Who gets the good review? Better bet on the salesperson

12:01 am U.S. ET | Oct. 5, 2015

Dealers who believe auto-retailing is a people business shouldn't be surprised to learn that when customers happy with their vehicle purchase pass along a good word, they're more likely to recommend the salesperson than the store....
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BLOG: Sales legend rings up with advice on cars, marriage, cars

10:03 am U.S. ET | Aug. 13, 2015

From 1966-77, Joe Girard won the annual title as the world's No. 1 car salesman. He retired from selling cars at age 49 and launched a career as a speaker and writer. Today, at 86, Girard is still a speaker....
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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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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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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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Special Video Report
Mazda marketer slams autonomous cars, protects 'Zoom-Zoom'

Mazda marketer slams autonomous cars, protects 'Zoom-Zoom'

Russell Wager says he has a 'real problem' with self-driving cars because they could erase popular tag lines and even brands.
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