TO THE EDITOR:
Wow. Catchy title but some unfounded assertions in "Wave goodbye to walkarounds" (autonews.com, July 10), beginning with the reference to walkaround contests. My husband, who has been selling Cadillacs for over 35 years, had his last walkaround contest in 2008, which he also won. It was great practical training with a monetary prize. What manufacturer still holds these contests? I wish.
As far as "regurgitation of facts they've already researched," James B. Treece might be surprised to find out how many potential buyers appreciate having someone refresh their memories regarding the options of a specific model.
He is right about salespeople looking foolish if they don't have the same product knowledge as the customer, but that's where pride in one's self and diligence towards the product comes into play. This business about "trying to upstage them on product knowledge" is nonsense. That's a no-win game for everyone.
The customer is always right and in the driver's seat, but occasionally, my husband gently steers their path.
He also uses memorized product knowledge from last year's models to make comparisons with the current year's product.
And that's why he has been No. 1 in sales in previous years for his zone. All the information available on the Internet will never adequately replace what my husband can offer to his customers in person.
And he has the following to prove it. Stop in to see him at Steve Foley Cadillac of Northbrook, in Illinois, if you don't believe me.
CYNTHIA S. MAZZETTI: Lake Zurich, Ill.