Steps - Mac Haik Cdjr
- 1.Choose to make this a profitable career by:
- A.
Reviewing the obligations in your calendar
- B.
Pursuing business
- C.
Creating opportunities
- D.
All of The Above
- 2.During the needs assessment step be sure to ask your client about...
- A.
Hobbies
- B.
Family
- C.
Commute
- D.
All of the above
- 3.Preparation is the foundation of success.
- A.
True
- B.
False
- 4.To avoid putting your client is a state of discomfort...
- A.
Never ask the client if they would like to take a test drive
- B.
Allow the client to drive the vehicle off the lot
- C.
Do no have the client drive along a predetermined route
- 5.One of the first things you should assess is if your client will be trading in their current vehicle.
- A.
True
- B.
False
- 6.What two things do you first show the client in your TEC?
- A.
Family Photo
- B.
Trade Publications
- C.
Testimonial Letter
- D.
Buyer's Reports
- 7.What is the first thing we do after introducing ourself to the client?
- A.
Ask what brought them into the dealership
- B.
Tell them about current promotions
- C.
Get the client to engage in conversation
- 8.What is the purpose of the vehicle presentation?
- A.
To build value in the new vehicle
- B.
To demonstrate the features the client is looking for
- C.
To show what the client’s current vehicle is lacking
- D.
All of these
- 9.Where do you place the BUS?
- A.
In your TEC
- B.
On the client's testimonial letter
- C.
On the front of the deal jacket
- 10.It is critical during the vehicle selection to select a vehicle you have in your current inventory that you can show the client immediately to keep interest and excitement up.
- A.
True
- B.
False
- 11.The Delivery should include a demonstration of everything you showed the client in the vehicle presentation plus anything additional they may need to know to successfully drive the vehicle off the lot.
- A.
True
- B.
False
- 12.Be sure to say the word “referral” when asking for names and numbers.
- A.
True
- B.
False
- 13.When do you ask for the TEC letter?
- A.
After the walk around demonstration
- B.
Once the client has agreed to the deal
- C.
During the test drive
- 14.The last step prior to vehicle delivery should be...
- A.
The presentation of your TEC
- B.
The trade evaluation
- C.
A tour of the dealership, focusing on the service department
- 15.When should you follow up with a sincere gratitude phone call?
- A.
72 hours after the sale
- B.
48 hours after the sale
- C.
24 hours after the sale
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