and procedures. Mant buyers are too busy to stay informed and count on their salespeople to help them make sound decision.
Salespeople should be familiar with their own company’s operation and policies. Buyers may ask the salesperson questions such as: How long has their company been in the market? How many people does the company employ? Does the company have a local, regional, national, or international customer base? Who started the company? Who is the president? CEO? What is their market share? What is theirmarket share on this particular product? Salespeople who coule not answer such questions would not inspire the trust of the buyer.
Each company initiates policies to ensure consistent decisions are made throughout the organization. An organization implements policies to control factors such as price, guarantees, warranties, and how much money can be spent per week taking clients out to lunch. Knowing the company’s policies prevents misunderstanding.
For exemple, if a representative says yes to a customer’s request to return goods 60 days after receipt when company policy is 30 days, the shipping department might re fuse to accept the returned merchandise. The salesperson looks incompetent to both sales management and the customer. If the customer is not allowed to return the goods to the facetory, the angry customer probably will never buy from the salesperson again.
Salespeople must understand their company policies. This includes being familiar with the company’s formal structure and key personnel. It is impottant to work as a team with all company personnel. This helps build team team spirit and a willingness to cooperate when a salesperson needs help in meeting a customer’s need. It is difficult to provide outstanding service when the sales department is not on good terms with shipping and delivery, For instance.
Product Knowledge
product knowledge includes detailed information on the manufacture of a product and knowing whether the company has up-to-date production methods. What materials are used when making the products? What quality control procedures are involved? Who are the design engineers?
Salespeople representing their company are to be experts on the products they sell. The fastest way to win the respect of a buyer is to be perceived as being an expert. If a buyer truly feels the salesperson know what he are she is talking about, then the buyer will be more willing to discuss the slaespeople's solution to the buyer's problems or opportunities.
The salesperson must know what his or her product can and cannot do. Just knowing product features is insufficient.