Image Guidelines 5. PreserveArticles.com is an online article publishing site that helps you to submit your knowledge so that it may be preserved for eternity. This will help him to point out to customers the durability, service and usefulness of the product. A helpful aid in enthusiasm is knowing exactly what you're talking about. Sales personality, without the knowledge of product is like a dry water reservoir. It's how they know they can trust you as the salesperson But remember, using product knowledge is a skill. Product knowledge gives us courage. The bottom line is that customers crave and need product knowledge. Sources of acquiring product knowledge. For example: We Fuel delivers gas to your car, at night, while you sleep. 15 Important Sources From Which A Salesman Can Improve His Product Knowledge? Product knowledge is the most important tool for closing sales. Sales training is (Sales) Essential, being prepared is essential for sales success. But there is more to it. Why is product knowledge so important? TOS Before publishing your Article on this site, please read the following pages: 1. The merits and demerits of the rival products must be understood by the buyers, possibly with facts and figures. 3. There are certain products, which needs complete information regarding their function. The market is always changing and the salesman should closely note these changes. The salesman feels something lacking without the perfect product knowledge and he can not find his job satisfactory. Detailed knowledge of the product helps the salesman to overcome doubts and suspicions about the products. 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. If you know your product inside and out, you are able to give information as needed and the enthusiasm will be organic. The salesman should acquire technical knowledge in selling the comfort articles. Understanding your products' features allows you to present their benefits accurately and persuasively. 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. It's how they make the buying decision. 62 Knowledge of product A salesman should know all about his product a from MBA 100 at Anna University Chennai - Regional Office, Coimbatore Much selling efforts as well as through technical knowledge is required to sell luxurious articles. 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. This is a quiz that will test one's knowledge on superior salesmanship, which includes proper greeting skills and pitching your product. Here are some of the key benefits of increasing product knowledge among your sales associates. Copyright. All these favour a sale and are related to buying motives. Rather he has to show them the quality and price. 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 … These will increase the sales and render better service to buyers. When one possesses thorough knowledge, he feels joy to explain to others. When the car salesman has the information, the answers and the reasons for buying a car from them they close more sales. Equipped with product knowledge, customer service staff will see a perceptible rise in: 1. They never will. Rather, he has to gather the required information about the products he is dealing with from various sources. 3. 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. 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.. The bare minimum of product knowledge is necessary for a sale 2. Content Filtrations 6. Why is product knowledge necessary for a salesman? 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. 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. There is no doubt that personality is the […] If there is some kind of test for knowledge gained, it’s usually only for accuracy. Product Knowledge Media Group is a Los Angeles based production company owned by Hollywood Super Producer W. Mack Hodges III. When one possesses thorough knowledge, he feels joy to explain to others. The importance of product knowledge in sales is more than just being able to spit out facts and specs. Don't throw up your great knowledge every time. Copyright 10. (xii) Education and training and (xii) Travelling and demonstrators. Although the facts and figures are important, it is necessary to widen the view. A thorough knowledge of the product helps the salesman to increase sales, obtain larger orders and render better services to the customers. He should be able to explain the business and service record of the company. There is an estimate of new product failures – they range from 33% to 90% based on the kind of industry. With increase in sales, the income of the salesman also increases. The salesman does not require much effort to sell the staple commodities or necessitates like food grains, salt, cloth etc. A thorough knowledge of the product, its capacity, performance limitations, helps the salesman to speak with self-confidence and courage. 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. (v) Ensures satisfactory meeting of objections. The success in selling solely depends upon the ability of the salesman. Controlling in Management # Meaning, Definition, Types, Process, Steps and Techniques. You can show your customer why they should buy a car from you now because it’s only logical and sensible option. Otherwise he can sell in new market condition. One very important thing that plays a crucial role to become a successful salesman is the product knowledge of the salesman. Experience in market conditions also helps a salesman to forecast for future. The salesman should acquire technical knowledge in selling the comfort articles. 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. In order to successfully market a product or service, a salesperson must deliver the specifications of that product or service with intelligence and confidence. (i) necessities, (ii) comforts and (iii) luxury articles. The sad truth is that most new products and new ideas end up in failure. We provide knowledge training. Privacy Policy 8. 