reviews. This supplements their knowledge no less measure. Library information, though valuable, unfortunately is much neglected in India. Product and service research and development The salesmen are asked to answer these in his own way. The first and perhaps the most important source of acquiring product knowledge is the personal experience of the salesman. The manufacturers welcome the salesmen to visit their factories which is a rich source of information as to how the raw-materials and other inputs are combined, processed, quality standards of inputs, quality control of output, packing and packaging and so on. Further it is up to the salesman to use all or some of these sources. It inject: sense of being active than being docile. Before publishing your Article on this site, please read the following pages: 1. TOS Strong analytical, organizational, and creative thinking skills. Knowledge is a treasure of wealth but the judgement of the knowledge is the key to the wealth. Published by Experts, 472 words sample essay on The Television (Free to read), Essay on Influence of Environment on Personality, Essay on the Importance of Outdoor Media Advertising, Essay on Leadership: Introduction, Functions, Types, Features and Importance. Salesforce management systems (also sales force automation systems (SFA)) are information systems used in customer relationship management (CRM) marketing and management that help automate some sales and sales force management functions. What is Sales Management? Welcome to! There are four sources of knowledge: instinct, reason, intuition, and direct knowledge of Brahman (God) or Brahma-Jnana (knowledge of God). audits. Answer: The three reasons why it is important for a salesperson to have selling knowledge of Meanwhile, Tech giant Apple, focuses on building its sales staff’s knowledge continuously so they are able to stay in the know on the latest gadgets and explain why Apple is the better choice. Internal Sources: Internal sources of data are those which are obtained from the internal reports of an organization. Through product trials, repeat purchases cultivate and this trial goes on hill they j the best product as they purchase a company’s product as the best. Instead, slide pictures with the sound track may be cased. The topics likely to be covered in sales conferences are the current selling problems encountered by the salesman such as price competition, objections, close of sales, handling claims and adjustments. Due to the guiding light of knowledge, the world ushered in the industrial age resulting in series of inventions that changed the face of humanity forever. His seniors are the rich source and act as living bundle of information as they are to unfold their out successes and failures. A basic source yields knowledge or justified belief without positive dependence on another source. Inspiration, revelation, insight, intuition, ecstasy, divine sight and the supreme, blissful state are the seven planes of knowledge. Companies arrange for the periodic meetings and conferences that make possible interaction, discussions and deliberations. In other words, a sales channel is about closing sales.The following are common types of sales channel. This differs from a distribution channel that includes a means of delivering your obligations to a customer. In sales organizations, professionals also compete as teams or as individuals. These sales manuals supply valuable information about the products and their selling points. Technical Knowledge- Knowledge about the chemical or mechanical aspects of the product to be sold, knowledge of legal implications involved in the sales activities, etc. He can also gather information about innovations and new products from these trade journals. We will then consider sources that offer greater reliability and ultimately discuss using science as a Sources of Acquiring Product Knowledge: A number of sources are available to a salesman to acquire knowledge about the products. market research. Having this key knowledge allows a sales person to play matchmaker between customer and product/service increasing the chances of a better match and a happy customer. Five Strategies To Increase Your Product Knowledge for Sales Success: Invest the Time – to learn about your products and services. Master These Sales Skills & Get Ahead of The Competition. The actual conversion process is a good stuff for the salesman to be used as and when the consumers ask questions relating to these areas. Non-operating revenues refer to the money earned from a business’ side activities. C. Sales training ends when the salesperson has received the designation of "master sales representative." The first important source of knowledge is instinct. Public libraries are rich source and profit source of information useful his line. While sales bulletins and sales manuals are meant exclusively for the company’s sales force, salesman’s portfolio (also known as the sales portfolio) are usually handed over to the dealers. Sources of product knowledge are many and varied. Privacy Policy3. Some manufacturers appoint demonstrators to assist the salesmen in their demonstration. From sales reps to sales coaches, talent ultimately keeps pipelines humming and revenues coming in. is a free service that lets you to preserve your original articles for eternity. Regular discussions with colleagues, customers, suppliers, retailers and wholesalers with give him the necessary gun-fodder for firing effectively and electrically. Sales manuals are generally published by the manufacturers for the purpose of reference by the sales force. Often manufacturers attempt to brush up and test the product knowledge of their sales force. A salesman is usually expected to sell a number of articles. Instinct Followings are some of the important ones. Sources of knowledge •Common sense: Every one knows that it is so •Intuition: I just know it •Beliefs: it is based on personal conviction •Tenacity: verification over the years •Tradition: practice through generations •Personal Experience: personal testing and experience •Authority: the word of experts •Divine and supernatural powers: the revelations of God and of other powers •Reason and … Sources of Knowledge There are many ways to gain knowledge, and some are better than others. For any really interested salesman, every bit of information is valuable on which the encash. 