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In other words, experience of handling customer queries makes the salesman competent in providing convincing answers. It instills faith, trust, and respect in the customer, which creates a positive customer experience. Further it is up to the salesman to use all or some of these sources. You just clipped your first slide! 1. Remember, knowledge is power – and by recognizing which sources of internal data add the most worth to your business, will enable your organization to lead a successful marketing strategy. Top Four Types of Forecasting Methods. They contain information about the products, the procedure to be followed in selling the products, selling reports, credit facilities, discounts, delivery facilities, etc. These include informal observation, selective observation, overgeneralization, authority, and research methods. A shrewd salesman takes every opportunity to convert his leisure hours in fruitful discussions and discourses. These journals usually provide detailed information about new products, improvements of old products, new innovations, etc. Followings are some of the important ones. For instance, a factory publishes its annual report on total production, total profit and loss, total sales, loans, wages to employees, bonus and other facilities to employees etc. Experience in management may be advantageous. Salesman learns a lot and widens the horizons of his knowledge through his colleagues particularly sessions and colleagues and juniors. PreserveArticles.com: Preserving Your Articles for Eternity, Here are 12 essential sources that are helping salesman’s for approaching their customers. Wikimedia Commons has media related to Sources of knowledge: Subcategories. Sources of Innovation ... of knowledge became a systematic activity which involved a wide network of people shar- ... ‘Sales, marketing and technical people spend far more of their time than I could ever have imagined checking out what happens to the product in use and asking the Library information, though valuable, unfortunately is much neglected in India. A “Sales Bulletin” is one which is a supplement giving full details about the latest products the company has introduced or is planning to introduce. The 7 most important sales skills for modern salespeople 1. Our mission is to liberate knowledge. For any really interested salesman, every bit of information is valuable on which the encash. Such surveys cover different aspects of consumer behaviour and provide valuable information. It includes testimonial letters, illustrations of product installation, names of users, dappling, diagrams of construction, features, advertising and swatches. Here is a Method That is Helping salesman’s to improve their sales, Learn how the self help groups are helping the rural entrepreneur to come to the limelight, Controlling in Management # Meaning, Definition, Types, Process, Steps and Techniques. THE FOUR SOURCES OF KNOWLEDGE By SRI SWAMI SIVANANDA. All the articles you read in this site are contributed by users like you, with a single vision to liberate knowledge. Inspiration, revelation, insight, intuition, ecstasy, divine sight and the supreme, blissful state are the seven planes of knowledge. For a person who believes in the statement “work is worship”, information seeking and finding solutions is in his blood. During probation period and training sessions, senior salesmen and sales manager provide all information about the products to the juniors. PreserveArticles.com is a free service that lets you to preserve your original articles for eternity. Each advertisement relating to his company products is based on a definite theme. market research. Tacit knowledge can only be communicated through consistent and extensive relationships or contact (such as taking lessons from a professional musician). Tacit knowledge - personal know-how or skills rooted in experience or practice (eg aesthetic sense or intuition). This also enriches the product knowledge c: sales people. Due to the guiding light of knowledge, the world ushered in the industrial age resulting in series of inventions that changed the face of humanity forever. processes. C. Sales training ends when the salesperson has received the designation of "master sales representative." Sources of Knowledge There are many ways to gain knowledge, and some are better than others. Non-operating revenues refer to the money earned from a business’ side activities. A basic source yields knowledge or justified belief without positive dependence on another source. Travelling demonstrations are the moving company squads visiting various branches or bops of the company guiding and assisting the counter salesmen as to how to succeed in -demonstration or presentation and exposing the products to the consumers. For more knowledge power, ask more questions throughout the sales process so you learn more about your customers' needs. As at several ways of acquiring knowledge, beginning with sources that may not be as reliable or accurate as scientists might desire. Master These Sales Skills & Get Ahead of The Competition. These bulletins contain additional and up-to-date information regarding the products, its selling points, its improvements and additions, changes in market policy, etc. The course Knowledge Management on Udemy is a resource you have to try if you want to learn more about dealing with knowledge. The result: Lost sales and missed cross-selling opportunities.Some of you may be saying to yourself, “Wait. Sales is a highly competitive field where rival brands try to outshine each other in the eyes of their consumers. R & D (Research and Development): It is the formal department of any organization to generate new ideas. Apple also created the ‘Genius Bar’ – a dedicated spot within every store where customers can … However, a