The second draft of your Course Project is due this week. Please review the Course Project Overview in the Introduction & Resources Module for details.

Submit your assignment as a Microsoft Word document with the file name “MKTG425 Draft 2 [your last name].doc” to this module.

Rubric

MKTG425 Week 4 Course Project Part 1 RubricMKTG425 Week 4 Course Project Part 1 RubricCriteriaRatingsPtsThis criterion is linked to a Learning OutcomeDocumentation and FormattingThe assignment should include a title page, table of contents, and meet APA formatting (i.e., double spaced, one-inch margins). References are in alphabetical order and in proper APA format (including inline cites).12 ptsFull Marks0 ptsNo Marks12 pts
This criterion is linked to a Learning OutcomeOrganization and CohesivenessThe format chosen for answering the questions appears logical and is easy for the reader to follow. The sections flow logically from one topic or question to another. Overall, the created report appears professional and aesthetically pleasing, with limited clutter or disconnected content. References used to support justification and reasoning are appropriate.12 ptsFull Marks0 ptsNo Marks12 pts
This criterion is linked to a Learning OutcomeEditingCorrect grammar, spelling, and punctuation are present.12 ptsFull Marks0 ptsNo Marks12 pts
This criterion is linked to a Learning OutcomeContentThe answers to questions provide accurate analysis. All parts of each question are answered thoroughly and effectively justified.64 ptsFull Marks0 ptsNo Marks64 pts
Total Points: 100

Week 4: Draft 2Lead Generation Plan

1. Outline a process for qualifying leads.
2. Create a lead generation plan to identify and qualify prospects.

Sales Call Policy

1. Assess sales call strategies.
2. Derive customer needs.
3. Outline a sales call approach using sales call methodology.

Formatting

Your paper must be in APA seventh edition format for all submissions. Each draft must include the topics listed below.

Please use the following file naming convention for your upload: MKTG425 Draft # Last Name (e.g., MKTG425 Draft 2 Smith).

Your final draft should be a maximum of 10 pages in length not including title page, table of contents, references page, or any appendices. Therefore, each draft’s length may vary, but in general, should not exceed two pages. This is a short paper format that will require you to be concise with your writing.

For Drafts 1–3, submit only those sections designated in the Outlines section above. For the Final Draft, however, please incorporate Drafts 1–3 at the beginning of the paper so your final submission is one cohesive paper including all sections listed below.

1. Title Page
2. Table of Contents
3. Sales Organization Structure
4. Code of Ethics
5. Communications Policy
6. Lead Generation Plan
7. Sales Call Policy
8. Presentation Strategy
9. Sales Negotiation Strategy
10. Relationship Management Plan
11. Internal Communications Policy
12. References

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