Buyer Profile Sheet for Sales Video Presentation (Assig # 3)

10% of final grade

Instructions: Please complete these sheets and submit to the assignment drop box

Buyer Profile Sheet for Sales Video Presentation (2 pages)

Part A: The Company you are selling for:

Your Name: _________________________________________________________________

Company Name: ____________________________________________________________

Describe 3 Features and corresponding Benefits of the product/service you are selling:

VALUE PROPOSITION OF THE PRODUCT/SERVICE YOU ARE SELLING

(Check https://www.helpscout.com/blog/value-proposition-examples/)

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

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

Company Name: ____________________________________________________________

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

Prospects Name: ____________________________________________________________

Prospects Title: ____________________________________________________________

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.)

List at least 3 problems/needs you can identify the Prospect (customer) as having, which your product or service can resolve.(Check the needs section of your FAB chart)

1. _________________________________________________________________________

2. _________________________________________________________________________

3. _________________________________________________________________________

What concerns might the Prospect (customer) raise? In your list, be sure to indicate one price and two quality concerns. The could become the Objections held by the customer in your final sales dialogue!!!!

1. _________________________________________________________________________

2. _________________________________________________________________________

3. _________________________________________________________________________

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!)

DO A GOOD JOB HEREWHEN YOU HAVE IDENTIFIED THE INFORMATION REQUIRED HERE ,YOU WILL BE READY TO BEGIN WRITING YOUR SALES DIALOGUE