This book contains one of the most unique approaches to modern day car buying. Instead of offering adivce that creates an adversrial relationship between the customer and the Dealership,the approach presented, provides insight as to how Dealerships operate and create profit. This book also provides a detailed description of the selling systems Dealerships employ to sell you a car. The second half of the book switches gears. With an understanding of how the Dealership's selling systems function to create profit, the reader is guided through a «step by step» approach of how to take control of those selling systems. In addition, this book addresses topics rarely discussed, such as maximizing trade-in value, identifying «target units,» and revealing the Dealership's hidden motivation to sell you a car potentially thousands below cost. It's done every day. This book also identifies the common mistakes customers make in car deal negotiations, as well as the «urban car buying myths» many customers believe and use to «beat up the Dealership.» Find out «what works» and «what doesn't.» The author, R.L.Bowman has over 20 years of experience in the Retail Sales/Automobile industry. Included in this book is an extra feature to answer any questions the reader may have. Don't let the price fool you, this is one of the most comprehensive books written on the subject of «how to buy a car.»
Оглавление
R. L. Bowman. A Unique Approach To Car Buying
A Unique Approach To Car Buying. R. L. Bowman
Dedication
Acknowledgements
Introduction
How Dealerships Operate and Profit
The Sales Department
The Finance Department
Understanding The Selling System
Maximizing Trade-in Value
Identifying Target Units
Research and Preperation
Getting Started
Purchase Versus Lease
Controlling The Sales Process
Negotiation “Laying The Foundation”
Negotiation “The Four Square”
Negotiation “Deal or No Deal”
Negotiation “The Finance Department”
Buying A Car With Sub Prime Credit
Conclusion
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I dedicate this book to my Wife, Erma. Belief is a rare quality. She has always believed when others did not. Belief can become Reality.
I thank everyone that took time out of their busy lives and schedules. All of you, in some way, have assisted in providing insight for the message this book contains.
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The lending institutions consider them optional. Most of these items contain options in their specific agreements to cancel the service they provide “at will.” This is very important to be aware of when we start to put everything together in a later chapter.
Products consist of items such as extended warranties, GAP insurance, Life and Disability insurance, and wheel and tire warranties. Extended warranties, are really not warranties, they are Extended Service Contracts. Only a manufacturer can offer a warranty.
