haku: @author Jolson, M. A. / yhteensä: 10
viite: 3 / 10
| Tekijä: | Jolson, M. A. |
| Otsikko: | Qualifying sales leads: the tight and loose approaches. |
| Lehti: | Industrial Marketing Management
1988 : VOl. 17:3, p. 189-196 |
| Asiasana: | SALES MANAGEMENT SALESMEN MARKETING STRATEGY |
| Kieli: | eng |
| Tiivistelmä: | Sales lead generation and processing programs are discussed. Literature about the topic is discussed. Seven popular types of sales leads are grouped into three categories according to the initiating source. Company, prospect, and salesperson initiated sources are compared. The prospecting process is described. The problem of lead qualification is discussed. Conversion rates are examined. The calculation of lead cost per sale is described. A case is presented comparing effectiveness versus efficiency. Data are presented about tight and loose sales leads. Measures are introduced and calculated. Dimensions and issues related to prospecting approaches are mentioned. |
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