Improvements in sales processes at dealerships in national capital region: to General motors India ltd.

Abstract

The sales and after-sales processes of General Motors India was studied with a special focus on the National Capital Region comprising of Gurgaon, Noida and New Delhi and recommendations were made in order to improve the sales process. A standardized and ready-to-use hand out is to made in place to be given to potential customers visiting the showrooms for close examination of the product and also for test-drives. The hand-out should bring out advantages and benefits offered by GMI vehicles visa-vis competitor vehicles. The follow up activity to be formalized to ensure 100% tracking of quenes. The findings from customer perception survey needs to be linked with any kind of media activity to enhance effectiveness of the sales promotional activities including product demonstrations, advertisement campaigns and training programmes.