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Sales Management, Part II
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| £1,050 Only available as part of BPG toolkit
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More for sales managers. Marketing ideas. Ideas for motivating sales teams. Key topics for coaching the team. Better prospecting. Telephone techniques. How to handle the part-exchange. Selling more add-ons with the car. Customer follow-up. How to get referrals every time. The handover process.
List of Contents:
- Cost-price selling – why it could make you more money
- Marketing – not another boring balloon weekend!
- Marketing – real sales staff in a virtual dealership
- Marketing – why you should be running an executive car on your demo fleet
- Marketing – local shows and exhibitions
- Raising the prospects for your business
- Prospecting – a tried and trusted formula for success
- Prospecting – why SAPs and BAPs are a great source of sales
- Using the phone to increase sales and profit
- Improve the way your sales staff use the phone
- Call centres – how to set one up in house
- Part-exchange appraisal ratios – a critical KPI
- Handling the part-exchange – how to prick the ‘inflated value’ bubble and save the deal
- Handling the part-exchange – the case for third-party appraisal
- Paint protection – one way to increase your profit per unit
- Get the ‘be-backs’ back in your showroom
- Introducing … the customer referral scheme
- Voucher-led referral systems aren’t working
- Negotiating for referrals
- Delivering the vehicle to maximum effect
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