Over-promise, the Applied Selling Study Case

Sales activity is one of the most crucial activities in a company. Most of the income generated is from that division itself. However, several sales mistakes may occur as of lack of motivation, or even as of knowledge limitations. One of the case study that occurred with one of the automotive brand, Mazda Biante at Jakarta. 

The case study goes as follows:

http://mobil.otomotifnet.com/read/2012/12/10/336852/164/1/Kasus-Sales-Over-Promise-Mazda-Biante-Janji-Dua-Minggu-Enggak-Muncul-Ditunggu-

An over-promise case occurred with one of Mazda Biante customer in Jakarta in the month of December 2012. He had seen the showcase of the car in one of the malls, and he liked it as of the promise given by the salesman that promised for the car delivery in 2 weeks time. The customer agreed to wait, but after 2 weeks, the salesman called back and told that the delivery will delay for another week. After a week, the same case occurred, but this time, the salesman asked for extra down payment to be added before the process can be done.

This case can happen to any company, if no proper SOP and proper training is provided to the sales team. All case is back to the same reply, process and motivation. If both are collaborated well, then chances of a successful closing and gain more trust would be higher.

Case reference: http://mobil.otomotifnet.com/read/2012/12/10/336852/164/1/Kasus-Sales-Over-Promise-Mazda-Biante-Janji-Dua-Minggu-Enggak-Muncul-Ditunggu-


For more details on Sales Management, please contact:
KIRTI PARKASH
+62 21 8378 3288
kirti.parkash@frontlinerinc.com