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Sales Consultant
B. U. Bhandari Motors
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Full-Time
0-3 Years experience
Description
| Job Designation/Field of Work: | |
| 1 | Reception of customers · Proper greeting of customer in showroom or field areas · Introduction of self, offer business card · Assist customer when the requested salesperson is not immediately available · Offer refreshment, child care or guidance to other products and services if required |
| 2 | Analysis of needs and requirements · Observe customer's conversation to find out requests, needs and desires · Check, discuss and clarify needs by using questioning techniques (open, target and close questions) · Capture prospect details in "Prospect card" · Based on needs analysis, recommend a product that meets requirements · Provide estimation of product sales process (lead time for product arrival) |
| 3 | Product demonstration (static and dynamic) · Able to relate features to advantages and benefits for customers · Provide proof of the benefits (e.g. test drive, literature and data, etc) · Static demonstration · Perform dynamic demonstration/ test drive with planned route and professionalism · Discuss experiences with customer after static or/and dynamic demonstration |
| 4 | Presentation of offer · Present offer of the right match to customers needs · Present other packages ( accessories packages) · Discuss and clarify terms and conditions of offer (especially promotional offers) |
| 5 | Handling of objections/ difficult customer interface/ negotiation · Argumentation focused on the customer benefits and not on the price (value for money) · If the salesperson has no solution, communicate with the manager |
| 6 | Closure of sale · Prepare all necessary documents · Explain sales contract, record details properly and review with customer · Obtain confirmation |
| 7 | Delivery of new vehicle · Inform all internal parties of schedule delivery · Preparation of vehicle deliver documentation · Inspect vehicle and confirm delivery time with customer · Present and explain all features of the vehicle, celebrate the delivery of the car · Obtain receipt of vehicle by customer · Ensure that the company received the payment · Introduction to the service advisor |
| 8 | Follow-up after delivery, build and enhance customer relationship · Plan follow-up after vehicle delivery (3 hr, 3day, 1 month, every 6 month) · Collect customer feedback on the overall sales experience and document it in e-dealer · Reminder of service · Promotion of company's activities in relation to new product launch, car sales campaign and service campaign · Make the appropriate recommendation which is cost effective to the customer to gain customer's trust · Continuous maintenance of customer relationship by regular contacts to customers, invitation of customers to events, mailing of Mercedes-Benz magazine, offer of assistance (e.g. for service bookings, etc.) |
| 9 | Build and expand customer database · Perform all showroom duties · Attend sales and marketing activities · Active prospecting of new customers through direct mailing , cold calls, cold visits/canvassing and referrals · Using available IT database tool to keep track of own prospects and customers (e.g. Autoline) · Performing CRM, i.e. keep regular contact with customers and prospects (e.g. birthday cards, anniversary cards, etc) · Keep track record of walk in, telephone enquiry of customers and prospect |
| 10 | E-Dealer Updating · Enter prospect details in e-dealer within 24 hrs of contact with prospect · Update all the follow-up and test drive details in e-dealer within 48 hrs time Note: In case dealership is having a separate e-dealer executive , fill the prospect card and handover the same to e-dealer |
About B. U. Bhandari Motors
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