Professional Sales
Exercise 3: Missing Information
Name: _________________________
Customer: _______________________________ (see customer and product info: blackboard and www.sales.utoledo.edu)
(adapted from Conceptual Selling by Miller and Heiman, 1999)
For the customer identified, please take a few moments to write down the information that you have and the information that you don’t have in the table below.
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Information Areas (see p189 in Conceptual Selling) |
Information I have: |
Information I don’t have: |
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Buying Influences |
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Buyer Needs |
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Buying Procedures |
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Possible New Players |
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Competition |
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Customer resistance |
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Now list the five key pieces of information that you should focus on getting from this customer on the next sales call you make on this customer.
1.
2.
3.
4.
5.