Hie Classs Full Script

Activity Tools & Templates 12. Dealer Sales Manager to ask from the customer about his • Delivery Feedback Form purchase experience and addresses concerns / queries (if • Gate Pass any) before the customer leaves the dealership premises Standards 13. Receptionist / Sales Executive provide Delivery Picture of customer with ‘Vehicle Key’ and present it to customer • Make an attempt to get the (Honda branded photo frame recommended) Delivery Feedback form filled by every Customer 14. Upload the Delivery pic on the dealership Facebook page, Instagram etc. and tag the customer 15. Thank the customer for choosing your dealership for this purchase and escort the customer to the gate. 16. Security Guard to check gate pass and thank the customer for choosing your dealership During Delivery (Contd.)

Welcome SMS / WhatsApp message within 24 hours of Delivery 4 Days 4 SMS / WhatsApp message highlighting the features and benefits of the product Call from Dealership to customer (N+7) regarding feedback of product and delivery experience along with information on Service Schedule Post Delivery Follow Up

Activity Tools & Templates 1. Welcome Message within 24 Hrs. of Delivery • Welcome Message • SMS design for Products 2. 4 Days 4 SMS highlighting the features and benefits of the • Post Sales Feedback Call product script 3. Call from dealership to customer (N+7) regarding the feedback of Delivery experience and service schedule Standards • 4 Days 4 SMS to be made compulsory as to make customer feel Great! Post Delivery Follow Up

Little things Don’t Mean a lot . . . They Mean Everything !!



Module - 2 ARC Acknowledge, Respond, Close Image source: Google Objection Handling for effective Sales

In this module we’re going to cover… 1. What is ARC 2. What is an Objection? 3. ‘SOLVE’ methodology to handle objections 4. Objection Scenario 5. Role Play Objection Handling for effective Sales

What is ARC Acknowledge Respond Close Objection Handling for effective Sales

12 3 Acknowledge Respond Close Acknowledge: Respond: Closing: • Acknowledging support • You should do your best to • Customer's for the objection eases resolve their issue right objections offer a window any initial awkwardness. away if possible. of opportunity for closing the sale. • Doubts raised by • The more effectively you customer shows interest can resolve issues in real • Until a prospect reveals and credibility. time, the greater chance the truth about what he you have of moving the or she is thinking during sale forward. the sales process, no salesperson--no matter how good--can move in the direction of closing the sale. Objection Handling for effective Sales

Way Forward New process: Streamline the process of What people want is quick solution for which Sales person must be Objection Handling/Doubt Clearing receptive. Better Skill Set & Objection Handling for effective Sales Knowledge: Fine tune knowledge of Sales Team Better Sales Closing/ Retail: Quick solution to customer’s needs lead to better retail Offer best response: Boost Confidence of DSEs Image source: Google

Remember the Sales Process? How many Steps in Sales FABE CUSTOMER CLOSING Process? REACTIONS APPROACH NEED TEST BUYING ANALYSIS RIDE SIGNALS Where in the process, ‘Objection Handling’ must be considered ? Image source: Google The framework can be used during the full cycle of a sales process as and when objections from prospects are raised. This acronym is meaningful, memorable and could easily be implemented into a sales methodology.

What is Objection An objection is not: ▪ a rejection of the product ▪ a rejection of you ▪ a rejection of the sale An objection is: ▪ a buying signal ▪ a request for more information ▪ an interest in the product or service Objections = Opportunity Image source: MS Power point Objection Handling for effective Sales

Which type of Manager you want to be ? Confident I Understand Wrong No Sir, we are , Happy Sir, You have info, the best! to Help a valid query ! Panicking Image source: Dreamstime.com Objection Handling for effective Sales

What to do when objection rises ? Image source: Google Objection Handling for effective Sales

SOLVE adequate knowledge check with the Manager Image source: Google A five stage modern day framework for handling objections, It’s meaningful, memorable and if done correctly it can SOLVE the objection.

How to handle Objections Video Image source: Google

Objections Handling Scenarios & Suggestive Rebuttals Image source: Google This information is strictly confidential and not to be disclosed to any other person without prior permission of HMSI

Objections Scenario - I After Test Ride Customer raised a question since all other brands are offering PGM-Fi but how Honda is different in its technology with the introduction of eSP (Enhanced Smart Power )? Globally acclaimed Enhanced Smart Power (eSP) Technology. It is a combination of many new patented technologies to further boost the engine performance: (i) ACG (Alternating Current Generator) Starter (Silent Start) (ii) PGM-FI (Programmed Fuel Injection) (Better Engine Performance) (iii) Other Friction Reduction Technologies (Higher Mileage) eSP technology is only there in scooters and MC's till 125cc. Not in entire lineup My existing vehicle is equipped with carburettor and it is running fine so how PGM-Fi technology is better ? PGM-Fi (Programmed Fuel Injection) is Honda's patented technology which was introduced for the first time globally in any 2-wheeler by us in 1982. Further in 2009 we brought it to Indian commuter segment with CBF Stunner. This information is strictly confidential and not to be disclosed to any other person without prior permission of HMSI

Objections Scenario - II Since the BS(Bharat Stage)-VI vehicles are a bit expensive than BS-IV so what is the benefit of BS-VI over BS-IV? These are emission norms laid by govt. which monitor pollution levels of all vehicles. It has been made mandatory for all Vehicles from 1st April 2020. Bharat Stage VI (BS VI) is an emission standard that brings much- needed changes in the Indian automobile industry in terms of pollutant emissions. With this emission norm coming into effect, India is at par with the other advanced automotive markets across the globe. “I have to do more research.” It’s all but guaranteed that if a customer says, “I need to research more,” there’s something else going on. Respond with: “Absolutely, I can see why you’d want more information. Can I show you some of the vehicle’s features and specs (Sales Ready Reckoner refer HIe_CLASS) ?” DC Headlamp CBS with Seal chain ISS Silent start with equalizer ACG And many more………. You need to keep this person in conversation and show how HMSI products are winner in comparison to competition models and to their needs. Offer Test Ride to the customer This information is strictly confidential and not to be disclosed to any other person without prior permission of HMSI

Feel Felt Found ROLE PLAY Why is it important? Creating Building Learning Effective familiarity empathy conflict objection resolution handling Image source: Google Objection Handling for effective Sales

Role Play Do’s & Don’ts Do’s Don’ts • Do have FUN! • Don't chatter too much in (OOC) Out Of Character during a role play. • Do be generous to the DSE of others and allow them to add or, comment • Don't use non-DSE words like Ok (okay), lol, omg! or, modern phrases like \"Its a done deal\" or, \"Give • Do take the time to be caught up on a running me a break!“ storyline before you contribute role play to it • Don't draw focus from the role play at hand • Do be a good listener and reply thoughtfully. Listen for a bit and get an idea of the flow of an • Don't comment or, ask questions that divert or, DSE before contributing something more than a interrupt the flow of the DSE. nod or, short comment. • Don't choose a character that cannot be affected • Do be creative with your character. Even the by anything. baker or, storekeeper can be engaging, and add his perspective, and humor to the role play. • Don't interject a different role play storyline into an RP already in progress, interrupting the flow. • Do be patient with those just beginning. Share your role play knowledge kindly, and help to Image source: Google make better role players. Objection Handling for effective Sales

Highly Effective Sales Role-Play Exercises Exercise #1 – Learning is Listening Image source: Google 1. One person will begin by making a statement. It can be directly related to your organization or something entirely abstract. 2. The next person in line will begin their statement using the last three words of the previous person’s statement. 3. Continue until you have circled the entire group, or for a specified period of time. Objection Handling for effective Sales

Highly Effective Sales Role-Play Exercises Exercise #2 – Role Reversal 1. The sales leader conducts the ideal role-play, objection responses, conversational tactics, and closing techniques. 2. Allow the rep to provide feedback, or comment on what they thought worked well or not at all. 3. After a round or two, compile the items that worked well and switch seats again. 4. Using the list of winning tactics, help the rep develop their own comfort level with them. Work on wordsmithing and delivery until the rep has a strong grasp of the skills. Image source: Google Objection Handling for effective Sales

Tips for Better Sales Role-Play 1. Set a Practice Schedule Image source: Google 2. Prepare Your Scouting Report 3. Expand Your Training Focus 4. No Surprises 5. Be the Buyer 6. If you provide feedback, they will come Objection Handling for effective Sales

Image source: Google Thank You & Happy Selling

• Assessment would be conducted in the month of March’2022 for this module. Date of assessment will be shared with you in advance. Image source: Google Thank You & Happy Selling

