Sales and Social Media: Identifying Potential Customers and Responding to Those Who Show Interest


The two top-rated usages of social media for sales functions were responding to consumers who show interest in the firm’s marketing messages, and identifying new potential customers. On the benefits side, social media was more effective in helping sales respond to consumers with interest in marketing messages than it did in helping sales understand early consumer reactions to new products. (See Exhibit IV-3)

Exhibit IV-3: How Sales Uses and Benefits from Social Media

 

Exhibit 4-3: How Sales Uses and Benefits from Social Media



Mastering Digital Feedback – Findings: Business Functions
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