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Subject:
Why is the "used car salesman" turnover sales technique ineffective?
Category: Business and Money > Advertising and Marketing Asked by: logicalboyla-ga List Price: $50.00 |
Posted:
17 Jan 2003 12:19 PST
Expires: 16 Feb 2003 12:19 PST Question ID: 144843 |
I am looking for 2-3 (or more) articles from within the past 5 years and from either (small to large) national publications or major local publications regarding how the old "used car salesman" technique of sales, whereby a salesperson does his or her pitch and then turns it over to someone else in the office (a manager, or someone else pretending to be a manager) to close the deal, and how it is less effective than more modern customer focused selling sales techniques (SPIN selling) where a salesperson handles the customer's needs from start to finish and establishes (and where industry appropriate, maintains) a relationship with the client. I don't need the articles themselves, just enough bibliographic information to purchase the article myself. Example citation: "Used Car Sales Turnover Technique Now Seen as Outdated;" Janet Jones; December 1, 2001; Los Angeles Times. I'm not necessarily looking for articles about used car sales people, per se, I'm looking for articles about how and why the "turnover" sales technique is out of favor and ineffective. | |
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There is no answer at this time. |
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Subject:
Re: Why is the "used car salesman" turnover sales technique ineffective?
From: angy-ga on 13 Feb 2003 23:01 PST |
It's also used extensively in the Holiday Ownership (time-share) market. We have a genuine interest in the schemes, but have so far refused to buy because after we have established a rapport with the sales assistant, we have been handed over to a hard-sell manager who has tried to force us to accept a financing package. We are only interested in paying in full up front. So guess what, what they are really selling is financing.... |
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