrect.
o Offering products at no cost or less price when based on terms
and conditions not specified before purchase should not be carried
out.
o Selling products at a very high rate.
Sales Interview Questions
10. Question 10. What Are Good Telephone Etiquettes?
Answer :
When attending a client or customer on phone some basic telephone
etiquettes should be followed.
Following are telephone etiquettes that should be followed by a
tele caller :
1. Be quick in answering the phone.
2. Always make sure that the customer is greeted well.
3. When putting a line on hold take permission prior to it from the
customer on the other end.
4. When transferring a call make sure you do it the right way and make it
polite.
5. At the end of a call make sure that the customer is satisfied and does
not have any query or doubt in mind.
Sales Forecasting Tutorial
11. Question 11. What Will You Do When A Customer Needs To Be
Put On Hold But Is Not Agreeing To It?
Answer :
Many times the customer on the end line objects to be put on hold as he
fears to be kept long on hold, in such situations following tips can be
helpful :
1. Request the customer that it is important that he is put on hold. Make
sure this is conveyed in a very polite way.
2. Clear out the objective due to which the line needs to be put on hold.
3. If the customer is very persistent on being on line as a co employee to
retrieve the information that requires you to put the line on hold. During
this be on line and keep the customer attended.
4. You can also ask the customer to disconnect the line for now and that
you will give him a call back.
Sales and marketing Interview Questions
12. Question 12. You Just Called A Customer. What Are The Steps
You Will Follow During The Call?
Answer :
When making a call to a customer the call should be directed in the
following way:
1. Greet customer politely.
2. Introduce yourself to the customer.
3. Make clear the objective of the call
o Who are you calling?
o What are you calling for?
4. Give complete information of the product or business you are
promoting.
5. Make the customer understand how the objective of the call can be
beneficial for him/her.
6. Close the call with a warm end note.
Sales Management Interview Questions
13. Question 13. How Can A Call Be Made Successful?
Answer :
Following tips can help in make a call successful :
1. Make sure the first impression of the call is good as it is very important
for the rest of the call.
2. Be professional yet courteous.
3. It is very important to be a dedicated to a call, the opposite can be
sensed very easily on a call.
4. Clear the objective of the call before you make one.
5. At times it is important not to sell over the phone instead connect with
the customer and make the deal in the business place.
Sales Planning Tutorial
14. Question 14. List Some Of The Effective Listening Strategies
That Would Be Helpful In The Telemarketing Industry.?
Answer :
For survival in the telemarketing industry it is extremely essential that one
possesses or acquires the ability to effectively listen and comprehend.
Some of the effective listening strategies are as follows:
o Understanding yourself
o Being yourself
o Never losing the personal touch
o Your attitude
o Be willing to listen
o Setting personal goals
o Being motivated
o Listening actively
o Paying attention
o Asking questions
o Sending appropriate feedback.
15. Question 15. What Are The Different Categories And Sub-
categories Of Telemarketing.?
Answer :
Marketing can be broadly classified into two categories :
1. B2B - business to business
2. B2C - business to customer
The categories can be further classified into four categories based
on the process carried out which are :
Generating lead - Process of identifying a potential customer to make
sale.
Sales - Selling out products
Outbound - Calls are made to the customers.
Inbound - Calls are received from the customer.
Channel Management Interview Questions
16. Question 16. What Are The Characteristics That Distinguish
Direct Marketing?
Answer :
Following are the characteristics that distinguish direct marketing
:
1. The customers are pre targeted.
2. Customers are addressed directly.
3. The response of direct marketing is scalable.
4. The whole process is action driven.
5. Independent of business size.
17. Question 17. Explain The Following Terms: 1. Cold Calling 2.
Spamming. 3. Automatic Dialer
Answer :
Cold calling : Cold calling is the process in which customers are called for
business interaction who have not been expecting so.
Spamming : Random bulk messages used for telemarketing purposes are
called spam and the process is termed as spamming
Auto dialer : Telemarketing industries generally use an electronic device
or a software to automatically dial phone numbers. These devices and
softwares are called autodialers.
Technical Support Interview Questions
18. Question 18. What Issues Can Rise From Paying Per
Appointment?
