Pre-Call Document PART 1

You are the sales representative for a company selling a product/service to another company (Business to Business or B2B).Choose a company and product/service that you are genuinely interested in.It makes the assignment much more interesting.

The Company you choose to work for as a sales representative:

Company name:

Company address:

Description of Company:

Provide information about the Company you are working for as a sales representative: what products/services they provide, years in business, target customers, annual revenue, other relevant information.

What is the product or service you will be selling?You decide, but it must be B2B selling

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

Describe who your competition is.Indicate 3 advantages the competition's product/service has over your product or service.

Now, describe three advantages your product/service has over the competition.

What is the VALUE PROPOSITION of the product or service you are selling?

PART 2

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

Company Name:

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

Provide details regarding the Prospect's 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 its customers?What are the company's future plans? etc.)

List 3 problems you can identify the Prospect (customer) as having, which your product or service can resolve.Describe these problems from the point of view of the Prospect.Put yourself in their shoes! (empathy).Refer back to your features and benefits to guide you.

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Most sales involve some customer concerns or objections.What are 3 concerns the Prospect (customer) might raise?Describe them in detail.Include price as one concern.

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How will you handle these concerns?Describe your response to each concern.

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businesses you cannot choose to work for, or choose as a prospect/customer:

Adidas, Alibaba, Apple, Amazon, Bell, Canada Computers, Cisco, Coca Cola, Dell, E-Bay, Google, Intel, Lenovo, Microsoft, Pepsi, Puma, Rogers, Samsung, Sony, Best Buy, Telus, The Source,