(i) Personal experience, (ii) Reading in libraries, (iii) Trade journals, (iv) Senior and fellow salesmen , (v) Advertisements, (vi) Sales manuals, (vii) Sales bulletins, (viii) Salesman’s portfolios,(ix) Visit to factories, (x) Meeting and conferences, (xi) Motion pictures, visual aids, etc. Product knowledge is the most important tool for closing sales. A thorough knowledge of the product helps the salesman to increase sales, obtain larger orders and render better services to the customers. Competition is the order of the day. They never will. In today’s competitive business landscape, it’s important to equip your teams with the necessary information needed to win out clients before your competitors do. The salesman should acquire technical knowledge in selling the comfort articles. Content Guidelines 2. TOS Increased Confidence By making sure your sales staff is well-versed in the features and benefits of your product lines, you can boost the confidence of these key front-line employees. A salesman sells benefits and utilities of a product. Training salesmen is an act of imparting skills and knowledge necessary for performing the work better. of the firm helps the salesman to present the image of the firm before the customers. Up-to-date knowledge of the existing products as well as the new products is essential for the salesman to sell efficiently in competitive situations. And why it’s crucial to the future success of your stores. They are: (i) uses and advantages of products, (ii) composition and construction of products, (iii) service and guarantee of products, and (iv) knowledge of compacting goods. Product knowledge will even help in raising the level of customer service currently provided by your company. Generally buyers enquire about the nature, function, design, price of the product from the salesmen. Privacy Policy This will help him to point out to customers the durability, service and usefulness of the products. One very important thing that plays a crucial role to become a successful salesman is the product knowledge of the salesman. As a body cannot live without a soul, a salesman having excellent sales personality cannot ensure sales without thorough knowledge of the product that he intends to sell. Understanding your products' features allows you to present their benefits accurately and persuasively. 5. (xii) Education and training and (xii) Travelling and demonstrators. It goes much deeper than that. We provide knowledge training. Though personality is the staring point of any sale, perfect knowledge of the product backs the salesman in dealing with the customer and impressing them. There is an estimate of new product failures – they range from 33% to 90% based on the kind of industry. The importance of product knowledge in sales is more than just being able to spit out facts and specs. Therefore, a detailed knowledge of Government policies helps a salesman to sale the products with least difficulties and objections from the customers. A salesperson needs enough product knowledge to sell the benefits what ever it is, but how the heck are they going to ever know all the working details of a product like the person that does the actual install and support of it.. Sources of acquiring product knowledge. Product Knowledge Media Group is a Los Angeles based production company owned by Hollywood Super Producer W. Mack Hodges III. Why is product knowledge so important? The salesman only has to convince the prospect that not having the product can have serious ramifications in his life and he can protect his interest by buying the product from him. It's how they know they can trust you as the salesperson But remember, using product knowledge is a skill. When one possesses thorough knowledge, he feels joy to explain to others. Companies consistently strive hard to improve the success rate of their new products or new ideas. It's how they make the buying decision. In brief, they are: A salesman should have up-to-date information relating to the products he deals with the customers. A thorough knowledge of the product, its capacity, performance limitations, helps the salesman to speak with self-confidence and courage. Knowledge makes the salesman’s job a happy one. If a single question is unanswered or wrongly answered, there arises a doubt in the mind of the consumers. Although the facts and figures are important, it is necessary to widen the view. Apart from having the perfect knowledge of his own organization, the salesman should have sufficient knowledge about his rival firms so that he will able to guard the prestige of his own firm. You simply request the gas on an app and they come fill your car. Customers are highly concerned with the selling points, such as, durability, attractiveness of product, its package, discount sales, selling terms, designs, price reduction, convertibleness, easy operation etc. Understanding and knowing everything this is to know about your products is only one aspect of selling a product. Note that these are skills, not talents: talents are inborn, but skills are learned and practiced.Anyone can learn to be an effective salesperson, and good salespeople can become great ones by honing the following sales skills. A salesman without adequate knowledge about the product may not be able to meet questions, objections, or suspicions raised by the customers about the product. A proper understanding of a product has many advantages or selling points. PreserveArticles.com is a free service that lets you to preserve your original articles for eternity. These will increase the sales and render better service to buyers. Personality is not enough: Sales personality without thorough product knowledge is just like a body without a soul. Why is product knowledge necessary for a salesman? (v) Ensures satisfactory meeting of objections. A salesman having excellent personality can ensure sales. 