J & J Automotive Sales Essay

Replicate railway line and referrals from pleased clients argon fundamental to success in selling. The long-range you work in sales as a professional person committed to treating your clients right, the higher(prenominal) and higher will be the proportion of your business emanating from repeat business and customer referrals. By contrast, think approximately the stereotype of the person we would generally consider the antithesis of professionalism in selling, the used-car salesperson.Of course, there may be some used-car salespersons issue there that are professional businesspeople, but by and large their reputation is not exemplary. The reason? We moot it has a mint top do with the fact that the person selling in the used-car lot sees the persuasion as an opportunity for a one-time transaction. Seldom will a customer return to that same used-car lot for a repeat purchase, and the used-car corpus virtually never has service facilities for developing an ongoing human kind after(prenominal) the sale. Used-car buyers rarely refer friends and colleagues to the dealer they bought from.When they do, its because of the availability of a particular vehicle rather than the dealership per se. Compare that with successful new-car dealership, especially those at the high end, who want you as a long-term customer that will refer friends and colleagues to the store and its salespeople. If youve ever dealt with a dealership equal that, youve enjoyed a personal relationship with your salesperson and the service department reps, which is well worth paying for. Youd certainly agree that your salesperson does not fit the stereotype of a used-car salesperson.Its just one illustration of a business which appreciates the fact that its survival is contingent upon repeat business and customer referrals. Joe luckily has penny-pinching dealing relationships with his customers which is a good start in countering this stereotype. Not only must he be aware of the features as sociated with a variety of models, he must likewise be familiar with mileage, modifications, rebuilds, and the quirks of each car on the lot. As such, he could work against the stereotype as a slick con artist looking to fill a quick buck.Part of this, may be due to the larger commissions used car salespeople like Joe make on each sale, thus encouraging them to complete as many sales possible. go stereotypes abound regarding used car dealerships, it is unfair to cast a negative light on the inviolate used car industry. The bonded dealers behave like other principals some are up front and conjunct others disappear or simply refuse to cooperate. Now while you consider you have seen and heard it all, a new claim presents novel and astonishing facts.For example, you are looking for a second-hand care and Joe activates your stereotype of used-car dealer. However, the car looks quite good buy. Is he lying to you or is he offering a good deal? If additional information seems to fit yo ur initial judgment then you have category confirmation. You are confirmed, in your view of the salesman and leave it at that. If, however, the category is not confirmed, then you engage in re-categorization, and assay to find a category that is a better fit maybe the Joe is re-categorized as helpful assistant, who change cars honestly.Since Joe has this characteristics of passion in cars and the sincere concern to his customers, having this kind of stereotype would not hinder him from obtaining good customers, because he will, of course, gain their trust and as such, would gain good relationship with them. As a customer on the other hand, having Joe as a salesperson of used cars, I would definitely come back to him and spoil another good deal in buying his cars. The stereotype wouldnt definitely affect my relationship with Joe as his customer and surely would come back for another deal.AutoNation created a huge business by exploiting the publics perception of used-car dealers. Middle-volume dealerships with less expensive cars try to increase sales volume by getting uncertain customers the larger dealers ignore. They track sales workers to make sure they follow a dictate script with customers. Smaller suburban dealerships also concentrate on uncertain customers but some also give special services like loaner cars and pick-up and delivery service in hopes of repeat and referral business. annex Kimball, Bob, and Jerold Hall. Selling in the New World of Business. Binghamton, New York Haworth Press, 2004.