Competitor Knowledge Quiz for Reps

Scored Recall Test — Assign Before a Competitive Deal, Not After You've Lost One

For managers: Fill in your actual competitor name(s) and correct answers in the Answer Key before assigning. This is built to be copied once per competitor you regularly face.

For reps: Closed-book. Answer from memory only — the point is to find out what you'd actually have access to on a live call with no time to look it up.

Competitor being tested: ______________________ Rep name: ______________________ Date: ______________________

Section A: Positioning (4 questions, 4 pts each = 16 pts)

1. In one sentence, what is [Competitor]'s core pitch to buyers?
2. What market segment or buyer type does [Competitor] win most often?
3. What is [Competitor]'s stated (or implied) weakness relative to us?
4. What's the one landmine question we plant to expose that weakness?

Section B: Product & Feature Differentiation (4 questions, 4 pts each = 16 pts)

1. Name two capabilities we have that [Competitor] does not.
2. Name one capability [Competitor] genuinely has that we don't — and what you'd say if a buyer raises it.
3. What's the most common feature-comparison myth buyers believe about [Competitor] that isn't accurate?
4. What's [Competitor]'s current product limitation that our battlecard flags?

Section C: Pricing & Packaging (3 questions, 4 pts each = 12 pts)

1. Roughly how is [Competitor] priced/packaged (per-seat, tiered, usage-based)?
2. What's the most common pricing objection tied to [Competitor] ("they're cheaper because...")?
3. What's our approved response when a buyer says [Competitor] quoted a lower price?

Section D: Objection Rebuttal Recall (4 questions, 4 pts each = 16 pts)

1. A buyer says "We're already talking to [Competitor]." What's your first question back?
2. A buyer says "[Competitor] has been doing this longer." What's your response?
3. A buyer says "[Competitor]'s implementation looks easier." What's your response?
4. What's the single objection tied to [Competitor] you're least confident handling live? (Self-rated honesty question — no wrong answer, flags a coaching need.)

Section E: Landmines & Traps to Avoid (2 questions, 4 pts each = 8 pts)

1. What should you never say about [Competitor] that could come across as badmouthing or be factually risky?
2. What common rep mistake causes deals to be lost to [Competitor] even when we're the better fit?

Section F: Win-Story Recall (2 questions, 6 pts each = 12 pts)

1. Name one real deal we won against [Competitor] and the reason we won it.
2. Name one real deal we lost against [Competitor] and the reason we lost it.

Bonus (not scored, discussion prompt)

1. If [Competitor] changed one thing about their product or pricing tomorrow, what would worry you most — and why?

Scoring

Total available: 80 points (question 20 unscored)

Answer Key (manager fills in before assigning)