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Product strategy-meeting customer Needs

Several weeks ago, mary Thompson fell in love with the new scion coupe (automobile). A test drive convinced her to place an order. What happened next was very frustrating. The salesperson, Tim Smith, immediately started recommending options mary could add to the basic car model she was interested in. Options like a sorting wheel and true package (1,565), ground effect trim (995), a performance exhaust system (525), and a satellite radio tuner and antenna (449). Sudde2 the price of the basic car, 15, 950, jumped to 19,000 much more than mary had planned to spend. She returned home with2 placing her order.

What happened in this situation? What kind of atmosphere did tim create that made this process ftusting for mary, and lost him a sale? if you were the sale "Trainer" for the sales people in this car dealership, what ways could you train tim( and the rest of the sales staff) to improve his (and their) ability to "position" this product in order to meet the every customer needs?

Financial Management, Finance

  • Category:- Financial Management
  • Reference No.:- M93052687

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