Test to work the boat show-

Thank you for your interest in working with us at the boat show!

Please complete the form below to demonstrate that you have read and understand our material.

All answers are at: http://www.bayacht.com/sa11.htm

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Boat show understandings...

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Have you read the material?

If you don't know the answers, ask one of the BYA sales associates, or better, go back to the information pages.

 

1. You ask if the customer is looking for a new or used boat? He answers, used. What is he really saying.
2. Where should you put your HOT code on the Visitor Card? #1-Hottest --#5 Later
3. What do you do with the visitor cards at the end of the day? 
4. What 3 key pieces of info should you get on a visitor card when the customer says he filled one out at the desk? Highlight all that apply w/Control key
5. Name 3 reasons why filling out a visitor card is beneficial. Highlight all that apply w/Control key
6. If a client says he is planning to retire in about 5 years, and will order his boat in a couple of years--what do you say to him?
7. Someone says, "I understand Catamarans are not good offshore boats--they tip over...don't they?" Give me an example of the FEEL/FELT/FOUND technique of answering this customer. "I understand how you "feel". Safety is important, isn't it? Almost all of our customers "felt" the same way before they looked into catamarans. However, after they investigated further, they found that...   Make your presentation. Circle the web address for GoodCat, BadCat in our newsletter. What page? Put in N/A if you're on monohulls
8. What do you say when a customer asks for a brochure on the boat you're on?
9. When is the next FP 43 ordered available? How do you know? Draft? Mast height above water?
10. What are the three main reasons for executing a Hull reservation agreement now? Highlight all that apply w/Control key
11. What is the charter rate for the FP 38 from Jan 2 to Jan 9? After the discount if booked at the show? Where should this information be found during the show?
12. One client gets into a long discussion about the Charter Purchase program and several more clients are sort of listening in--what do you do?
13. A client decides the boat you're on is too small. What do you suggest he do?
14. What is the best time of day to go look at competitors products you have been hearing about?
15. If you're on a FP 44, and this is obviously not the right boat for your client--He wants a Monohull--He's not that serious--what do you do? A. Do you walk him over to the Jeanneau exhibit Y/N? B. Give him a Jeanneau brochure on the spot? Y/N C. Engage him in a discussion about the Jeanneau? Y/N D. Mention the other lines we carry, give him a Newsletter and point him in the right direction. Y/N
16. You ask your client what other boats he's considering? What is a good follow up question?
17. List 3 questions you could ask, or things you could do to find out when the client is planning to buy--without asking him when he's planning to buy? Highlight all that apply w/Control key
18. What is primary advantage of the Tax Relief Act of 2009?
19. When does it expire ?
20. What do you, as a Sales Associate get if you get a Hull reservation at show?

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Eric Smith
Copyright © 2003, 2004 Bay Yacht Agency All rights reserved.
Revised: October 05, 2009 .