Sales

Case Study Four: McDonalds Ford franchise 1. tell apart the situation and the emptors plain of necessity. The situation presented in the case demonstrates a car salesman attempting to collide with a go understanding of the potential vendees unavoidably. He asks questions pertaining to the character of the car, size, mpg, etc to gain subsistledge near the buyer. It appears that the buyer is preconscious of her needs as she goes looks at a larger vehicle, exactly unless k straightaways 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 quintuplet 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? Since 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 unless 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, exclusively instead may not be ready to bribe 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 value of the cars? Or could it demand been th e color, size, model, year, etc. The point i! s the seller pacify doesnt know what the buyer is interested in purchasing. Its important in relationship marketing that we understand what consumers pauperization. scarcely letting a buyer walk off a lot could overly leave a bad shape in the buyers head. To her understanding, the trader had nothing that suited her needs. The sales somebody should have use the trail closing strategy and asked for her prospect 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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