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Asian Journal of Information and Communications 9(2)
Letter from editors Special section "Recent Progress in ICT Application in China" General sect....

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Asian Journal of Information and Communications

A study of telephone sales method based on SPIN model combined with intelligent speech analysis Tingting Liu et al.

  • Page:29-42
  • 2018-05-02

Compared with the widespread online sales patterns under modern e-business environment, telephone sales method can enable the salesmen to adjust their real-time dialogue strategies benefited from the voice perception of customer’s attitudes and emotions during the telephone conversations, and stimulates the customers to participate, and make a buying decision quickly. This paper studied the application of SPIN model in telephone sales combined with the intelligent speech analysis technology according to the customers’ dynamic feedbacks which included their interest and attitude information, and can lead the telephone sales teams to improve their sales efficiency, performances as well as the relationship with customers.

Keywords: Telephone sales, SPIN model, telephone speech, intelligent analysis

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