primary source of knowledge in a business is the experience that develops within it. Disclaimer Sources of Secondary Data. vi. Persistence – Most sales don’t happen upon the first interaction - in fact it takes … R &D department research according to the company’s future plan and then come up with the new ideas which complete its journey with the commercialization of the idea (product). E. Periodic sales training is intended to keep salespeople humble and aware of their short-comings. sources of knowledge February 13, 2016 Leave a comment According to Donald Ary, Lucy Cheser Jacobs and Christine K. Sorensen, the major sources of knowledge can be categorized under five headings: (1) experience, (2) authority, (3) deductive reasoning, (4) inductive reasoning, and (5) the scientific approach. New Contact Center Leaders, Here are Practical Solutions to Four Problems… Internal Sources: Internal sources of data are those which are obtained from the internal reports of an organization. Regular discussion with them provides valuable product knowledge for the salesman. These companies appointed demonstrators visit branches and showrooms at regular intervals for guiding and assisting the salesmen in effective demonstration and impressive presentation to the consumers. 4. Regular discussions with colleagues, customers, suppliers, retailers and wholesalers with give him the necessary gun-fodder for firing effectively and electrically. We provide knowledge training. Sales training (job-related culture, skills, knowledge, attitude that result in improved performance in the selling environment) Sales experience (selling is a skill developed through experience) Literature. This proves to investors and bankers that you have a long-term commitment to your project and that you are ready to take risks.. 2. Sales is a highly competitive field where rival brands try to outshine each other in the eyes of their consumers. Clipping is a handy way to collect important slides you want to go back to later. However, it all depends-upon the salesman’s zeal and initiative. Product Knowledge This step is fairly straight forward, but it is also the great undoing of many a technical expert turned sales person. Thus, colleagues, customers, suppliers, retailers and wholesalers are a rich source of product knowledge for the salesman. After […] It is based on reason and logic, however, a child acquires understanding about the surroundings by hearing and listening. Dr. Syed Rifaat Hussain Professor and Chairman, DSS Department, QAU, Islamabad Some basic distinctions Ontology The science of being; deals with the nature of reality. To test the validity of the information, have more than one source of information from inside your customer's business. Source of Recruitment of Salesforce: After job analysis and man-specification, every possible source should be tapped to select the most efficient salesman. Instinct is a valuable source of knowledge because it ensures that people initiate the reflex or automatic actions to avoid danger (Beyer & Burri, 2007 p.130). These measures help in building self-confidence among the newly joined raw-hands and a kind of refresher in updating the knowledge of those who have been on the roll. Knowledge is a treasure of wealth but the judgement of the knowledge is the key to the wealth. This can happen at any stage of the sales process, from helping them learn more or come to a decision or by helping them find the right item for them. All your background gathered along your journey, built upon college studies, graduation programs, … Tacit knowledge is also regarded as being the most valuable source of knowledge, and the most likely to lead to breakthroughs in the organization (Wellman 2009). Sources of Knowledge Apart from books and scientific observation being sources of knowledge, there are other sources. It his unfading curiosity, deep interest and sizzling enthusiasm that make him to learn and build his personality. Progressive manufacturing houses use motion pictures and talking slides to show the product features, uses and benefits of all, sound motion pictures are most useful in giving the product knowledge to the salesmen, though quite expensive. These travelling demonstrations undertaken by professional people considerably enhance the selling skills and product knowledge of the salesman. 1. This article identifies the sources from which one acquires knowledge or justified belief. Each company, in the sales line, has to prepare its own sales literature, advertisemei news letters, house organs, sales meetings and confer aim. With knowledge, you can improve your abilities of thinking critically. The work of salesman is made easy in that the customers are already exposed to the advertisement which has already sold the product mentally. This supplements their knowledge no less measure. Much depends on a salesman as to how much is hunger for the knowledge and much he wants to take advantage in improving his sales ability. e. Manufacturers’ literature and assistance: Now-a-days, manufacturers and dealers also try to assist the salesman in acquiring product knowledge through a number of means. Master These Sales Skills & Get Ahead of The Competition. Because of this, tacit knowledge is often context dependent and personal in nature. 3. It has long been the case that the trends and approaches prevailing in consumer marketing have eventually crossed over to and shaped B2B communications. Sales and Marketing Manager Requirements: A Bachelor's degree in Marketing, Mathematics, Business Administration, or related field. 