Help S Saved apter 12 Analytics Prospects Using Online Lead Scoring System) 1 After graduating with a marketing degree, you landed a job at a thriving real estate agency in Orange County, California. The owner, Linda, has a diversified clientele that enjoys residing in her county because it combines the fun of Disneyland and Knott's Berry Farm with the sun of Huntington Beach. In order to analyze and understand her customers, she has been using an internal homemade Excel spreadsheet approach to produce sales leads, but this has resulted n many inaccuracies and errors. So, she asked you to come up with a more advanced and precise altermative. You suggested online sales lead scoring, a process that determines the desirability, quality and tendency of an online sales lead prospect. It is both the key to a new customer acquisition strategy and an improvement of the internal management of sales and H FOR marketing resources. It matches the right sales lead with the right agent, who is capable of Print communicating the right message and value offer. Linda was pleased with the new approach and asked you to implement it. Accordingly, she asked you to give her and her team a presentation about how online sales lead scoring works You prepared Figure 1 (see below), containing positive online behaviors, weight, and frequency of the activities of four sales prospects (A, B, C, and D) to show at your presentation. Figure 1: Lead Scoring Matrix (Positive Activities) Positive Online Behaviors Weight Submitted Online Form ers for Webinar 10