Lager, Marshall
September 2006
CRM Magazine;Sep2006, Vol. 10 Issue 9, p14
Trade Publication
The article discusses the several approaches for sales representatives on determining the difference between a shopper and a buyer. Urban Science global practice director Mark Yuhn cites that the company works with original equipment manufacturers with numerous lead sources. He adds that they qualify the leads and combine those with other data sources to separate buyers from shoppers. Companies would be able to determine those customer who are only browsing with those who are making real prepurchase research through Web-analytics tools and other tracking software.


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