Document Type
Thesis
Date of Award
5-31-1985
Degree Name
Master of Science in Management - (M.S.)
Department
Organizational and Social Sciences
First Advisor
Theodore Zaner
Abstract
The objective was to study organizations which have established telemarketing programs to understand the impact of distinct human resources principles used to establish and maintain the sales unit. A questionnaire was developed to determine whether telemarketing programs, which are specifically designed to recruit, select and train inside sales forces, differ from the programs used to do the same with outside sales forces. Furthermore, the sample population was asked whether telemarketing programs contribute to the overall success of the telemarketing force by catering to the special needs of inside sales people. This questionnaire was sent to a sampling of companies who had placed advertisements in local newspapers for telemarketing positions and a random sample of other companies.
The most striking conclusion is the support of the hypothesis by the participants. The majority of the companies developed separate recruitment, selections and training programs for their telemarketing forces. The percentages are as follows:
63.3% separate recruitment strategies
73.3% separate selection programs
76.7% separate training programs.
When asked to judge whether these separate programs "contribute to the overall success" of their telemarketing programs, the positive responses were overwhelming. The percentages are listed below:
94.7% agree that separate recruitment strategies are a factor in the telemarketing program's success.
95.5% agree that separate selection programs are a factor in the telemarketing program's success.
100% agree that separate training programs are a factor in the telemarketing program's success.
It can be concluded that the hypothesis is true and supported a majority of companies who employ these programs.
Recommended Citation
Jones, Marian Elizabeth, "A study of the human resources principles applied to telemarketing programs" (1985). Theses. 3440.
https://digitalcommons.njit.edu/theses/3440
