In the reading it says that their company’s success is both internally and with its customers. They say that they can train anybody to do anything, but they can’t train you to be a happy person”. (Boone, L.E. & Kurtz, D. L.; 2012). They have a new hire process that they take seriously so that no sells will be left out. They want to make sure that their staff is with people who come to work every day and believe in what they are selling. (Boone, L.E. & Kurtz, D. L.; 2012). That’s why they believe that trust and attitude is a big part of sales. By having a staff that is loyal, the company can build a relationship with their customers and they which bring them more business.
I think that the most important step in the sales process is when they work with their customers to see what they will sell their product for. In other car companies bargaining is part of the game of selling a car. At Scholfield they try not to make selling cars a contest, but instead a conversation. (Boone, L.E. & Kurtz, D. L.; 2012). It’s a good thing that they do this because when those customers have a good experience at their car dealership, then they may tell others about it and that will bring them more customers. It’s just like Koc said. He said that he “loves Honda” and his “whole family drives a Honda”. (Boone, L.E. & Kurtz, D. L.; 2012).
After watching the video, I found that sales force management in Scholfield Honda’s overall success is very important. It is very important because they want to control the customers experience not the customer. They try to get the customer involved and get everything that they need so that they can get ready to buy. They give their customers all vehicle options. They provide their customers with honest information and everything is upfront.
While watching the video I believe that they think that the most important step in the sales process is taking care of the customers that they have. Many other companies look for ways to bring in new...