Product Knowledge may be a Dangerous Thing

Adrian Furnham

A chapter in Management Intelligence, 2008, pp 155-157 from Palgrave Macmillan

Abstract: 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?

Date: 2008
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DOI: 10.1057/9780230227439_53

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