Page 3 - Car Sales Training Manual
P. 3
THE SALES PROCESS (ROAD TO A SALE)
• This training manual encompasses a series of sales processes and operating skills that could be collectively described as a ‘Road to a Sale’.
• It comprises 40 individual training modules, grouped into:
A. Showroom Walk-in Enquiry
B. The T est Drive
C. After the Test Drive – The Close
D. Handling Objections
E. Telephone Enquiries
F. The Delivery
G. Follow-up calls to customers
H. Prospecting
J. Personal Professionalism
• Each point is a simple acknowledgment of the need for manners, respect and professional standards with every customer throughout the sales process.
• This is not a sales process that restricts individual expressions of skill and effort. However, it does recognise the operating guidelines necessary to ensure a professional sales presentation with each and every customer. The scope of these guidelines is outlined alongside the complementing free expressions of every Sales Consultant’s individual effort, attitude and natural skill, in a summary overleaf.
