1. Problem Statement

Being a part of marketing activities the cold call marketing is being used from a long time. In the activity the sales persons try to convince the customers over the phone that hadn’t shown their interest to buy the products or services when they were offered for it (Jolson, 2017). The salespersons try to provide optimum information to the customers so that they could convince them efficiently. Though the task is quite easy but the outcome lacks in producing effective result. The research report will discuss how the adoption of cold call marketing will benefit the CallBox Company and the alternatives to support the organization in generating optimum sales revenue (Galloway, 2014). As cold calling is regarded as the most difficult tasks performed by the sales persons over the phone hence it is needed to understand in which situations the cold call marketing could be successful and how to facilitate it with supportive factors (Colletti & Gary, 2017). The salespersons get responses including hanging-up the calls to the use of abusive language by the customers that not only affect their mental attitude but also decreases the efficiency to achieve the sales target. It is analyzed that the response rate of cold call marketing range from 1% to 2% which is the least result derived in comparison to the other marketing activities (Taylor, 2010). This range is only limited to the skilled and experienced sales persons working from a long time in the same sector which means the fresher or unskilled salespersons have no or least possibilities of converting the cold call into a sales prospect. In average the sales people needs to face rejection of 55 calls in every 60 cold calls. Cold calling has a number of disadvantages that push it as a traditional way of doing the marketing activities in the modern 21^st century (Coughian, 2016). They include high frustration of the salespeople, so much waste of time, and unnecessary use of manpower in a highly uncertain activity and creating a negative perception in the mind of a customer for a service brand. In the modern time the use of emails, SMS, social media apps, website reviews and feedback windows decreased the use of cold call marketing and enhanced the efficiency of the sales persons to get better response from the customers (Prajapati, 2015).

2. Aims & Objectives

The primary aim of the research report is to study the possible situations in the cold call marketing activity and the challenges derived from it. The secondary aim of the research is to study the alternative marketing strategies of cold call marketing and how they will facilitate the selling activities in Callbox. The research objectives could be detailed as below:

• To study the practical examples of the effects of cold call marketing in Callbox
• To understand the effectiveness of cold call marketing in Callbox
• To find out the alternative solution for the problems

3. Research Methodology

3.1 Research Methodology used

In making the research secondary method will be used and both qualitative and quantitative data will be concerned. Mostly the data will be collected by studying a number of case studies based on the installation of cold call marketing and the result derived from it. The sources will be online journal articles, conference proceedings, reports and website reviews (Plank, 2016).

3.2 Data Collection Done

The quantitative and qualitative data collected from various sources will be classified and organized in systematic way so that the analysis could be done perfectly. The analysis result will be displayed through tables, graphs and essay paragraphs (Schultz, 2007).

References

Colletti, J. A., & Gary, S. T. (2017). “Effective Major Account Sales Management. Journal of Personal Selling & Sales Management , VII, 1-10.

Coughian, A. T. (2016). Network Marketing Organizations. Journal of Marketing Research , 34, 1-44.

Galloway, C. S. (2014). Annoying, intrusive and constitutional: telemarketing and the national do-not-call registry. Journal of Consumer Marketing , 21 (1), 27-38.

Jolson, M. A. (2017). Broadening the Scope of Relationship Selling. Journal of Personal Selling & Sales Management , XVII (4), 75-88.

Plank, R. E. (2016). Difference Between Success and Failure in Selling. Marketing News , 4, 6-12.

Prajapati, G. (2015). Services Marketing In Informal Sector: Prospects and Challenges. IOSR Journal of Business and Management (IOSR-JBM) , 2, 51-58.

Schultz, D. E. (2007). Relationship Marketing: Cutting Both Ways. Marketing News , 4 (2), 8-12.

Taylor, C. R. (2010). “Attitudes toward direct marketing and its regulation. Journal of Public Policy and Marketing , 19, 228-237.