DPM3013 SALES MANAGEMENT

PROBLEM SCENERIO

Theres hardly an opportunity that doesnt come with some sort of competition. Whether its an
established vendor that has the upper-hand, or you are dealing with some internal forces that are
making it hard to move your opportunity forward.

Today, The Command Center breaks down how to deal with significant obstacles in your
opportunity.

Your Competitor

When customers cant differentiate between multiple competitive offerings; they often assume
that all the solutions are similar in value.

Sellers who fail to introduce relevant differences early in the sales cycle miss a fleeting
opportunity to influence the buying criteria. As a result, the decision will come down to the lowest
common denominator price. Be sure youre ready to articulate your competitive
differentiation. Use trap-setting questions that demonstrate your competitors weaknesses.
Remember, differentiation is only effective if you map it back to the prospects decision criteria
and required capabilities.

Students have to solve the problem:

(i) Choose company or product

(ii) How company know the competitor?
(iii) Why customer should by your product?
 DPM3013 SALES MANAGEMENT
PROBLEM SCENERIO
RUBRIC FORM

Possible Points per Criteria

Criteria Exemplary Meets Expectations Developing Poor Not Apparent

9-10 points 7-8 points 5-6 points 3-4 points 0 2 points

Paper is generally Paper is poorly

Paper is coherently
well organized. There organized. There
organized. There
are a few minor are several
are no spelling or
Writing spelling or spelling and/or
grammatical errors
/Grammar grammatical errors. grammatical
Writing is clear,
Writing is mostly errors; Writing
concise and
clear but may lack lacks clarity and
persuasive.
conciseness. conciseness

Very
poorly
Well executed.
Technical Execution is Execution is poor. written
Is fairly well
/ format excellent. Poorly organized. format.
organized
Not
organized.

Possible Points per Criteria

Exemplary Meets Expectations Developing Poor Not Apparent

20-15 points 11-14 points 6-10 points 3-5 points 0 2 points

Contains specific
Gives very specific
information. Is Has some
information. Clearly
relatively detailed. specific Poor Explanation
illustrates critical
Shows some critical information. Not explanation very poor/
CONTENT and reflective
and reflective detailed. Poorly of the topic no
thinking.
thinking. Relatively thought out discussed. explanation
Well thought out
well thought out response.
response.
response.

Exemplary Meets Expectations Developing Poor Not Apparent

5 4 3 1-2

Position is vague.
Position is clearly
Position are clearly Organization of
stated.
stated. argument is
Organization of
Organization of the missing, vague,
argument is clear in
Introduction argument is or not Introduction
parts or only
completely and consistently
partially described
clearly outlined and maintained.
and mostly
implemented.
implemented.

Conclusion is clearly Conclusion is clearly

stated and stated and
Conclusion may
connections to the connections to topic
not be clear and
topic and position are mostly clear,
Conclusions the connections
are clear and some aspects may
to the topic is
relevant. The not be connected or
not clear.
underlying logic is minor errors in logic
explicit. are present