How important is sales force management in Scholfield Honda’s overall success? Why?

Answer: Roger Scholfield, owner and general manager of the dealership, attributes their company’s
success, both internally and with its customers, to the simple fact that they can train anybody to do
anything, but we can’t train you to be a happy person. To ensure that those on the front line of every
sale are the best in the business, Scholfield takes the new hire process very seriously. Every interview is
vetted by at least three senior people, and Scholfield meets each potential hire before a final decision is
made. The result is a staff of sales and service people who actually want to come to work every day and
who believe in the product they are selling. In sales, where trust and attitude is everything, that’s a
pretty big deal. Scholfield’s policy of “hiring good attitudes” is simple. Lose your good attitude, and the
door is just a few feet away.

Which step in the sales process is most important in a consumer’s decision to purchase a car that a
salesperson should emphasize more while selling?

Answer: According to the given passage, advertising of the product that is cars is considered to be very
important at Scholfoeld Honda, no matter its advertisement on radio, TV or billboards. According to
them advertising play an important role in consumer’s decision to purchase the car. . In addition, the
dealership provides a friendly atmosphere and an exceptional experience. Customers wish to be treated
well and they will have very positive attitudes toward those businesses that treat them well and make
them feel welcome. Being treated well in a friendly atmosphere is crucial for customer satisfaction with
dealership service subsequent to the purchase