GM Sales Tests

[J-R10-5]

One of the reasons I don't sell new cars besides only working three days a week are the friggen New Car sales tests - they suck!!

43 years ago when I began working in the auto industry we didn't have Lt 1-4 Z06 ZR1 option packages for the Corvette. You weren't required to pass product knowledge tests to sell. You wrote the deal - called GMC - got approved delivered the car. Commissions were healthy.

Today 90% of all new car sales are mini deals. Would you like to guess what a mini deal is? When your trade gets bumped guess whose commission that amount comes from? But to sell today you need to pass the product knowledge tests. Example: what colors can you get the Malibu in? Today when a person walks on the lot you show them your 43 Malibus you have in stock. 95% of the time the sales associate runs to his PC to find the exact Malibu the customer asks for. No damn wonder auto sales are down. Few sales associates know how to sell.

For 2011 Chevy gets a new small car to replace the Cobalt. The Aveo also gets new skin. Everything else is carry over. We get a couple of new small engines one receives 40 mpg with a manual. Only 6% of folks can drive manual.

Couple of new car sales associates jumped up said I PASSED THE TEST. Kenny the new car S/M will get off my ass. I said I have a question. Fire away they said we know everything. Ok, those new 4 banger engines. How many connecting rods do they have? They didn't know: :rock:

The auto industry in the US is failing - We need more product knowledge tests
:omg:

[Nine Ball]

I used to train people at sales. Product knowledge was #1 on the list of effective salespeople. Even if there were not product tests required, the best salespeople still knew the answers to all those questions. I personally can't stand when a car salesperson has no clue about the product they are selling, as these are not cheap purchases to make.

If a McDonalds employee can remember what condiments come on a variety of burgers for $3, then a car salesguy should know what options are available for a $XX,XXX car.

[J-R10-5]

I think many of those tests are redundant B/S. When the Camaro was introduced the performance of the V6 was better than that of the Mustang GT - a selling point. Do you know Mr. Customer that v6 is the same engine found in the Caddy? Is that up selling - product knowledge or something else?

You do need to know product knowledge - you need to know how your product differs from other similar products. You need fresh products to get folks interested in coming through the door. I don't see many fresh products coming from GM only fresh product tests.

[demonspeed]

I don't see what the problem is in finding the car that a consumer wants. If I walk into a dealer, I expect them to find the car I want. Actually, I'll probably know what is on their lot because I searched online before showing up.

Salesmen are outdated. I can learn everything about the vehicle online from the manufacturer and forums such as this. When I'm ready to make a test drive, I don't need a salesman for that as I'm already aware of its features -- I'm just making sure they suit me in practice. Once that part is done, there should be a price -- just like going to grocery store. This is the price that everyone pays. Period.

Used cars, obviously, are a different animal, but for new cars, it should be easy as:

1. Build and Price car
2. Test drive and confirm
3. Sign papers without hassle

Salesmen aren't there for the consumer, they are there to put money in their wallet.

[Z Fury]

Once that part is done, there should be a price -- just like going to grocery store. This is the price that everyone pays. Period.

Agreed with everything you said, but emphasis on this. It is annoying as hell how many pricing levels they have the same car (Employee Pricing, Friends & Family Pricing, etc.). I know some people love going to dealerships and seeing just how low they can get the price, but I think they should just start there. I am not a good negotiator. I offer a price - if they say no, or "I'll have to check with the manager," I leave. I have better things to do with my time than haggle with some jackass that knows more about his cell phone than the car he is "trying" to sell me.

[demonspeed]

It is annoying as hell how many pricing levels they have the same car (Employee Pricing, Friends & Family Pricing, etc.).

Don't get me wrong -- I have nothing against an employee getting a discount, but the negotiating the price of a car is ridiculous. Same with incentives. Price the car for the market and make sales. If you've got to offer a $1500 incentive, then just drop the price of the car $1500.

[Ragtop 99]

Sales people that don't know the product are really annoying; especially those that have misinformation.

I also hate dragged-out negotiations. I'm ready to buy; cut the crap. With the vette, I was upfront with two dealerships about what I wanted and the price I was ready to pay. Had my checkbook on the salesman's desk. None offered a good price so I walked out and bought the car on the net. Two days later both dealerships call saying they can do better. Too late, jackasses...

[The Manalishi]

I hate salesmen that don't know shit.

[NJSPEEDER]

If the people I meet at dealerships have passed a product knowledge test I would hate to meet the ones that failed it. I have met smarter working at AutoZone.

-Tim

[demonspeed]

Too late, jackasses...

Heard that so many times. Why is it when you ask a dealer for their "best" price, they can always do better when the next guy beats their first "best?" What a crock the auto sales industry is.

