MKTG 723 – SALES QUALIFICATION SHEET

Part a) GENERAL INFORMATION:

SELLER:

Your Name: ____________________________________________________________________________________

What Company Brand/Product will you be selling? ____________________________________________________

BUYER (Customer Information):

Name/Job Title: ___________________________________________________________________________

Company Name: __________________________________________________________________________

Part b) BUYER RESEARCH:

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

2. What are 2 key industry forces impacting the buyer’s business right now? (review this link first:
https://www.mindtools.com/pages/article/newTMC_08.htm
ü Force 1: ____________________________ Force 2: ___________________________________

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

ü _________________________________________________________________________________

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

ü Goal 1: ____________________________ Goal 2: ___________________________________

5. Describe 2 of the buyer’s business culture (beliefs, values or attitudes of those who work at the company)
ü 1._______________________ 2. _____________________________ 3. ______________________

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

ü __________________________________________________________________________________
ü
7. Who are the buyer’s key competitors – give examples?
ü __________________________________________________________________________________
ü
8. Outline a recent (last 4 weeks) news story about your buyer’s company?
ü __________________________________________________________________________________
ü
9. 2 Interesting facts about your buyer given your research that other sellers likely wouldn’t be aware of?
ü __________________________________________________________________________________
ü __________________________________________________________________________________

10. Information Sources – Use APA Formatting: