Mastering professional product knowledge is very important for cross-border e-commerce B2B salesmen. This is related to the professionalism and proficiency of salesmen in communicating with customers, and whether salesmen can effectively show customers the characteristics and performance of the company’s products, which ultimately affects whether customers are willing to place orders. Newcomers can usually obtain professional product knowledge through the following channels.
First, the company’s business training. Generally speaking, the company will organize newcomers to participate in product knowledge training, and newcomers can usually obtain a lot of systematic product information at the training meeting. Of course, for newcomers who are new to an industry, it is not necessarily possible to remember a lot of product knowledge at once. The learning of product knowledge needs to be continuously strengthened through work practice.
Second, communicate with the company’s technical staff and old salesmen. The company’s technical staff usually know the performance of the product best, and the old salesmen with long-term work experience usually have rich product knowledge. Newcomers should often “learn from them”.
Third, go to the factory for field learning. As the saying goes, “seeing is believing”, going to the factory can better understand the production process and structure of the product. When a salesperson is able to know the production process, process, material, purpose, advantages and disadvantages of the product, success is not far away. There was once such a graduate of international trade who was arranged to be a domestic salesman when he just graduated from college. As a result, after working for half a year and making countless business calls, he did not make a single order, so the boss arranged him to be a warehouse manager. At first, he was very dissatisfied and thought: “Did I go to college for several years just to be a warehouse manager?” The idea of resigning came to his mind. This emotion was noticed by the boss in time. The boss communicated with him and said: “Being a warehouse manager is to make you more familiar with the purpose of the product and the function of each accessory, so that when you talk about business in the future, you can explain the product more deeply, convince customers, and get more orders.” After working as a warehouse manager for half a year, the graduate transferred to the company’s foreign trade department and became the sales champion in the first year. Such achievements have a lot to do with his experience as a warehouse manager and his familiarity with the product.
Fourth, the accumulation of personal experience at work. After entering an industry for a long time, you will naturally accumulate a lot of product knowledge. Some knowledge may not be learned directly from other places, and it needs to be gradually accumulated in the process of contact with customers. For example, some customers compare prices from different stores when purchasing products, and they actually know more than the salesperson; some customers summarize a lot of product experience after using the products for a long time, which the salesperson does not understand. Therefore, being good at summarizing and accumulating knowledge from all aspects of work is also an inevitable part of the salesperson’s growth.