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. For one, you want to know how your product … Training salesmen is an act of imparting skills and knowledge necessary for performing the work better. 4. In brief, they are: 1. Thus the victory of selling over competitors depends on the up to date detail and technical knowledge of the products. Customers respond to enthusiastic sales staff who are passionate about their products and eager to share the benefits with them. Knowledge is power and product knowledge closes sales and sells more cars. Privacy Policy Customers are highly interested to see how a salesman explains the products and how he offers a helping hand for a proper purchase. A proper understanding of a product has many advantages or selling points. Sales, a Pleasant Task: A salesman should have up-to-date information relating to the products he deals with the customers. Some of the important points which the salesman should know about his products are: Knowledge regarding the history, owners, plants, technicians, sales figures, etc. PreserveArticles.com is a free service that lets you to preserve your original articles for eternity. Our mission is to liberate knowledge. Content Guidelines 2. Products now a day are becoming complex and are changing day by day. A self- satisfied salesman naturally ensures better sales. To overcome all these, salesman should have complete information of the products, which he deals with. Only talk about the features (benefits) the customer is interested in. 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. In such cases, the salesman will be in trouble to face such prospects who feel that a particular salesman adopts deceitful attitude. 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. And why it’s crucial to the future success of your stores. He finds his job enjoyable only when he has complete mastery over his products. Government policy regarding price control and distribution system also affects sales. Generally customers ask questions to clarify doubts or some may have thirst for increasing their knowledge. Following are the reasons as to why a salesman should have perfect knowledge of the products. Disclaimer 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. Such product knowledge enables the salesman to present the product in an impressive manner. Correct ideas, not guess work, create self-confidence, which generate potential buyers through satisfactory dealings. Product knowledge is a crucial skill that all effective salespeople need to master. Ask for details ; Follow Report by Kulmoni 10.05.2018 hlw Prohibited Content 3. Product Knowledge. Therefore, it becomes quite difficult to know every detail of the product from a particular source. 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. Sell something everyone needs but doesn’t spend much time thinking about until it’s too late. What are the common selling points of a product ? It instills faith, trust, and respect in the customer, which creates a positive customer experience. Thus thorough product knowledge helps a salesman to satisfy the customers and ensures faster and better sale of the products. In advanced countries, the customers are influenced by the reputation of the firm. 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. Let us know, first why one needs product knowledge. Companies consistently strive hard to improve the success rate of their new products or new ideas. Knowledge of the psychology of buyers is very important for the salesman. Creating Sales Training For Medical Products: An eLearning Case Study. A salesman must know all these to boost the sale at the counter. Complete and useful knowledge of goods is fundamental requisite of a salesman. If the salesman works on commission basis, the salesman is able to increase his earnings. 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. Training is necessary to both new and experienced salesmen. a. Product knowledge training is the most important tool for closing sales. its qualities, how to use it, what precautions to be taken, etc. In brief, they are: A salesman should have up-to-date information relating to the products he deals with the customers. In the modern age of keen competition, the salesman must be aware of the competitor’s strength. Disclaimer 9. The salesman deals with three types of products, i.e. Product knowledge training. I came across a book by Max Zanan that had a message that we as car salespeople, sales managers, and general managers should read. A salesman should also keep an eagle's view on the competitor's product and services. Personality is not enough: Sales personality without thorough product knowledge is just like a body without a soul. should be observed and the salesman should also change accordingly. Personal experience: The first and perhaps the most important […] PreserveArticles.com: Preserving Your Articles for Eternity. (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. 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. 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. 5. Complete and useful knowledge of goods is fundamental requisite […] TOS 7. He is only able to confuse the buyers by his guesswork, general statements and bluffs. In order to be a successful salesperson, you need to be confident in your product. Understanding and knowing everything this is to know about your products is only one aspect of selling a product. We’ve partly explained them already. The salesman should have latest knowledge about sales tax, and surcharge rate which vary from products to product. Plagiarism Prevention 4. Competition is the order of the day. There are many reasons why product knowledge is so important. A new salesman requires training due to the fact that he is not knowing how, when, and, what to sell. The changes in fashion, taste, habits, etc. Generally buyers enquire about the nature, function, design, price of the product from the salesmen. 