Managing sales leads : turning cold prospects into hot customers (Audiobook on CD, 2007) [WorldCat.org]
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Managing sales leads : turning cold prospects into hot customers
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Managing sales leads : turning cold prospects into hot customers

Author: James W Obermayer
Publisher: Princeton, N.J. : Recording for the Blind & Dyslexic, 2007.
Edition/Format:   Audiobook on CD : CD audio : English
Summary:
[This book] provides real, everyday practical meaning and utility to all of the typical sales and marketing aphorisms. [It] covers estimating and forecasting inquiry and lead generation. [It also provides] essential rules for inquiry handling and management and pointers on how to get buy-in from the sales force and the rest of the organization.-Dust jacket.
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Details

Material Type: Audio book, etc.
Document Type: Sound Recording
All Authors / Contributors: James W Obermayer
OCLC Number: 130142798
Notes: Originally published: Mason, Ohio : Thomson/Racom Communication, ©2007.
Description: 1 audio disc ; 4 3/4 in.
Contents: Making the case: Sue makes the sale; Business rules to live by; Sales inquiries, an asset with declining value --
Managing the process: Defining and identifying inquiries, suspects, prospects, and leads; Speaking in numbers; Managing inquiries; B2B inquiries, special handling; In-house or outsource?; Inquiry leakage; Fulfillment, inquiry tracking, and distribution; Closing the inquiry loop --
Estimating the number of inquiries needed and finding hot sources: Estimating how many inquiries is enough; Hot inquiry sources, telemarketing and trade shows --
Rules-formal and informal: Business rules for inquiry management; Getting cooperation from sales; How to keep things dynamic and proactive.
Responsibility: James Obermayer.

Abstract:

Sales leads are what successful marketing is all about. THat is where the money is. This book shows how to get the most out of this crucial investment. Good, qualified leads make sales forces more  Read more...

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I. Sales Leads for Marketing and Sales Planning 1. Sales Leads for Tough Markets 2. Lead management Super Charges Sales and Marketing 3. Who Inquires and Why 4. Launching and Upgrading the Read more...

 
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