Follow Up Call
A call that is made to a potential customer after the initial contact has been made by email, letter or phone.  The aim of the Follow Up is to utilise the momentum of the first contact, increasing the prospective response rate.

Gatekeeper
The person, usually a secretary or PA, whose job it is to reduce the number of ‘unnecessary’ interruptions that the Decision Maker receives.

Handovers
The process of passing lead information created by an outsourced Telemarketing Company on to their client.

Inbound
This term relates to calls that originate with potential customers or clients.

Initial Enquiry Call
An initial call placed in the B2B sales environment to tentatively test interest in a product or service. This often forms part of the Appointment Setting process.

To read part one of The Telemarketing Glossary Click here

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