Summary of Automobile Practice (2)

Automobile practice summary 3000 words

On the other hand, in the whole process of selling services, we found the shortcomings of this sales model. First of all, after-sales service is undoubtedly important for the four elements of 4S. A perfect service system can bring customers a sense of trust and security, and at the same time strengthen the contact between specialty stores and customers, which is very important for specialty stores. Although the biggest function of 4S shop is selling cars at present, in the long run, its bigger function should be after-sales service. In the whole profit-making process, the proportion structure of vehicle sales, accessories and maintenance is 2: 1: 4. The profit of maintenance service is the main part of automobile profit, which is also obvious to franchise stores. The reason why foreign developed countries set up specialty stores with a radius of 50 kilometers is mainly to provide comprehensive after-sales service. At present, China is just the opposite. It only pays attention to selling cars, and its service is relatively backward. For the fiery domestic automobile sales market, one day there will be more maintenance business than selling cars, and 4S shops without regional planning will also face difficulties. Take Beijing as an example. Because of urban planning, it is impossible for 4S stores to develop in urban areas, because the repair department will produce pollution and noise. More and more 4S stores have to be built on the edge of the city, which brings great inconvenience to the maintenance and repair of cars. This contradiction has been exposed to dealers at present. Some experts predict that the future sales service should be developed to the community, forming a chain after-sales service system, and quick repair shops will become the future development trend.

At present, some automobile manufacturers have fully considered this development trend and launched? Limited area exclusive franchise chain operation mode? Its core content is to build a large-scale 4S franchise store, but different from other brands, in the future, 4S stores will also build a number of franchise stores in the planning, which are called? Flagship store? And then what? Community store? The relationship. Other car manufacturers say that as consumers, they don't have to go to 4S stores all the time, such as changing glass and repairing tires, but they don't have to go to 4S stores. Consumers need more convenient, high-quality and cheap services, but now many 4S stores are not only long-distance but also expensive. Plan to develop dealers in a certain area of a city. First of all, it is necessary to establish a distributor that supports 4S. Flagship store? At the same time, in other parts of this region, the flagship store has invested in the construction of a number of community stores with car display and quick repair functions. When the consumption capacity around the community store reaches a certain demand, it can also be upgraded to a flagship store. What if the owners of the community meet the requirements? Close to purchasing power, close to quantity? The principle is that it can be built as long as it is necessary, such as automobile trading market, automobile avenue and large residential area, which may be the places where community stores take root.

During the months of internship in Chevrolet 4S shop, I have many things to sum up and be happy about. I realized that many seemingly simple jobs actually contain a lot of knowledge and are worth thinking about. We should not look down on our talents, which is the common problem of our college students now. Think more when you work, not only ask others how to do it, but also ask yourself why. Why are you doing this? Why is this good and other methods are not feasible? Anyway, we must study hard so that we can make progress and make rapid progress.

In short, in this internship, I stepped out of the school's shelter and began to contact the society to understand the nature of our future work. Not only did I increase my professional knowledge, but I also gained enough social experience in dealing with people. And I know where to make up my studies and where to go in the future. During my internship, my colleagues, sales manager and internal trainer all gave me great help. They told me the truth of doing things and taught me how to do business well. I want to thank them for their help!

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With the rapid development of China's economy and the continuous improvement of people's living standards, people's consumption concepts and demands are constantly changing. As a high-end consumer goods, cars are increasingly favored by the younger generation and successful people. In recent years, automobile trading companies have mushroomed in provincial capitals, and the forms of automobile trading companies are generally introduced from abroad? 4S？ Shop form, in the case that the domestic automobile sales market is not saturated, this shop-based sales method accounts for more than 90% of sales. Only a few models such as minibuses, minibuses, heavy trucks and vans have made great efforts in personnel promotion, and cars are all sold in stores. Today, when building a well-off society in an all-round way, cars have entered more and more people's families and become ordinary people's trips.

First, the purpose of the internship:

1. Through practice, we can deepen our understanding of the position and role of automobile specialty in the national economy, consolidate our professional thinking and stimulate our enthusiasm.

2. Understand the management mode of the company, further deepen the understanding of theoretical knowledge, and further familiarize yourself with the application of theory and skills in practice.

3. Understand the brands, prices and performance of XXXX cars.

4. Adapt to the society faster, improve their own quality, learn more sales skills, and learn to contact and communicate with customers.

2. Time: XX year X month X day? X month x day

Three. Location: XXXX

Four. Company composition: sales department, maintenance department and comprehensive office of finance department.

