Assignment: Value-Added Selling
Imagine that you are a salesperson for a dealership that sells new automobiles. Select any make and model of motorcycle, automobile, pickup truck, or SUV for this assignment. In this assignment, you will develop a sales script for selling a new vehicle of your choice.
Write a six to eight page paper in which you:
Determine the profile of a typical customer for the selected make and model of car.
Provide a demographic description of the typical customer: income, family life stage, occupation, and education.
Develop a short sales script based on the consultative presentation approach for an encounter with the customer.
Provide a list of questions to ask a potential customer about the reasons and needs for a new vehicle. Support the reasoning.
Determine how to evaluate and apply a potential customer's answers to the questions in order to find a vehicle that matches the customer's needs and desires.
Evaluate the importance of finding a vehicle that fits the customer's needs as part of a strategy to build a long-term partnership with the customer, thus ensuring his or her return to purchase another vehicle.
Use at least three quality academic resources in this assignment.