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Product Knowledge may be a Dangerous Thing

In: Management Intelligence

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  • Adrian Furnham

Abstract

It seems perfectly sensible to assume that all salespeople are completely familiar with all aspects of their product. They are expected to have the answers to all the clever questions, as well as the dim and the frankly daft ones, about what they are selling. What is the handle made of? Where are products sourced? Is there a helpline to provide user support? Which is the most popular model?

Suggested Citation

  • Adrian Furnham, 2008. "Product Knowledge may be a Dangerous Thing," Palgrave Macmillan Books, in: Management Intelligence, pages 155-157, Palgrave Macmillan.
    • Handle: RePEc:pal:palchp:978-0-230-22743-9_53
    DOI: 10.1057/9780230227439_53
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