Part IFormattingMaximum length allowed for Part I is 3 typed pages. Single spaced is okay. Be clear and concise.Include the bolded phrases (sub-headers) below and follow the outline.Dont use complete sentences (e.g., Use In business for 20 years instead of We have been in business for past 20 years).ComponentsMy product and firmProduct/service (list your products name here)Outline information about the product/service you are selling (what it is, how it works, how the buyers would useit). This should be written in easy-to-understand language (e.g., dont copy this out of a brochure ortechnical product description). Dont list the pros and cons of your product here.My company (list your companys name here).Outline information about the company you are representing (e.g. number of plants/offices, image, size, anything else that will be helpful for the buyer to know).My BuyerThe buying firm and the buyer (list the buying firms name here)Outline information about the company you are selling to. Give enough information so that the buyer can understand what the buying firm does andwhat product/service it is currently using (that you will replace with your product/service). Remember toinclude the title (and brief job description) of your buyer.Buyers needsBuyers Needs Outline information about your buyers needs with regard to your type of product as far as you understand themnow. You MUST provide enough information for the buyer to answer your needs identification questions generally understand the situation. Note: only list about two basic needs.Buyers CustomersNeeds If youre selling something that will be resold (e.g., you are selling Hunts Ketchup toSams for them to sell to the public), include here the needs of your customers (e.g., person who walksinto Sams to buy ketchup).What you’ve done so far with this buyer’s firmOutline information aboutwhat you have done with this buyer to this point (e.g. results of previous meetings or phoneconversations; material you have sent them to look at; conversations you have had with someoneelse in this buyers organization).The buyers optionsProvide enough information so that the buyer can easily understand his/her options.Your own product/service (Put actual name here. Include prices.) Strengths and weaknesses. Use a table format.Direct competitor number one (Put actualname here. Include prices.) Strengths and weaknesses. Use a table format.Direct competitornumber two (Put actual name here. Include prices.) Strengths and weaknesses. Use a tableformat.ObjectivesOutline your goals for this meeting. Make sure they are specific, realistic, andmeasurable.
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