- Recruitment process - Recruitment questions - Present hiring norms - Product knowledge - Hyundai expectation from a candidate - Route planning - Sales Pitch - Negotiation Skills - Product demonstration - Promotion - KRA - Sales Close

1. HYUNDAI CAR
• Philbert Sequeira
• Saloni Sanghani

2. RECRUITMENT PROCESS
Apply online / advertisement on newspaper/ apply in
person
Submit your resume online/ offline
Application will be reviewed by Hyundai recruitment
professionals
Received a call to understand the candidate better
Provided a date, time and venue to conduct the
recruitment process
Interview conducted by the sales manager/ area sales
manager/ HR manager (Asked to submit driving record)
Feedback/ decision

3. RECRUITMENT QUESTIONS
Family background / tell me about yourself
Which place of Goa do you belong to?
Do you have a bike?
Would you able to cover an area (specified) if asked to?
Why do you want to sell for Hyundai?
Do you have any prior experience in sales job especially cars?
Name the cars which Hyundai offers in the market
What kind of growth would you like to see as part of this position?
Your salary expectations

4. PRESENT HIRING NORMS
Hyundai motor
India is an
equal
opportunity
employer. They
have a very
young and
energetic
workforce with
the right mix of
fresh and
experienced
people. They
recruit fresh
graduates with
good consistent
and academic
record.
Experienced, preferably with
experience in the Automobile
Industry
Candidates working with any of
our Business associates such as
Dealers, Exclusive vendors of
Hyundai, Joint Venture etc., are
not considered
Candidates who are interviewed
in the previous six months are
not considered

5. PRODUCT KNOWLEDGE
Warranty and
service details of
each car offered
by Hyundai
Competitive
comparisons
(Maruti Suzuki,
Toyota, Nexa)
Offices in Goa
Service centres
in Goa
Engine
knowledge
Features offered
in every car

6. HYUNDAI EXPECTATION
Passionate – if you are passionate about automobiles
never look beyond, this is the right place for you as we
look at a high degree of passion.
Innovate – we constantly innovate, we need people
who have the ability to challenge the norm
Energetic – people who are full of energyand who
can radiate them to others

7. ROUTE PLANNING
Use a sheet to list down contacts, their addresses and contact information.
Mark contacts based on frequency of calling
Map your customers’ location
Day is planned based on high priority accounts
Keep new business in the pipeline while providing consistently attentive service to
current clients
Mark those contacts which you will complete on a single day
What resources are required to meet the marked customers/ potential customers
How will I be travelling?
My dress code to meet these clients
Any knowledge I need to update to be better prepared when I come in contact with
clients

8. FIRST CALL

9. SALES PITCH (HYUNDAI EXAMPLE
PROSPECT)
Introduce yourself
Introduce your company
Ask whether it is a good time to talk
Tell the reason as to why you are calling him/ her – try to grab the attention
Listen to their reply – positive or negative
If positive, listen to them – need to identify their problem
Give a testimony if you have one – in other words educate them(offer the right product)
Offer the solution
Ask them if you could meet him/ her in person to talk more about the product
Build trust - presentation

10. NEGOTIATION SKILLS/ TECHNIQUES
Allow the prospect to negotiate first
Talking more about the product bells and whistles than the money invoved
Your dress code and approach very much matters – it speaks for yourself
Speaking with the decision maker
Don’t promise more than what is expected
Understand from the terms of the beholder
Be polite
Know when to move away
Be realistic of your solution
Don’t offer too many options to buyer
Express ‘NO’ in a positive way

11. PRODUCT DEMONSTRATION (TRIAL)
Start the vehicle
presentation in the front
of the vehicle.
Product demonstration:
average 10 to 15
minutes
Product knowledge is
critical during your walk
around
Explain the styling of the
car
Explain everything about
the engine
Explain the passenger
side of the vehicle and
open doors of the
vehicle
Open driver’s side door
and go over the interior
features
Seat the customer in
driver’s seat and explain
other features
Never ask the customer
if they need a test drive;
more demonstration
drives, always results in
more sales – will result
in demo drive

12. PROMOTION
The appraisal that is done every year is checked.
How many cars, company products, and variants the sales
person has sold.
How many times the sales person has been able to upsell like
accessories, loans to the customer with the car.
How many complaints are there against the sales person.
The reviews given by the customers in the customer feedback
form.

13. KRA- KEY RESULT AREA
Service current accounts and develop new accounts to meet sales targets through
effective technical sales presentations and utilisation of support services.
To provide effective, efficient, professional service and advice to ensure client
satisfaction of the highest level. This through effective and efficient management of
individual portfolio and database of prospects, current clients and past clients.
Remain informed and up to date with regards to Industry related news, Opposition
activity, product knowledge and continuously strive to develop own skills and
knowledge in order to perform optimally.
Contribute to ANNUAL SALES / marketing plans, contribute to key- / target
customers TARGETING.
Establish and maintain a high level of customer satisfaction. Communicate to and
work with the other departments as necessary to resolve unique customer
issues/concerns.

14. SALES CLOSE
Pull out a worksheet and fill out the information of the vehicle the customer wants.
Fill in the equipment list. They don’t write down short form. They Put as much detailed information
regarding the vehicle.
While filling in the worksheet, they talk about everything they are writing down. This will get the
customer involved with the worksheet process.
They write down the MSRP in the space provided. They don’t put the sale or discounted price. If
they do, the customers will want to start to negotiate from that price. If customers say they are not
paying the asking price, they tell them not to worry. They don’t negotiate at this point.
They the fill in the information of the vehicle stock number, customer’s telephone numbers, address,
driver’s license, how they heard of the dealership, etc. They then o ask them whose name the
vehicle will be registered to. This is great in establishing mental ownership and closing.
Lastly they then ask them when they want the car delivered, and after knowing when it can be
delivered, they write down the date on the form and give the customer a copy of it

15. THANK YOU