Single Shot - Answer Reveals JAN.’23 What provides for the constant illumination of the headlamp in Grazia? Where to find number of assigned courses in Learner page of HIe_CLASS? AC Headlamp Normal Headlamp LED Headlamp DC Headlamp Assessment Page E-Learning Page Learning Material Progress View Where can you change your password from Learner page of HIe_CLASS? What is the flagship model from Honda BigWing lineup? Role Progress View Search Profile Hornet 2.0 CB200X CB300F Goldwing Tour What is the multiplier with remaining fuel to calculate the range in Dio? Feature that prevents wheels from locking during emergency braking? Trip A Mileage Trip B Mileage Real-Time Mileage Average Mileage CBS Disc Braking Drum Braking ABS At what speed does the ISS automatically switches on in Grazia? Who is the most successful rider of Honda in MotoGP? 10 kmph 30 kmph 50 kmph 20 kmph Pol Espargaro Takaaki Nakagami Alex Márquez Marc Márquez Feature of Hornet 2.0 helps in efficient braking & keeps handle steerable? Hornet 2.0 introduced this 1st in sub 200cc segment feature? USD Front Forks Hazard Switch Ground Clearance 1 Channel ABS CBS Side Stand Indicator Engine Malfunction Golden USD Front Forks Top button functionality of the integrated dual function switch in Activa? Who can create a new ID in HIe_CLASS for a new joinee at the dealership? Ignition Lock Seat Fuel Sales Manager Network Manager Dealer Owner All of the Above What type of tail lamp does Hornet 2.0 come with? How is the fuel level of the Dio (Dlx) indicated in the meter console? H Type V Type O Type X Type Analogue Semi Analogue Semi Digital Digital Where can you check course progress of all your dealership manpower? Who approves for the new ID created in the HIe_CLASS portal? Manage User tab User Management Tab New User Approval Tab Business Intelligence Tab Sales Manager Dealer Owner Network Manager Area Incharge What appears if you cancel the \"Confidentially Agreement\" Pop up in HIe_CLASS? What is the number of characters in the Activa Smart Key Unique ID tag? Learner Homepage Admin Homepage Error Page Automatic Log Out 6 8 10 9 How many Honda Smart Keys can the Smart ECU be paired in the Activa? Place where all courses accessed is visible at Learner page of HIe_CLASS? Two One Any number of keys Four Learner Homepage Admin Homepage Inside the module Training History

Single Shot - Answer Reveals DEC’22 At Honda, what operation deals with higher cc bikes in India? \" Activa 6G comes with DC Headlamp providing constant illumination and making riding on rough roads convenient during night time\" Premium Bikes Premium Motorcycle Prime Motorcycle Premium Business Motorcycle Business Division Business Incorrect Partially Correct Partially Incorrect Correct Type of disc brakes that help in dissipating heat effectively during high speed? What will cover LED Headlamp in case of any damage? Solid Disc Ventilated Disc CBS Petal Disc Standard Insurance Warranty Both A & C Zero Dep Insurance ... may be last step of Sales Process but is the beginning of a new relation. The following vehicle comes with Full Metal Body for enhanced durability? Need Analysis Test Ride Approaching Closing Dio Special Edition Shine Celebration Edition Grazia Repsol Edition Activa Premium Edition The following passive safety system switches off the engine if the bike falls. Shine USP that reduces chain wear out resulting in low maintenance cost? Leg Guard Winkers Air Bags Bank Angle Sensor Soul Chain Sample Chain Single Chain Seal Chain Low emission, better mileage and self diagnosis are the benefits of? What does the following lights of the 3 Step Eco indicator in Dio signify? DC Headlamp Compact Engine ACG Starter Motor PGM-Fi Good Mileage Close to Best Mileage Poor Mileage Best Mileage In order to handle bad roads comfortably, Activa 6G is equipped with? What does CKD stands for? 10-inch Front Wheel Increased Seat Length Better Wheelbase 12-inch Front Wheel Complete Kicked Down Chassis Know Disc None of the Above Completely Knocked Down What happens when a Dio (Standard) user engages the side stand? Where would you get the temporary OTP for password reset in HIe_CLASS? Engine Stops Not the correct way to Engine Keeps running Both A&B Registered Mobile No Both A&B Personal Mail ID Registered Mail ID stop the engine In what variant does the Activa Premium Edition come in? When was HIe_CLASS portal launched for Honda Dealerships? Standard Both A & B No Variant mentioned Deluxe 2014 2016 2018 2017

