1. Sample Prospect Profile - Single Decision Maker Note: This profile is only an example Date _______ 1. Key Decision-Maker_______________ Age (approx..)___ 2. Address______________________________________ __ ___________________ Phone _______________ 3. Family Situation_________________________________ 4. Other Decision-Makers (Mgr.., Owner)_______________ 5. Address _______________________________________ Phone:__________________ Fax:___________________ Mobile:_________________ E- mail:_________________ Family Situation_________________________________ Developed by Purdue University

2. Sample Prospect Profile - Single Decision Maker KEY DECISION-MAKER PROFILE: 6. Personality Description___________________________ 7. Interest, Hobbies, etc._____________________________ 8. Off-Farm Income________________________________ 9. Educational Background__________________________ 10. Business Situation: Acres Owned, By Crop_________________________ Acres Rented, By Crop_________________________ Program_____________________________________ Labor Situation-Employees______________________ Developed by Purdue University

3. Sample Prospect Profile - Single Decision Maker Major Equipment Line__________________________ Tillage Practices_______________________________ Current Supplier(s)_____________________________ Years With Current Supplier(s)___________________ Current Program By Supply Area_________________ Problems With Current Suppliers__________________ Background With Us___________________________ Non-Business Contacts__________________________ Developed by Purdue University

4. Sample Prospect Profile - Single Decision Maker 11. Factors Likely To Be Important To This Prospect In Purchasing___________________________________ ____________________________________________ 12. Past Experiences With Prospect__________________ 13. Anticipated Problems In Selling And Servicing This Prospect_____________________________________ ____________________________________________ ____________________________________________ Developed by Purdue University

5. Summary Strategic prospecting –is a critical skill for successful salespeople Prospecting involves: –Analyzing the market –Determining the characteristics of your highest potential accounts –Organizing accounts into high, medium and low-priority call groups –Identifying the best companies to start calling on –Developing a system of customer profiling Developed by Purdue University

6. Summary The best prospecting systems –are built on a strong foundation from the territory strategy Prospecting never stops!!! Developed by Purdue University