MKTG 420 Week 2 DQ 2 Sales Opportunities

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Read the Shield Financial Lead Generation Case on page 109 at the end of the chapter in the text. (graded)a) What is your opinion of Doug's approach to create a standard plan? b) If you were the sales manager, how would you deal with the sales representatives lack of motivation to follow up on leads?c) How might some of the leads react if they are not contacted by Shield?

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