POLOPOLO

Volkswagen. Das Volkswagen. Das Auto. Auto.

REASON OF THE RESEARCHREASON OF THE RESEARCH

• It determines the manner in which a potential customer is dealt with; when they visit the showroom.

• To determine the features of the car and the accessories that may be available with the car for a fee or a discount.

• To evaluate the salesperson’s performance.

• And last but not the least, to gather information about your experience.

PREPARATION YOU NEED TO DOPREPARATION YOU NEED TO DO• The specified car model and Variant (E.g. Model : Polo Variant : Comfort line)

• Competitor car you are considering .( If you’re at the VW showroom asking for a Polo, then make a mention to the

sales associate that you are considering a Maruti Swift as well. Also if you are visiting any competitor showroom, then mention that you are looking at purchasing a VW Polo)

• Your current car (Brand, model, age – If you do not have a car be prepared with necessary details of a car)

• Reason for not having your current car (E.g. given for repair)

• Excuse for not taking a test drive (E.g. not carrying Driving License)

• Relevant contact details (Name, Telephone, email)

MUST DO’sMUST DO’s1. Audits to be done only from Monday to Saturday.2. Audit to be done an hour after the showroom opens or an hour before the

showroom closes.3. Delivery date of the car to be mentioned in weeks.4. Price negotiation – Discount

( Ask for an additional discount of 10,000 – 30,000 even after he offers extras )

5. Enquiry for a Trade-in or exchange of the current car is a must.6. Finance options to be asked for if not mentioned.7. Obtain Price List/Quotation from the dealer.8. Test drive not to be taken, but specifically ask for it.9. Obtain business card / name and number of the salesperson you interacted with.10. Take a photograph of dealership as proof of visit.

PROOF OF VISIT NEEDED PROOF OF VISIT NEEDED

1. Business card of the associate

2. Picture of the outlet

3. Price List or a Quotation

* All the proofs are mandatory.

SPECIFIED CAR & MODELSPECIFIED CAR & MODELPOLOPOLO

BRAND MODEL VARIANT

Volkswagen Polo Comfortline (1.2 cc - Petrol)

Maruti Swift VXI (1.2 cc - Petrol)

Hyundai I20 Magna (1.2 cc - Petrol)

Skoda Fabia Ambition Plus (1.2 cc - Petrol)

Ford Figo EXI (1.2 cc - Petrol)

Honda Jazz Select (1.2 cc - Petrol)

* All the models mentioned here are Petrol.

THE QUESTIONNAIRETHE QUESTIONNAIRE

First ImpressionInitial Contact

Salesperson’s GreetingAnalysis of Requirement

Product PresentationProvision of InformationProduct Argumentation

Price NegotiationTest Drive

Behavior at the end of the meetingCustomer Experience

PRICE NEGOTIATIONPRICE NEGOTIATION

• Price of the requested version and price obtained after negotiation.

• Salesperson’s reaction when you asked for an additional discount.

• Trade-in (exchange) offer for your old car and subsequent details.

- Kindly ask for exchange options if not offered

• Special finance, insurance or warranty options.- Kindly ask for finance options if not offered

• Written Quotation/Price List for the car.

TEST DRIVETEST DRIVE

• Note if you are requested to take a test drive of the specific model or else request for one.

• Duration of the test drive offered

YOU MUST NOT TAKE A TEST DRIVEMake an excuse to avoid a test drive !!!

AUGUST 2012AUGUST 2012Kindly follow the guidelines provided in this

presentation. Your report will not be accepted if there are any deviations from the same.

BEST OF LUCK !!!BEST OF LUCK !!!