A key question that marketers and salespeople face is based on the dilemma of which customer to pursue and which not. This choice has far reaching effects in both company success. Investigating a client’s seriousness to make a purchase at the time of an enquiry is key. This will assist the firm in determining which future clients offer the firm the most potential value in sales turnover and company profits. By taking the client’s background and history into consideration the marketer has the opportunity to determine which clients have or have not previously committed to the firm and which did not. By profiling the customer, providing a yardstick against which one can measure probability of a purchase can be developed. New or prospective customer against those attributes of customers can then be benchmarked against the attributes that attest to whether interest and intention to purchase can be converted into a sale. Identifying these customers who will be most likely to make a purchase is a very important area of study for any business that focuses on the marketing and sales of products or services. Having an accurate profile of potential customers, of who will buy and who will not, will play a key role in the success of any organization. The focus of this study will be on investigating the profile of a potential customer/company as a benchmark for sales lead qualification. The profile will also be a precursor to determining the lifetime value of the prospective customer. Profiling of high sales potential customers is a management issue. It directly influences the number of hours key personnel in the sales department spend on key tasks, which can alternatively be spent more productively on other projects.

by Share Wai Chiu, Tang Pak Hung. / Thesis (M.B.A.)--Chinese University of Hong Kong, 1984

by Ng Kwok-Hong [and] So Hung. / Thesis (M.B.A.)--Chinese University of Hong Kong, 1981. / Bibliography: leaves 114-115.

by Yang, Grace Rosa, Lau Tat-chi, Edmond, Wong Chi-keung, Wilson. / Thesis (M.B.A.)--Chinese University of Hong Kong, 1990. / Bibliography: leaves 19-20. / ABSTRACT --- p.ii / TABLE OF CONTENTS --- p.iv / LIST OF CHARTS AND TABLES --- p.vi / PREFACE --- p.ix / CHAPTER / Chapter 1. --- INTRODUCTION --- p.1 / Chapter 2. --- RESEARCH OBJECTIVES --- p.3 / Chapter 3. --- CABLE TELEVISION: DEVELOPMENT AND BIBLIOGRAPHY / Development of Cable Television in the West / Origins --- p.4 / Growing Popularity --- p.5 / Changing Nature --- p.5 / Present Situation --- p.6 / General Services Offered by Cable Television --- p.6 / History and Development of Hong Kong Cable TV --- p.14 / Advertising on Cable Television / Information on Cable Television Subscribers --- p.17 / "Cable TV vs ""Traditional"" TV with respect to Advertising" --- p.17 / Bibliography --- p.19 / Chapter 4. --- PROFILE REPORTS / Company Profile --- p.21 / Product Profile / Programming --- p.22 / Advertising --- p.24 / Market Profile / Media Scene --- p.25 / Television --- p.26 / Demographics --- p.30 / Advertising --- p.33 / Future Development --- p.38 / Chapter 5. --- RESEARCH METHODOLOGY / Research on Advertisers/ Advertising Agencies / Objectives --- p.39 / Research Design --- p.40 / Data Collection Instrument --- p.40 / Response --- p.41 / Research on Household Subscribers / Objectives --- p.41 / Research Design --- p.42 / Data Collection Instrument --- p.42 / Response --- p.42 / Chapter 6. --- FINDINGS AND INTERPRETATION / Research on Advertisers/ Advertising Agencies / Response and Demographics of Respondents --- p.43 / Advertising --- p.43 / Cable Advertising --- p.44 / Research on Households / Response and Demographics of Respondents --- p.48 / Factors affecting decisions about subscribing to cable TV --- p.48 / Media time-spending pattern --- p.52 / Families' opinions on TV programmes --- p.56 / Chapter 7. --- RECOMMENDATIONS / Marketing Objectives / Household --- p.64 / Programming --- p.65 / Advertising --- p.65 / Marketing Strategies for Household Subscription / Product --- p.66 / Pricing --- p.67 / Promotion --- p.68 / Marketing Strategies for Advertising / Product --- p.69 / Pricing --- p.70 / Promotion --- p.71 / APPENDICES / Chapter 1. --- Chinese Version of Questionnaire for Households / Chapter 2. --- English Version of Questionnaire for Households / Chapter 3. --- Questionnaire for Agencies /Advertisers / Chapter 4. --- List of Channels Proposed by Hong Kong Cable Communications / GLOSSARY

