| US 7,499,870 B1 | ||
| System and method for developing sales content | ||
| Robert J. Petrossi, Naples, Fla. (US) | ||
| Assigned to Sales Research Institute, Inc., Boston, Mass. (US) | ||
| Filed on Dec. 19, 2003, as Appl. No. 10/742,628. | ||
| Int. Cl. G06F 17/30 (2006.01) | ||
| U.S. Cl. 705—10 | 28 Claims |
| 1. A computer implemented method of developing sales information for use in a buyer-seller environment, the method comprising:
providing one or more qualifiers which relate to a sales offering;
determining value criteria, for each qualifier, to identify potential value of the sales offering including determining, for
at least one of the qualifiers, an open-ended query statement which is used by the seller in an information gathering procedure,
where the open-ended query enables the seller to determine a potential problem for the buyer, the information gathering procedure
enabling the seller to determine information relevant to solving the problem for the buyer;
determining ideal buying criteria based on a competitive analysis; and
using a computer for developing the sales information from the value criteria and the buying criteria.
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