Think about a business problem that needs to be solved, then who might have a solution and finally who you could sell it to.

1. Business to Business (B2B) selling only.
2. Product/service you would sell. Remember a product/service that solves a business problem is the ideal.
3. Then select the business customer account you will sell that product/service to. Should have 3 choices here too.

Company to Sell for (include web address):

Product/service >

+ Business Problem Solves

Company to Sell to (include web address):

Why selected?

After you find the company to sell for and the product or service that is provided and the company that is selling to can you please answer the questions below

1. 1) Your Company Information (this is who you are selling for):

• Full legal name of the entity and address of the entity both corporate and location you will work for.
• A brief history of the company
• Mission, corporate goals, strategies
• Provide an organizational chart with focus on the marketing/selling functions. Names included.
  • If you pick a public company the "Leadership" should be listed on the site or in the annual report or in press releases.

1. 2) The Market Place:

• Find the NAICS
• Describe and quantify the industry, size*
• What types of customers are your products targeted to?

What is your company's market share or position?

1. 3) Your Customer Account:

• Who is your customer? Full legal name of entity, address and location you will be selling to. Include the web address.
• Any background information required. Information that leads you to think there may be a need/problem your product may solve.

1. 4) Product Knowledge - What solution are you proposing to this customer?

• Ensure you include all information your customers may want to know about the product
• Describe how product is used
• Complite a feature and benefit analysis (remember a feature is something it has or does and the benefit is how it helps) - present rationale in prose but creatt a chart for quick reference.
• Complite a SWOT analysis
• Other
  • Describe packaging and labelling
  • What it is made of
  • How and where it is made
  • Does it require installation and service post sale?
  • Complementary products (may be from product line or services ie training)

5) Competitive analysis

• Describe the major competitors for your product
• Compare using factors important to end user of the product
• Compare on factors important to the channels of distribution (where applicable).
• Make sure you summarize the above in a compare/contrast chart and include your own company with the others.