Purchase Decision Criteria Overview

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Questions and Answers

What is the primary purpose of presenting the total purchase price to the customer?

To detail all specifications, accessories, and costs clearly (correct)
To promote the dealership's reputation
To impress the customer with a large number
To distract the customer from hidden fees

Which aspect of the purchase deal must be confirmed regarding the vehicle model?

The availability of the model and trim level along with options (correct)
The overall demand for that model in the market
The price difference compared to last year's models
The potential for future model changes

What is the significance of offering to book an appointment to discuss finance options?

It helps to generate a commission for the salesperson
It is primarily a formality with no real purpose
It allows for a thorough discussion of financing tailored to customer needs (correct)
It provides a chance to upsell additional dealership services

What should be documented in the dealership's CRM/DMS system?

<p>All dealership commitments and promises made to the customer (C)</p> Signup and view all the answers

What is the value of gaining an eSignature from the customer?

<p>It serves as evidence of the customer’s purchase commitment (B)</p> Signup and view all the answers

Flashcards

Presenting the Total Price

The total purchase price displayed clearly, including all specifications, accessories, and costs.

Confirming Availability

Confirming the availability of the specific model and trim level, including factory-fitted options and dealership-fitted accessories.

Offering Finance Options

Offering to schedule an appointment to discuss various financing options available for the purchase.

Documenting Dealership Commitments

Recording all dealership commitments and promises in the dealership's database.

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Gaining an eSignature

Obtaining an electronic signature from the customer to confirm their purchase commitment.

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Study Notes

Purchase Decision Criteria

Price Transparency: Present the total purchase price, outlining all specifications, accessories, and associated costs to ensure customer understanding.
Model Availability: Confirm the model and trim level's availability accounting for factory and dealership-installed options.
Finance Options: Offer a scheduled appointment to explore financing choices.
Dealership Commitments: Document all commitments and promises made within the dealership's database (CRM/DMS).
Customer Commitment: Obtain electronic signature (e-signature) if possible to confirm the purchase commitment.

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Description

This quiz focuses on the key criteria influencing customer purchase decisions in the dealership context. Participants will learn about price transparency, model availability, finance options, and commitments needed from both the dealership and the customer. Understanding these factors is essential for improving customer satisfaction and dealership effectiveness.