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1. 1. Social Media When Searching for New Customers : A Description of Prospecting Activities on Social Media

   University essay from Linnéuniversitetet/Institutionen för marknadsföring (MF)

   Author : Robin Vipp Oskarsson; Alexander Dimakis; [2020]
   Keywords : B2B; Prospecting; Personal selling; Social media; Identifying; Qualifying; Due diligence newsfeed; Digital footprints;

   Abstract : Purpose - The purpose of this study is to identify and describe how B2B salespeople utilize social media when prospecting for new customers based on a sequential sales process.Design/methodology/approach - The study employs an interpretive approach as it attempts to convey a phenomenon through the eyes of the participants. READ MORE