[Company Name]

Prospect Ranking Tool

[Date]
Model key Numbers in white cells are entered by user. Numbers in gray cells are calculations that generally should not be altered.
Rank your company and your top two competitors by using the following codes to assess the viability of this customer for your current sales effort:

Enter a 1 if your answer to the question is yes. Enter a 0 if your answer to the question is unknown. Enter a -1 if your answer to the question is no. Potential customer Wingtip Toys Define the prospect list
1. Is the customer located within the company's geographic region of operation? 2. Is the customer's revenue or size acceptable to the company's offering? 3. Is the customer's number of employees or sites amenable to the company's product? 4. Does the customer's industry fall within the company's targeted audience?

Order amount $40,000 [Your company name] 1 0 1 -1 1 [Competitor 1] 1 0 -1 -1 -1

Close date 15-Jul-04 [Competitor 2] -1 -1 1 1 0

Subtotal

Business profile
5. Does the customer have a need for the company's product? 6. Can the customer afford the company's product? 7. Is the customer currently using a similar product? 8. Is the customer's business culture conducive to using the company's product?

1 0 1 1 3

1 1 1 -1 2

0 -1 -1 1 -1

Subtotal Relationship
9. Has the customer done business with the company in the past? 10. Does the customer currently do business with the company? 11. Does the company have any relationships with the customer's key employees?

-1 0 -1 -2 2

0 -1 1 0 1

-1 0 1 0 -1

Subtotal Total

Ranking key +1 or higher = Excellent opportunities exist with this customer. 0 = Not much is known about this customer; need to do more research. -1 or lower = Approach this customer, but don't spend a lot of time pursuing them. This could be a dead end.