Do You Really Know Core Product, Tangible Product and Extended Product?

What makes a successful salespeople?

A successful sales always has confidence in himself, trusts the company he works at, and knows clearly about the product he tries to sell. When it comes to knowing the products, we don’t just mean the tangible product. In fact, three concepts on products that need to be clearly understood by salespeople.

The first concept is the tangible product, which mainly includes the shape, size, color, appearance, packaging, etc.. The tangible product is important because it often determines the first impression of the product on customers. Nowadays, many companies try to attract customers by refurbishing the packaging or optimizing branding. If the color, packaging and branding can be tactically fused into the story of the product, then the promotion and introduction of the product can be easier.

The second concept is the core product, namely the core value of the product. Unlike a tangible product that is designed to seduce customers to buy the product, the core product is made to meet customers’ needs. It is an essential function of the product that can be used by customers and bring benefits to customers. Customers need the product, so they buy it, for example, when a company wants to launch a marketing campaign, they will need some outdoor display products, like tents, flags, banner stands, etc.. Then the outdoor use for a marketing campaign is the core value of these display products.

The third concept is the extended product, also called additional product, which refers to the additional benefits and services customers can get before and after buying your product. Taking custom display products as an example, the extended product can be the free artwork service, installation instruction or after-sale services.

Once a salesperson successfully acquires the knowledge of the product and fully understand the product, he can build confidence and trust in the products, and then better promote and sell the product to customers and deal with the disputes.

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