Hunting for new customers : assessing the drivers of effective salesperson prospecting and conversion
Srinath Gopalakrishna, Andrew T. Crecelius, Ashutosh Patil
| Year of publication: |
2022
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|---|---|
| Authors: | Gopalakrishna, Srinath ; Crecelius, Andrew T. ; Patil, Ashutosh |
| Published in: |
Journal of business research : JBR. - New York, NY : Elsevier, ISSN 0148-2963, ZDB-ID 189773-1. - Vol. 149.2022, p. 916-926
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| Subject: | Conversion | Customer acquisition | Lead generation | Prospecting | Sales funnel | Sales management | Verkauf | Selling | Verkaufspersonal | Salespeople | Beziehungsmarketing | Relationship marketing | Kundengewinnung | Konsumentenverhalten | Consumer behaviour | B-to-B-Marketing | Business-to-business marketing |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1016/j.jbusres.2022.05.008 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10013325729