Chapter 20: Problem 5

Pretend that you are a car dealer and you are persuading a young couple to purchase an automobile from your dealership. Write a brief script between the dealer and the couple that incorporates aspects of persuasion techniques both might use

Short Answer

Expert verified

An effective sales script would involve understanding the customers' needs, demonstrating how products/service can meet their needs through use of factual information, emotional appeal & building credibility, addressing any concerns, and leading them towards a decision to purchase

Step by step solution

Understand the role of the car dealer

The car dealer's role is to sell cars. They would likely use facts (logos), appeal to credibility (ethos) and evoke emotional appeal (pathos) to persuade potential buyers.

Identify the young couple's needs

Young couples may need a reliable, safety-featured and economically-friendly car. They could be persuadable by financial facts, safety features, design and additional services the dealership might offer.

Develop the conversation script

The script starts with the dealer greeting the young couple. The dealer must then show understanding of the couple's needs, followed by presenting facts, credentials, and evoking emotional appeals. The conversation would also have elements of negotiation and respond to possible reticence on the couple’s part, ending with a persuasive close. Real-world scenarios would be enlisted to connect the car features to couple’s lifestyle.

Incorporate aspects of persuasion techniques

Dealer should use persuasive techniques like introducing special offers, positive testimonials, invoking emotional connection of comfort and security with car, demonstrating the car's functions, and offering a test drive. They could additionally highlight the dealership's after-sale services and support

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Pretend that you are a car dealer and you are persuading a young couple to purchase an automobile from your dealership. Write a brief script between the dealer and the couple that incorporates aspects of persuasion techniques both might use

Short Answer

Step by step solution

Understand the role of the car dealer

Identify the young couple's needs

Develop the conversation script

Incorporate aspects of persuasion techniques

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