Professional Sales

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.

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.