Question: Part Two Read the chapter case, Developing a Strategic Prospecting Plan, and then answer the questions below. 1. What is Jennifer doing wrong? What would

Part Two

Read the chapter case, Developing a Strategic Prospecting Plan, and then answer the questions below.

1. What is Jennifer doing wrong? What would you recommend Jennifer do to generate leads beyond what her company provides?

2. Provide a profile of an ideal prospect.

3. How should Jennifer qualify the leads from her company? What about leads she finds? (Consider your profile from #2)

4. How should Jennifer prioritize the qualified prospects? Be specific.

5. When Jennifer contacts the prospects for the first time, what information should Jennifer have researched beforehand?

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