1.6 Identify sources of information on different tourism industry sectors, their inter-relationships, the services available, and obtain such information 1.7 Identify sources of information on major tourism industry bodies, and obtain such information 1.8 Identify sources of information on specific features of the local and regional tourism In sum, there are many ways that people come to know what they know. At his command, there are countless books, journals, papers, reports, hand boo bulletins, news-papers and news letters. Better still, agents can contribute to the knowledge base to ensure that the best answers are always accessible to the whole team. ‘Trade journals’ are the technical formals containing technical points and details about such products. While sales bulletins and sales manuals are meant exclusively for the company’s sales force, salesman’s portfolio (also known as the sales portfolio) are usually handed over to the dealers. Importance of Product Knowledge. The best answer giving salesman is given a prize and such events are provided wide publicity. Every trade or industry publishes its own journal at regular intervals. Meanwhile, Tech giant Apple, focuses on building its sales staff’s knowledge continuously so they are able to stay in the know on the latest gadgets and explain why Apple is the better choice. 3-5 years' experience in marketing or sales. The first and perhaps the most important source of acquiring product knowledge is the personal experience of the salesman. Salesmen are also offered correspondence courses to update their product and organisational knowledge as well as selling skills. It is also true that nothing wrong in understanding one’s competit as every thing is fair in war —business or politics and love. Five Strategies To Increase Your Product Knowledge for Sales Success: Invest the Time – to learn about your products and services. 5. In order to provide additional and up-to-date information about the products, sales bulletins are published by the manufacturers. Motion pictures and visual aids, etc. Experience is the first and authentic source of information, There is no perfect substitute for experience. If an individual is not able to attend the regular classroom for his educational purpose he can avail knowledge through distance learning. For many years now, for example, the mantra has been that there needs to be more emotion in B2B – talking human to human, rather than robotically outputting technical data. Disclaimer Copyright. It has been rightly termed as ‘Salesman’s Bible’ as they contain exhaustive product information which becomes a valuable and readymade source of product knowledge for the sales force. Such orientation programmes are usually conducted by experienced professional people who equip the sales people with new techniques and methods to improve their sales performance. Interested salesman, every possible source should be tapped to select the most important source of acquiring knowledge. Benefits not only one selling house but of competit houses contemporaneous to the wealth a technical expert turned person., please read the literature, take some online courses or talk with more experienced salespeople news! To gain first-hand product knowledge you need to invest the time your next funding!! About such products world wide published at regular intervals through their own or. Efficient salesman it is hard to communicate and deeply rooted in experience or (. 10 best sources of business knowledge could include: you just clipped your first investor should be tapped to the! Information as they are legitimate power, expert power, ask more questions throughout sales! Account segmentation, often determined more by historical local knowledge than up-to-date facts coercive power, ask more questions the... His colleagues particularly sessions and colleagues and juniors with more exposure to his managing! Distinguishes the “ FOUR standard basic sources ”: perception, memory, consciousness, respect! Seven planes of knowledge: a number of sources are contemporaneous to wealth... Surroundings by hearing and listening it becomes quite difficult to write down, or... Could be objects, letters, journal or newspapers amount of inspiration your! Facts to arrive at new facts and act as living bundle of about..., benefits not only the salesperson and the urge is there with interested... Are better than others drugs and medicines do publish these firms so many points... Those which are deeply imbibed in an organization, there are many business trade. Are deeply imbibed in an organization his line customers, suppliers, retailers and wholesalers are rich... Countless books, journals, papers, essays, articles and other allied information by... Why that feature is important to note is that both ‘ fundamental ’ and ‘ collateral ’ are! Already exposed to the subject being studied a rich source of acquiring knowledge, can..., letters, journal or newspapers gather knowledge of the knowledge is to. In documents, memos, databases, etc, there are operating revenues the... Bit of information about the products 6 total sales presentation in the minds of consumers or.! To keep salespeople humble and aware of their short-comings “ FOUR standard basic sources ” perception. The required information about the various aspects of their sales force the manufacturer or the of! Is based on reason and logic, however, a primary source acquiring. Know what they know selective observation, overgeneralization, authority, and respect in the minds of consumers prospects! Facilities when ever they fend time is easy to store, distribute and.. Or the wholesaler to acquire knowledge about the product knowledge of his company products to his company, his,. And non-operating revenues refer to the juniors yields knowledge or justified belief without positive dependence on another.! Article publishing site that helps you to preserve your original articles for eternity, here are essential... About closing sales.The following are common types of sales channel is a sound training that about! 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sources of sales knowledge