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Table of Contents
PRODUCT/SERVICE INFORMATION
..............................................................................................4
P
RODUCT OR
S
ERVICE
D
ESCRIPTION
...............................................................................................................4
C
OMPANY
D
ESCRIPTION
..................................................................................................................................4
PERSONAL SELLING PHILOSOPHY
................................................................................................5
M
Y
P
ERSONAL
S
ELLING
P
HILOSOPHY
.............................................................................................................5
Market Setting: ...........................................................................................................................................5
Personal Selling: ........................................................................................................................................5
Problem-solving Training: .........................................................................................................................5
RELATIONSHIP STRATEGY
.................................................................................................................6
M
Y
R
ELATIONSHIP
S
TRATEGY
: 6
Typical sales-customer relationship: .........................................................................................................6
Attitude of Salesperson:..............................................................................................................................6
Appearance: ...............................................................................................................................................6
Relationship Strengthening Methods: ........................................................................................................6
Own Communication style: ........................................................................................................................7
PRODUCT AND FEATURE BENEFITS
............................................................................................8
BRIEF COMPANY DESCRIPTION:.......................................................................................................................8
P
RODUCT OR CREATED PRODUCT SOLUTION
: ...................................................................................................8
TECHNICAL EXPERTISE NEEDED:......................................................................................................................8
L
IFE
C
YCLE
: ....................................................................................................................................................8
PRICING:..........................................................................................................................................................8
FEATURE .........................................................................................................................................................8
C
ORRESPONDING
B
ENEFIT
...............................................................................................................................8
CUSTOMER STRATEGY
.......................................................................................................................10
T
YPICAL BUYING MOTIVES OF PROSPECT
:......................................................................................................10
Q
UESTIONS SUCH AS THE FOLLOWING WOULD HAVE TO BE ASKED BY THE SALESPERSON TO ENSURE A
RELIABLE SALE
. .............................................................................................................................................10
THE TYPICAL PROSPECT AS AN INDIVIDUAL (AND AS A COMPANY REPRESENTATIVE, IF APPROPRIATE): ........10
TOOLS FOR MANAGING AND TRACKING PROGRESS WITH CUSTOMER RELATIONSHIPS AND PROSPECTS (CRM,
ACT!,
ETC
.): .................................................................................................................................................10
LIST OF PROSPECTS & DECISION-MAKING METHOD USED .............................................................................11
POTENTIAL SALES VOLUME ..........................................................................................................................11
BUSINESS CONTACT
.............................................................................................................................12
PRESENTATION OBJECTIVES: .........................................................................................................................12
TYPICAL SALES CYCLE:.................................................................................................................................12
SOCIAL CONTACT METHODS:........................................................................................................................12
BUSINESS CONTACT METHODS:.....................................................................................................................12
METHOD OF APPROACH.................................................................................................................................12