Earning Criteria

• Element #1: Select an existing product or service that you would like to sell i.e. a car, a catering service, cellphone, insurance policy etc., describe the product/service features, and explain how these features help satisfy a need or solve a problem for the customer.
• Element #2: Compare your product/service to the competition. Describe the advantages of your product and how is it different compared to your competitor’s product. Pick the top brand that competes with your product/service.
• Element #3: Describe your target market segment: Identify their locations, sizes, etc, enumerate your assumptions about their needs/problems, describe their purchase behavior, describe how often they buy, and describe how they rank the features and benefits associated with your product/service.
• Element #4: List down your capabilities as a salesman that will be needed to support the sale i.e. experience (length of time in business), size of operations as well as list down your policies and procedures such as processing procedures, credit policies, transportation charges, promotions, discounts, and allowances, etc.
• Element #5: Analyze the changes and trends in your industry and its impact on the business. Compare your strengths and weaknesses and make a SWOT analysis. Consider the following factors: Regulatory or Legal Constraints, Technology, Customer Tastes, Attitudes and Segments, Economic Conditions, and Expectations.
• Element #6: Identify the one potential customer and the company you will be calling on and list as much information you can get about the prospect from newspaper accounts, LinkedIn, Google, social media etc.
• Element #7: Make a list of the interview questions you will ask the person you will be visiting.