N5 Sales Management


Activity 5


There are at least 51 uses for Baking Soda (also known as Bicarbonate of Soda). Make a list of at least five uses for baking soda. Hint: It is not just used for baking...


VIDEO: What the following video on the Importance of Knowledge: http://www.youtube.com/watch?feature=player_detailpage&v=iiOvLJshcxQ


4. Sources of information


• Experience gained in practice is the most important • Training programmes • Internet • Mentor • Local chamber of commerce • Sales manuals, portfolios and brochures • Sales meetings • Educational institutions. • Buyers (customers) themselves • Trade shows and exhibitions, for example Decorex • Other salespeople • The library (not that much today anymore)


VIDEO: Knowing where to look is powerful: http://www.youtube.com/watch?v=sIKPk4yhzsQ


Activity 6 1. Discuss the different aspects of product knowledge that are important to a salesperson from Samsung who sells televisions.


2. What are the benefits of being knowledgeable as a salesperson? (Refer to importance of knowledge.)


3. List five sources of information that can help a salesperson gain knowledge. 4. As a salesperson for The Coca-Cola Company, explain what company knowledge the salesperson should have.


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