|
|
|
|
F.G.I. & AFFILIATED PUBLISHING COMPANIES,
was incorporated in December of
1977. The marketing consulting business was launched in late 1979 and has
grown steadily. The Van Vechten Group, established in 1993, is the on-line marketing function of F.G.I. The affiliated companies have published four successful skill reports and four books that keep managers, telephone sales personnel and customer service representatives on top of the latest procedures, skills and techniques of their profession. EXTENSIONS published March 1994; topics covered both reactive and proactive management skills and techniques. THE VAN VECHTEN REPORT published March 1982, was a telemarketing report targeted towards management issues. Back issues are available. TSR HOTLINE™ is a
training CSR HOTLINE™ begun in September 1987 and is a training publication for customer service representatives (CSR's). It has sold over 2,700 copies since its inception. |
Lee R. Van Vechten is president of Lee is past Vice President of Sales and Marketing with AMR International,New York, where he developed and implemented his first successful telephone selling organization. That unit's sales volume increased seven-fold over a thirty month period under his direction. Lee was also V.P. of Sales and Marketing at Arthur W. Weisenberger & Co., a major institutional brokerage firm. Lee spent 14 years with Dun & Bradstreet in various sales and management assignments with Dun's Marketing Services. He was instrumental in the management of 250 sales representatives, selling primary and secondary research services. His final position with D&B was as the Senior Executive of Research and Fulfillment and Sales. Lee is a prolific writer of articles for all of the leading industry publications and has been a regularly featured writer for DM NEWS. He contributed the telemarketing compensation chapter to Prentice Hall's Encyclopedia of Telemarketing as well as the telemarketing chapter for Dartnell's Marketing Managers Handbook. His latest publication, The Successful Sales Manager's Guide to Business to Business Telephone Sales, published by Business By Phone, was released Fall 1999. He is a frequent speaker at trade conferences and has presented skill seminars for AMA, DMA's (DMB and NCOF), Direct Media, ATA, ICSA, & BMC conferences. Also for the Universities of Alabama, Minnesota, Georgia and Syracuse. Lee majored in Labor Management at the College of Business Administration, Penn State University Lee served as a non-commissioned communications officer in the U.S. Army, 3rd Armored Division, Germany. |
|
The Successful Sales
Manager's Guide to
Business-to-Business
Telephone Sales; (Published September 1999 by Business
By Phone) is authored by Lee
R. Van Vechten and based on his 35 years of management and sales experience (more specifically
consulting). This work includes 15 chapters loaded with world class management topics.
Over 1,000 copies were sold in the first fifteen months! Already in it's
second printing! The Successful Sales Manager's Guide to Selling Through Proactive Customer Service; Released September, 2002 and sold 500 copies in the first six months! This book is all about selling existing customers for less! |
|
F.G.I. presents SEMINARS (onsite) for telephone sales managers as well as their TSR's, including "Successful Telephone Sales Techniques," and the Telemarketing Managers' "BLACK BELT" seminars. F.G.I. also provides speakers for universities, trade associations and industry groups on an invitation basis. Finally, F.G.I. performs SPECIALIZED CONSULTING that entails risk reward evaluations, marketing and strategic planning for enterprise telephone sales units and service agencies and FLSA Compliance. Other areas of expertise are telephone sales training, compensation planning, The Federal Labor Standards Act and scripting (formal and informal) for business-to-business, proactive inside sales units. |
|
|
|
The
Van Vechten Group Copyright© 2006 The Van Vechten Group and F.G.I. |
|
