Jack Key Nissan - DP- Negotiation & Close
- 1.The negotiation is the sales process during which you and your client must come to an agreement regarding the investment and affordability of the vehicle.
- A.
True
- B.
False
- 2.Which of the following is not determined during the negotiation process?
- A.
Downpayment
- B.
Monthly Payment
- C.
Financing Options
- D.
Vehicle Price
- 3.If the client objects to the price what is a good way to respond? (Select all that apply)
- A.
Remind the client of any special equipment or packages on the vehicle.
- B.
Immediately slash the price in order to save the deal.
- C.
Point out several ways that the vehicle meets the client's needs and how it does so.
- D.
Tell them you will compensate for the higher price by adjusting a different component of the sale.
- 4.The amount offered for the trade can cause just as many problems and conflict as the price on the new vehicle.
- A.
True
- B.
False
- 5.When determining the value of the client’s trade which of the following will be taken into account? (Select all that apply)
- A.
Vehicle condition and mileage
- B.
The state from which the vehicle was purchased
- C.
Vehicle color and options
- D.
Demand for the vehicle and market conditions
- 6.What is the purpose of the Big Ugly Sticker (BUS)?
- A.
To signify that the sale has been completed
- B.
To determine whether or not a field call will be performed for this client
- C.
To be a shortcut to the pertinent information of the sale
- D.
To remind you to call the client for the redelivery event
- 7.A client’s budget isn’t relevant to determining what the monthly payments for the new vehicle should be.
- A.
True
- B.
False
- 8.Where do you place the BUS?
- A.
With the client letter in your TEC
- B.
On the client’s testimonial letter
- C.
On the front of the deal jacket
- D.
Hand it directly to management
- 9.In order to successfully close the deal you must stay focused on the sale and avoid getting distracted by price debates on mere options or accessories.
- A.
True
- B.
False
- 10.Why do clients frequently have unrealistic expectations for the price of their trade?
- A.
It’s their vehicle and they liked it enough to buy it
- B.
They checked around online and came up with an inaccurate number
- C.
The client believes the vehicle must at least be worth what they owe on it
- D.
All of the above
- 11.When deciding on the downpayment remember, it is not your job to tell the client what to do. Simply show them the benefits of making a downpayment and they will choose what is best for them.
- A.
True
- B.
False
Questions: 25 | Attempts: 278 | Last updated: Apr 18, 2014
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