The sales collateral battle: knowing your company's product literature can make for more effective sales calls

Salespersons should be well informed about their company's sales collateral to ensure an effective sales presentation. There are two ways in which a salesperson can ensure effective use of sales catalogs and other marketing materials. First is making sales collateral an integral part of the salesperson's sales methodology. The other is understanding and using brochures as key component of the sales presentation.
Knowing your company's product literature can make for more effective sales calls In the industrial sales arena we seem to migrate to larger and larger sales catalogs every year. We [...]