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In this coursework I have look at car and the product that I have chosen for my sales coursework is BMW 7 series car because I think that, this car is in demand at the moment and I hope to sell it to my customers.

Extracts from this document...

Introduction

Unit 9 Sales Introduction In this coursework I have look at car and the product that I have chosen for my sales coursework is BMW 7 series car because I think that, this car is in demand at the moment and I hope to sell it to my customers. My target audience are male and female between 25 to 50 with good job and income of �40,000 to �100,000 a year who is married or with a partner. Sale process This is the process, which the consumer follows when entering the car deal ship right up to when they leave, I hope that consumer will leave the car deal ship with the satisfaction of knowing that they used/purchased a product/service that is value for they money. Sale process 1. customer enter the car yard sale and looks around 2. I observe the customer and wait for them to approach me with help on the car they are looking for. 3. I will listen carefully to the question that they have and I will give answers to all the questions that they ask me. 4. I will show them to the car that they are specific looking for and ask them what they think of it. 5. If they don't like the car I have shown to them than I will give another options and ask them what they think of it and if they like any of the options that I have give them. 6. I will ask them if they like any of the options that I have give and if they like to pay one of the cars that I have shown them. 7. If they do than I will take them to my office and take their detail like name, address and telephone. 8. After one week I will ring for them to make-up his mind and if they still is interest paying the car. ...read more.

Middle

everyone helps each other and an example of this is that the customer service department deal with the customer after sale service. This is hierarchy showing the organisational structure of BMW The sales representatives pass the information onto the sales managers, which is then passed onto the sale department. Instructions in the organisation are passed along line in the hierarchy. BMW offer after sales service for all them customers because the product the customers are buying from BMW are expensive and the customer want to make sure that there is not problems with the product. Always put customer's requirement first, before other operation, so those customers buyer BMW product in the future. Knowing that they will get good after sale services. Planning to sell BMW operate in very competitive market therefore it is important for the sale force to offer more features on the car than its competitors so that buyers feel like they are getting value for their money. Successful selling must depend on the Knowledge of the product. A first step in all selling processes is to get into face-to-face relationship with the customers. Effective selling requires planning and preparation. The sales representative needs to identify the need of their potential customers. The sale person need to have a good knowledge of the products, they should be aware of the advantages and disadvantages. They should know what competitors are offering even if it is better than their products in the same way. The important thing is to be informed about competitions. A customer who is clearly don't want to buy BMW's product should not be pressure into buying a product that they don't want to buy it without any embarrassment, at least this person may come back to the company in the future when they are feeling comfortable about buying BMW's products if the shop has being polite and friendly toward this person. ...read more.

Conclusion

Handling Objections: Answering questions and Remaining Positive-it is important that when a customer wants to know different things to do with a product they purchase, it is important that a sale person know what they are talking about and if theta don't they should remain positive because I believe that remaining positive is vital in completing a sales because if the sale person is unsure or negative about the product then so will the customer. This is because they rely and trust the sales person and feel that they know the product better than anyone does. When I was doing my presentation I think that was answering all questions the customer and I answered best to my knowledge and I remain positive during the presentation and there was any question that the customer asked me which didn't give an answer to it Closing the Sale Confirming the Order and Future Arrangements- I believe that this is the last but most important part of the sale process because this is the part where all the hard work and the knowledge pays off. I think that my closing sales was good due fact that I made an offer the customer liked the car I show to him and I also offered a lot of benefit as such GPS and CD player to the customer. This was good for the customer because they think that they getting value for money but this are very costly for the company and I also offer the customer after sales after which was a guaranty and I offered the customer a warranty which was for 5 year and the customer accept but it cost the customer more money. As the future arrangements I delivered the car to the car which the customer really likes it because he felt more comfortable with me delivering the car to him and he said that he tell his family and friend about how good my services was 1 Liban Mohamed ...read more.

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