Assignment 2: Product Overview (10%) Instructions and Submission
Table 7.1 Competitive Analysis Worksheet
A value-added product-selling strategy is enhanced when salespeople analyze product,
company, and salesperson attributes of the competition in relation to benefits they offer.
This information helps the salesperson create value within the sales process.
My Company Competitor A Competitor B
1. Product Attributes
· Quality
· Durability
· Reliability
· Performance
· Packaging flexibility
· Warranty
· Brand
2. Company Attributes
· Reputation
· Industry leadership
· Facilities
· Ease of doing business
· Distribution channels
· Ordering convenience
· Returns, credits, etc.
3. Salesperson Attributes
· Knowledge/Expertise
· Responsiveness
· Pricing authority
· Customer orientation
· Honesty/integrity
· Follow-through
· Presentation skills