Jack Key Alamogordo - DP- Needs Assessment

8 Questions | Total Attempts: 43

SettingsSettingsSettings
Please wait...
Jack Key Alamogordo - DP- Needs Assessment


Questions and Answers
  • 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

Related Topics
Back to Top Back to top