http://salesmanagementacademy.net/tsm/cost-of-sales/how-much-product-knowledge-is-enough-part-2/ Wed, 20 Apr 2011 01:10:52 +0000 hourly 1 http://wordpress.org/?v=3.3.1 http://salesmanagementacademy.net/tsm/cost-of-sales/how-much-product-knowledge-is-enough-part-2/comment-page-1/#comment-3 Allan Himmelstein Tue, 17 Feb 2009 13:46:00 +0000 http://tsm.intergisticsolutions.com/wordpress/?p=49#comment-3 I have hired many a salesperson in technical fields. They are either to technical and cannot raise it to a business level, or they become to price oriented and are selling only on price. This is why many of the larger companies separate the technical sales person from the business sales. This is an extremely expensive way to do business. As you mentioned the selection process is crucial. However, after extensive selection you may still not get the salesperson you want. There is no simple answer. I have hired many a salesperson in technical fields. They are either to technical and cannot raise it to a business level, or they become to price oriented and are selling only on price. This is why many of the larger companies separate the technical sales person from the business sales. This is an extremely expensive way to do business. As you mentioned the selection process is crucial. However, after extensive selection you may still not get the salesperson you want. There is no simple answer.

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