Knowledge Quality Of Salesperson

Salesmen should have a wider range of knowledge.

1, we must understand the market and understand the basic marketing.

2, we must master business related management, policy, law and financial knowledge.

3, we must understand enterprise products and related technologies, such as quality, technical parameters, usage, production technology, technology development trend and so on.

4, we must understand enterprise related

5, we must understand industry related knowledge, including industry characteristics, layout, competition pattern and so on.

6, learn as much as possible about science, technology, history and geography.

Among them, some knowledge is necessary for business work, and some knowledge is very helpful for business work.

The basic knowledge of marketing is the most basic knowledge of salesmen. Imagine a salesperson who puzzled even "what is the market", "demand", "market segmentation" and so on. How to grasp the customers? It is more difficult to understand, analyze and grasp the market.

If you do not know the relevant technology of the product, how do you win the trust of the customer? You say your product is good, and the result is not even the switch. The client obviously does not believe you.

I saw a salesperson with my own eyes, and the customer asked for a "trump card" color TV for half an hour. On the screen, there were only "snowflakes" (even the product manuals were not seen, I didn't know how to fiddle with the remote control, I didn't know how to search the channel).

Customers asked, "what's the difference between orange float and blue float?" you simply replied, "color is different", I'm afraid customers can hardly believe it.

What's more, salesmen who sell floor cleaning products have been unable to explain why the product is only half a barrel (because half a barrel of water is added to it).

It should be noted that in terms of technology, salesmen are "experts" and strong supporters of customers. If they are not familiar with products, it is difficult to open up the situation.

It is also very important to understand the relevant knowledge of enterprises and industries. Do you not understand the market strategy and tactics of enterprises, how to execute them? Do not know the industry and how to compete effectively? A salesperson praises Haikou in front of customers: "as far as I know, there are only 3 Enterprises in China currently producing this product. We are the earliest."

Unexpectedly, customers retorted on the spot: "there are 8 Shanghai alone."

This is not just a question of "face".

　　 业务员一定要不断“充电”，笔者在一个企业里面跟业务员开玩笑：“就是看电视，也尽量不要看什么言情片，多看科普、社会人文方面的东西，因为说不定什么时候就会跟客户找到共同语言。”试想，一个姓“卞”的业务员向客户递上名片，客户说：“哎呀，我外婆家也姓卞，是山东的卞，山东的卞姓怎么到了上海呢?中间有故事。”这就是很好的开启话题的机会，接不上可有些扫兴。一个业务员，看见客户桌子上的“三峡”风景照片，就知道这是个摄影爱好者，能品出个一二三，大家当然高兴。这样说的意思，不是讲业务员要去研究家族、研究摄影，而是在于，依靠日积月累，加强知识修养，更有机会跟客户找到共同语言。