Professional Selling Skills Program

For 2007 the Professional Selling Skills program is being further refined to not only cover the objectives outlined below but also to have them utilized for a specific target vehicle group (i.e. Light Trucks, Small Car or Light Commercials). The vehicle group covered in the course will vary over the course of the year and the details will be advised in the Dealer Bulletin at the time of advertising.

 

Target Audience

Sales Consultants

 

Aim

The Professional Selling Skills workshop is designed to prepare and equip Sales team members for brand driven customer management and sales success. The program provides the primary knowledge and skills for new Sales Consultants and builds a solid foundation for sales success.

 

Objectives

The workshop covers the following areas:

         Brand orientation and understanding how to sell the brand.

         The selling process (10 step showroom experience).

         Customer Handling skills and Customer Viewpoint (CVP)

         Prospecting

         Negotiation and Presentation

         Building value in a customers mind

         Understanding product fundamentals (styling, safety, driving dynamics and

          ergonomics)

         Standards and how to make them work for the Sales Consultant and the dealership.

 

Duration

1 hour Fordstar

1 day classroom.

 

STARS2 Code

FAPSC2