Problem
Step I: Choose a company selling an Industrial Product (not a consumer product). Examples of Industrial Products are: Drilling machine for a mining company, X-Ray machine for a hospital, Ultrasound Machine for a Doctor's clinic, Commercial Kitchen Equipment for Restaurants, etc. You may choose any other Industrial Product.
Step II: Finalize the company of your choice producing and selling this product. You will be the senior salesperson or account manager for this company responsible for selling a particular product line.
Step III: You have asked for a meeting with the Purchasing Manager of a company who are potential buyers of your product. You plan to visit the buying company's site and meet the purchasing manager.
Step IV: But instead of giving you a meeting time, the purchasing manager has asked you to prepare a preliminary proposal and video presentation as follows
1) Explain your product's features and how these translate into benefits for the buying company
2) How do your products compare with those from the competitors?
3) What competitive advantage your product has?
4) Explain your pricing strategy
5) What experience your company has in this industry?
6) Explain how you plan to build a long-term relationship with the buyer