Ch_6_PP_5th_Edition

Ch_6_PP_5th_Edition - Preparation for Success in Selling...

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1 Learning Objectives: Study what type of information makes up the product knowledge needed for success in selling. See how sales technology tools impact the salespeople and how to use them to your advantage. Understand the concept of product positioning. Identify the three types of motivation and how they operate in affecting human behavior. Accept personal responsibility for maintaining self- motivation. Recognize the importance of setting and achieving goals for personal success. Preparation for Success in Selling CHAPTER 6 CHAPTER 6
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2 Preparing to Sell Effective sales training involves: Knowledge of the product or service Information about the company Motivation and goal setting Sales force automation Knowledge and application of the sales process QuickTimeª and a TIFF (Uncompres ed) decompres or are ne ded to se this picture.
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3 Product Knowledge: Know Everything! Areas of Product Knowledge The Product Itself Performance Manufacturing Distribution Channels Company Information Service Available Product Knowledge Application Knowledge of the Competition
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4 Product Knowledge The Product Itself The Product Itself External characteristics External characteristics How to use How to use All available options All available options Adaptability Adaptability Performance Performance Life expectancy Life expectancy Tolerance to wear and stress Tolerance to wear and stress Maintenance and supplies Maintenance and supplies needed needed
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Ch_6_PP_5th_Edition - Preparation for Success in Selling...

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