Q.State any four sources from which a salesman can gain knowledge of his product. (3 marks)

A salesman does not rely on a single source; he builds product knowledge from the product, the firm, colleagues, customers, and outside material.

Any four genuine, distinct sources from the standard list earn full marks.

A salesman gathers product knowledge from a variety of sources, and a thorough salesman uses several of them together. Any four of the following, clearly stated, earn full marks:

1. The product itself — by personally examining, handling, and using it.
2. The manufacturer / employer — through training programmes, product manuals, catalogues, price lists, leaflets, and specification sheets.
3. Fellow salesmen and the sales manager — their day-to-day selling experience.
4. Customers — their feedback on how the product performs in actual use.
5. Advertisements and publicity material issued for the product.
6. Observation of competing products, to learn relative strengths and weaknesses.
7. Trade journals, exhibitions, and trade fairs, where products and uses are displayed.