The Knowledge that Sales Staff Should Have

The Knowledge that Sales Staff Should Have

Section 1: Understanding the Market

  • Sales staff need expansive knowledge of the market in which their product or service operates.
  • Appreciation of the competing products or services available is critical, including their unique selling points, advantages and potential drawbacks.
  • A successful salesperson should be informed about the market trends and changes, which impacts customer purchasing habits.

Section 2: Product or Service Familiarity

  • Comprehensive familiarity with the product or service being sold is essential to ensure credibility and trustworthiness.
  • They must understand the features and benefits of the product as well as its applications and operation.
  • Additionally, they should know the warranty or service conditions, potential addons, and common complaints or issues faced by customers.

Section 3: Sales Company Information

  • Possessing deep knowledge about the company they represent is key for sales staff.
  • They should know the company history, mission, vision, values, and the company culture to positively portray the company image.
  • They should be aware of the company’s policies and procedures regarding sales, returns, and customer complaints.

Section 4: Customer Insight

  • Sales staff should have a strong understanding of their target audience including their preferences, buying habits, and challenges.
  • They should be able to identify the common objections or concerns that customers have while purchasing and be prepared to address them.
  • Knowledge about different customer personality types is useful to adapt selling techniques to suit individual preferences and behaviours.

Section 5: Regulatory Compliance

  • Knowing the rules and regulations that impact the sales process is crucial for sales staff.
  • This includes understanding laws on data protection, consumer rights, and trade regulations that may apply.
  • They must also be aware of any industry-specific regulations, like those for financial services, healthcare, or food businesses.