Principles Of Marketing
17th Edition
ISBN:9780134492513
Author:Kotler, Philip, Armstrong, Gary (gary M.)
Publisher:Kotler, Philip, Armstrong, Gary (gary M.)
Chapter1: Marketing: Creating Customer Value And Engagement
Section: Chapter Questions
Problem 1.1DQ
Related questions
Question
![Arctic Freeze, which sells industrial-size refrigerators and freezers to restaurants and hotels, uses the following
criteria to score its leads.
Criteria
Viewed YouTube video
Completed online questionnaire
Reporting Data
Viewing time 5-10 seconds
Viewing time 11-20 seconds
2
Viewing time greater than 20 seconds 3
1
2
Intended use
Completed up to 5 questions
Completed 6-9 questions
Completed full questionnaire
Sent email to company with request for more information Sent email
Job title
Kitchen manager
Executive-level manager
Buyer
Personal
Retail
Points
1
Restaurant
3
3
1
2
3
1
2
3
Hotel
3
Gabriela's manager sends her a lead with the following criteria: The lead watched the company's entire video (30
seconds long), completed the company's full online questionnaire, and works as a buyer for a retail establishment (a
local grocery store). What is this lead's lead score, according to the criteria above?](/v2/_next/image?url=https%3A%2F%2Fcontent.bartleby.com%2Fqna-images%2Fquestion%2F3a93d5a7-c482-40f5-9953-1b1330fe51c2%2Fd40c5ced-780f-4630-a17d-f30c40eeda03%2Fx04ne9h_processed.jpeg&w=3840&q=75)
Transcribed Image Text:Arctic Freeze, which sells industrial-size refrigerators and freezers to restaurants and hotels, uses the following
criteria to score its leads.
Criteria
Viewed YouTube video
Completed online questionnaire
Reporting Data
Viewing time 5-10 seconds
Viewing time 11-20 seconds
2
Viewing time greater than 20 seconds 3
1
2
Intended use
Completed up to 5 questions
Completed 6-9 questions
Completed full questionnaire
Sent email to company with request for more information Sent email
Job title
Kitchen manager
Executive-level manager
Buyer
Personal
Retail
Points
1
Restaurant
3
3
1
2
3
1
2
3
Hotel
3
Gabriela's manager sends her a lead with the following criteria: The lead watched the company's entire video (30
seconds long), completed the company's full online questionnaire, and works as a buyer for a retail establishment (a
local grocery store). What is this lead's lead score, according to the criteria above?
![Select one:
a. performance management.
b. predictive analytics.
c. artificial intelligence.
d. lead scoring.
e. price optimization.](/v2/_next/image?url=https%3A%2F%2Fcontent.bartleby.com%2Fqna-images%2Fquestion%2F3a93d5a7-c482-40f5-9953-1b1330fe51c2%2Fd40c5ced-780f-4630-a17d-f30c40eeda03%2F2ff5w6_processed.jpeg&w=3840&q=75)
Transcribed Image Text:Select one:
a. performance management.
b. predictive analytics.
c. artificial intelligence.
d. lead scoring.
e. price optimization.
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