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This document discusses the importance of product knowledge for salespeople. It outlines that salespeople must understand how their product solves customer problems and is superior to competitors' options. The document also lists the key product information salespeople should know, including production methods, service facilities, distribution details, product lines, and technical specifications. It notes that salespeople can gain product knowledge through personal experience, discussions with colleagues, sales materials, plant visits, and meetings. Having strong product knowledge provides benefits like improving communication skills, boosting enthusiasm, growing confidence, and helping address customer objections.
This document discusses the importance of product knowledge for salespeople. It outlines that salespeople must understand how their product solves customer problems and is superior to competitors' options. The document also lists the key product information salespeople should know, including production methods, service facilities, distribution details, product lines, and technical specifications. It notes that salespeople can gain product knowledge through personal experience, discussions with colleagues, sales materials, plant visits, and meetings. Having strong product knowledge provides benefits like improving communication skills, boosting enthusiasm, growing confidence, and helping address customer objections.
This document discusses the importance of product knowledge for salespeople. It outlines that salespeople must understand how their product solves customer problems and is superior to competitors' options. The document also lists the key product information salespeople should know, including production methods, service facilities, distribution details, product lines, and technical specifications. It notes that salespeople can gain product knowledge through personal experience, discussions with colleagues, sales materials, plant visits, and meetings. Having strong product knowledge provides benefits like improving communication skills, boosting enthusiasm, growing confidence, and helping address customer objections.
▪ Every sale is, essentially, the solution of a problem. ▪ To sell quality, you must know Importance of what quality is. Product Knowledge ▪ You need to know how your product is superior to the product of your competing company. ▪ “Product knowledge develops self- confidence.” Importance of ▪ When you know everything about Product your product, it radiates confidence Knowledge that you are capable of facing every prospect. ▪ If you can present thoroughly to your prospect, no matter how he or she looks for another product, Importance of Product he/she will always come back to Knowledge the salesperson where he believes can help him solve his problem. 1. Production Methods - How the product is being processed. - The salesperson must know how to deliver the fine points of the production method. Product - Ex. For bank products/services are the Information that a departments involved Salesperson Must Know 2. Service Facilities - The salesperson must be able to provide the different service facilities that the client may contact if something goes wrong with the product. 3. Distribution and Delivery – distribution policies and pricing policies should be known by the salesperson, specifically the discounts available, terms of sale, where it is bought. Product 4. Product Lines and Differentiation – the Information that a salesperson must know the complementary Salesperson Must or related products to give the prospect a Know better option. 5. Technical Details – knowing about the physical size, operating features, and unique attributes of the product will also help in pitching it to the client. 1. Personal Experience – experience of handling prospect queries makes the salesperson more competent in Sources of providing convincing answers.
Product 2. Senior and Fellow Salesmen –
Knowledge regular meetings and discussions provide valuable product knowledge as well as training sessions. 3. Sales Manuals/sales kits – these are generally furnished by the company for the purpose of reference by the sales force. Sources of 4. Plant Visits – the salesperson Product comes to know in detail about the Knowledge manufacturing process, raw materials used, standard of quality control, packaging and other details. 5. Meetings and Conferences – these periodic meetings and conferences also help the sales force in Sources of enhancing their product knowledge Product through interactions, discussions Knowledge and deliberations. ▪ Knowledge is power for the sales force, product knowledge can be the vehicle for increased sales. 1. Strengthen Communication Skills. Benefits of Using different techniques and Product methods in presenting it to various types of customers. Knowledge 2. Boosts Enthusiasm. A display of enthusiasm and belief in the product may generate excitement among the customers. 3. Grows Confidence. Becoming educated in the product and its uses will help cement that confidence. Benefits of 4. Assists in Overcoming Product Objections. Factual information Knowledge gained from product knowledge may be used to explain or enlighten about objections voiced out by customers.