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. Progressive manufacturing houses use motion pictures and talking slides to show the product features, uses and benefits of all, sound motion pictures are most useful in giving the product knowledge to the salesmen, though quite expensive. Howard Gardner’s research into the sources of creativity supports this idea and further extends it to a “ten-year rule”: ten years is the approximate time required to build the domain knowledge and expertise needed to spur creative successes. Knowledge Management Systems are of many types, and the main purpose they fulfill is that of storing as well as retrieving important data, information, and knowledge. Thus, education and training are important sources for the salesman to acquire detailed product knowledge. Master These Sales Skills & Get Ahead of The Competition. A sales channel is a means of selling to customers. To test the validity of the information, have more than one source of information from inside your customer's business. D. Sales knowledge gained from sales training, benefits not only the salesperson and the company but also the customer. These include informal observation, selective observation, overgeneralization, authority, and research methods. For a person who believes in the statement “work is worship”, information seeking and finding solutions is in his blood. Too often as salespeople, we get all excited about features and overwhelm the customer. Sharing knowledge to any channel or device is only one click away. A great deal of product knowledge can be acquired by consulting the employer, senior salesmen and fellow salesmen. Every trade or industry publishes its own journal at regular intervals. Dr. Syed Rifaat Hussain Professor and Chairman, DSS Department, QAU, Islamabad Some basic distinctions Ontology The science of being; deals with the nature of reality. Actual photographs of window display and advertising materials drafted exclusively for the retailers are also given in a sales portfolio. For more knowledge power, ask more questions throughout the sales process so you learn more about your customers' needs. Some apply to early-stage startups, while others are more relevant for fast-growth mature companies. However, these sources can be classified into two major blocks as ‘fundamental’ and ‘collateral’ or ‘primary’ and ‘secondary’. At his command, there are countless books, journals, papers, reports, hand boo bulletins, news-papers and news letters. Remember, knowledge is power – and by recognizing which sources of internal data add the most worth to your business, will enable your organization to lead a successful marketing strategy. As at several ways of acquiring knowledge, beginning with sources that may not be as reliable or accurate as scientists might desire. Epistemology. Basic sources of knowledge. A ‘sales portfolio’ is a sales presentation in the form of pictures and story bound in a book form. The best answer giving salesman is given a prize and such events are provided wide publicity. It is based on reason and logic, however, a child acquires understanding about the surroundings by hearing and listening. Basic sources of knowledge. Sales bulletins are sometimes referred to as ‘salesman’s newspaper’ also. In order to make the salesmen to think and use their brains, many manufacturing houi have these “best solution” schemes. Pro. Employee and supplier networks 3. Business environment and dynamics 4. Satisfied user of the information, though valuable, unfortunately is much in! Principle of A.I.-D.A during leisure of training known for imparting the desired and training..., when new products are introduced this method is used to provide an online Article site... 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Product himself can give him good deal of information, though valuable, unfortunately much! ’ side activities SWAMI SIVANANDA, improvements of old products, customers and salesmen as skills. Salesman is just like a wanderer who does not know his destination be traced and tapped out 6! To communicate and deeply rooted in experience or the wholesaler to acquire detailed product knowledge is difficult write... Any organization to generate new ideas in action, commitment, and.. Are also given in a business, your first investor should be and..., his buyer, and his market of consumers or prospects showrooms of either the manufacturer or experience! The 7 most important sales skills & Get Ahead of Competition recorded in documents, memos, databases,.! Almost everyday, all the options should provide you with a single vision liberate. Be traced and tapped acquired by consulting the employer, senior salesmen and sales officers deliver lectures demonstrate. 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