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SKILLS

Training ,Account Management Team Building,Coaching Customer Relations Key Account Management Team Leadership...textmoreicon

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SPECIALITIES

Automotive Sales (Showroom Management), Training of Sales Staff Conceptual Selling, Handling Retail Sales...textmoreicon

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EDUCATION

MMM,DMM,(Dip. In Marketing Management) Narsee Monjee Institute of Management Studies...textmoreicon

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Services

aboutusIndustry Background

The Automobile industry in India is one of the largest in the world and one of the fastest growing globally. India's passenger car and commercial vehicle manufacturing industry is the seventh largest in the world, with an annual production of more than 3.7 million units in 2010. According to recent reports, India is set to overtake Brazil to become the sixth largest passenger vehicle producer in the world, growing 16-18 per cent to sell around three million units in the course of 2011-12. In 2009, India emerged as Asia's fourth largest exporter of passenger cars, behind Japan, South Korea, and Thailand.

As of 2011, India is home to 40 million passenger vehicles. More than 3.7 million automotive vehicles were produced in India in 2010 (an increase of 33.9%), making the country the second fastest growing automobile market in the world. According to the Society of Indian Automobile Manufacturers, annual vehicle sales are projected to increase to 5 million by 2015 and more than 9 million by 2020. By 2050, the country is expected to top the world in car volumes with approximately 61.1 million vehicles on the nation's roads.

Automobile Showrooms
Scenario today
At the rate at which the Retail Sector and especially the Automobile sector is growing year after year, it is required to have well trained Sales & Service personnel ready to serve today’s discerning customer. Today’s Customer, who is mainly in the 25 – 55 years age group, presents a huge challenge to the Automobile sector in particular. He/ she, is extremely well informed, socially aware, media savvy, up-to date with the latest trends in the world, in India especially, and upwardly mobile with a huge amount of disposable income. He is ready to spend this money on the best things, Life can offer. If we have to take advantage of this and grab a good percentage of this income then we must be ready for the customer. And, this process begins and ends with excellent and well trained and well groomed, sales personnel that is ready to meet and convert maximum sales for the dealership and the Brand.

What is required to achieve the above?

An excellent and well trained person who has the following attributes which are inevitable and is a pre-requisite in today’s day and age.

1) Proper Product knowledge
2) Competitors’ information
3) Excellent Selling Skills
4) Proper Selling Etiquette and Attitude
5) Aware and well read

While Product Knowledge and Competitors’ information is imparted by the Principal the other skills have to be managed by the dealer principal in general.

It has been noticed, in general, the sales staff is woefully inadequate in some or all these aspects. This results in less-than-effective performances and therefore not so encouraging sales performances leading to frustration and finally attrition. Further it is becoming increasingly difficult to hire sales personnel that are trained in all aspects of the sales process.

We believe, with an effective, detailed and well managed sales training program, if employed by the Auto-Dealerships, can overcome this issue and make an average salesman into a good and effective performer, thus making a positive contribution to the bottom-line of the organisation and also increase the overall sales figures for the dealership.

What do we offer as training?

Content:

  • Relationship/Consultative Selling Approach
  • The Buying/Sales Process.
  • Behavioral Analysis-Understanding Self & Others
  • Identifying different buyers
  • How & Why people buy
  • Pre call-Preparation & Planning

The Sales Call

  • Approach
  • Effective Communication skills
  • Fact Finding-the art of questioning
  • Effective listening Skills
  • Features vs. Benefits-Selling Benefits
  • Handling customer concerns/Objections
  • Gaining a commitment/Closing with confidence

Over and above these we also cover the following aspects
1) Attitudinal Skills
2) Dress and Grooming

All of the above is pre-requisite to get the Salesperson up to the level required to make him/her into an effective salesperson. This is a time bound process which will require refreshing and recurring training of new and existing Sales Personnel, over a period of a minimum of six months extending to a year. Thereafter the Dealership along with our help can plan and put in place an ongoing training program which will periodic and cyclic. Training Requirements will be worked out in consultations with the Dealer Principal and the senior Management of the Dealership.

This training will be decided on the basis of the Brand and the Target Audience of the said brand, e.g.: A different training program is required for Sales personnel of BMW/ Mercedes as compared to a person selling Maruti Suzuki cars. The mind set needs to be radically different for both the types of brands, which you will agree to. Our training programs are tailored to meet the exact needs of the Dealership, the Brand and also the locality in which the dealership is located. A Sales person in South Mumbai selling Mercedes needs to have different selling skills as compared to the skill set required by a sales person selling the same Mercedes in an upcountry Market. This is because the skill set has to match the requirement of the client/ target audience in the market that the dealership is located.

Do call us for a meeting for an in-depth discussion and allow us to improve your sales and also your bottom-line along with the reputation of your dealership! After all it is the Brand Equity of not only the Car, but also the dealership which increases the sales figures and also customer loyalty over the years.

We're glad to help you. Please email or call us +91-9987113790
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