MKT 504 Chapter Notes - Chapter 2: Uptodate, Bid Rigging, Predatory Pricing
Document Summary
Trust the extent of the buyer"s confidence that he or she can rely on the salespersons integrity. Competitors knowledge knowledge about their strengths and weaknesses in the market. What you could be knowledgable in: tech, industry, company, product, service, price promotion, market/customer knowledge, competitor. Industry and company knowledge is essential so that they are able to answer customers questions, therefore the customer can trust that they know what they are talking about. Product knowledge detailed information on the manufacture of a product and knowing whether the company has up-to-date production methods need to know what the product can and can"t do they also need to be able to address service problems/issues. Price knowledge knowledge tools salespeople must have about pricing policies in order to quote prices and offer discounts on products need to make sure you are giving them the right price.
