What Is Product Knowledge and Why is it Important in Healthcare Sales?

Sales can be a tough role, especially in the healthcare industry, which is why a skill like product knowledge is an important part of any sales training.

What is Product Knowledge?

Product knowledge is a skill vital in any retail sector, and especially important in the healthcare industry, due to the often-complex aspects of pharmaceutical and healthcare products.

Product knowledge is the ability to not only know information about a product in great depth, but to also be able to convey that information to potential customers.

Why is Product Knowledge Important?

The importance of product knowledge cannot be understated. For both retailers and consumers, understanding products better has a variety of benefits:

1. Improves sales

The better your sales team knows and understands a product, the more effectively they can communicate with customers about its value and use to them, and the more likely they will make a sale.

2. Customer service

Being able to support customers in their needs and requests is important in any customer-facing role. Product knowledge will not only help with customers’ trust in a product, but in your company as a whole, as you come across as experts in your field.

3. Boosts employee and customer confidence

Having employees fully clued up on the products they sell will increase their confidence when interacting with customers, as they feel they have the knowledge to answer any of the customer’s questions, and not be caught out if there is something they are unsure of.

If a customer is unsure of whether to make a purchase or not, the difference may come down to the confidence (or lack) of the salesperson talking about the product; if they don’t believe in the product, then why should the customer?

Healthcare Product Knowledge Training

The best way to ensure all healthcare retailers are fully trained in product knowledge, is to learn from the product suppliers themselves. This can be done through in-person training sessions, information booklets or online courses.

By far the most easily accessible and effective means of product knowledge training for the healthcare industry is online courses. They are simple to use, and consistent in the information they deliver to each member of the sales team.

At NIRAH we offer a range of courses to expand your product knowledge. Sign up for free today!