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Automobile Salesperson

Real-Life Activities

Real-Life Decision Making -- Solution

You bring in someone who knows more than you do.

It stings a bit, but you say to the couple, "I'll be honest with you: I'm brand new here and although I know a lot about this car, I don't really know much about that certain spec. If you can hold on one second, I can grab someone who knows a bit more about it."

They are happy to wait while you ask someone else, and clearly don't think less of you for it. And while your co-workers give you some friendly teasing about having to ask for help, it's all in good fun. Plus, you get the last laugh: you end up making the sale, thanks to the help you received. The couple even says they'll recommend you to their friends and that they appreciated your honesty in saying that you didn't know everything about the car.

"Decision-making skills are important in determining which strategies to pursue when dealing with customers," says Michael Royce, a consumer advocate and former car salesman.


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