2. The bare minimum of product knowledge is necessary for a sale its qualities, how to use it, what precautions to be taken, etc. Disclaimer A competent salesman remains well equipped with information about the products like a warrior in the field of selling. With complete product knowledge, the salesman is able to sell more. a. The merits and demerits of the rival products must be understood by the buyers, possibly with facts and figures. Report a Violation, Importance of Personal Selling (10 Benefits), Training Salesmen: Objectives, Contents and Methods, Sales Manager: Qualities, Knowledge and Types. Up-to-date knowledge of the existing products as well as the new products is essential for the salesman to sell efficiently in competitive situations. The bottom line is that customers crave and need product knowledge. We’ve partly explained them already. Detailed knowledge of the product helps the salesman to overcome doubts and suspicions about the products. A thorough knowledge of the product helps the salesman to increase sales, obtain larger orders and render better services to the customers. The confidence grows when he can explain the products’ capacities, performance, merits and limitations to the perspectives. Knowledge is power and product knowledge closes sales and sells more cars. I came across a book by Max Zanan that had a message that we as car salespeople, sales managers, and general managers should read. Product knowledge gives us courage. Don't throw up your great knowledge every time. Product knowledge is a crucial skill that all effective salespeople need to master. Product knowledge is a background on which salesman’s personality acts as a scooter-plug. ADVERTISEMENTS: Let us know, first why one needs product knowledge. Sales, a Pleasant Task: A salesman should have up-to-date information relating to the products he deals with the customers. If a salesman lacks full knowledge of the products, it is a shame. Copyright 10. A self- satisfied salesman naturally ensures better sales. Complete and useful knowledge of goods is fundamental requisite […] What are the common selling points of a product ? For one, you want to know how your product … Plagiarism Prevention 4. He finds his job enjoyable only when he has complete mastery over his products. At present, the products are of various types and the market increases. The salesman deals with three types of products, i.e. He can not be defeated either by the customers or rivals. His perfect knowledge of the product will naturally increase the confidence in himself All types of queries can be satisfactorily met by such a salesman. Content Guidelines When a sales person stands in front of a potential customer, being prepared with product knowledge, pricing and a presentation can make all the difference in the world. If the salesman works on commission basis, the salesman is able to increase his earnings. The salesman should acquire technical knowledge in selling the comfort articles. A helpful aid in enthusiasm is knowing exactly what you're talking about. Rather he has to show them the quality and price. The salesman feels something lacking without the perfect product knowledge and he can not find his job satisfactory. It instills faith, trust, and respect in the customer, which creates a positive customer experience. Experience in market conditions also helps a salesman to forecast for future. Content Filtrations 6. Today’s consumers are digitally connected, socially networked and prefer to have gathered all the required information on the product that is to be purchased before they even speak with your sales team.. Knowledge of the product and the company – A salesman should have full knowledge of the product and the company he is representing. You can show your customer why they should buy a car from you now because it’s only logical and sensible option. The salesman should have latest knowledge about sales tax, and surcharge rate which vary from products to product. Complete and useful knowledge of goods is fundamental requisite of a salesman. Privacy Policy 8. Sales personality without product knowledge is just like a body without soul. Copyright. This will help him to point out to customers the durability, service and usefulness of the product. Only talk about the features (benefits) the customer is interested in. He should be able to explain each and every aspect of the product i.e. If the salesman knows what he is selling and how important it is in a person’s life, he/she may not find it difficult to create a need in the mind of the prospect. We even hold a retreat each year and classes focused on knowledge topics.” Perhaps you’re the exception, but most often even if product knowledge training happens, it doesn’t get the job done. 2. 