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NEWS
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In Demand: Internet Sales Professionals and Online Buyers
Results from J.D. Power’s Dealer Satisfaction with Online Buying Services Study
by Kristen Stanton
J.D. Power and Associates' 2003 Dealer Satisfaction with Online Buying Services Study yielded great news for both auto dealers and the online automotive industry. With lead volumes exploding and close rates to match, dealers showed increasing satisfaction with online buying services. One of the most compelling findings to come out of the study, which probably comes as no surprise to our readers, is the growing importance of Internet sales professionals.
[FULL STORY]
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101 Internet Sales Objections
Interview with author Eddie Coleman
101 Internet Sales Objections is the second book this year from Edward Coleman, author of Mastering the Art of Selling Cars Online. For this issue of the Dealix Dealer Newsletter, we sat down with Mr. Coleman to discuss how his latest book will help ISMs and other automotive sales professionals improve their selling game.
[FULL STORY]
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Hiring a High Caliber ISM
Finding the Talent that Drives Internet Sales
by David Kain
As the Internet department gains respectability throughout dealerships as a low cost provider of additional sales and profits, how you approach staffing will make all the difference in the level of success you achieve. Getting serious about putting the right person into this role can mean getting the maximum return on your investment.
[FULL STORY]
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Vehicles with the Highest Close Rates
The Happy Meal Theory
by Kristen Stanton
In this month’s Top 10 List we took a look at the vehicles that had the highest close rates during the third quarter 2003. There are many variables that affect the potential for leads to end in a sale: lead quality; the skill level of the ISM; incentives; the level of support from the dealership and OEM; etc. However, we have a theory about another variable - the build complexity of the vehicle.
[FULL STORY]
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