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6 Cards in this Set
- Front
- Back
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Where do most field sales engineers competition come from?
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1. Manufacturers
2. Process providers 3. Distributors 4. Other sales people |
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What are the eight factors that determine the competitive intensity within a market according to Michael Porter's Competitivce Factors?
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1. # of equally balanced competitors (High)
2. Industry Growth (Mature) 3. High fixed or storage cost (High) 4. Defferentiation (Low - Medium) 5. Capacity (Overcapacity) 6. Diversity of competition (Diverse & Global) 7. High strategic stakes (Very high) 8. High exit barriers (Very high) |
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T or F: Based on the above ratings, most of the standard machine tool industry would be considered a "hyper competitive" market.
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True
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What areas should be considered in the competitive analysis?
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1. Competitor's core capabilities.
2. What is their ability to grow? 3. Ability to respond quickly to market or competitive pressures? 4. Ability to adapt to change? 5. Do they have market staying power? 6. What capabililities will increase or diminish in each of the situations above? |
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What is a PAR Decision Matrix?
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A spreadsheet that helps buyers make comparative purchases.
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How can a sales engineer be more successful participating in spreasheet selling?
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1. Get in early.
2. Clarify the feature list. 3. Get value-added benefits on the matrix! 4. Become a rating consultant. 5. Respond quickly 6. Attach a cover letter 7. Create your own matrix before the need arises. |
