Purpose – This paper seeks to develop a theory and a practical qualitative modeling tool that accurately predicts the probability that an industrial sales lead will convert to a booking based on observable lead characteristics and one that can be used by a typical sales manager....

When there are multiple competing objectives in a decision-making process, Multi-Attribute Choice scoring models are excellent tools, permitting the incorporation of both subjective and objective attributes. However, their accuracy depends upon the subjective techniques used to construct the...

The paper states empirical results of inter-branch research of efficiency of the industry of Ukraine as the first and one of the basic stages of the three-level analysis of efficiency (Goncharuk 2007). By results of the analysis groups of high, low and medium efficient industries are determined....