Answer :
Here are a list of problems which are associated with paying per
appointment :
1. Poor quality.
2. Rate of conversion is low.
3. Requirements for more meetings is not solved.
4. High competition.
5. Suppliers face a lot of problems.
6. Quality is deteriorated by quantity.
Corporate Governance and Business Ethics Interview Questions
19. Question 19. What Are The Common Telemarketing Fraud?
Answer :
Following are the common telemarketing fraud :
1. Charity purpose.
2. Asking for advance payment or fee.
3. Fraud by over capturing increased payments.
4. Bank related frauds.
5. Lottery
6. False representation of office supplies.
7. False verification calls.
20. Question 20. Is Unwanted Telemarketing A Crime?
Answer :
Yes. Vermont law also imposes criminal penalties on telemarketers who
call a Vermont telephone number without having first registered with the
Vermont Secretary of State, unless the company is a federally-regulated
financial institution (e.g. a federal bank), or is already regulated by, or
registered or licensed with, one of the following Vermont governmental
agencies: Secretary of State, Public Service Board, Department of
Banking, Insurance, Securities and Health Care Administration, or
Department of Taxes.
Inside Sales Interview Questions
21. Question 21. What Can I Do If I Continue To Get Unwanted
Calls?
Answer :
Telemarketing calls made to a number which has been listed on the
federal registry for three months, or which are on a company's “Do Not
Call” list, violate Vermont law.
If you get a call from a telemarketer that violates Vermont law, you have
the right to sue the telemarketer for actual damages or $500 for a first
violation ($1,000 for each subsequent violation), whichever is greater.
22. Question 22. Are All Telemarketing Calls Prohibited?
Answer :
Certain calls are not covered by the federal registration law, including calls
from political organizations, charities, telephone surveyors, and companies
from which you have bought something or received a delivery in the past
18 months.
If you do not want to get calls from companies that fall into any of these
groups, tell the company or charity to put your phone number on their
own “Do Not Call” list. Every company and charity is obliged to keep such
a list.
23. Question 23. How Much Time Do You Need To Put Together A
Campaign?
Answer :
One working week, so we can prepare the data, brief the telemarketer and
make sure everything is in place to start.
Sales Promoter Interview Questions
24. Question 24. Who Will Make The Calls?
Answer :
Depending on experience we will put out best telemarketer on every job,
and they will stay on it until the campaign finish's or a decision is made to
move another person on to it depending on level of success both good and
bad.
Business Development Interview Questions
25. Question 25. How Many Calls Will Be Made A Day?
Answer :
A good telemarketer will make between 100 and 115 calls a day,
depending on the level of decision maker you can Expect between 20 and
45 decision maker contacts a day.
26. Question 26. How Will Campaign Results Be Reported?
Answer :
On a daily basis, we will split the data into several sections. The main
section will remain as it is, but we will copy and paste things like,
Appointments, Short Term Leads, Long Term Leads, Info requests, and
client to deal with, into seperate sections for easy access. Normally done
in Excel.
Sales Executive Interview Questions
27. Question 27. What Will Be Said On The Phone?
Answer :
After some initial consultation with the client we will come up with a script.
The reason for this is synergy! This way the client knows what we are
saying and they are happy with the anthesis we are putting onto certain
areas of the conversation, that the qualification questions we are asking
are correct, and through calling we will make minor changes depending on
what response we are recieving.
Sales Interview Questions
28. Question 28. What If People Want Info?
Answer :
This can happen a lot, and it is not just a palm off, you get to recognise
which are genuinely interested and which are timewasters simply by
asking a few questions before you end the call, many of the products we
promote are things that people will not hand a creditcard over for,
theytend to be in the thousands of pounds and therefore take
consideration before making a decision. Always have something you can
send that will add favour to a potential client.
29. Question 29. How Will A Typical Campaign Run?
Answer :
Before a single call is made everything must be agreed by both parties,
from qualification process to what is being said, communication
throughout the campaign is paramount, if things are not going to plan you
have to choices,
a) moan about it and blame the telemarketing company your working
with.
b) work with them to find out what is going wrong, is it a bad time of year,
is it that people do not really understand the product//service. There is
always an answer for any campaign going wrong, you just need to find the
right angle.
Marketing Interview Questions
30. Question 30. Should I Send A Mailer Out Beforehand?
Answer :
Statistics show that a good mailer with a follow up call can provide great
results, speak to someone like Hanne Widmer @ www.bluespiral.co.uk for
your mailing needs.
31. Question 31. What Amount Of Time Is Needed For A
Telemarketing Campaign?
Answer :
I would suggest 20 days, although we do do 10 days as a minimum, this
gives us the opportunity to not only get leads from those on the phone
there and then but also deal with call backs and further info requests that
may take time to convert, any less than this and you wil not be giving
yourself the opportunity for it to succeed.
