2002 e-Business Training

Dealer Commitment Level

1.
2.
3.
4.

What is their strategy?

What is their process?
What technology obstacles exist?
Which skill sets need to be honed to maximize
their efforts?
5. Review Metrics (closing rate, lead volume,
contact ratio)
Y O U R

I N T E R N E T

S A L E S

C O N N E C T I O N !

2002 e-Business Training

Ensuring Proper Content for a

Interactive Web Site

New and Used Inventory

Specials
Finance Page
Pricing
Extended Warranty Policies

Y O U R

I N T E R N E T

S A L E S

C O N N E C T I O N !

2002 e-Business Training

Lead Management

Response Time
Lead Notification
Automatic Response
Follow up
Bulk Email
Reporting
Y O U R

I N T E R N E T

S A L E S

C O N N E C T I O N !

2002 e-Business Training

eMail to Appointments
Rehearse and role play so the ISM is
skilled at selling appointments over the
phone
Confirmation of Set Appointments

Y O U R

I N T E R N E T

S A L E S

C O N N E C T I O N !

2002 e-Business Training

Dealer and Customer Process for:

Best Price
Trade Value
Save a Deal Meetings
Key Automotive Web Sites

Y O U R

I N T E R N E T

S A L E S

C O N N E C T I O N !

2002 e-Business Training

Long Term follow-up

Creating a systematic approach for weeks
1-7 and beyond
Bulk e-mail composition (adding Pictures, Links
and Coupons)

Bulk e-mail strategies (When, What, Subject Line

Composition)

Y O U R

I N T E R N E T

S A L E S

C O N N E C T I O N !