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Change the Approach

F&I pros can set themselves apart by demonstrating genuine concern and shifting their focus from selling products to making them easy to buy.

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Rethinking the Showroom Generation Gap

The magazine’s newest contributor says the relationship between old car dawgs and new-age techies doesn’t have to be tumultuous.

Heasley Forms Nationwide Dealer and Financial Services Agency

Rod A. Heasley, a 37 year auto Industry veteran, has announced the formation of KISS Concepts Group, a master agency serving independent agents of the automotive and prime and sub-prime finance industry.

Volvo to Focus on Selling Cars Online

The Swedish automaker plans to sell vehicles online across the globe as part of a new marketing strategy. The digital push will complement Volvo’s existing dealer network, officials said.

NCM Associates to Provide Training for Veterans

NCM Associates Inc. has launched a joint effort with nonprofit Hire Heroes USA to provide training and resources to veterans seeking careers in the retail automotive sales and service industry.

Cory Mosley Launches Sales Skills Seminar Series

The dealership consultant and magazine columnist will kick off his seminar series in Uniondale, N.Y. on April 22. The one-day, two-seminar program is designed to help showroom and Internet/BDC professionals become more influential with customers and increase their sales production.

ADP Makes Training Magazine’s “Training Top 125” List

The technology company also takes home a best practice award for accelerating sales performance.

'Income Potential' Drives Interest in Sales Profession, Survey Says

A new survey from Joe Verde Sales & Management Training finds the majority of salespeople chose their job because of income potential.

Mosley Automotive Announces On Demand Training Platform

Mosley Automotive has announced an interactive, on-demand training platform for sales associates, Mosley 24/7. The platform will be available for demonstration at the National Automobile Dealers Association Convention and Expo in New Orleans.

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Study Contradicts Standard Sales Management, Training Tactics

A University of Oxford study suggests that salespeople who respond to non-verbal cues and correctly judge the mood of the customer are perceived by the customer to be offering excellent service.