Single Shot - Answer Reveals NOV’22 What helps to understand vehicle population density better? What is the minimum passing % in a Dealer Evaluation score? Sales Catchment Map Disha Portal Promotion Area Map Area Marketing Map 40% 80% 65% 60% What helps in managing intake and exhaust valves? What turns ON the engine & OFF when pressed downwards &upwards? DOHC TOHC QOHC SOHC Integrated Passing Switch Bike Keys Accelerator Engine Start Stop Switch What does the following signal on meter console of Activa 6G signify? Activa 6G variant with Side Stand with Engine Cut Off? Service Due Indicator Low Fuel Indicator High Beam Indicator Engine Malfunction Deluxe Standard Not available Both A & B Indicator Which vehicle was first introduced with CLIC Mechanism? This feature of Shine helps in reducing engine vibration at high speed? Eterno Dio Grazia Activa DC Headlamp 5 Step Suspension Seal Chain 5 Speed Transmission What does \"D\" signify in AIDCA? Correct order of \"The Three Joys\" in Honda Philosophy Depth Drive Distance Desire 123 321 231 132 What does \"70\" in the following tyre reading mean, \"140/70- 17 M/C 66S\"? What is measured from ground level to top most vehicle part? Sectional Width Rim Diameter None of the Above Aspect Ratio Width Wheelbase Ground Clearance Height Placement of Fuel pump in Activa 6G for easy and low-cost maintenance? Multi Function Switch – work of the down button switch in Activa 6G? Internal At the top Removed External Ignition Lock Fuel Seat Placement of Celebration logo in Shine Celebration Edition? What is the meaning of \"SI\" in Engine type of Shine Brochure? Side of the tank Below the tank Near Tail lamp Top of the tank Single Ignition Single Illumination Spark Illumination Spark Ignition

Single Shot - Answer Reveals OCT’22 Identify the personality from Honda? In Activa 6G, twin protection from tampering & water in tank is given by? Keita Muramatsu Takeo Fijisawa Jonny Bairstow Soichiro Honda Fuel Cap Fuel Cap Holder Seat 2006 In how many colors have we introduced Celebration Edition of Shine? Arrange correct order - 1.Power, 2. Intake, 3. Compression, 4. Exhaust 341 2 1243 1342 2341 2314 The minimum distance (in mm) required to make a U-turn is called? Which year did Honda introduce World's 1st PGM-Fi motorcycle? Width Turning Angle Ground Clearance Turning Radius 1949 1989 1999 1982 What is the name of the recently introduced Shine limited edition variant? What provides with excellent cushioning and stability in the Hornet 2.0? Golden Edition Limited Edition Anniversary Edition Celebration Edition 1 Channel ABS Hazard Switch Ground Clearance USD Front Forks Dio Sports Edition has Camouflaged graphics, golden wheels and red rear suspension What does this signal on the meter console signify? Statement is correct Statement is completely Statement is incorrect Statement is incorrect CBS Side Stand Indicator Engine Malfunction Idling Stop System on One point incorrect on two points Where to download e-certificate available for modules in HIe_CLASS portal? What was the first product launched under the Brand Honda BigWing? Inside the Launch Screen CB300F H'ness CB350 CB350RS CB300R Learner Homepage Admin Homepage Inside the module Honda's Fundamental Belief of 'The Three Joys' doesn't have the following? What is the lightening pattern of SDI when vehicle has crossed distance for service? Buying Selling Creation Promoting Blinking Intermitent Glow No Indicator Continuous Glow Silent Start, low maintenance and battery charging are the benefits of? With an aftermarket fitment of On/Off switch for LED Headlamp in Activa 6G? PGM-Fi DC Headlamp Compact Engine ACG Starter Motor Insurance is VOID Zero Dep is VOID No Impact on any service Warranty is VOID Maintaining good eye contact is part of which step of Honda's Sales Process? Which part of FABE discusses competitive edge in the Sales Process? Need Analysis Test Ride Closing Approaching Features Benefits Evidence Advantages What kind of transmission is used in Activa 6G? Viscous Air Filter in Shine needs no cleaning but replacement after 18000 kms Manual Automatic IVT CVT Statement is incorrect Statement is incorrect Statement is incorrect Statement is correct on One point on two points

