作者 | 宫川大介(早稻田大学)、柳冈优希(株式会社东京商工调查)、矢泽广崇(三井住友融资租赁株式会社)、雪本真治(三井住友融资租赁株式会社) |
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发表日期/编号 | 2025年6月 25-J-015 |
研究课题 | 企业金融与企业行为动态研究会 |
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概要
This study examines whether the use of potential customer information produced and provided by telemarketers (inside salespeople) to sales representatives (field salespeople) contributes to an increase in the probability of closing contracts. We find that the provision of additional information by inside salespeople improves the probability of closing a deal for a class of potential customers that field salespeople are less likely to contact in the course of their regular job responsibilities. However, no improvement was observed for the class of potential customers that field salespeople are usually contacting in the course of their regular job responsibilities. These results imply that the use of appropriate information can improve company performance.