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Sales Warrior Lesson 5: The Sales EnvironmentTo understand strategic positions, we have to understand that they exist within a larger environment. By definition, everything holds a unique position in that environment. Your company has one position. Each of its products another. You as a salesperson hold another. Each of your customers has his or her own position. Each of your competitors and each of their products has a position.
Instead of thinking about customers, competitors, products, and salespeople, we
think about the position of each of those things in the environment. But those
positions are not static. They are moving. So position is not merely a matter of
place but of time as well. A position is unique because
no two competitors can occupy the same place at the same time. These concepts
are introduced in chapter 1, Analysis, and are expanded throughout the
book. |
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Copyright 2005-2008 Science of Strategy Institute, Clearbridge Publishing, and Gary Gagliardi |
