180 likes | 195 Views
This article explores the importance of acquiring in-depth product knowledge to effectively communicate the benefits to customers. It delves into consumer and organizational buying behavior, distinguishing between the two, and the impact of globalization, better-informed customers, social media, and technology on selling. It emphasizes the significance of staying current with sales trends and utilizing electronic sales presentations, online conferencing, CRM systems, and customer teams for successful sales strategies.
E N D
Indicator 3.06 Acquire product knowledge to communicate product benefits and to ensure appropriateness of product for the customer.
Vocabulary • Consumer • Organizational buying behavior
Importance of distinguishing between consumer and organizational buying behavior in selling
Distinguish between the consumer buying process and the organizational buying process
Explain a salesperson’s need to stay up-to-date on sales trends
Availability of multiple channels for reaching customers impacts selling
Impact that customer information sharing through Customer Relationship Management (CRM) systems has on selling
Salespeople are using electronic sales presentations • Online video conferencing • Web/phone conferencing • Online text chat