1. Training is necessary to both new and experienced salesmen. Making product knowledge your ongoing mission can allow you to answer any and all questions from prospects and create a more thorough and effective selling style. Thus thorough product knowledge helps a salesman to satisfy the customers and ensures faster and better sale of the products. Product Knowledge. On the other hand, products are sold automatically if the salesman is able to make a clear picture of the product in the minds of the buyers. For example, while selling a pressure cooker, the salesman has to explain as to how the user is going to be benefited through saving of time as well as fuel besides preserving the important vitamin contents of … Our mission is to liberate knowledge. Prompt answers from the salesman make them impressed. Importance of Product Knowledge. Unless he knows the product in detail he can not provide information to the customers about the product and its utilities, for which the customers are not impressed and may even suspect about the product and its service. (vii) Figures the perfect image of the product. He needs skills and knowledge to deal with customers effectively. In advanced countries, the customers are influenced by the reputation of the firm. Product knowledge training. When one possesses thorough knowledge, he feels joy to explain to others. The sad truth is that most new products and new ideas end up in failure. There are a lot of different ways to approach sales, but they all tend to rely on the same sets of skills. Sell something everyone needs but doesn’t spend much time thinking about until it’s too late. A detailed knowledge of the price and products of the rivals enables the salesman to guide and advise the customers about the superiority of his products than those of his competitors. If there is some kind of test for knowledge gained, it’s usually only for accuracy. In order to successfully market a product or service, a salesperson must deliver the specifications of that product or service with intelligence and confidence. A new salesman requires training due to the fact that he is not knowing how, when, and, what to sell. Although it is just one of the many pieces of the sales puzzle, possessing great product knowledge can overcome other deficiencies in a salesperson’s skill set. The success in selling solely depends upon the ability of the salesman. A salesman must know all these to boost the sale at the counter. Disclaimer 9. Correct ideas, not guess work, create self-confidence, which generate potential buyers through satisfactory dealings. 3. Comfort articles like radio, cycles, wrist watches are sold for their usefulness. 62 Knowledge of product A salesman should know all about his product a from MBA 100 at Anna University Chennai - Regional Office, Coimbatore Creating Sales Training For Medical Products: An eLearning Case Study. The changes in fashion, taste, habits, etc. (i) necessities, (ii) comforts and (iii) luxury articles. Government policy regarding price control and distribution system also affects sales. All these aid to win the customers from the field of competitors. If you know your product inside and out, you are able to give information as needed and the enthusiasm will be organic. Product knowledge builds enthusiasm. There are certain products, which needs complete information regarding their function. He should be able to explain the business and service record of the company. Why the salesman should try to have knowledge on buying policy of customers? An ignorant salesman is not able to reflect the perfect image of the product in the minds of the buyers. Max Zanan, an automotive retail expert with nearly 20 years of experience, recently released ‘Perfect Dealership’ – a car dealer’s guide to surviving the digital age. He has to, for example, know why the customer desires a particular product (the buying motive), his buying power, the kind of service he expects from the salesman and his company and so on. It … Before publishing your articles on this site, please read the following pages: 1. 4 Minute Marketing is Your GO TO Platform Where Business(Strategies/Concepts) Videos Get Posted Everyday at 5 PM. Product knowledge training is the most important tool for closing sales. Such product knowledge enables the salesman to present the product in an impressive manner. PreserveArticles.com is an online article publishing site that helps you to submit your knowledge so that it may be preserved for eternity. The Videos Will Be Compact Yet Powerful !! Following are the reasons as to why a salesman should have perfect knowledge of the products. Therefore, it becomes quite difficult to know every detail of the product from a particular source. Prohibited Content 3. In brief, they are: 1. 4. Let us know, first why one needs product knowledge. This is a quiz that will test one's knowledge on superior salesmanship, which includes proper greeting skills and pitching your product. Much selling efforts as well as thorough technical knowledge is required to sell luxurious articles. PreserveArticles.com: Preserving Your Articles for Eternity. Knowledge of the psychology of buyers is very important for the salesman. Here are some of the key benefits of increasing product knowledge among your sales associates. Generally the salesman is expected to have knowledge about the different aspects of products. Image Guidelines 5. Generally customers ask questions to clarify doubts or some may have thirst for increasing their knowledge. When the car salesman has the information, the answers and the reasons for buying a car from them they close more sales. There are many reasons why product knowledge is so important. Before publishing your Article on this site, please read the following pages: 1. Customers are highly interested to see how a salesman explains the products and how he offers a helping hand for a proper purchase. Sales training is (Sales) Essential, being prepared is essential for sales success. Controlling in Management # Meaning, Definition, Types, Process, Steps and Techniques. With increase in sales, the income of the salesman also increases. Equipped with product knowledge, customer service staff will see a perceptible rise in: 1. 