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Sales Knowledge: Customers, Products and Technologies

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Professional Salesmanship

Sales Knowledge: Customers, Products and Technologies


We all know that in today’s generation, most of us are now engaged or wanted to be engaged with what we call business or sales. But engaging in such thing is not easy. You have to be prepared and have to gain more knowledge about what you would like to go through. In the previous reporter which is the chapter 6 reporters, they have tackled what we called “Sales knowledge” in which they have mentioned the sources of knowledge, why knowledge builds relationships, why do we need to know our customers, our company, our products, our resellers and many more about sales knowledge. But what is really the meaning of sales knowledge? In the chapter 6 reporters, they gave us an idea on what is sales knowledge and what it talks about. When we say knowledge, it is a familiarity, awareness, or understanding of someone or something, such as facts, information, descriptions, or skills, which is acquired through experience or education by perceiving, discovering, or learning. Through this definition, we came up to the idea that sales knowledge is the learning or understanding of things connected to business and of thing we need to know before we enter into a business.


Sources of sales knowledge are the sales training, example of this are the job related culture, skills, knowledge, attitude that result in improved performance in the selling environment. The sales experience example of this is the selling is a skill developed through experience. Knowledge increases salesperson’s confidence, knowledge increases buyer’s confidence in salesperson and more knowledge, more sales, more relationships. In the product knowledge may include performance data, physical size, and characteristics. Product operates specific features, advantages, and benefits of the product. In FAB selling technique emphasizes benefit selling, people are interested in what the product will do for them. As a skilled salesperson you must sell yourself, your company, and your products and services.


A salesperson also must know the competition, the firm's industry, and the economy. This knowledge can even be used to improve one's self-concept. A high degree of such knowledge helps the salesperson build a positive self-image and feel thoroughly prepared to interact with customers. Customers always want to know the salesperson’s list and net price, and if there are any transportation charges. Discounts (quantity, cash, trade, or consumer) represent important buying incentives the manufacturer offers to the buyer. The buyer wants to know the terms of payment. The salesperson needs to understand company credit policies to open new accounts, see that customers pay on time, and collect overdue bills.



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