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Article: The Printing Sales Knowledge Base.(sales clinic)(Column)
- Article from:
- Quick Printing
- Article date:
- February 1, 2005
- Author:
CopyrightCOPYRIGHT 2005 Cygnus Business Media. This material is published under license from the publisher through the Gale Group, Farmington Hills, Michigan. All inquiries regarding rights should be directed to the Gale Group. (Hide copyright information)
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I wrote about Courage of Knowledge a couple of months ago ("Have Courage," QP, November 2004), and I think that theme deserves a little more attention. As I wrote then, it's a lot less frightening to make a sales call when you know what you're selling, and that's true whether you're a "selling owner" or a sales employee.
There's a lot more to Courage of Knowledge than basic product knowledge, though, and that's what I want to start on today. What I refer to as the Printing Sales Knowledge Base is made up of four elements, and it takes solid command of all of them to ensure printing sales success. Those four elements are product knowledge, market knowledge, ...