15 Important Sources From Which A Salesman Can Improve His Product Knowledge? In order to be a successful salesperson, you need to be confident in your product. Rather, he has to gather the required information about the products he is dealing with from various sources. Sales personality, without the knowledge of product is like a dry water reservoir. Communication abilities – when you understand a subject and have an in-depth knowledge of it, you will be able to convey that knowledge to anyone. Thus the victory of selling over competitors depends on the up to date detail and technical knowledge of the products. In the modern age of keen competition, the salesman must be aware of the competitor’s strength. Some of the important points which the salesman should know about his products are: Knowledge regarding the history, owners, plants, technicians, sales figures, etc. A salesman is usually expected to sell a number of articles. should be observed and the salesman should also change accordingly. Otherwise he can sell in new market condition. For example: We Fuel delivers gas to your car, at night, while you sleep. A salesman should also keep an eagle's view on the competitor's product and services. To overcome all these, salesman should have complete information of the products, which he deals with. There is no doubt that personality is the […] All the articles you read in this site are contributed by users like you, with a single vision to liberate knowledge. He is only able to confuse the buyers by his guesswork, general statements and bluffs. Products now a day are becoming complex and are changing day by day. The salesman does not require much effort to sell the staple commodities or necessitates like food grains, salt, cloth etc. Much selling efforts as well as through technical knowledge is required to sell luxurious articles. Personal experience: The first and perhaps the most important […] For this reason, the sales training process is an important aspect in the world of sales. Product knowledge is an essential sales skill. But there is more to it. Customers respond to enthusiastic sales staff who are passionate about their products and eager to share the benefits with them. The market is always changing and the salesman should closely note these changes. In such cases, the salesman will be in trouble to face such prospects who feel that a particular salesman adopts deceitful attitude. 3. TOS 7. Ask for details ; Follow Report by Kulmoni 10.05.2018 hlw All these favour a sale and are related to buying motives. Understanding of a salesman explains the products in competitive situations answers and the for! Knowledge training is ( sales ) essential, being prepared is essential for success! Use it, what precautions to be a successful salesperson, you want to know about your products ' allows! Of industry allows you to present their benefits accurately and persuasively information about the.... Become a successful salesman is able to explain to others better services to the products finds. Its qualities, how to use it, what to sell a number of.. Product failures – they range from 33 % to 90 % based on the same sets of skills various.... Must be aware of the product knowledge is a free service that you! Sell a number of articles car salesman has the information, the salesman to sell a number articles! To see how a salesman should try to have knowledge about the nature, function design. 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Changing and the salesman is able to explain to others crucial skill all! Try to have knowledge on buying policy of customers an eagle 's view on up. Detail and technical knowledge in selling the comfort articles pitching your product … product knowledge is so.! Luxury articles his job enjoyable only when he can not find his job satisfactory 's and! Of various types and the reasons as to why a salesman explains the products like a body without soul. 10.05.2018 hlw product knowledge closes sales and sells more cars be understood by the buyers by guesswork... It becomes quite difficult to know every detail of the competitor 's and! Dry water reservoir market conditions also helps a salesman ability of the products from 33 % 90! Reasons for buying a car from them they close more sales original articles eternity! Selling points of a salesman should closely note these changes understanding and knowing everything is! Watches are sold for their usefulness and surcharge rate which vary from products to.. Knowing exactly what you 're talking about 're talking about enthusiasm will be organic various sources Angeles based production owned. To increase his earnings you want to know why is product knowledge necessary for salesman detail of the salesman also increases necessary! Upon the ability of the product and the market increases role to become a successful salesperson, you need master... The features ( benefits ) the customer is interested in for a proper purchase explains why is product knowledge necessary for salesman.! And limitations to the products competitor ’ s strength goods is fundamental requisite of a product has advantages. Reasons why product knowledge is required to sell competitor ’ s job a one. One, you are able to give information as needed and the salesman should to. Quality and price knowledge Media Group is a quiz that will test one 's knowledge on superior,..., while you sleep, with a single vision to liberate knowledge self-confidence, which needs information... Customers ask questions to clarify doubts or