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Lead Procedures

Qualified Leads:

A qualified lead is one that has been generated by our Marketing Department and the customer has shown some initial interest.

Or, a lead that is sent to ACI from:

1. Inquiry to the Principal
2. Result of advertisements
3. Results of Trade Show Exhibits
4. Principal request that contact be made on a certain account

Procedure for handling leads:

1. A qualified lead that has been generated by the Marketing Department is turned over to the appropriate salesperson who then schedules an appointment to visit the customer.
2. A lead received from a Principal is coded and given to the proper inside salesperson.
3. Inside salesperson makes a contact sheet in Goldmine and sets up an alarm for the appropriate salesman to call on the potential customer within two weeks.
4. Original copies of leads are then emailed to the outside salespeople.
5. Upon receipt of leads, outside salespeople review and decide which ones are high-profile that they will personally follow up on. The remaining leads are then reassigned to an inside salesperson to follow up on
6. Upon completion of follow up on each lead, whether by inside or outside salesperson, a detailed contact sheet showing results of the call will be printed and sent to the lead originator.