Developing Competitive and Relationship Strategies

Next, the sales representative begins to analyze her competitors for the opportunity and to determine the strategy to use to win the deal.

She continues by analyzing the prospect’s organization. She maps both the formal and informal structures so that she can be sure she is spending time with the right contacts. When she completes the analysis, she views the organization map that summarizes her assessment and identifies key players and relationships she can use to close the deal.

Now that she knows who to talk to, the sales representative begins to develop a relationship strategy. She enters the business and personal agenda, as well as key decision issues, for each contact. This preparation helps her to determine the message to deliver to each contact.