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0.5 Hours (On-Demand)
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The second topic in our Sales Fundamentals Training focuses on Product Knowledge.  To begin, we start with an overview of the different types of product knowledge.  Moving on, we touch on the four key areas where it will be necessary to have product knowledge.  

We dive deeper by exploring how to better position our products when it comes to our competitor’s products.  Next, we discuss why it is important to understand what and what not to talk about in terms of product knowledge.  From here, the conversation covers the features and benefits and the differences between them both.  Wrapping up, we discuss why product knowledge is an on-going process with sales people. 

This session of our Sales Fundamentals Training series allows sales professionals to stay sharp by reminding them that they must utilize multiple forms of product knowledge in the sales process in order to be successful.

Course Series

This course is included in the following series:

3 CoursesSales Fundamentals Training

  1. Sales Fundamentals: Effective Follow Up Techniques and Strategies
  2. Sales Fundamentals: Product Knowledge
  3. Sales Fundamentals: The Sales Voicemail (VM)

Learning Objectives

  • Explore why knowing your competitor’s product is important when positioning your product.
  • Discover the importance of why benefits are more important to sales than features.
  • Identify the reasons why it is important to understand what is going on in your prospect's marketplace.
Last updated/reviewed: August 14, 2017

Prerequisites

Course Complexity: Intermediate

No advanced preparation or prerequisites are required for this course, but completion of the other courses in this series will be helpful.

Education Provider Information

Company:
Illumeo, Inc., 75 East Santa Clara St., Suite 1215, San Jose, CA 95113
Contact:
For more information regarding this course, including complaint and cancellation policies, please contact our offices at (408) 400- 3993 or send an e-mail to .
Course Syllabus
INTRODUCTION and OVERVIEW
  1:52Introduction to Sales Fundamentals: Product Knowledge
  2:56Types of Knowledge
  4:04Customer Needs and Analyzing The Market Place
  3:57Getting to know The Competition
  5:22Features and Benefits
Continuous Play
  18:11How to Shorten The Product Knowledge Learning Curve
SUPPORTING MATERIALS
  PDFSlides: Product Knowledge
REVIEW and TEST
  quizREVIEW QUESTIONS
 examFINAL EXAM