The purpose of the shadow was to gain an understanding of how the world of sales works as well as connect classroom learning to real world opportunities. On September 28, 2015, I arrived at the Mercedes-Benz of Hagerstown at approximately nine o’clock in the morning to start my shadow experience with Chandra Dickson. Chandra is new to both Mercedes-Benz of Hagerstown and the automotive industry. However, she possesses a diverse background that has built a great skill set and personality suited for sales and leasing. As the book states, everyone sells! So despite her lack of experience in sales, I was still was eager to shadow her and gain a realistic picture of the everyday aspects of a sales workplace.
Observing Chandra Dickson provided me with an excellent opportunity to learn about how salespeople function within the sales community. In order for the dealership operations to run smoothly and efficiently, each member had to perform their daily tasks and responsibility. So, Chandra and I started our morning with a tour of the facility and she introduced me to the Mercedes-Benz of Hagerstown staff. Then we had a quick sales meeting with the e-Commerce Director, Nikole Ferguson. Nikole provided …show more content…
The sales manager greeter him and decided to give the potential customer to Chandra and I, so I can get a first had experience on the process of selling a vehicle. We first sat down with the customer and determine the buyer’s needs and wants through the L-O-C-A-T-E method. The L-O-C-A-T-E method is uncovering a customer’s important buying needs through: listening, observing the prospect, combining, asking questions, talking to other about the prospect’s needs, and empathizing with the customer (Futrell, p. 81). Once those needs were uncovered, we preceded to show the customer the vehicle and take it for a test drive. As we were showing the vehicle the
Observing Chandra Dickson provided me with an excellent opportunity to learn about how salespeople function within the sales community. In order for the dealership operations to run smoothly and efficiently, each member had to perform their daily tasks and responsibility. So, Chandra and I started our morning with a tour of the facility and she introduced me to the Mercedes-Benz of Hagerstown staff. Then we had a quick sales meeting with the e-Commerce Director, Nikole Ferguson. Nikole provided …show more content…
The sales manager greeter him and decided to give the potential customer to Chandra and I, so I can get a first had experience on the process of selling a vehicle. We first sat down with the customer and determine the buyer’s needs and wants through the L-O-C-A-T-E method. The L-O-C-A-T-E method is uncovering a customer’s important buying needs through: listening, observing the prospect, combining, asking questions, talking to other about the prospect’s needs, and empathizing with the customer (Futrell, p. 81). Once those needs were uncovered, we preceded to show the customer the vehicle and take it for a test drive. As we were showing the vehicle the