Instructions: Provide a typed version, completing the information as shown.

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Buyer Profile Sheet for Sales Video Presentation (2 pages)

Part A: The Company you are selling for:

Company Name: ____________________________________________________________

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

Describe who your competition is. Indicate the competitions advantages (3) and disadvantages (3) over your company.

VALUE PROPOSITION OF THE PRODUCT/SERVICE YOU ARE SELLING

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

Company Name: ____________________________________________________________

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

Prospects Name: ____________________________________________________________

Prospects Title: ____________________________________________________________

Provide details regarding the Prospects 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 my customers? What are the companys future plans? etc.)

List at least 3 problems you can identify the Prospect (customer) as having, which your product or service can resolve. (Check the needs section of your FAB chart)

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What concerns might the Prospect (customer) raise? In your list, be sure to indicate one price and two quality concerns. (Check Assignment 3)

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Is there any other information that you have that best describes the Prospects company?

(Your buyer in the video will need to know about their company and its current situation in order to play their role!)

The information you provide on these sheets provides both you and your buyer with the information they need to make an effective sales Presentation.