Telephone qualification of sales leads

This article discusses an approach for dealing with the issue of complex business-to-business product or service sales lead qualification via the telephone. The approach reflects both good sales communications procedures as well as the problem-solving behavior of complex business-to-business product...

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Bibliographic Details
Published in:Industrial marketing management 1987-08, Vol.16 (3), p.185-190
Main Authors: Brown, Herbert E., Brucker, Roger W.
Format: Article
Language:English
Subjects:
Business to business commerce
Buyers
Industrial
Industrial advertising
Marketing management
Motivation
Prospective
Reader response
Telemarketing
Trade publications
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Summary:This article discusses an approach for dealing with the issue of complex business-to-business product or service sales lead qualification via the telephone. The approach reflects both good sales communications procedures as well as the problem-solving behavior of complex business-to-business product prospects. The result is a model sales lead qualification script that departs in substantive ways from standard telemarketing practice. The approach offered also represents the beginnings of a general ‘theory’ of telemarketing scripts.
ISSN:0019-8501
1873-2062
DOI:10.1016/0019-8501(87)90025-3