Sales & Marketing Management

Know your product lines and their features and benefits

Presenting the features and benefits of a product or service to the customer is an
important part of the selling process.

After using good questioning techniques to discover the customer's needs,

the salesperson presents the features and benefits of the product or service

that they feel will satisfy those needs.

It is, therefore, very important that a salesperson have current knowledge of

the offerings they are presenting to a customer.

Presenting features and benefits is a good way to upgrade a sale.

Upgrading a sale is important to both the customer and the seller of a

product or service.

Upgrading the sale means adding other products or services to the main

purchase in order to enhance the value.

You upgrade the sale by using your knowledge of product features and

benefits to the best advantage.

Product lines

Being knowledgeable about all your company products and services is essential
to the selling process and to providing good customer service.

A salesperson must work at maintaining their product knowledge constantly

because products change constantly.

Without good product knowledge, a salesperson cannot relate to the

customer the differences between products and properly present the product

features and benefits that will satisfy the customer's needs.

Good sources of information on products and services are:

Product labels

Product data sheets

Supplier representatives

Training seminars