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Assignment Subjective Questions

The document discusses strategies for a sales team to optimize lead conversion during different periods. When interns are available for two months each year, the strategy should be to focus phone calls on leads who spent significant time on the website, visited frequently, recently engaged via SMS or chat, and are working professionals to aggressively convert predicted leads. When the quarterly target is reached early, the strategy should minimize unnecessary phone calls and instead focus on automated emails and SMS for high probability leads, only calling in emergencies, to focus on new work while maintaining conversions.

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Mubassir Surve
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100 views

Assignment Subjective Questions

The document discusses strategies for a sales team to optimize lead conversion during different periods. When interns are available for two months each year, the strategy should be to focus phone calls on leads who spent significant time on the website, visited frequently, recently engaged via SMS or chat, and are working professionals to aggressively convert predicted leads. When the quarterly target is reached early, the strategy should minimize unnecessary phone calls and instead focus on automated emails and SMS for high probability leads, only calling in emergencies, to focus on new work while maintaining conversions.

Uploaded by

Mubassir Surve
Copyright
© © All Rights Reserved
Available Formats
Download as DOCX, PDF, TXT or read online on Scribd
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1.

Which are the top three variables in your model which contribute most towards the
probability of a lead getting converted?

Ans. These are the top variables that contribute towards the result
 Total Time Spent on Website
 Total Visits
 Lead Source with elements Google

2. What are the top 3 categorical/dummy variables in the model which should be focused
the most on in order to increase the probability of lead conversion?

Ans. Top 3 Categorical/Dummy variables to increase probability are:


 Lead Source with elements google
 Lead Source with elements direct traffic
 Lead Source with elements organic search

3. X Education has a period of 2 months every year during which they hire some interns.
The sales team, in particular, has around 10 interns allotted to them. So during this
phase, they wish to make the lead conversion more aggressive. So they want almost all
of the potential leads (i.e. the customers who have been predicted as 1 by the model) to
be converted and hence, want to make phone calls to as much of such people as
possible. Suggest a good strategy they should employ at this stage.

Ans. Phone calls must be done to people if:


 They spend a lot of time on the website, which can be increased by making it
engaging and enticing them to return.
 They are spotted returning to the website on a regular basis
 Their most recent action was via SMS or an Olark chat session
 They are working professionals

4. Similarly, at times, the company reaches its target for a quarter before the deadline.
During this time, the company wants the sales team to focus on some new work as well.
So during this time, the company’s aim is to not make phone calls unless it’s extremely
necessary, i.e. they want to minimize the rate of useless phone calls. Suggest a strategy
they should employ at this stage.

Ans. In this situation, they should concentrate on other tactics such as automated emails
and SMS. This way, unless it's an emergency, you won't have to call. The
aforementioned method can be employed with consumers who have a high probability of
purchasing the course.

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