I am attaching my ideas but need more on this project. I need to pretend I am working and selling Jaguars. See attached sample and requirements. Marketing 101 simple but strong. Please also provide some short of skit for the selling process. 3-4 open sales lines for the beginning process 3-4 open sales line for the after a test drive And 3-4 closing line for the sale. Two way conversation lines objections and counter comebacks Target market for the Jaguar Reasons to buy one Marketing Sales Project I. Introduction The demographics of the target market for the Jaguar F-Tpye V8S is any gender but has to be eighteen and up. Also, has to have money and be making at least six figures like a white collar worker. They could either be single or married. The psychographics of the target market are people who have an interest in cars. The geographical are anybody in the world, since the Jaguar Industry is placed throughout the world. Buying a luxury car is an extensive decision making. This is because a luxury car requires money. It is also an agonizing decision process. They come because they want to find a car that fits their lifestyle and image. Finally, a luxury car needs extensive amount of research because it needs to fit into their budget, routine, personality, and meet expectations. Buying a luxury car could either be a rational or an emotional buying motive. When it is a rational motive, the buyer buys because they have the finances and the car meets their expectations. When a prospect, buys a luxury car from an emotional motive, he or she feels like they need one to be accepted or looked at in a upscale way among friends, family and co-workers. Customer may want to maintain a certain image or possibly be in a mid-life crisis. Jaguar was founded as the Swallow Sidecar Company in 1922, originally making motorcycle sidecars before making passenger cars. During the World War II it ceased all manufacturing, and after the war in 1947 it changed its name to Jaguar because their initials were the same as the Nazi SS initials. In September of 2013 it announced to build a next generation car by 2014 by opening a $160 million research development center in Warwick, Britain. "Our mission at Jaguar, since the company was founded by Sir William Lyons in 1922, has been to create and build beautiful fast cars. “Cars that bring the enjoyment and exhilaration of driving to life." Our product will be on open display in the showroom and be the featured product along with our other models. The price tag will be taped on one of the side door windows of the car so customers can see the price, features and accessories. They will have to be dress in an clean business attire. The Salesperson must be ready to take and give test drives to the prospects. They need good communication skills as well as listening skills. Sales associates need to remember and practice smiling as they speak since this projects their voice in a non-threating manner and tone. Sales team need to be willing to ask for referrals and cold call on past customers for new sales and referrals (creat a database and enter all past customers and prospects into it and follow-up, mail special offers, keep in touch.) You need to make buying a car personal and become part of the process. Have a good math understanding that can figure out as a close guesstimate for financing, leasing and trade-ins. Sales people here need to be friendly and likable. They need to have a good rapport with the service department and the finance department and introduce customers to those department heads as you try for the trial-closing sale. They need to be visual and pick up on things like jersey they are wearing, wedding rings, ask about children, engage customer in a personal conversations so you can relate the car to personal lifestyles of the customer. The sales person has to get the showroom and himself ready before any customer walking in. The salesperson will first get the themselves ready, clean desk, clean business appearance, and proper attire. Next they need to assure the cars are clean inside and outside. Assure the Price-feature-option tags are clearly shown so the customer is aware of the full package and option choices. Be well versed in each feature and how that feature is more attractive and performance is better than any of our competition. The Sales Rep need to explain any optional features, add-ons, deals, or accessories that could be bought along with the car, to all customers in a way that they understand and are