Read the short Chapter 5 Case on page 124 titled “Developing a Strategic Prospecting Plan” at the end of the chapter and answer these questions:
1. What methods should Jennifer use to generate sales leads beyond those provided by her company?
2. How should Jennifer ‘qualify’ the leads provided by her company and those she generates herself?
3. What is the profile of an ideal prospect?
4. How should Jennifer prioritize her qualified prospects?
5. What information should she collect about the prospects to help her prepare for a sales encounter? How can she use LinkedIn in the prospecting process?
Ignore the Role Play.
***** I am sending another attachment with the Chapter 5 Case Reading. Thank you very much.*****
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