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WorksheetsINFINITI Sales Process Pre-Test
Total questions: 20
Worksheet time: 10mins
Total Ownership Experience (TOE) is:
The heart and soul of INFINITI
Our highest business priority
Our greatest differentiator
All of the above
On which of the below TOE pillar do we have an impact?
Premium product
Unique environment
Where you are treated as honored guest
Hangout spot
What is the benefit of the IREDI concept?
Represents a new and unique experience
Delivers a standard experience across the region
Both A & B
None of the above
What is the first step of sales process?
Prospecting
Greeting
Follow-up
Presentation
During the prospecting stage, where do we look for prospects?
Familly
Friends
Social contacts
All of the above
Over the phone, you need to sell:
An appointment
Your brand
Yourself
All of the above
Why is it important to update the status of the leads on Sales Force?
To promote the brand
To deliver TOE
To assist marketing & CRM teams to allocate marketing budgets on the most beneficial channels/activities/campaigns
None of the above
Center Host has to introduces the customer to the sales consultant.
True
False
The ultimate goal of consulting stage is to find:
Client’s hot buttons
Open-ended questions
If the customer wants to trade-in his/her vehicle
Seal the deal
During the consulting stage, you need to:
Present the vehicle in the best way
Be an active listener
Greet the customer in the best way
Show hospitality
During the presentation stage, you need to:
Use “one size fits all” presentation type
Disclose the price of the car
Conduct a presentation the targets client's hot buttons
None of the above
The last step of the presentation stage is offering a guest drive.
True
False
FABS stands for:
Feature, Advantage, Best, Success
Feature, Advantage, Benefit, Story
Famous, Alternative, Benefit, Score
Facts, Alternative, Benefit, Sort
The objective of the guest drive stage is to:
Find out the client’s hot buttons
Provide a dynamic demonstration of the features and benefits
Obtain the customer’s driving license copy
None of the above
What are the benefits of the guest drive?
Hear/see buying signals
Opportunity to use trial close questions
Creates mental ownership
All of the above
''How do you like it?” is an example of trial close question?
True
False
At which stage should the trade-in be offered?
Presentation
Guest drive
Consultation
Investment proposal and financial transaction
During the handover stage, when the documents should be ready?
Once the Customer arrives
Before the Customer arrives
After vehicle's orientation
During the vehicle's orientation
After the vehicle handover, follow up should be made within:
24 hours
36 hours
48 hours
Anytime
When should you ask for referrals?
At consultation stage
At guest drive stage
At handover stage
At follow-up stage
