RELASHIONSHIP BETWEEN COLD CALLING AND WARM CALLING: A CASE STUDY OF A STUDENT ORGANIZATION

Abstract

This paper investigates the relationship between cold calling and warm calling within a student organization, employing Ivanovic's distance method for ranking students in their cold calling and warm calling tasks. The Spearman correlation test is used for examining the correlation between cold calling and warm calling tasks. The study has 32 individuals from various offices, focusing on their performance in initiating business contacts (cold calling) and securing partnerships (warm calling). Results indicate a moderate positive correlation (0.554) between cold calling and warm calling, suggesting that skills in one area tend to translate into the other. The findings also reveal significant variations in performance across different offices, with the Niš office exhibiting exceptional efficiency in both tasks. This study underscores the importance of targeted training programs while addressing the unique demands of each calling task, aiming to optimize organizational performance and establish effective partnership strategies.