Honestly, all that is needed are reps paid by the hour to simply make a test drive easy and facilitate the delivery. Maybe answer a few questions (ie: be knowledgeable about the product!), but otherwise, staying out of the money. Essentially, it's like going to an auto show. The reps would be paid by the manufacturer to represent the product, but that's it.

[J-R10-5]

I hate salesmen that don't know shit.

Great there are people here and they have an opinion - thanks.

I would expect folks on this web page perhaps might know more about a car it's performance than average Joe Dick sales associate who sells cars. Cars are cool and everyone has wanted to sell or has sold them in the past. But could't make a living doing it so they quit

We - you - are the minority. Sally school mom doesn't want a Camaro ZO6 or mini van. She has an old car with 125K, a 3 K balance, and wants to keep her payments at 250.00 or less because that is what she pays now. The guy in Washington says we need to cut back. Joe Dick sales associate sees more of those customers than the guy who thinks he wants a Grand Sport Corvette and wants to know what makes it different. We, the folks posting here, then get pissed off because Joe Dick doesn't know what we already knew but wanted to the test the I.Q of the sales associate. For 53K anyone here can have our Red 2011 Grand Sport. It's list is 59K I think.

Totally agree with the ONE PRICE for all. Saturn did that. Saturns mistake was trying to build too many different products that car folks like us recognized were other rebadged GM products. All GM wanted was volume - total units made and sold ie more money.

Rebates do get customers through the doors, Just like moon light madness sales - the manager is gone come make a deal sales etc. etc.

Somehow I think we need to attract more CAR FOLKS into the car business. We need FRESH PRODUCT. Lee Iacocca, perhaps mispelled as usual - that guy, said the following: In the car business you lead, follow, or get the hell out of the way. :secret: That comment was made 20 years ago - it still applies. Product knowledge helps a product stand out. Quality - good magazine reviews - word of mouth also help. :willy: We're required to take tests to sell each year - where the hell is our new product? That is all I am really saying in 10,000 words or less.

[demonspeed]

Somehow I think we need to attract more CAR FOLKS into the car business.

I dabbled in sales for two months about 8 years ago. I was too much of a car guy to do it because I cared about the cars and not about the closing. I could not relate at all to people who simply viewed their purchase as an appliance -- and I wasn't going to lie to them.

As for incentives, the only reason they are effective is because consumers have become conditioned to always expect them from the Big 3. People will wait for an incentive because they know there will be plenty. This also leads people to believe there is more room to negotiate from MSRP than there really is. If that entire philosophy would change, more people would feel comfortable with walking in and paying the price on the sticker. That's how it works with the European and Asian makes.

[Z Fury]

I had considered car sales as well, but there are just too many vehicles I don't give a shit about. It would be hard for me to sell an Aveo or any minivan because I just don't like them.

[demonspeed]

Besides selling boring vehicles, the hours are horrible. I value my M-F, 9-5.

[J-R10-5]

Boring - got that - How do you sell a Aveo, Malibu, Impala, Silverado, Avalanche, Tahoe, & Suburban? We do have newer Equal boxs, Traverse, Corvette, & Camaro - 2009 or newer designs. It takes GM 5 years to build a new product so back 5 years off of 2009 and it's 2004. Bottom line if you sell Chevrolet most of your product was designed in 2004 5 or 6.

But don't worry, surely you were, I'll always sell GM. Reality is reality.................. though.

My last day in auto sales will come. On that day I'll beat the young kids out to the customer. I'll smile, welcome them, introduce myself "Hi I am Rick and you are? Then I'll hit my closing line. Do you a co signer?" All the fXXXXXX product knowledge in world can't overcome a customer who can't buy.

That day isn't here yet. Still having fun - I enjoy the hunt too much to give it up. A used Aveo is still a unit. A unit equals dollars for the dealership. I get paid to be here work on the guns with the 20# dumb bell. Time for another set - off to another web page. If everyone is here who is at the Holly LS event?

That Corvette is 57 not 59 list.

[Ragtop 99]

I would expect folks on this web page perhaps might know more about a car it's performance than average Joe Dick sales associate who sells cars....Sally school mom doesn't want a Camaro ZO6 or mini van. She has an old car with 125K, a 3 K balance, and wants to keep her payments at 250.00 or less because that is what she pays now.

I'm not complaining just about guys who don't know jack about high performance cars. If I'm going to buy a minivan or a sedan, I still expect the salesperson to know the features of the car and how to use them during my test drive. I want to see how hard it is to take out the minivan seats or fold them down. How hard is it to use the built-in NAV system? If the sales rep can't do it, I assume it is a PITA and now am less interested in the car.

It would be nice if they knew the various options, but with all the alacarte options and packages in Detroit cars, I can understand needing a cheat sheet for that.

I'd guess having products that you believe in makes it easier to learn and sell them. If your selling a POS, it's hard to convince someone to buy it.