comfortable. The top 3 features are the Rear Parking Aid with Touch Screen, the Intelligent Start/Stop System, and the 4.5 liter 495 horsepower supercharged engine. First, the Rear Parking Aid with Touch Screen because it allows the user to have a safe drive. It offers the buyer an extra set of eyes as you go in reverse it detects things you can’t see. Secondly, there is the Intelligent Start/Stop System automatically shuts down and restarts the engine to reduce the amount of time the engine spends idling, thereby reducing fuel consumption and emissions. This allows a cost saving on fuel and also helps the environment. Finally, the 4.5 liter 495 horsepower supercharged engine. It’s a great feature for someone who loves to drive. Our goal at Jaguar is to build fast beautiful cars and bring pleasure and delight to the driver. This feature makes it happen. (http://www.bestdrives.org/jaguar-cars/index.htm) Feature/Benefit Chart For the F-Type V8S Feature Benefit 1. Wind Deflector 1. Allows the user to have fresh air v ventilation without turning the air conditioner on. 2. Rear Parking Aid with Touch Screen 2. Allows the user to have a safe drive. It also allows the user to not worry as much because this feature is like an extra set of eyes as soon as you’re in reverse detecting things you can’t see. 3.Intelligent Start/Stop System 3. Allows the user to save money on gas and it is completely automatically. 4.5 liter 495 horsepower supercharged engine 4. Allows the user to go from 0 to 60 in 4.2 seconds and have a top speed of 186mph 5.Configurable Dynamics 5. Allows the user to customize the settings of the steering, suspension, engine, and transmission. 6.Dual Zone- automatic climate control with air filtration 6. Allows the user to change the climate. 7.Active Sport Exhaust with Outboard-mounted quad exhaust pipes 7. Allows the user to experience to the full driving experience. 8.Jaguar Super Performance Braking System with Black Calipers 8. Allows the user to go to 60-0 9.Leather Sport seats with 14-way power seat adjustments 9. Allows the user to adjust their seat. 10.Snow and Dynamic driving programs 10. Allows the user to adjust the throttle and power delivery. Open Ended Question Chart For the Jaguar F-Type V8S Sample Questions Sample Questions Need: “How did you make the choice for the Jaguar F-Type V8S?” Need: “What information do you have about this car?” Use: “What does the Jaguar F-Type V8S mean to you?” Use: “What are your intentions and your purpose of Jaguar F-Type V8S?” Feature: “What feature attracted you to the Jaguar F-Type V8S? Why?” Feature: “Is there a certain feature that you prefer then another one that is within the Jaguar F-Type V8S?” Time: “What is the time frame in which you intend to purchase the Jaguar F-Type V8S?” Time: “What is the season that this you will drive the Jaguar F-Type V8S? The majority of the time.” Place: “Tell me about where the Jaguar F-Type V8S be driven? Any other conditions?” Place: “What will some of the housing conditions be for the Jaguar F-Type V8S?” User: “Who will be the main user/operator of the Jaguar F-Type V8S?” User: “Tell me a little about the main driver of the Jaguar F-Type V8S?” Sample Approach Chart For the Jaguar F-Type V8S Sample Approaches Sample Approaches 1. Merchandise: “Hello, sir. I have seen you looking at the Jaguar F-Type V8S. What is your past experience with the Jaguar cars?” 2. Merchandise: “Good evening ma’am. I see you are showing a ton of interest in the Jaguar F-Type V8S. What lead you here to look at this product?” 3. Merchandise: “Good morning. I heard you were looking at the Jaguar F-Type V8S for a long time. What has caught your eye about this product?” 4. Merchandise: “Good afternoon. I have seen you haven’t left the Jaguar F-Type V8S. Are you buying this for yourself or someone close to you?” 5. Service: “Hey. I see you are observing our product Jaguar F-Type V8S. With a purchase you will receive a free oil change after 10,000 miles.” 6. Service: “Hey, how is it going? I see you are observing our product Jaguar F-Type V8S. After a purchase you will get 2 months of free car washes.” 7. Greeting: “Salutations, Sir. I see you have been showing a lot of interest in Jaguar F-Type V8S. With a purchase you be able to use the Rear Parking Aid with Touch Screen to make your parking experience easier.” 8. Greeting: “How has your day been? I have seen you been looking at the Jaguar F-type V8S. A feature that you can have when you buy this car is the Snow and Dynamic driving programs.”