Fundamentals of Selling 13th Edition by Charles Futrell

Exercise 24

A salesperson's knowledge needs to extend into many areas such as general company knowledge; product knowledge; knowledge of upcoming advertising and promotional campaigns; knowledge about company price, discount, and credit policies; and knowledge about the competition, the industry, and the economy. These are all vital for sales success. For each of these categories, explain how a salesperson's knowledge can lay the groundwork for successful selling.