Sales Consultant

6 days ago

Pune, India B.U.Bhandari Motors Pvt. Ltd. Full time
Job 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  

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