32. Question 32. Who Supplies The Data?
Answer :
The client does. This can be bought from people like there are two main
reasons for this:
a) some telemarketing companies will add a margin on top and sell you
the same data.
b) The data is licensed to you and not the telemarketing company. No
telemarkting company I know holds data in house of specific data.
Sales Forecasting Interview Questions
33. Question 33. Why Buy A Telezapper Instead Of Letting My
Answering Machine Or Caller Id Screen Telemarketing Calls?
Answer :
The TeleZapper is the only product that emits a signal that "tells"
predictive dialer computers your number is disconnected. Unlike
answering machines or caller ID, once the TeleZapper's tone is emitted,
your number is removed from the computer's call list. So, as time passes,
you'll receive fewer and fewer annoying telemarketing calls. If the
computer gets your answering machine, your number is put back into the
database to be called again and again … and again.
Most telemarketing calls show up on Caller ID as "out of area" or "private".
But since many callers are identified in these ways, it's difficult to know
who's calling and whether or not you want to pick up the phone. The
TeleZapper really is a better solution to keep telemarketers out!
Sales and marketing Interview Questions
34. Question 34. How Do I Know When I Have Zapped Someone?
Answer :
If you answer your telephone and there's no one there, the odds are that
you just "zapped" a telemarketer. After a few weeks, you'll notice that you
are receiving fewer and fewer of these calls.
35. Question 35. How Does The Telezapper Zap Telemarketers?
Answer :
The TeleZapper uses the technology of telemarketers' automatic dialing
equipment against them. When you or your answering machine picks up a
call, the TeleZapper emits a special tone that "fools" the computer into
thinking your number is disconnected.
Instead of connecting you to a salesperson, the computer stores your
number as diconnected in it's database. Over time, as your number is
removed from more and more databases, you'll see a dramatic decrease
in the number of annoying telemarketing calls you receive.
36. Question 36. How Does My Number Get On Telemarketing
Lists?
Answer :
You can get on telemarketing lists in many ways:
o By having a listed telephone number.
o Through a reverse phone book organized by neighborhood.
o When you dial an 800 number that uses an Automatic Number
Identification system (ANI) to record your number
o Via credit information services, such as Equifax, etc.
o By ordering products or services from direct marketers or
catalogs, whether you order through the mail, from web sites, or
via 800 numbers.
o By printing or including your telephone number on your personal
checks.
o Even by simply paying your monthly bills.
Channel Management Interview Questions
37. Question 37. How Do Telemarketing Calls Work?
Answer :
There are several hundred telemarketing call centers around the world.,
with the majority of telemarketing calls being dialed by a computer known
as an auto dialer or predictive dialer. Predictive dialers can dial 3-5
numbers simultaneously and can make as many as 500,000 calls between
8 a.m. and 9 p.m.
When you answer your phone, the computer connects you to a live
telemarketer who tries to sell you something. If you are not home or if the
computer gets your answering machine, your number will be put back in
the database to be called again later.
38. Question 38. How Do The Results Of Telemarketing Compare
With Mail Shots?
Answer :
Mail shots are a cheap way of achieving few results. Usually about a 1-3%
response is achieved in any area where mail shots are used. Often, mail
shots are not seen by the real decision maker. Compare this to
Telemarketing or mail shot that is followed with Telemarketing and which
focuses on the decision maker. This ensures that a response is achieved
from each call and produces positive results ranging from 15-50% in many
projects, depending on the product or service.
If these result percentages are compared financially, telemarketing
achieves the best returns on investment when used to promote the right
products or services.
39. Question 39. What Is The Difference Between Telemarketing
And Telesales?
Answer :
Telesales is the use of the telephone for selling and promoting products or
services to a business or consumer base.
The modern use of the word "Telemarketing" refers to anything related
with the use of the telephone, including Telesales .
For example research, event confirmation or database building and
cleaning.
40. Question 40. Do You Use An Auto Dialer?
Answer :
We do not use an auto dialer. To provide the highest quality program
possible for our clients, we need to have solid discussions with qualified
prospects not volumes of calls with mechanically read scripts. We do
constantly look at technology to make sure we are using every tool
possible to achieve this level of service.
Technical Support Interview Questions
41. Question 41. How Large Is Marketing Connections?
Answer :
By design, Marketing Connections maintains a call center operation
consisting of 75 workstations with room for controlled expansion.
