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Selling and Sales Management in Action: Prospecting: A New Look at this Old Challenge

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References

1990Client Evaluation Cues: A Comparison of Successful and Unsuccessful Salespeople130 cited
1988Qualifying sales leads: The tight and loose approaches27 cited

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2014Effect of salespeople's acquisition–retention trade-off on performance32 cited
2021Organisational and environmental indicators of B2B sales performance20 cited
2022Hunting for new customers: Assessing the drivers of effective salesperson prospecting and conversion19 cited
2021Lead management optimization using data mining: A case in the telecommunications sector14 cited

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