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Their basis for competitive knowledge is the bits and pieces of information they pick up from their customers, lost orders and competitive bids.
While this may have been adequate in the past, an absolute knowledge of your competitors and their products is a competitive advantage for the sales person. It should not be ignored.
Implications to the Sales Person
Competitive knowledge allows the sales person to
successfully position their offer against the competition in a way that
maximizes the company
Timothy F. Bednarz, PhD is the Principal Partner of the American Management Development Group. He can be reached at 800.654-4935 or firstname.lastname@example.org. Find out more at www.LetsTalkSelling.com.
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