When company promotional materials are used as sources of selling information, salespeople may need to:

Using company promotional materials as sources of selling information is valuable, but salespeople must be careful to extract the most relevant and impactful details. The correct answer emphasizes the importance of sorting out useful selling facts from the promotional content.

Promotional materials can often be dense with information, including various features and benefits of products. Salespeople need to analyze this information critically to determine what will resonate most with their customers. This involves identifying key facts that align with the customers' needs and pain points, tailoring the sales pitch to be more effective. By focusing on sorting out only those selling facts that are pertinent, salespeople can deliver a more targeted message that captures their audience's interest and drives engagement.

Understanding which specific details to highlight is crucial for effective communication during the sales process. When salespeople can quickly pinpoint the benefits that matter most to their customers from the promotional content, they enhance their ability to connect and persuade. This approach not only improves the likelihood of making a sale but also fosters trust and demonstrates a more thorough knowledge of the product.