Managing and Growing Highly
Profitable Sales Departments
| PROGRAM CODE |
SM-3 |
| PROGRAM DURATION |
3 days: 8:30 a.m. - 4:30 p.m. |
| WHO SHOULD ATTEND |
Sales Managers and General Sales
Managers
with less than 2 years of experience |
| PROGRAM OBJECTIVES |
- Provide participant with the knowledge and tools and manage and
improve the profitability of the new and used vehicle
departments
|
| PROGRAM CONTENT |
- How to determine the number of salepeople required to meet /
exceed the new and used vehicle department sales forecasts
- The Concept of the Growth Curve and its application to our
sales staff and management team
- How to better manage salespeople and more effectively work
deals by better understanding the human behaviour model of Social
Styles
- Recruiting, training and developing a "first class" sales
staff
- How to develop and deliver outstanding sales meetings
- How to effectively motivate salespeople to sell on a monthly,
weekly and daily basis
- An overview and the objectives of the modern sales process
- Establishing and documenting your very own modern sales process
for your dealership
- How to implement, train and enforce a dealership sales
process
- The 4-3-2-1 sales concept
- The customer's 3W's
- How to deal with the customer's trade-in in an
non-confrontational manner
- Modern trial closes: the biggest and newest opportunity
- Fundamentals of negotiating
- Introduction to PROPOSAL SELLING
- The benefits of PROPOSAL SELLING
- PROPOSAL SELLING in detail
- Desking the deal for outstanding closing ratio and gross
profit
- 70 Fabulous Closes - scripted for Sales Managers
- How to effectively purchase used vehicles for inventory via
auctions, wholesalers, lease returns, curb buys and trade-ins
- Inventory control: guidelines and take-away tools that help
determine appropriate product mix and number of vehicles required
to reach used vehicle sales objectives
- Used vehicle reconditioning policies and procedures that
increase profitability
- Merchandising the new and used vehicle inventory
- Pricing policies that SELL: How much gross should be reflected
in used vehicle pricing? What price will the market bear? New
approaches to used vehicle pricing and payments
- Successful and innovative strategies for new and used vehicle
advertising via newspaper, Autotrader and the internet
|
| INVESTMENT INCLUDES |
- $1800 / Participant
- Comprehensive text-based manual
- Worksheets and forms
- Coffee, tea, refreshments
- Lunch
|
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CLOSE OF THE
MONTH 
