Question: Developing a strategic plan. CHAPTER 5 CASE QUESTIONS 1. What methods should Jennifer use to generate sales leads beyond those provided by her company? 2.

Developing a strategic plan. CHAPTER 5 CASE 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? What is the profile of an ideal prospect?

3. How should Jennifer prioritize her qualified prospects?

4. What information should Jennifer collect to prepare for sales dialogue with a prospect?

5. Jennifer used LinkedIn during college and wanted to employ it in her strategic prospecting process. How can she best use LinkedIn?

Developing a strategic plan. CHAPTER 5 CASE QUESTIONS 1. What methods

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? What is the profile of an ideal prospect? 3. How should Jennifer prioritize her qualified prospects? 4. What information should Jennifer collect to prepare for sales dialogue with a prospect? 5. Jennifer used Linkedln during college and wanted to employ it in her strategic prospecting process. How can she best use Linkedln

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