Jack Key Alamogordo - DP- Negotiation & Close

11 Questions | Total Attempts: 33

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Jack Key Alamogordo - DP- Negotiation & Close


Questions and Answers
  • 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

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