Utilizing the Concepts of Modern Automotive Sales will increase both volume and gross profit for any and all consultants who choose to take the time and master the strategies, tactics, and word tracks presented. The sales process used for decades in the automotive sales industry has long been proven and effective. Moving into the 2020s, with all of the resources and data available to the consumer, the time is now for an augmentation of sorts. Modern concepts will enable sales consultants to be more efficient and productive with this in consideration. This book and the material it presents are not a deviation or an alteration, but a supplementation to current strategies and tactics. In a simple format, such ideas will allow for better communication with all consumers. Our words will be heard because the customers will be more receptive. Learn and grow now.
Delivering more vehicles and creating more income only scratches the surface of Beyond the Walkaround. The "New Vision" takes sales consultants on a journey unlike any other. Create the ideal environment that allows for customer comfort and consultant confidence, the true key to success in all sales. Learn to counter, transition, and close like you never have before. Author Rob Hamilton takes us all on a fun trip through the realm of car sales. Go beyond the basics and uncover key skills and knowledge that will make you the best in the world at what you do. It's here for anyone wishing to dive into this interesting and exciting career. Learn about overcoming and countering any and all concerns and objections. Whether these relate to price, payment, trade-in, or anything else, you will be prepared. Learn how to put all of your new-found skills together to close and deliver more units while holding more profit. Discover the value of proper follow-up and how to see past the first customer to a future of many. If you are new to the business, have been in a long time, or are struggling a bit, buy this book. You cannot be without it.
Marketing is a crucial function within businesses that involves activities aimed at promoting and selling products or services to customers. Here’s an overview of what marketing encompasses: Definition of Marketing: Marketing can be defined as the process of planning, executing, and managing activities that facilitate the exchange of goods or services between producers (companies) and consumers (customers). It involves understanding customer needs and preferences, developing products that meet those needs, determining pricing strategies, promoting products through various channels, and ensuring products are available to consumers at the right place and time. Key Elements of Marketing: Market Research: Gathering and analysing information about consumer needs, preferences, behaviours, and market trends to identify opportunities and make informed decisions. Product Development: Creating and designing products or services that satisfy customer needs and differentiate them from competitors’ offerings. Pricing Strategy: Determining the optimal pricing strategy based on market research, competitive analysis, cost considerations, and perceived value to customers. Promotion and Advertising: Developing promotional campaigns and advertising strategies to communicate product benefits, build brand awareness, and persuade customers to purchase. Distribution and Sales: Planning and managing the distribution channels (retailers, wholesalers, online platforms) to ensure products reach customers efficiently and are available where and when they are needed. Customer Relationship Management (CRM): Building and maintaining strong relationships with customers through personalized communication, customer service, and loyalty programs to enhance satisfaction and retention. Importance of Marketing: Business Growth: Effective marketing drives sales and revenue growth by attracting new customers, retaining existing ones, and expanding market reach. Competitive Advantage: Well-executed marketing strategies differentiate products or services from competitors and position the brand as a preferred choice in the market. Customer Insights: Market research and customer feedback obtained through marketing activities provide valuable insights for product improvement, innovation, and addressing changing market demands. Brand Building: Marketing builds brand equity by enhancing brand awareness, perception, and reputation among consumers, which influences purchasing decisions and supports long-term business success. Marketing Strategies: Digital Marketing: Utilizing online channels such as social media, search engine optimization (SEO), content marketing, and email campaigns to reach target audiences effectively. Segmentation and Targeting: Identifying specific customer segments with distinct needs and preferences, and tailoring marketing efforts to address those segments effectively. Integrated Marketing Communications (IMC): Coordinating various marketing channels and messages to deliver a unified and consistent brand experience across platforms. In summary, marketing is a dynamic and multifaceted discipline essential for businesses to understand, attract, satisfy, and retain customers. It plays a pivotal role in driving business growth, enhancing competitiveness, and building strong customer relationships in today’s competitive marketplace.
This book has proved its worth over the years as a text for courses in Production Management at the Faculty of Automotive Engineering in Turin, Italy, but deserves a wider audience as it presents a compendium of basics on Industrial Management, since it covers all major topics required. It treats all subjects from product development and “make or buy”-decision strategies to the manufacturing systems setting and management through analysis of the main resources needed in production and finally exploring the supply chain management and the procurement techniques. The very last chapter recapitulates the previous ones by analysing key management indicators to pursue the value creation that is the real purpose of every industrial enterprise. As an appendix, a specific chapter is dedicated to the basics of production management where all main relevant definitions, techniques and criteria are treated, including some numerical examples, in order to provide an adequate foundation for understanding the other chapters. This book will be of use not only to Automotive Engineering students but a wide range of readers who wish to gain insight in the world of automotive engineering and the automotive industry in general.
