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Position is a Summary Analysis that answers the question "Is our sales solution and strategy working effectively?" It presents an overall view of our sales position, and ignores any competitive considerations. It is a look at how we are doing only. It is based upon the Sales Impact analysis and the Solution Impact analysis.
So for example, if your Sales Impact is Neutral, but your Solution Impact is Very Positive, your overall Position is probably going to end up between the two - Positive.
While the Pocket Sales Manager merely display the Overall Sales Impact as part of the Sales Analysis screen, the Desktop Sales Manager allows display and grouping of Opportunities under this heading as shown below in the screen image taken from the DSM:
Sales opportunities are listed by Position in the Navigation area under the "Position" button.
Competitive Position
In the same fashion, you may also analyze your competitor's overall position in the eyes of the customer. In this case, the Competitive Position is based upon the Primary Analysis of your competitor's Competitive Solution Impact and Competitive Sales Impact. Again, the Competitive Position Analysis just looks at how the competition's offer is perceived in the eyes of the customer. This analysis is independent of your Position Analysis.
Similarly to Sales Impact, in the Desktop Sales Manager Sales opportunities are listed by Competitive Position in the Navigation area under the "Competitive Position" button.
It is interesting to note that a customer can be faced with two very good choices - yours and your competitor's. In this situation both the Position Analysis and the Competitive Position Analysis could be some form of "Positive", "Very Positive" or "Best Possible". Comparing your position and your competitor's position against each other is the realm of the Advantage analysis.
Position and Competitive Position Judgements
Position and Competitive Position are Summary Analyses. They are based upon the following judgements:
Position:
Solution Impact Analysis
Features
Pricing
Compatible
Buzz
References
Sales Impact Analysis
Relationship
Momentum
Alignment
Dominance
Politics
Competitive Position:
Competitive Solution Impact Analysis
Features
Pricing
Compatible
Buzz
References
Competitive Sales Impact Analysis
Relationship
Momentum
Alignment
Dominance
Politics