Importance of Company Knowledge - primordial concern of every salesman

8. Product Labels - key factor that is worth the salesman's consideration

9. Product Brochures and Price List - building good relationship with this prospect

10. Feedbacks from Prospects and Customers - favorable action from his sales presentation and dramatization

Specific Information About the Product that the Salesman Must Knowing the Prospect
Know
1. History, Growth and Development of the Product
Another important characteristic that one must possess to
become a "star" salesman is to be knowledgeable of his 2. Improvement made on the product.
product.
3. Manufacturing operations related to the product
Sources of Information About the Product
4. Quality and performance of the product
1. Backgrounds information is vital to the salesman's success.
5. Researches done concerning the product.
2. He would know how to deal and mingle with his prospect.
1. Every question and objection of the prospect can be satisfied.
3. Salesman is aware of the needs and problems of his
2. Be able to match product features with prospects' needs.
prospects.
3. Can demonstrate effectively.
4. Allows the Salesman to tailor his presentation to the type of
prospect he will visit. 4. Showing intelligence can impress customers.

5. The salesman knows how to adjust and to be flexible. 1. The industry itself where the company belong;

1. Seminars and orientation sponsored by the company 2. The history and development of the company;

2. Product clinics and demo 3. Physical structure and modern features of the company;

3. Company Bulletins 4. Production methods employed by the company;

4. Plant Visits 5. Service and distribution policies;

5. Sales meetings, conferences and conventions 6. Policies on prices, discounts, credits and deliveries;

6. Leads from Sales Managers and Supervisors 7. Financial and personnel aspects of the company

7. Company Advertising PROFESSIONAL SALESMANSHIP

Knowing the Product Specific Information about the Company that a Salesman Must
Know
Knowing the Company
1. Thorough knowledge of the company enables the salesman
Knowing the Prospect
to establish loyalty to his firm.
Knowing the Product
2. Gives his prospect with accurate information needed to
Aside from knowing your product, it is also important to learn analyze the marketing programs of two competing brands.
vital facts and information about the company.
3. A powerful weapon in trying to combat any sales objection or
Importance of Knowing the Prospect negative reaction a prospect may have against his product.

Importance of Knowledge of the Product 1. INTELLIGENT TYPE

It is imperative for a salesman to be guided by its policies, 2. SLOW THINKING TYPE

strategies and programs.
3. BARGAIN HUNTING TYPE
DIFFERENT TYPES OF PROSPECTS
4. LOYAL-TO-THE-PRODUCT TYPE