by Chu King Shun, Ng Siu Ting. / Thesis (M.B.A.)--Chinese University of Hong Kong, 2000. / Includes bibliographical references (leaves 87-88). / Questionnaire in Chinese. / ABSTRACT --- p.I / ACKNOWLEDGEMENT --- p.II / LIST OF TABLES --- p.VI / Chapter CHAPTER I - --- INTRODUCTION --- p.1 / Chapter CHAPTER II - --- METHODOLOGY --- p.4 / Data and Information Collection --- p.4 / Primary Data --- p.4 / Secondary Data --- p.5 / Data Analysis and Interpretation --- p.6 / Target Market Analysis --- p.7 / Marketing Plan --- p.8 / Assumptions --- p.9 / Limitations --- p.10 / Chapter CHAPTER III - --- DATA ANALYSIS --- p.11 / Descriptive Analysis --- p.11 / Socio-demographic Characteristics --- p.11 / Respondents' Perception of Thai Food --- p.13 / Respondents' Willingness to Try Thai Food --- p.14 / Respondents' Willingness to Spend on Thai Food --- p.15 / Respondents' Frequency of Having Dinner in Foreign Restaurants --- p.17 / Respondents' Average Spending Per Meal --- p.18 / Reasons for Respondents to Visit Foreign Restaurants --- p.19 / Channels that Usually Provide Respondents Information about Restaurants --- p.20 / Respondents，Method of Payment --- p.21 / Respondents，Preference of the Location of a Thai Restaurant in China --- p.21 / Respondents' Staple Food --- p.22 / Perceived Requirement of a Thai Restaurant --- p.23 / Difference between Chinese Male and Female's Perceived Requirements of a Thai Restaurant --- p.25 / Comparison of Chinese' Perceived Requirements of a Thai Restaurant for Different Region Groups --- p.26 / Comparison of ChINEese' Perceived Requirements of a Thai Restaurant for Different Occupation Groups --- p.28 / Comparison of Chinese' Perceived Requirements of a Thai Restaurant for Different Income Groups --- p.29 / Chapter CHAPTER IV - --- PRE-ENTRY ANALYSIS --- p.31 / Economic Environment --- p.31 / General Economy --- p.31 / Foreign Trade and Investment --- p.31 / Economic Relations with Hong Kong --- p.32 / Political Environment --- p.32 / Reforms --- p.32 / Legal --- p.33 / SOCIO-CULTURAL ENVIRONMENT --- p.35 / Profile of Chinese Consumers Diversifying --- p.35 / Chapter CHAPTER V - --- FEASIBILITY STUDY --- p.39 / Market Opportunity --- p.39 / Economic Development --- p.39 / Taste Preference of Chinese --- p.40 / Accessibility of Factors of Production --- p.42 / Labor --- p.42 / Raw Materials --- p.43 / Capital --- p.43 / Government Regulation --- p.44 / Forms of Ownership --- p.44 / Exchange Control --- p.44 / Chapter CHAPTER VI - --- RECOMMENDATION --- p.46 / Target Market --- p.46 / Geographic Analysis --- p.46 / Demographic Analysis ´ؤ Occupation --- p.47 / Demographic Analysis ´ؤ Income Level --- p.48 / Entry Mode --- p.49 / Evaluation on Various Modes of Entry --- p.49 / Recommendation for Setting up a Thai Restaurant in China --- p.50 / Marketing Plan --- p.51 / Price --- p.51 / Product --- p.53 / Place --- p.54 / Promotion --- p.56 / Chapter CHAPTER VII - --- CONCLUSION --- p.60 / APPENDIX --- p.62 / BIBLIOGRAPHY --- p.87

by Ma Tsz Chun and Sin Chung Kai. / Thesis (M.B.A.)--Chinese University of Hong Kong, 1997. / Incldues bibliographical references (leaves 37). / ABSTRACT --- p.i / TABLE OF CONTENTS --- p.iii / Chapter / Chapter I --- BACKGROUND --- p.i / Nature of the Internet --- p.1 / Opportunities for Business --- p.2 / Set Objectives for Overall Marketing Campaign --- p.3 / Integration with Overall Marketing Strategy --- p.3 / Importance of the Formulation of an Internet Marketing Strategy --- p.4 / Security --- p.5 / Communication speed --- p.5 / Language --- p.6 / Consider your target viewers and define the target market --- p.6 / Examine all Internet features and determine the appropriate tools for marketing campaign --- p.7 / Creative content --- p.7 / Chapter II --- INTERNET USER PROFILE SURVEY --- p.9 / User Profile in US and UK --- p.9 / User Profile in Hong Kong --- p.11 / Objective of the Survey --- p.13 / Chapter III --- METHODOLOGY --- p.14 / Chapter IV --- FINDINGS --- p.16 / Access --- p.16 / Alternatives --- p.19 / Opinions --- p.20 / Behavior and Preferences --- p.22 / Internet Experience and Computer Literacy --- p.23 / Demographics --- p.25 / Chapter V --- IMPLICATION FOR INTERNET MARKETING STRATEGY --- p.29 / Demographic Trend --- p.29 / Internet as a Tool to Reach Overseas Customers --- p.30 / Internet Experience --- p.30 / Security --- p.31 / Communication Speed --- p.31 / Target Viewers --- p.32 / Search Engine --- p.32 / Potential Products --- p.33 / Insight for Business --- p.34 / Limitations of the Survey --- p.35 / Chapter VI --- CONCLUSION --- p.36 / REFERENCES --- p.37 / APPENDICES --- p.38

Thesis (doctoral) - Otto Beisheim School of Management, Vallendar, 2006. / Includes bibliographical references (p. [271]-309).

Thesis (doctoral) - Otto Beisheim School of Management, Vallendar, 2006. / Includes bibliographical references (p. [270]-309).

Thesis (doctoral) - Otto Beisheim School of Management, Vallendar, 2006. / Includes bibliographical references (p. [271]-309).

Thesis (doctoral) - Otto Beisheim School of Management, Vallendar, 2006. / Includes bibliographical references (p. [271]-309).