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...