salespeople

One-price growing pains and gains

12:01 am U.S. ET | June 15, 2015

When dealer Lee Payne moved his two Golden, Colo., stores to a one-price model in early 2013, he quickly realized it was going to be expensive and painful. Here's how he made the switch, and the hurdles he faced and overcame....
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JAMIE LAREAU

No room for 'pink tax' in a car contract

12:01 am U.S. ET | June 8, 2015

Do women pay more than men for the same cars? That's the question NBC's "Today" show posed last week. It turns out that the dealerships in question fared rather well in NBC's investigation, but there is still work to do....
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SELF EXPRESSION

Sales staffers seek to brand themselves

12:01 am U.S. ET | May 18, 2015

Auto salespeople increasingly are promoting themselves -- apart from their dealerships -- with personal websites, YouTube videos and social media pages as a way to sell vehicles now and down the road. It's a trend akin to one in the real-estate world, in which salespeople promote themselves rather than their agencies....
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Lithia tests shopper-friendly tech

12:01 am U.S. ET | March 9, 2015

Lithia Motors Inc. is testing new technology it dubs "The Sales Evolution" in three dealerships. The technology delivers to Lithia's salespeople the same information that customers see, such as vehicle prices and third-party reviews. The goal: a seamless customer experience from home to the dealership, says CEO Bryan DeBoer....
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Chrysler video games bolster dealership sales staff training

12:01 am U.S. ET | Oct. 27, 2014

Chrysler Group is about to encourage dealership salespeople to play video games during downtime. The automaker has created four video games to help salespeople learn the fine points of Chrysler, Jeep, Dodge and Ram vehicles....
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Ford salesman's fall job? College football player

12:01 am U.S. ET | Sept. 22, 2014

The movie script writes itself, a Rudy-like tale of the middle-aged Ford salesman who went back to school to get his degree -- and play college football....
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NFL receiver, sidelined by a suspension, gets a car sales job

2:35 pm U.S. ET | Sept. 5, 2014

Suspended Cleveland Browns wide receiver Josh Gordon, known for dodging truck-sized NFL defenders, will try his hand at selling trucks -- and maybe some cars, too....
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Dealers' phones ring again

12:01 am U.S. ET | July 21, 2014

Because of the ubiquitous smart phone, car shoppers are flooding dealerships with phone calls instead of e-mail inquiries. The sudden change in consumer behavior has dealers pushing employees to brush up on an ancient skill: answering the telephone....
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