TITLE

Prospecting in potent centers of influence

AUTHOR(S)
Weylman, C. Richard
PUB. DATE
February 1997
SOURCE
National Underwriter / Life & Health Financial Services;2/3/97, Vol. 101 Issue 5, p24
SOURCE TYPE
Periodical
DOC. TYPE
Article
ABSTRACT
Reports that you need to identify, understand and cultivate centers of influence in target markets. Relationship between target marketing and high-quality prospects; Focus on meeting and building a quality relationship with the centers of influence; Reasons the centers of influence are important to target marketing and relationship building; Comments from Tom Miller, senior vice president of Roper Organization.
ACCESSION #
9702200538

 

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