Sales Prospecting is a sales development method that systematically identifies and qualifies potential buyers within a target market to initiate the sales pipeline generation process.
18
Publications
608
Citations
46
Authors
27
Institutions
Publications per year
2017–2026
2
Publications
18
Concentration by Salesmen on Congenial Prospects
Marguerite S. Gadel · Journal of Marketing · 1964 · 46 citations
1–5 of 18
Authors
46
- TP
2
h-index
- EA
2
h-index
- RL
2
h-index
- PD
2
h-index
- CC
2
h-index
1–5 of 46
Institutions
27
Cornell University
Ithaca, United States
3 h-index
3 publications
131 citations
University of Wales
Cardiff, United Kingdom
2 h-index
2 publications
114 citations
University of York
York, United Kingdom
2 h-index
2 publications
114 citations
Cleveland State University
Cleveland, United States
1 h-index
1 publications
17 citations
Elon University
Elon, United States
1 h-index
1 publications
21 citations
IBM (United States)
Armonk, United States
1 h-index
3 publications
69 citations
Dakota State University
Madison, United States
1 h-index
1 publications
14 citations
University of Kentucky
Lexington, United States
1 h-index
1 publications
51 citations
1–8 of 27
Venues
- Journal of Marketing
JM · 3 publications · 96 citations
3
h-index
- Journal of Marketing Research
3 publications · 84 citations
3
h-index
- Discourse Studies
2 publications · 114 citations
2
h-index
- Harvard business review
HBR · 1 publications · 24 citations
1
h-index
- Journal of Personal Selling and Sales Management
JPSSM · 1 publications · 22 citations
1
h-index
1–5