The Impact of Sales Effort on Lead Conversion Cycle Time in a Business-to-Business Opportunity Pipeline
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Elsevier BV
Reference55 articles.
1. Appendix. References
2. Customer relationship management (CRM) & corporate renaissance;M L Agrawal;Journal of Services Research,2003
3. Managing for successful customer acquisition: An exploration;L Ang;Journal of Marketing Management,2006
4. Why sales reps should welcome information technology: Measuring the impact of CRM-based IT on sales effectiveness;M Ahearne;International Journal of Research in Marketing,2007
5. High touch through high tech: The impact of salesperson technology usage on sales performance via mediating mechanisms;M Ahearne;Management Science,2008
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