B2B Sales: Selling [Product/Service] for [Company Name]

Company Profile

Expected length:    

You are the sales representative for a company selling a product/service to another company (B2B).

Choose a company and product/service that you are genuinely interested in selling.  It makes the assignment much more interesting.

Company Profile:

· Company name

· Company address

· Description of Company (in detail)

· Product or service you will be selling.  You decide, but it must be B2B selling.

· Provide information about the whole Industry that your product or service is part of

· Provide information specific to the Company you are working for: what products/services they provide, years in business, target customers, annual revenue, other relevant information

· Identify Needs (3) of B2B customers, Features (3) and Benefits (3) of your company’s product/service.  Benefits must reflect features of product or service.  (see week 8 Chapter 6)

· Features vs Benefits  (great video explaining features vs benefits) 

· Provide information that looks at the company’s policies in regards to:

· Price strategy? What do they charge? – Explain. Be specific.

· Do they offer any cash/quantity discount? Explain. Be specific.

· Transportation charges… who pays, the buyer of the seller? How often do they ship? Are there any options?

· What is your company’s method of invoicing?

· What type of credit is available from your company? Is it 30 days, 60 days, COD, etc.

Prospecting Methods….Looking for Potential Prospects (customers)   

 · Explain why prospecting is important for you as a sales representative and why you have to be strategic.

· Choose two prospecting methods and describe in detail why your prioritized these two methods as the most strategic methods for your company

Expected length:    

You are the sales representative for a company selling a product/service to another company (B2B).

Choose a company and product/service that you are genuinely interested in selling.  It makes the assignment much more interesting.

Company Profile:

· Company name

· Company address

· Description of Company (in detail)

· Product or service you will be selling.  You decide, but it must be B2B selling.

· Provide information about the whole Industry that your product or service is part of

· Provide information specific to the Company you are working for: what products/services they provide, years in business, target customers, annual revenue, other relevant information

· Identify Needs (3) of B2B customers, Features (3) and Benefits (3) of your company’s product/service.  Benefits must reflect features of product or service.  (see week 8 Chapter 6)

· Features vs Benefits  (great video explaining features vs benefits) 

· Provide information that looks at the company’s policies in regards to:

· Price strategy? What do they charge? – Explain. Be specific.

· Do they offer any cash/quantity discount? Explain. Be specific.

· Transportation charges… who pays, the buyer of the seller? How often do they ship? Are there any options?

· What is your company’s method of invoicing?

· What type of credit is available from your company? Is it 30 days, 60 days, COD, etc.

Prospecting Methods….Looking for Potential Prospects (customers)   

 · Explain why prospecting is important for you as a sales representative and why you have to be strategic.

· Choose two prospecting methods and describe in detail why your prioritized these two methods as the most strategic methods for your company