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Understanding the Product Knowledge

The term “product knowledge” implies the understanding of a good or service, i.e. having information about its usage, function, features and support requirements. Product knowledge is the knowledge a business sales representative should have in order to sell goods or services to the consumers successfully.

Product knowledge is of prior importance not only to salespeople, but to business owners first of all, because they are the ones introducing products to the market. At the stage of product development, company owners should ensure that they know the answers to the following questions, and so do their employees. These are the questions about the purpose of product or service to the customer; product description in terms of size, color, shape, function and benefits; how customers can access it or how it can be delivered to them; how much the product costs and what the conditions for its use are.

Knowing the product gives the companies benefits, because if the employees know the peculiarities of the product or service they sell, they are likely to gain consumer trust and respect, and this will ultimately increase sales. It is essential for a sales person to know how their product or service is different from the competitors to be able to present its advantages to the customer.

Besides appearing more trustworthy and knowledgeable, having a deep knowledge of products improves the confidence of salespeople. They can use that knowledge to accurately convey information to consumers, to describe the items they sell in detail and to answer all the questions about the product a customer might have without hesitation. All of the above makes salespeople more professional.

There are several techniques that salespeople can use in order to familiarize themselves with items and services. They include testing and using the products in their everyday lives, studying product literature, reading through related websites and paying close attention to customer feedback. This will give them competence to respond to customer inquiries more fully, as they can use information from their own experience.

It is also helpful if salespeople are aware of the company sales history and can remember the most popular products. Other than that, attending training seminars, exhibitions and trade shows, reading industry publications and watching the competitors can help expand product knowledge.

The term “product knowledge” implies the understanding of a good or service, i.e. having information about its usage, function, features and support requirements. Product knowledge is the knowledge a business sales representative should have in order to sell goods or services to the consumers successfully.

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Assignment ID
100002441
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CREATED ON
October 20, 2016
COMPLETED ON
October 21, 2016
Price
$24
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