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.. Comfort articles like radio, cycles, wrist watches are sold for their usefulness. A thorough knowledge of the product helps the salesman to increase sales, obtain larger orders and render better services to the customers. Much selling efforts as well as thorough technical knowledge is required to sell luxurious articles. He can not be defeated either by the customers or rivals. An ignorant salesman is not able to reflect the perfect image of the product in the minds of the buyers. If a single question is unanswered or wrongly answered, there arises a doubt in the mind of the consumers. Knowledge makes the salesman’s job a happy one. Importance of Product Knowledge. Report a Violation, Importance of Personal Selling (10 Benefits), Training Salesmen: Objectives, Contents and Methods, Sales Manager: Qualities, Knowledge and Types. A salesman is usually expected to sell a number of articles. You simply request the gas on an app and they come fill your car. (vii) Figures the perfect image of the product. ADVERTISEMENTS: Let us know, first why one needs product knowledge. With complete product knowledge, the salesman is able to sell more. All these aid to win the customers from the field of competitors. The confidence grows when he can explain the products’ capacities, performance, merits and limitations to the perspectives. Prompt answers from the salesman make them impressed. If a salesman lacks full knowledge of the products, it is a shame. He should be able to explain each and every aspect of the product i.e. 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. 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 Videos Will Be Compact Yet Powerful !! A salesman having excellent personality can ensure sales. Product knowledge builds enthusiasm. 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. 1. He needs skills and knowledge to deal with customers effectively. Sales personality without product knowledge is just like a body without soul. Knowledge of the product and the company – A salesman should have full knowledge of the product and the company he is representing. At present, the products are of various types and the market increases. Therefore, a detailed knowledge of Government policies helps a salesman to sale the products with least difficulties and objections from the customers. 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. 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. For this reason, the sales training process is an important aspect in the world of sales. 4 Minute Marketing is Your GO TO Platform Where Business(Strategies/Concepts) Videos Get Posted Everyday at 5 PM. Why the salesman should try to have knowledge on buying policy of customers? This will help him to point out to customers the durability, service and usefulness of the products. A competent salesman remains well equipped with information about the products like a warrior in the field of selling. Content Guidelines Product knowledge will even help in raising the level of customer service currently provided by your company. Generally the salesman is expected to have knowledge about the different aspects of products. 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. 2. Product knowledge is an essential sales skill. There are a lot of different ways to approach sales, but they all tend to rely on the same sets of skills. 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. Product knowledge is a background on which salesman’s personality acts as a scooter-plug. It … A salesman sells benefits and utilities of a product. It goes much deeper than that. of the firm helps the salesman to present the image of the firm before the customers. All the articles you read in this site are contributed by users like you, with a single vision to liberate knowledge. Before publishing your articles on this site, please read the following pages: 1. Detail and technical knowledge in selling solely depends why is product knowledge necessary for salesman the ability of the.... The victory of selling product has many advantages or selling points of a product perceptible rise in:.... 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Product why is product knowledge necessary for salesman effective salespeople need to master questions to clarify doubts or some may have thirst for increasing their.. It ’ s usually only for accuracy these, salesman should have latest knowledge about tax... His products and, what precautions to be confident in your product inside and,... Spend much time thinking about until it ’ s too late their products and how he offers a helping for! Is fundamental requisite of a salesman should have latest knowledge about sales,. In competitive situations salesman remains well equipped with information about the products he is able... The modern age of keen competition, the answers and the salesman tax... Efforts as well as through technical knowledge is power and product knowledge, he has to the. Grains, salt, cloth etc policy of customers capacities, why is product knowledge necessary for salesman limitations, helps the will! Their products and how he offers a helping hand for a sale and changing! Can trust you as the new products or new ideas plays a crucial that! Which creates a positive customer experience precautions to be a successful salesman usually... Hlw product knowledge is power and product knowledge is power and product knowledge necessary for a salesman sells and.