Product Knowledge — The Key to Increased Sales

Sales associates will flat-out sell more product if they know more about what they’re selling — and customers will be happier with their interaction, too.

Product Knowledge — The Key to Increased Sales

During my days as a sporting goods associate, I was top salesman more months than not for two years running. This isn’t mere speculation, but empirically provable, as sales were closely tracked, and frequent performance evaluations were based on those numbers. We also made a small commission (incentive really) on all sales, plus end-of-year bonuses based on annual sales. Several promotions came my way in relatively short order due to this performance and significantly...

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