Sales leads can truly be seeds of sales
Journal of Business & Industrial Marketing
ISSN: 0885-8624
Article publication date: 1 February 1989
Abstract
Proposes a new qualifying procedure for handling sales leads to replace traditional inquiry/lead management methods. Offers ways of turning an inquiry into a lead, and qualifying and grading leads. Demonstrates the benefits of qualifying approach. Compares booth‐qualified leads with telephone qualified leads, and concludes that advertising pays off when they are followed by effective inquiry qualification and lead management techniques.
Keywords
Citation
Erschik, R.W. (1989), "Sales leads can truly be seeds of sales", Journal of Business & Industrial Marketing, Vol. 4 No. 2, pp. 27-31. https://doi.org/10.1108/EUM0000000002728
Publisher
:MCB UP Ltd
Copyright © 1989, MCB UP Limited