Company Name:

Name(s) of who should receive copies of this report:

Their e-mail address(es):

Address:

City, State,and Zip:

Phone Number:

FAX Number:

How many salespeople do you plan to hire this year?:

Please Check All That Apply:
1. Our Primary Market is: a. Corporate/Industrial b. Residential c. Small business/profesional office d. Institutional	10. Percentage of time selling new vs. current accounts: a. 80% new and 20% current b. 20% new and 80% current c. 50% new and 50% current d. 60% new and 40% current
2. Our salespeople should call on: a. President/owner b. Vp or top administrator c. Technical end user d. Husband and wife	11. Closing: a. Salesperson does the closing b. Salesperson just plants the seed c. Inside people do the closing c. Someone else does the closing
3. With regard to our product/service our prospects: a. Need it and want it b. Need it but don't want it c. Don't need it but want it d. Don't need it and don't want it	12. Presentations are made: a. Once to a single user b. Once to a group c. Multiple times to individuals d. Multiple times to a group
4. Competitors: a. Usually more than five b. Usually three to five c. Wish we had more d. We are the only game in town	13. Our products/services our: a. Top of the line b. Middle of the pack c. A little behind d. Different
5. Pricing: a. We are usually higher b. We are usually competitive c. We are usually lower	14. Performance pressure on salespeople: a. High b. Medium c. Low d. No pressure
6. Average size of an order: a. Under 1,000 b. Under 1,000-5,000 c. Under 5,000-25,000 d. Over 25,000	15. Sales management supervision is: a. Micro managed b. Closely managed c. Seldom managed d. Not managed
7. Our company sells: a. Custom engineered Solutions b. Conceptual Services c. Products I could demonstrate d. Commodities	16. Our company is: a. Small professional firm b. Small to medium size business c. Large business d. Major corporation
8. Our sell cycle is usually: a. One call close b. 2-3 calls c. 3-6 months d. more than 6 months	17. Method of Compensation: a. All salary b. Straight Commission c. Mostly salary with some commissions c. Mostly commissions with some salary
9. Customer Development: a. Sell them once and move on b. Sell them on a regular basis c. Sell them and renew yearly d. Sell them and service them	18. Company environment: a. Turbulent and ever changing b. Downsizing and turnover c. Rapid growth and expansion d. Very stable
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