J. D’HAEN; POEL, D. VAN DEN; THORLEUCHTER, D. - Faculteit Economie en Bedrijfskunde, Universiteit Gent - 2012
The customer acquisition process is generally a stressful undertaking for sales representatives. Luckily there are models that assist them in selecting the ‘right’ leads to pursue. Two factors play a role in this process: the probability of converting into a customer and the profitability...