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Sharing Literature Through the Competitors Screen

Salespeople find it useful to view their competitors' literature or to view literature that your company has prepared that compares your products with your competitors. If you associate literature with a competitor, end users can view this literature when they view the competitor record in the Competitors screen.

To share literature through the Competitors screen, you must associate it with a competitor. You must also decide whether to select the Internal flag, which determines whether it is displayed in the Comparative Literature List or the Competitive Literature list of the Competitors screen:

• If you select the Internal flag, the literature appears in the Comparative Literature list, and it is not available as an enclosure in the Correspondence screen.
• If you do not select the Internal flag, the literature appears in the Competitive Literature list, and it is available as an enclosure in the Correspondence screen.

Whether you select Internal depends on what type of literature it is:

• Competitors' literature. Your salespeople may want to use literature produced by competitors, such as sales brochures, to help them compare your products with what the competition is offering, However, you would not want to distribute this literature outside your company. You should select Internal, so the literature is not available in the Enclosures list of the Correspondence screen, but it appears in the Comparative Literature in the Competitors screen.
• Comparative literature for internal use. You may develop comparative literature internally, such as competitive intelligence, that is meant for use by your salespeople and that you do not want to distribute outside your company. You should select Internal, so the literature is not available in the Enclosures list of the Correspondence screen, but it appears in Comparative Literature in the Competitors screen.
• Comparative literature for external use. You may develop comparative literature internally that is aimed at your customers, or you may have third party comparative reports that you want to distribute to your customers. You should not select Internal, so the literature is available in the Enclosures list of the Correspondence screen, and it also appears in Competitive Literature in the Competitors screen.

To share literature through the Competitors screen

1. Navigate to the Administration - Document screen > Literature view.
2. In the Literature list, select a literature record or create a new literature record.
3. In the More Info form, click the select button in the Competitors field.
4. If the competitors that you want to list appear in the dialog box, select the competitors, and then click Close.
5. If the specific competitors are not listed in the dialog box, click New.

   The Competitors dialog box changes, now listing all possible competitors. You can use the Find button to locate a specific company.

6. In the Competitors dialog box, select the competitors and click OK.

   When users display this competitor record in the Competitors screen, they are able to display the literature in Comparative Literature list if you selected Internal or in the Competitive Literature list if you did not select Internal.