You are selling the HALL OF FAME CLUB experience to a prospect that WANTS TO INCREASE SALES. YOU are a Corporate account representative for the Tampa Bay Buccaneers. You work with organizations to provide hospitality solutions which help business build stronger relationships with their employees and customers

Prepare the following: - 3 buyers needs and why important and the Feature Advantage and Benefit (F-A-B)

Sales representatives must recognize that business buyers have needs and goals that may be unrelated to a particular product or service offering but are related directly to the impact on their business situation. These needs or goals may affect their decision process and should also be addressed.

The business objectives of the buyer and his/her firm may also represent key needs. In many cases, the needs of the buyer are consistent across buying situations. Sales representatives should also ask, "What is most important to the buyer in making a purchase decision?" Some possible criteria might include quality, cost/value, service capabilities, status or prestige, risk reduction, etc.

You should identify at least 3 needs in order of importance (most important to least important) and provide justification as towhyanticipated needs could be important to the buyer. We have discussed five types of needs (situational, functional, psychological, knowledge, and social), this categorization could be useful to you as you seek to anticipate your buyer's needs.

ANTICIPATED BUYER'S NEEDS	WHY/HOW IMPORTANT

The prospect's anticipated buying motives and needs (identified in section I. E.) are linked to the specific market offering (features, advantages & benefits) which will address the needs and provide value. The final report should include (a) a FAB Matrix which summarizes the pertinent information and discussion for each Need-F-A-B sequence and (b) a discussion section using sub-headings for each need which clearly identifies the need and then articulates the product/company/sales representative F-A-B information.

Use the equation: Restate the need Feature/Characteristic Advantage and Benefit Trial Close

Your discussion should (1) refer to and identify the subject need being addressed and the specific feature relevant to that need; (b) describe how the feature produces the benefit (the Advantage statement); and (c) describe the value that the feature delivers to the buyer (the Benefit) relevant to that specific need.

As a rule-of-thumb, you should at least have 5 Features-Advantages-Benefits.

Note: The needs, buying motives or customer objectives MUST match those identified in Section I.H.

TOTAL MARKET OFFERING - FAB MATRIX

Prospect's need or buying motive	feature	advantage	benefit

Need #1 Sub-heading

Paragraph detailing how the F-A-B matches this particular need. Mention examples of materials, statements, visual aids, case studies or testimonials to support your claim.

Need #2 Sub-heading

Paragraph detailing how the F-A-B matches this particular need. Mention examples of materials, statements, visual aids, case studies or testimonials to support your claim.

Need #n Sub-heading

Paragraph detailing how the F-A-B matches this particular need. Mention examples of materials, statements, visual aids, case studies or testimonials to support your claim.