Selling a car is very different that most things in life there is now way to train for it, sure there is books that will say how the author best did and list of closes. The only way someone learns how to sell a car is by selling an actual car, like anything is simply by doing. Being a car salesman is very different than most careers, because salesmen could have a day even a week a single customer does not come in the door. This poses a problem for salesmen, that are paid on how many cars they sell and the gross on each deal. A week a salesman does not sell a car is a week a salesman does not make any money. Without thinking about salesmen use psychology.
The Buyers Side It is important to understand both sides; the purchaser needs to understand
…show more content…
A customer that tows a large boat on the weekends or has farm equipment hooked to the vehicle everyday moving it from field to field. Would not be able to buy a small electric car. This customer would have to buy a large heavy-duty truck to meet his towing needs. Another example, if a mother of five young children needs to buy a car, she would need a vehicle with at least 6 seats possibly a mini van or sport utility vehicle of some sort. A two-seated sports car would not fit her needs of fitting all of all her children in the car at the same time. She would need a vehicle with three rows, likely an extra seat for a friend, very safe and a television to keep the children occupied while she is …show more content…
Next is the qualify, in this step the salesmen is trying to get and idea of what the customer is looking for in a car and how much money they are looking to spend. After the salesmen has an idea on what type to car the customer is looking the salesmen will take them out to the lot where the car are at and show them anywhere from 1 to 4 cars that would fit their needs in a vehicle. Once the customer has found a car they like, the customer and the salesmen will take on a test drive. On the drive the salesmen will talk about how well the car will fit the customer lifestyle. An example is’’ you will love the heated seats on the cold winter days and air conditioned seats on hot summer days help cool down.’’ After the test drive, when the customer has decided that is the car they want, the salesmen will inside and work on numbers. Once the salesmen have the number he will present them to the customer and try to close them. There are many ways to do this such as asking them a series of questions that the customer will say yes to by doing this the customer is more likely to say yes when the salesmen ask them to buy a car, or even discounting the car to make the customer feel they are getting a good
In this situation the buyer doesn’t really have interest in the vehicles that the seller has showed them. The seller could now appeal to the unconscious needs of the buyer. Like previously stated, the carpool with the boss would be where I would focus. I would try to appeal to the buyer by explaining the benefits of the vehicles. Maybe in this situation the buyer isn’t interested in an economical car, but would rather be seen in a sedan, especially with the boss. Then after use a Trial Close to see how the customer
Another thing to note is that that a good car deserves a choice place in our lives. I am not advocating the need for a very expensive Car but one that would
In the story “Found Money” by Skip Downing, when the spouse of Yolanda passes away, she decides to sell a few of his things. She decides to sell some of his cars that he left her because selling them would help get rid of the clutter and let her be able to buy a new vehicle. But before she sold them, she wanted to make sure that the vehicles would go to people that her husband would have liked. So therefore, she sets up interviews with prospective customers until she’s able to find the right buyers for said vehicles. While she was doing the interviewing, she had four interviewees come in to buy the cars. At the end, the vehicles were unloaded.
Business travelers who spend much of their time in the car (like real estate sales agents)
The Threat of the Substitute There are several substitute products in the car rental industry such as personal cars and public transport that the customers use to meet their leisure and business demands. Technological advancements such as video conferencing may completely discourage the need to travel. It means that Enterprise Rent-A-Car faces a high threat of substitutes in the market (Kotler & Armstrong, 2014). The Bargaining Power of
The issue of whether customers should buy FWD and RWD cars is complex and controversial. Different people hold different ideas due to their drive experience and consumers attitudes. On one hand, lots of people believe that only RWD cars represent Luxury and high-performance. On the other hand, the car made on FWD are much cheaper and popular. However, most of customers are blind and ignorant on it. Many of them don’t even know the automobile layout of their sedan after use it for decades.
There are many different automobile companies providing buyers with many styles of cars, trucks, SUVs, and motorcycles. Toronto Star January 14, 2005 present ways to approach the automotive buying process. There are many different surveys, crash reports, and rating systems comparing different companies and their vehicles. Things you should look for when reading these published articles are who conducted the study? Who paid for it? Who gains from it? Who loses? These are all things to keep eye on as some automotive companies will run their own surveys making their products seem overpowering against the competition. Some prove their products are safer then the competition where the competition has been proven time and time again to make that survey seem inaccurate.
In 2000, Kia continues to sell a wide range of vehicles. They target a wide range of needs by offering less expensive economic ...
Personal selling will be measured in both qualitative and quantitative terms. Salespersons will have to fill reports regarding the interlocutors behaviour and product knowledge.
One of the very first things a buyer should consider when looking for a car is what kind of car he/she wants. Many different factors can affect the car buying process. For one, the buyer must consider how big of a vehicle he/she wants and safety features like airbags, seatbelts, and working brakes. Itemizing a list of accessories can also help narrow down what kind of car to buy. While some people might prefer a Sedan with a large back seat and seat warmers, others may prefer an extreme luxury car with full stereo systems and miniature televisions. Every person has different tastes in accessories; luckily, there is a vehicle that can fit almost every personality. Most new models have the latest technology installed, although some of the “newer” used cars have the option of adding in those accessories. Once the...
Toyota’s uses both differentiation and low cost as generic strategies to try and gain a competitive advantage over their competitors in the automotive industry. The market scope that Toyota uses is a broad one that encompasses nearly every type of customer that is in the market to purchase an automobile. Toyota is able to target such a large market because they have something for everyone. Toyota has four wheel drive trucks and SUVs for the outdoor types or those who live in areas that face severe weather conditions, hybrid models like the Prius for the eco-friendly customers that are interested in saving the environment, along with the standard cars for general, everyday use. Additionally, Toyota provides vehicles for all price ranges.
of cars but also in a wide range of styles and sizes, including, mini-vans, sport utility vehicles
There are 5 stages that consisted in the buyer decision process of a traditional Porsche customer such as need recognition, information search, evaluation of alternatives, purchase decision and postpurchase behavior.
Types of goods will help us determine whether demand for cars is elastic or inelastic. If a good is considered to be a luxury rather than a necessity, the greater is the price elasticity of demand (McConnell & Brue, 2004). Cars can be deemed as necessary due to a need for transportation. Other types of cars can be classified as luxury. A person who needs to be able to get from one place to another will have the need for a car. An old vehicle may suffice. In such a scenario, buying a brand new car is more likely to be a luxury rather than a necessity. If car prices go up, people are more inclined to just keep driving their old vehicles. In essence, the cars already on the road would serve as substitutes for new cars. However, over a longer period of time, old cars tend to wear out and the elasticity of demand for vehicles is less.
In this article we are going to look at public transport via the private vehicle. There are advantages and disadvantages to both, yet routine and personal circumstances will often define which is the most appropriate to your lifestyle.