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Capture repeat sales from past customers of dealership

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Reference no: EM133271291

Business Scenario

Kiamarie is recently promoted sales manager of a Honda car dealership in Memphis, Tennessee. As a salesperson, she's consistently been at or near the top of the sales team for over 10 years and has built a large repeat business from her client list.

Now that she's in the position of sales manager, the owner of the dealership has given her a goal to increase year-over-year sales by 20 percent. Kiamarie intends to roll out a new strategy which is similar to the one she used when she was a salesperson.

Research by the Honda Dealership Network (HDN) indicates that most new car buyers trade-in and/or buy a new car every 3-4 years. Based on this statistic, the owner wants Kiamarie to build a Customer Relationship Management (CRM) plan and asked her to present it him at the end of the month.

Questions

1. What engineered strategies might Kiamarie use to capture repeat sales from the past customers of the dealership?

2. What CRM strategies do you think are most effective? Which should be avoided?

Reference no: EM133271291

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