Steps To The Sale - Jack Key Kia

25 Questions

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Kia Quizzes & Trivia

Questions and Answers
  • 1. 
    During the meet and greet how do we begin to condition the client to our way of selling?
    • A. 

      Teach them to fill in the...

    • B. 

      Ask them several personal questions.

    • C. 

      Be nice and let them approach you.

    • D. 

      Answer questions with another question.

  • 2. 
    The vehicle presentation or "walk around" will be built on the information you discover during which step?
    • A. 

      Building rapport/needs assessment

    • B. 

      Meet and greet

    • C. 

      Vehicle selection

    • D. 

      None of the above

  • 3. 
    The best way to get information about your client is to balance rapport building with investigation.
    • A. 

      True

    • B. 

      False

  • 4. 
    During the needs assessment step be sure to ask your client about ...
    • A. 

      Family

    • B. 

      Commute

    • C. 

      Needs

    • D. 

      All of these

  • 5. 
    During the vehicle selection you should be sure to select a vehicle you currently have in stock
    • A. 

      True

    • B. 

      False

  • 6. 
    When making a vehicle suggestion ... (mark all that apply).
    • A. 

      Be sure to leave things relatively open so you have room to maneuver and make sure you have a vehicle that will fit.

    • B. 

      Choose the car you think they would like the best.

    • C. 

      Start with least expensive model and sell up.

    • D. 

      Don't make any suggestions.

  • 7. 
    What is the main purpose of the meet and greet?
    • A. 

      To lead and engage the client in conversation

    • B. 

      To make the client feel warm and fuzzy

    • C. 

      To initiate the sale

    • D. 

      To break the awkward silence

  • 8. 
    What is the purpose of the vehicle presentation?
    • A. 

      To build value in the new vehicle

    • B. 

      To show how the vehicle meets the client's specific needs

    • C. 

      Get the client behind the wheel of the new vehicle

    • D. 

      All of these

  • 9. 
    During the vehicle presentation how should you build value in the vehicle?
    • A. 

      Connect each feature with it’s benefit

    • B. 

      Encourage the client to drive fast during the test drive

    • C. 

      Explain how much each feature will cost

    • D. 

      Let the vehicle speak for itself

  • 10. 
    The walk around presentation can be done before, during or after the demo.
    • A. 

      True

    • B. 

      False

  • 11. 
    The best method of asking for the sale is to offer and assume ownership.
    • A. 

      True

    • B. 

      False

  • 12. 
    Performing the walk around presentation off the lot will not be successful.
    • A. 

      True

    • B. 

      False

  • 13. 
    Be aware of _________  during the demonstration drive.
    • A. 

      Buying signals

    • B. 

      Driving techniques

    • C. 

      Vehicle response

    • D. 

      Client needs

  • 14. 
    You should have the clients fill out the credit application themselves.
    • A. 

      True

    • B. 

      False

  • 15. 
    What two things do you first show the client in your TEC?
    • A. 

      Family Photo

    • B. 

      Testimonial Letter

    • C. 

      High School Diploma

    • D. 

      Your Car

  • 16. 
    Where do you place the BUS?
    • A. 

      On the front of the deal jacket

    • B. 

      On the back of the deal jacket

    • C. 

      Inside the deal jacket

    • D. 

      On the CPP

  • 17. 
    When do you ask for the TEC letter?
    • A. 

      Once the client has agreed to the deal

    • B. 

      While handing the client your TEC

    • C. 

      Right after the demo drive

    • D. 

      Right before the client leaves

  • 18. 
    Be sure to say the word "referral" when asking for the names and numbers.
    • A. 

      True

    • B. 

      False

  • 19. 
    What is the last step prior to taking the client to their new vehicle?
    • A. 

      Dealership tour

    • B. 

      One last look at the client's old vehicle

    • C. 

      Bathroom break

    • D. 

      Take the client out to lunch or coffee

  • 20. 
    Why is it important to ensure that the client is 100% satisfied during the exit interview?
    • A. 

      There must be no room for doubt in the client's mind

    • B. 

      The dealership cannot afford to be sued by the client

    • C. 

      The sales professional's reputation is at stake

    • D. 

      None of these

  • 21. 
    When should you follow up with a sincere gratitude phone call?
    • A. 

      24 hrs. after the sale

    • B. 

      48 hrs. after the sale

    • C. 

      72 hrs. after the sale

  • 22. 
    What is the next call your client will receive after your sincere gratitude call?
    • A. 

      A second thank you

    • B. 

      Third party contact

    • C. 

      Field call set-up

    • D. 

      An automated congratulation

  • 23. 
    What is the purpose of the 30 day call?
    • A. 

      To schedule a redelivery appointment

    • B. 

      To schedule a free lube, oil, and filter

    • C. 

      To schedule a thank you lunch

    • D. 

      To schedule a field call

  • 24. 
    The best time to present your TEC is after the demo prior to the negotiation process.
    • A. 

      True

    • B. 

      False