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 Louisville, 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.

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

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

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3. An unsolicited visit by a salesperson

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4. Prospects will often approach selling companies with this lead generation method, and these prospects are often lucrative in that they are proactively approaching the selling company

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