Chap06 - Chapter 6 SalesKnowledge:Customers,...

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Sales Knowledge: Customers,  Products, Technologies Chapter 6
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C h a p t e r 6 6-2
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6-3 Main Topics Main Topics The Tree of Business Life: Knowledge Sources of Sales Knowledge Knowledge Builds Relationships Know Your Customers Know Your Company Know Your Product Know Your Resellers Advertising Aids Salespeople Sales Promotion Generates Sales What’s It Worth? Pricing Your Product
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6-4 Main Topics Main Topics Know Your Competition, Industry, and  Economy Personal Computers and Selling Knowledge of Technology Enhances Sales  and  Customer Service Sales: Internet and the World Wide Web Global Technology Provides Service Technology Etiquette
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6-5 The Tree of Business Life:  Knowledge Guided by  The Golden  The Golden  Rule Rule : Be an expert on everything  associated with your product(s) Use wisdom when applying  knowledge Remember, customers rely on  you to truthfully provide  knowledge and wisdom Realize that people do not care  how much you know until they  know how much you care I T C E t h i c a l S e r v Builds u Relationships T T T T T T T T T T T
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6-6  Sources of Sales Knowledge Sales training Experience
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6-7  Knowledge Builds Relationships Knowledge increases a salesperson’s  confidence Knowledge increases a buyer’s confidence in  salesperson More knowledge leads to more sales and  more relationships
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6-8  Know Your Customers Find out all you can
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6-9 Know Your Company General Company Information Company growth and accomplishment Policies and procedures Production facilities Service facilities
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6-10 Know Your Product Product knowledge may include: Performance data Physical size and characteristics How the product operates Specific features, advantages, and benefits of the  product How well the product is selling in the marketplace
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6-11  Know Your Resellers Understand the channel of distribution Know as much about each channel member  as possible
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6-12 Advertising Aids Salespeople Main ingredients of a firm’s promotional effort
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Chap06 - Chapter 6 SalesKnowledge:Customers,...

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