Concentration by Salesmen on Congenial Prospects
Open Access
- 1 April 1964
- journal article
- research article
- Published by SAGE Publications in Journal of Marketing
- Vol. 28 (2) , 64-66
- https://doi.org/10.1177/002224296402800214
Abstract
Prospects easy to approach and who provide the most pleasant company are not necessarily those most likely to purchase. A method is described here for determining whether salesmen are spending disproportionate effort on the approachable prospects.Keywords
This publication has 0 references indexed in Scilit: