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Purchase Decision Process

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Questions and Answers

What should be detailed for the customer to understand the offer effectively?

The warranty information in a separate document

The purchase price along with specifications and costs (correct)

The final selling price without any additions

The total purchase price including service charges

What is the importance of confirming the model and trim level to the customer?

It helps in upselling additional products

It simplifies the paperwork process

It allows for an accurate price negotiation

It ensures the customer feels secure about their choice (correct)

Why is it essential to book an appointment to discuss finance options?

To create urgency in the purchasing process

To ensure the customer feels committed before finalizing the deal

To enhance the dealership's reputation

To provide the customer with detailed pricing plans (correct)

What role does documenting dealership commitments in a database serve?

<p>To prevent any potential disputes later (A)</p> Signup and view all the answers

What is the benefit of obtaining an eSignature from the customer?

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

Flashcards

Purchase Price Presentation

A document that clearly details the entire purchase price, including specifications, accessories, and costs.

Model and Availability Confirmation

Ensuring the specific car model and trim level, along with any additional options or accessories, are actually available for purchase.

Finance Options Appointment

Offering the customer the opportunity to schedule a meeting to discuss various financing options.

Dealership Commitment Documentation

Recording all commitments and promises made by the dealership in their customer relationship management (CRM) system.

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eSignature for Purchase Commitment

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

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Study Notes

Purchase Decision Process

Present the total purchase price clearly, including all specifications, accessories, and costs, ensuring the customer understands the offer.
Confirm the availability of the chosen model and trim level, detailing factory-fitted options and dealer-installed accessories.
Offer to schedule a meeting to discuss financing options.
Record all dealer commitments and promises in the dealership's database (CRM/DMS).
Obtain an electronic signature from the customer to solidify the purchase agreement, if possible.

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Description

This quiz focuses on the key steps involved in the purchase decision process in automotive sales. Key areas include pricing transparency, model availability, financing options, and documenting dealer commitments. Test your knowledge on how to enhance customer satisfaction and ensure a smooth purchasing experience.