MKTG $223$ SALES QUALIFICATION SHEET

Part a$)$ GENERAL INFORMATION:

SELLER$$S NAME:

Company Brand & Product selling:

BUYER$$S NAME:

Company Name:

Part b$)$ BUYER RESEARCH:

$1.$ What industry does the buyer operate in$?($i$.$e$.,$ Banking, Retail, Automotive, Media$/$Broadcasting$,$ etc.$)$

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$2.$ What are $2$ key industry forces impacting the buyer$$s business right now?

$$ Force $1$: Force $2$:

$3.$ What is the organization$$s $($buyer$)$ Vision$/$Mission statement?

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$4.$ What is the organization$$s $($buyer$)$ top $2$ business goals$/$priorities$?$

$$ Goal $1$: Goal $2$:

$5.$ Describe $2$ of the buyer$$s business culture $($beliefs$,$ values or attitudes of those who work at the company$)$

$1.2.3.$

$6.$ Who are the buyer$$s key customers $$ give examples?

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$7.$ Who are the buyer$$s key competitors $$ give examples?

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$8.$ Outline a recent $($ideally within the last $4$ weeks$)$ news story about your buyer$$s company?

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$9.2$ Interesting facts about your buyer given your research that other sellers likely wouldn$$t be aware of$?$

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$10.$ Information Sources:

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Part c$)$ SELLER GOALS$/$VALUE ADD:

$1.$ What is the objective of your $1$st sales meeting with your buyer$/$client $$ Check off that are appropriate.

o Understand buyer needs$/$business problem

o Present a solution to the buyer based on business needs

o To secure an order$/$close a sale

o To follow$-$up on a product$/$service implementation

o To assess product$/$service satisfaction

o To invite them to a key event

o Maintain open lines of communication

$2.$ Why is the value for the buyer to meet with you $$ what need will your product fulfil for the buyer?

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