Fundamentals of Automotive Technology: Principles and Practice covers crucial material for career and technical education, secondary/post-secondary, and community college students and provides both rationales and step-by-step instructions for virtually every non-diagnosis NATEF task. Each section provides a comprehensive overview of a key topic area, with real-life problem scenarios that encourage students to develop connections between different skill and knowledge components. Customer service, safety, and math, science, and literary principles are demonstrated throughout the text to build student skill levels. Chapters are linked via cross-reference tools that support skill retention, critical thinking, and problem-solving. Students are regularly reminded that people skills are as important as technical skills in customer service fields.
Modern Automotive Technology details the construction, operation, diagnosis, service, and repair of late-model automobiles and light trucks. This comprehensive text uses a building block approach that starts with the fundamental principles of system operation and progresses gradually to complex diagnostic and service procedures. Short sentences, concise definitions, and thousands of color illustrations help students learn quickly and easily The 1998 edition has been extensively revised and provides thorough coverage of the latest developments in the automotive field, including OBD II diagnostics, IM 240 testing, misfire monitoring, air bag systems, anti-lock brakes, and security systems. Organized around the eight ASE automobile test areas, this text is a valuable resource for students preparing for a career in automotive technology, as well as experienced technicians preparing for the ASE Certification/Recertification Tests.
Concept of the Corporation was the first study ever of the constitution, structure, and internal dynamics of a major business enterprise. Basing his work on a two-year analysis of the company done during the closing years of World War II, Drucker looks at the General Motors managerial organization from within. He tries to understand what makes the company work so effectively, what its core principles are, and how they contribute to its successes. The themes this volume addresses go far beyond the business corporation, into a consideration of the dynamics of the so-called corporate state itself. When the book initially appeared, General Motors managers rejected it as unfairly critical and antibusiness. Yet, the GM concept of the corporation and its principles of organization later became models for organizations worldwide. Not only businesses, but also government agencies, research laboratories, hospitals, and universities have found in Concept of the Corporation a basis for effective organization and management. Because it offers a fundamental theory of corporate goals, this book is a valuable resource for business professionals and organization analysts. It will also be of interest to students and professionals in economics, public administration, and political science. Professional and technical readers who admire Peter Drucker's work will want to be certain this volume is in their personal library. At a time when everything from the size to the structure of corporations is being questioned, this classic should prove a valuable guide.
This is the story of six extraordinary men who each built something from nothing, redefined the automotive industry after World War II, and redirected its course for the future: Henry Ford II (visionary autocrat with an iron will), Shoichiro Honda (most successful automotive entrepreneur since Henry Ford I), Eberhard von Kuenheim (founder of the modern BMW), Lee Iacocca, Ferdinand Piech (builder of Volkswagen Group) and Robert Lutz (who left retirement at 70 and is still highly influential at General Motors). What made them special was the sheer volume of fundamental change they brought to the largest industry in the history of the world. They not only re-shaped the auto business, the six made a sizable dent in the societies they lived in. To a man they were great cognitive thinkers. Their minds worked with animal speed, even instinct speed. But more than anything these were brave and cantankerous souls who rode the waves of history. Each could see the future. They could just make it out-sometimes imperfectly, but could see it nonetheless. They took a business that had begun to mature and decline by the 1930s and found ways to make it fresh and whole again.- The compelling story of the global car business over the past half-century.- A lively and engaging narrative that recounts some times collaborative, sometimes archly antagonistic interactions among the men- Full of business revelations at the highest level, written by a journalist operating at the heart of the industry- Global appeal that shows how automotive groups in the USA, Europe and Asia have influenced each other- A business story interlaced with personal details that explains why the six were determined to be successfulAbout the AuthorFor two decades, Richard Johnson has worked for Crain Communications, publisher of the world's leading automotive business publications. Founding editor of Crain's Automotive News Europe, he has been a reporter and editor for the group in Detroit, Tokyo, Frankfurt and London. He is currently a senior editor with Automotive News in Detroit and regularly talks to the most senior executives in the leading car manufacturing groups.
