Question
Pre-Call Preparation Sales Persons Name: ______________________________________________ Sales Persons Communication Style: _____________________________ Selling Company: __________________________________________________ Company information (Provide insight not just facts) Years in Business Annual
Pre-Call Preparation
Sales Persons Name: ______________________________________________
Sales Persons Communication Style: _____________________________
Selling Company: __________________________________________________
Company information (Provide insight not just facts)
Years in Business
Annual revenue
What is their overall brand reputation?
What reputation do they have for the specific product you are selling?
What is their market share for the product you are selling?
What makes them unique
Why have you selected this company to sell for?
Industry Information (Provide insight not just facts):
Provide general information about the industry your selling company is part of.
Research the Industry you will be working in.
Provide insights as to the opportunities for this industry
See Seneca Libraries Databases Marketline Advantage and Passport GMID.
Product / Service Description:
Product being sold: ________________________________________________
Provide a clear definition of the product you are going to sell
What is it?
Why would customers want to buy it?
Help me to understand why you are interested in selling this product or service.
Features (Facts of product/service) Advantage (What the feature does) - BENEFIT (VALUE to B2B Buyer)
| Feature | Advantage | Benefit |
| 1)
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| 2)
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| 3)
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Competition:
| Name of Competitor | How does your company differentiate themselves from this competitor? |
| 1.
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| 2.
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Buyer: The Company you are selling to
Company Name: ___________________________________________
Company information (Provide insight not just facts)
Years in Business
Annual revenue
What is their brand reputation?
What makes them unique
Why have you selected this company to sell to?
Buyers Name: MR or MS X (This will be your Partner)
What is buyers communication style? ___________________________
How will you as a seller need to adjust your natural style to communicate more effectively with the buyer?
______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
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Contemporary Project Management
Authors: Timothy Kloppenborg
3rd edition
1285433351, 978-1285433356
