Buyer Profile Sheet for Sales (Assig # 4) 10% of final grade

Buyer Profile Sheet for Sales (2 pages) Part A: The Company you are selling for:

Your Name: Katherine Roy Company Name: ____________________Michelin tyres________________________________________ Describe 3 Features and corresponding Benefits of the product/service you are selling:

1.Describe who your competition is. Indicate the competitions advantages (3) and disadvantages (3) over your company.

VALUE PROPOSITION OF THE PRODUCT/SERVICE YOU ARE SELLING.

Part B: The Company you are selling to (the Prospect/Customer):

Company Name: ____________Volkswagen ________________________________________________ Company Address (if multi-national, provide Canadian address)

Prospects Name: ____________________________________________________________ ProspectsTitle: ____________________________________________________________

1.Provide details regarding the Prospects company. (i.e. What does the company make or sell? Number of years in business? The size of the business? Number or employees? Who are my customers? What are the companys future plans? etc.

2.List at least 4 problems you can identify the Prospect (customer) as having, which your product or service can resolve. (Check the needs section of your FAB chart)

3.What concerns might the Prospect (customer) raise? In your list, be sure to indicate one price and two quality concerns.

4.Is there any other information that you have that best describes the Prospects company? (Your buyer in the video will need to know about their company and its current situation in order to play their role!)