Jack Key Kia - DP- Needs Assessment
- 1.One of the first things you should assess is if your client will be trading in their current vehicle.
- A.
True
- B.
False
- 2.During the needs assessment step be sure to ask your client about their...
- A.
Family
- B.
Hobbies
- C.
Commute
- D.
All of the above
- 3.The purpose of the needs assessment is to identify the client’s wants and needs. It should also help the client to relax and feel more comfortable.
- A.
True
- B.
False
- 4.The client may think they know what they want or need, however, as a sales professional you should: (Select all that apply)
- A.
Be better informed about the product
- B.
Be able to suggest alternative and more effective vehicle options
- C.
Always defer to your client’s choices
- D.
Allow the client to have control of the interaction
- 5.As you continue your investigation you should also be able to identify key points for negotiating, thus strengthening your negotiating position for later.
- A.
True
- B.
False
- 6.How does a good needs assessment build the client’s value in you? (Select all that apply)
- A.
It shows them you will make the effort and take the time to ensure they get the right vehicle.
- B.
It shows them that you are concerned with meeting their needs and are sincerely looking out for their best interests.
- C.
It shows them that you aren’t just a stereotypical salesman only looking to make a sale
- D.
It shows them that you want to find a vehicle tailored to the unique qualifications they have shared with you
- 7.Keep your conversation as natural as possible and ask the following questions:
- A.
“Why did you originally purchased your current vehicle?”
- B.
“What would you like to have this time that you didn’t get last time?”
- C.
“What has changed, if anything, since the purchase of that vehicle?”
- D.
All of these
- 8.It’s smart to ask "buying" or "closing" questions during the discovery process. This is the best time to start discussing pricing or incentives.
- A.
True
- B.
False
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