Importance of product knowledge
Topic B: Consumer Motivation
In Longenecker (2019) Chapter 17, we learned about product knowledge. In this discussion, we will examine its importance in the funeral service profession.
Topic B: Initial Post
Discuss the importance of product knowledge as a funeral service provider and how personal selling impacts your role as a funeral director. Post an answer to this question using information from the text, your experiences, or from another quality source. Make sure to use APA formatting to cite your sources. Your written post should be at least 200 words in length or you may make a video response.
Expert Partial Solution
Longenecker (2019) states that successful selling is built on a foundation of product knowledge. A funeral service provider with thorough product knowledge can explain his services’ advantages, limitations, and how they can be of benefit to the consumer. Besides, with product knowledge, the provider can respond to customer’s questions professionally and confidently. Other benefits of product knowledge include the ability to build lasting trust among the clients, strengthening communication and customer engagement skills, boosting enthusiasm, and assisting in overcoming objections…Read more
References
Longnecker, J. G., Petty, W. J., Palich, L. E., & Hoy, F. (2019). Small Business Management: Launching & Growing Entrepreneurial Ventures 19th Edition. Cengage Learning.
Wali, A. F., Uduma, I. A., & Wright, L. T. (2016). Customer relationship management (CRM) experiences of Business-to-Business (B2B) marketing firms: A qualitative study. Cogent Business & Management, 3(1), 1183555.
Rossanty, Y., & PUTRA NASUTION, M. D. T. (2018). INFORMATION SEARCH AND INTENTIONS TO PURCHASE: THE ROLE OF COUNTRY OF ORIGIN IMAGE, PRODUCT KNOWLEDGE, AND PRODUCT INVOLVEMENT. Journal of Theoretical & Applied Information Technology, 96(10).
Smirnov, A., Shilov, N., Oroszi, A., Sinko, M., & Krebs, T. (2017, June). Product Knowledge Management Support for Customer-Oriented System Configuration. In International Conference on Business Information Systems (pp. 49-58). Springer, Cham.
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