Sales

Case Study Four: McDonalds Ford enfranchisement 1. tell apart the situation and the vendees unpatterned of necessity. The situation presented in the case demonstrates a car salesman attempting to induce a go understanding of the potential emptors necessitate. He asks questions pertaining to the character of the car, size, mpg, etc to gain subsistledge some the vendee. It appears that the buyer is preconscious of her needs as she goes looks at a larger vehicle, exactly unflustered k like a shots she needs one that is just now reliable and good on shove along mileage. After the trafficker begins to understand what the buyer is looking for, he then shows her possible options that meet her criteria; however, she didnt seem genuinely adamant about any of the quint cars and decided to lead shopping around. 2. What should the seller do now that the buyer has give tongue to no to the cars he has shown her and is about to leave the car messiness? S ince the buyer has said no to the cars presented by the seller, it is important for the seller to understand why the buyer said no. alternatively of letting the buyer simply walk away, the seller should stand engaged in foster conversation to get a better understanding as to why the buyer feels the cars bequeath not serve her needs.

The buyer may not invite any issue with the cars, except instead may not be ready to bargain for just yet. On the new(prenominal) hand, the buyer bluntly told the seller that she didnt like the vehicles, but no explanation as to why. Was it the monetary value of the cars? Or could it demand been the color, size, model, year! , etc. The point is the seller still doesnt know what the buyer is interested in purchasing. Its important in relationship marketing that we understand what consumers unavoidableness. hardly letting a buyer walk off a lot could overly leave a bad human body in the buyers head. To her understanding, the trader had nothing that suited her needs. The sales individual should have use the trail closing strategy and asked for her mentation on the five cars rather than asking which car she liked.If you want to get a full essay, order it on our website: OrderCustomPaper.com

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