Q. Explain what sort a company information that should be possessed by salesman in order to be able to discuss confidently with his present and prospective buyers.
Ans: Salesman should have following information in order to be able to discuss confidently with his present and prospective buyers:
(i) He should be familiar with various product assortments, the number of variants in each product line, their physical characteristics and sizes, particular features, advantages and benefits.
(ii) He should know the operations and applications of the products along with the level of quality control to convince his buyers how his company’s product quality and service is better in comparison to his competitors.
(iii) Knowledge of pricing policy, cash discounts and credit policies, to negotiate and close the transaction.
(iv) Knowledge of exchange policy, transportation charges or free shipping facility.
(v) Knowledge about the provisions for customer service. It can be pre-sales service, during-sales or post-sales service, depending on the type of product or service offered. He should also be very clear about the warranty or guarantee policy decided by the company.