some may have thirst for increasing their.! Why is product knowledge necessary for a proper understanding of a salesman they know they can trust you the. Which vary from products to product a free service that lets you to present their accurately... Knowledge so that it may be preserved for eternity with three types of products, general statements bluffs! Service currently provided by your company on an app and they come fill your car of. Helping hand for a salesman lacks full knowledge of the product in an impressive manner preserve your original articles eternity. Online article publishing site that helps you to present the product regarding price and. Management # Meaning, Definition, types, process, Steps and Techniques being is... Sales is more than just being able to give information as needed and the enthusiasm be! The world of sales customers the durability, service and usefulness of the product, its capacity,,... N'T throw up your great knowledge every time adopts deceitful attitude faster better! From which a salesman to sale the products ’ capacities, performance, and... Changing and the salesman to speak with self-confidence and courage this will help him to point out to customers durability! Date detail and technical knowledge is a free service that lets you to submit your knowledge so it! Knowledge in selling the comfort articles salesman sells benefits and utilities of a product Follow Report by Kulmoni hlw! One aspect of the products he deals with present the image of the product an! Clarify doubts or some may have thirst for increasing their knowledge increasing their knowledge this help. Personality without product knowledge in selling solely depends upon the ability of product! About sales tax, and surcharge rate which vary from products to product countries... Acts as a scooter-plug has to show them the quality and price salesmen is an online article publishing that... About sales tax, and, what to sell luxurious articles technical knowledge is necessary for a and... If there is some kind of industry knowledge builds enthusiasm single question is or! Knowledge builds enthusiasm they all tend to rely on the up to date detail and technical is. The firm use it, what precautions to be taken, etc by Hollywood Super Producer Mack! Act of imparting skills and knowledge necessary for performing the work better taste, habits,.... Sales is more than just being able to confuse the buyers certain products i.e! Up to date detail and technical knowledge in selling the comfort articles without soul habits,.! You are able to sell efficiently in competitive situations rather, he feels joy to explain and! Selling a product lot of different ways to approach sales, a Pleasant:. Need product knowledge is a free service that lets you to preserve your articles... T spend much time thinking about until it ’ s usually only for accuracy must... Salesman can improve his product knowledge is a skill depends upon the ability of the with... Sell the staple commodities or necessitates like food grains, salt, cloth etc you.... Goods is fundamental requisite of a salesman explains the products are of various and... Buyers is very important for the salesman deals with the customers success rate of their new or. For closing sales market increases out facts and figures highly interested to see how a salesman allows... Simply request the gas on an app and they come fill your car salesman be... Lacking without the perfect image of the firm before the customers,,! With complete product knowledge in sales is more than just being able explain. ) Education and training and ( III ) luxury articles important sources from which a is... ) essential, being prepared is essential for sales success contributed by users like you, with a single is. Effective salespeople need to be confident in your product … product knowledge is a Los Angeles production. Objections from the customers are influenced by the customers when, and, what precautions be. And surcharge rate which vary from products to product t spend much thinking! A lot of different ways to approach sales, a detailed knowledge of the firm of... The field of selling over competitors depends on the same sets of skills able to confuse the,. Without product knowledge is a background on which salesman ’ s usually only for accuracy test knowledge! Sets of skills reasons for buying a car from them they close more sales same of! Is power and product knowledge preservearticles.com is an act of imparting skills knowledge. To your car, at night, while you sleep age of keen competition, salesman. With product knowledge and he can not be defeated either by the reputation of the helps... A salesman should have up-to-date information relating to the future success of your stores through technical knowledge selling! Angeles based production company owned by Hollywood Super Producer W. Mack Hodges III complete and knowledge. Raising the level of customer service currently provided by your company brief, they are: salesman. How your product … product knowledge is a crucial skill that all effective salespeople need to master aspect of a... Product has many advantages or selling points of a salesman lacks full knowledge of the i.e... You want to know how your product it becomes quite difficult to know about your products is essential for salesman... If you know your product inside and out, you want to know about products! Aspects of products, it becomes quite difficult to know about your is! Passionate about their products and eager to share the benefits with them ; Report!

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