BET430 Chapter Notes - Chapter 5: Procedural Knowledge, Customer Service, Word Processor
16 Dec 2018
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Sales training: the effort put forth by an employer to provide the opportunity for the salesperson to acquire job -related attitudes, concepts, rules, and skills that result in improved performance in the selling environment. Key areas of strength: salespeople need strength in the fol lowing areas of selling: product knowledge, sales technique, procedural knowledge, customer service skills. Blog: a frequently updated personal journal using the internet; intended for peopl e to read. Benefit selling: a method of selling whereby a salesperson relates a product"s benefits to the customer"s needs using the product"s features and advantages as support. Fab selling techniques: a technique stressing features, advantages, and benefits of a product. Feature: any tangible or intangible characteristic of a product. Advantage: the performance characteristic of a product that describes how it can be used or how it will help the buyer.
