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Assignment Details 2021FS-MKT-430-0001  Description  Step 1: Internal Research  Your first step is learning everything that you can about your company, product, and competition

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Assignment Details 2021FS-MKT-430-0001 
Description 
Step 1: Internal Research 
Your first step is learning everything that you can about your company, product, and competition. In the Salesforce.com CRM certification you took, you have a nice base level understanding that should help you. However, you will need to know a lot more to sell effectively! As we have discussed throughout the course, product knowledge is one of the most powerful weapons you have as a salesperson. In addition to other searches you may wish to conduct, you should definitely go to the following site to learn more about the Sales Cloud product you will be attempting to sell to UP (https://www.salesforce.com/editions-pricing/sales-cloud/). As you can see, there are 4 different versions of the product with very different price points, but to make the competitive comparison more manageable, you will only be selling the "Essentials" version. You will also find 3 recommendation letters in the Appendix for your potential use.

To effectively know our product, we also need to know our competitors' products to be able to effectively differentiate as well as offset drawbacks that may come up in the sales call. For the purpose of this project, we are going to assume there are only six CRM competitors (Oracle CRM, Microsoft Dynamics 365, Hubspot, SAP CRM, Less annoying CRM, and lnsightly). You will research each of these and, importantly, provide a matrix showing how these companies and Salesforce.com stack up on things like price, quality, ease of use, focus, etc. This will be important for answering the "why you" question in the customers mind. In deciding which of the competitor's products to use in your matrix, you should select the entry-level offering of each company for a company of UP's size. 
For this step, please attach a Word document with the following: 
• 1 matrix of the six companies mentioned above and Salesforce.com (7 companies total). The competitive matrix be an Excel or Word table as discussed in this above and Salesforce.com (7 companies total). The competitive matrix be an Excel or Word table as discussed in this section 
• 5 selling points about your COMPANY (company characteristics/behaviors that a customer might find valuable; could be customer satisfaction scores, JD power ranking, best place to work designation, longevity, size, assets, investments, green orientation, employee orientation, etc.) • 3 drawbacks about your COMPANY (important to know in advance so you can address these seamlessly with the customer) • 4 selling points about your PRODUCT compared to USING EXCEL • 4 drawbacks about your PRODUCT compared to using EXCEL • 5 selling points about your PRODUCT compared to YOUR COMPETITORS • 5 drawbacks about your PRODUCT compared to YOUR COMPETITORS