Competitive Advantage Paper

Research and describe the internal and external environments of a real-world company using an environmental scan.

Determine what competitive advantages the company has and what sales strategies this company is using.

Describe how your selected company creates value and sustains competitive advantage through sales strategy.

Write a 1,050- to 1,400-word paper in which you complete the following:

Sales Strategy & Top Tier Prospect Definition
What are the defining characteristics of prospects that are most likely to buy?
What are the decision maker’s profiles (buyer personas)?
How are non-prospects defined (those we should not pursue)?

Go To Market Strategy
How will we reach our target audience of prospects?
What are the reasons (catalysts) a prospect will have interest/motivation to buy?

Value Proposition and Sales Presentation
How do we present our value proposition? What is compelling? Why should a prospect buy now?
How is a Return on Investment (ROI) achieved? Reduced expense, increased revenue, or both?
Do we need to educate before we can sell?

Analyze the relationship between sales and marketing
What do you think are the most important ways sales can contribute to an organization’s marketing and vice versa?
List six ways a Customer Relationship Management (CRM) system would aid in sales force management planning and deployment.

Format your paper consistent with APA guidelines.