Product knowledge is a crucial tool for closing sales. It instills customer trust, builds rapport, creates a positive customer experience, and helps increase sales. Product knowledge is particularly important at the point of sale. This is where the rubber meets the road, and if a certain product or brand isn’t top of mind, then one product may be passed over in favor of another, more “familiar” brand.
In Part 1 of this blog series, we explored how independent distributors can pool their resources through the “Power of One” to service larger regional and national accounts. In this second part of “Maximizing the Value of National and Regional Account Opportunities”, IBC offers ideas and solutions in order to create win-win-win opportunities that lend themselves to a cohesive national account program.