Lesson 3: Personal Satisfaction from Buying

Research and Analysis


How does a salesperson go about collecting product and/or service information?

Various avenues are available from which to gather information.  One is to research the product options of competitors.  Think of other ways that you could research to obtain information regarding a product and/or service that you want to sell. Then, click on Gathering Information below.


 

  • Review competitors' brochures .
  • Search the Internet for similar products.
  • Consult the person in your company designated to analyze the competition.
  • Listen to your clients’ comments about your competitors’ products and services.
  • Find out why customers choose your product or service over those of competitors.

  • Talk to veteran and top sales people about your products.
  • Make product and customer knowledge appointments with a training director, company owner, and/or top sales people.
  • Ask to accompany an experienced salesperson on a demonstration call.

  • Review your company’s brochures.
  • Watch product training videos.
  • Attend classes on the products.
  • Attend trade shows.
  • Tour the facility where your product is designed and/or manufactured.
  • Visit the originator of the product or service.

  • Practise demonstrating the products.
  • Interview current customers.
  • Hire a clipping service with professional readers to research.
  • Through daily activities such as shopping, TV, or the Internet, consider how to adapt and implement your product information.