Salesman: Manager: XXX

Sales consultant: XXX

Information officer: XXX

Verb (abbreviation of verb) Practice content:

1. Master the modern sales process in Beijing.

Get on well with the sales staff and learn more from them.

3. Learn to use the corresponding sales skills

4. Better understand all aspects of automobile information and compare various models.

5. Do you really understand? 4S shop? Meaning of

The intransitive verb automobile sales process:

1. Reception: The most important thing in reception is initiative and courtesy. When a salesperson sees a customer visiting, he should immediately come forward and greet him with a smile. If accompanied by other customers, communicate with the accompanying customers with eyes. While making eye contact, the salesperson should briefly introduce himself and shake hands with the customer politely, and then ask the customer what help he needs. Try to be warm and sincere.

2. Consultation: The purpose of consultation is to collect information about customer needs. Salespeople need to collect all the information of customers as much as possible in order to fully explore and understand the accurate car purchase needs of customers. The salesperson's inquiry must be patient and friendly. Moderation and trust are very important at this stage. When answering customers' inquiries, salespeople should have a good grasp of the appropriateness of services, neither under-serving nor over-serving. At this stage, customers should be allowed to express their opinions at will and listen carefully to understand their needs and wishes, so as to sell more effectively in the subsequent stage. Moreover, at the beginning of the reception, the sales staff should take the corresponding promotional materials to the customers for inspection.

6. Sign the contract: there should be no tendency to rush for success in the closing stage, but customers should be given more time to consider and make a decision, but the sales staff should skillfully strengthen customers' confidence in the purchased products. When handling the relevant documents, the sales staff should strive to create a relaxed signing atmosphere.

7. Delivery: In order to ensure that the vehicle is unscathed, the salesman should clean the vehicle and keep the body clean before delivery.

8. After-sales tracking: Once the car is sold, we should always pay a return visit to the customer to keep abreast of the customer's evaluation and use of our car and remind the customer to do a good job in maintenance.

3. Vehicle introduction: The most important thing in the vehicle introduction stage is pertinence and professionalism. Sales staff should have professional knowledge of the products they sell, and at the same time fully understand the competing models, so as to constantly compare their own products in the introduction process, highlight their selling points and advantages, and thus improve customers' recognition of their products.

4. Test drive: During the test drive, customers should focus on the experience of the car, avoid too much conversation, and let customers focus on getting the first experience and feeling of the car.

5. Quotation negotiation: usually price negotiation. Sales staff should pay attention to ensure that customers have fully understood the information about prices, products, offers and services before the price negotiation begins.

Seven. Internship summary:

The short internship period has passed, and the internship experience in XXXX Xingtai Peng Jing Store has given me a profound experience, which has taught me what I can't learn from books, taught me how to get along with customers, and made me realize that many things in life are not so easy to do, and I must rely on my constant efforts and perseverance to do well. When I first went, I believed that since there was a new beginning, there would be new gains. So I went early on the day of registration, met with Manager X soon, and then I went to work, so I started my future work with Xiao X and got off work from 7: 40 am to 6: 00 pm every day. I could bear it for a few days at first, but I was particularly tired in the next few days. I ride my bike every day and carry my tired body back to school. I don't even want to eat, I just want to have a good sleep. But after a long time, I accepted the test of time. Those people in the shop are easy to contact, and sometimes we have fun, but no one feels teased, especially Sister Juan and Brother Su, who are the funniest. They are a pair of stooges, always freeing us from some boring jobs. Sometimes washing the car makes me particularly depressed. The lowest car in XXXX is1.425m. I am too small to reach the roof. I only clean the car body every day, not the roof, so I can't finish cleaning a car. My main task is to clean the car. By the way, you can learn some sales skills from the salesman and communicate with customers. I was born a shy boy. Sometimes, although I have contacted customers, I am always afraid of saying the wrong thing. I remember once, a customer asked me to tell him something about the engine. Just listening to what he said is bigger than me. I was a little stupid then. I don't know where to start, but I'm afraid that saying the wrong thing will make people laugh. I also feel that he is deliberately teasing me to see that I am new here. Luckily, Silver helped me at that time, but I didn't mind. This may also be a good thing. I know where my obstacles are and correct them later. On the last day of my internship, I finally had the opportunity to get in touch with my clients thoroughly. I took the key to the garage to see the XX car he wanted. When I got there, I gave my client a brief introduction and began to answer his questions. Soon our time will be over, and I feel that my answer is not bad. This is the actual result of the internship.

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