Question

Colleagues,"sales knowledge" is another critical component to your success in sales. Knowledge of your Customers/Prospects, your Products, and the Technologies available that sales professionals use are the three components of building knowledge.

A sales representative who does not perfectly understand the product they’re selling will very likely be ineffective in trying to win clients. Product training is one of the very first things you would receive as a new sales representative (let's assume that you have attended training and have a basic understanding of your product). From the training you should be able to explain in detail how your product works, its unique advantages and benefits, and the reasons it appeals to your company’s ideal customers/prospects. With this knowledge you will be better positioned to craft an effective sales pitch, highlight each product’s strongest features, advantages and benefits. Deep product knowledge is honestly one of the few things that separates top sales representatives like you from the rest.

For this weeks exercise we are going to have some fun with researching products and comparing them against competitors. Here you will use a pure FAB approach, comparing and contrasting products.

You are the Senior Sales Representative for TESLA, selling their "Tesla Solar Roof" products:

(https://www.tesla.com/solarroof)

Your job is to select a competing solar energy providers in the marketplace (your competitors) and prepare a Features/Advantages/Benefits presentation that shows the unique differentiation of your product vs. the competition (why would someone buy your product over other options available in the market?). Here you will need to study and value the key variables that make your product better, and using FAB. Using the Internet (one of the many technologies available to you) you will study your product and pick & compare it to your competitors.

Answer 1

As the production of Tesla’s solar roof shingles continues in response to the growing demand for this product, the company anticipates the cost of their solar tiles to eventually reach as little as $21.85 USD per square foot. To this end, a complete Tesla solar roof can cost up to $64,000, depending upon the size of the roof. It is also important to note that each Tesla solar roof comes with a lifetime of the house warranty, as well as a 30-year power generation guarantee. While the cost of Tesla’s solar roof is much more as compared to other rackless solar systems, its guaranteed long-term net benefit makes this solar technology option highly competitive against other less expensive options.

S. No	Features	Advantages	Benefits
1	Reduction of electricity	Cost Savings	Saves time. Assures Proper assembly
2	Increase in the amount of energy	Energy can be used for alternative uses	Covers wide range of alternatives
3	Remarkability	Can be stored for a prolonged amount of time	Good choice for either high or relatively low temperature applications
4	Cost Effective	Initial cost is high but beneficial in the long run	No sssembly cost reuired