This activity is important because it is essential that salespeople understand the different lead generation methods they may utilize. Andrew recently joined Optus Restaurant Supply in Loulsville, Kentucky, as a new salesperson. Andrew has been assigned the task of generating leads in the Northern Kentucky territory and is considering how best to proceed. Andrew is considering the characteristics of each lead generation method before he starts the prospecting process next week.

The goal of this exercise is to match four common lead generation methods with the characteristics of using each.

Select the appropriate lead generation method Andrew should use for each of the examples below.

Andrew may have to sponsor an event or do something else to justify being granted access

Individuals communicating to strengthen their professional and$/$or social relationships via social media

An unsolicited visit by a salesperson

Prospects will often approach selling companies with this lead generation method, and these prospects are often lucrative in that thev are nroactivelv approaching the selling company

Utilizing Linkedln Groups to review the profiles of existing or prospective customers

Often used by inside$-$salespeople to enhance overall sales force efficiency

Building relationships with individuals who hold influential positions in Northern Kentucky to leverage the relationship to gain access to the area

Industry$-$specific events designed to bring selling companies and customers to the same location