How to develop a database for sales leads

This paper discusses the entire process of developing a database for generating sales leads. The process involves some very specific steps—determining the proper market, finding a source of data, selecting appropriate software and hardware, and installing the system. Companies that are using compute...

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Bibliographic Details
Published in:Industrial marketing management 1990-08, Vol.19 (3), p.201-208
Main Authors: Van Doren, Doris C., Stickney, Thomas A.
Format: Article
Language:English
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Summary:This paper discusses the entire process of developing a database for generating sales leads. The process involves some very specific steps—determining the proper market, finding a source of data, selecting appropriate software and hardware, and installing the system. Companies that are using computer systems will be highlighted. Problems that have been encountered by various organizations will also be discussed. The authors suggest some solutions to some of the potential problems.
ISSN:0019-8501
1873-2062
DOI:10.1016/0019-8501(90)90011-J