Single Shot - Answer Reveals SEPT’22 Which type of disc brakes help in dissipating heat effectively in high speed? Which of the following DOES NOT symbolize the \"S\" in a 4S set up? Solid Disc Ventilated Disc CBS Petal Disc Sales Service Safety Segregate What helps Activa 6G maintain the cooling efficiency of its engine? Honda's original technology Mono Shock suspension was 1st introduced in? Piston Jet Cam Jet Cam Cooling Jet Piston Cooling Jet CB Shine CB Trigger CBF Stunner CB Unicorn Pictorial question on Mileage. Which year did Honda introduce it's 125 cc MC champion -Shine? Average Mileage Range Both B&C Real-Time Mileage 2001 2004 2009 2006 As per Sales Process, where is the digital meter console explained in demo? What is the name of the recently introduced Shine Limited Edition variant? Front Right Rear Left Golden Edition Limited Edition Anniversary Edition Celebration Edition What is the drive mechanism used in Honda Scooters? In Aug.'22, where has HMSI recently inaugurated IDTR in India? Chain Shaft Hybrid Belt Chennai Delhi Gurugram Karnal Fuel pump location in Activa 6G for easy and low-cost maintenance? Kind of body frame in LIVO making it light weight and cost effective? Internal At the top Removed External Die Cast Hybrid Diamond Tubular Tubular In \"Range\" calculation in Honda Dio, the remaining fuel is multiplied with? Integrated Pass switch location in Activa 6G for better convenience? Trip A Mileage Trip B Mileage Real-Time Mileage Average Mileage Top Right side Below the meter Left Side Identify the Star Rider of Moto GP races from Honda? (Pictorial) In Hornet's Negative Crystal Meter, display brightness adjustment level is? Dani Pedrosa Valentino Rossi Jonny Bairstow Marc Marquez 34 6 5

Single Shot - Answer Reveals AUG’22 \"The World's largest Scooter only plant\" at the time of inauguration? How do we measure the wheelbase of a motorcycle (Distance between)? 1F 2F 3F 4F Front tyre and rear tyre Front and rear Thickness of the rear Centre point of front and suspension wheel rear axle What helps to cross pot holes and rough roads easily on an Activa 6G? What feature helps in maintaining optimum engine temperature in Shine? 1260mm Wheelbase 159mm Ground 1238 mm 162 mm Ground External Fuel Pump Offset Cylinder Tubeless Tyres Piston Cooling Jet Clearance Wheelbase Clearance At which step of sales process does \"Test Ride\" fall? Which of the following feature is part of Multi Function Switch of Activa 6G? 2nd 3rd 5th 4th Handle Lock Seat Opener Engine Cut Off Both A&B In Shine …. helps in providing smooth ride due to its pre-load mode Which of the feature benefits the vehicle with Better Combustion of fuel? Integration of tank Integrated Passing Improved Ground 5-Step Adjustable Piston Cooling Jet Engine Cut Off External Fuel Pump Tumble Flow and seat switch Clearance Suspension Which year did CBS become a government mandate? What is the meaning of Japanese term \"Genba\"? 2001 2009 2011 2019 Place of Dealer Visit Company Visit Plant Visit Place of Actual Visit Which of the following is not a benefit of ACG Starter? SP 125 introduced this First in 125cc Motorcycle Segment. Silent Start Better Mileage Battery Charging All weather start 5 Step Adjustable Suspension CBS ACG Starter Motor Integrated Engine Start/Stop Switch Name the new vehicle from Honda that comes with Camouflage body graphics? By slightly opening exhaust valve, what helps to minimize force required during engine start? Activa 6G Premium Activa 125 Premium Dio Racing Edition Dio Sports Edition Swing Back PGM-Fi ABS Technology Decompression Edition Edition When will the Service due Indicator start blinking before the 1st service? \"The Most Appealing Executive Motorcycle\" by JD Power in the year 2016”? 100 kms 150 kms 200 kms 250 kms SP125 Glamour Passion Pro Shine What was Honda's first official product that was launched in 1949? What is the blinking base of Service Due Indicator in Activa 6G? Type A CB 150 None Dream D Time of Purchase Max Speed achieved Both A&B Distance covered in Kms What constitutes the 4th step of the Sales Process adhered at Honda This feature allows the piston to take a ‘running start’ during the engine start Approaching Objection Handling Need Analysis Test Ride Decompression PGM-Fi ABS Technology Swing Back

Single Shot - Answer Reveals JUL’22 Which was the 1st BS-VI vehicle launched by Honda in India? ASTM stands for? LIVO Dio CD110 Dream Activa 125 Annual Service Annual Spares Annual Sales Team Annual Sales Target Target Memo Target Memo Memo Memorandum Which vehicle recently celebrated 1 Crore Club from HMSI product stable? What is the full form of ACG Motor? SP 125 Activa 125 CD110 Dream Shine Accumulator Cast Accumulator Alternate Cast Alternate Current Generator Generator Current Generator Generator Which of the feature's were recently introduced in Activa 6G? Telescopic External None of the Both A & B When did HMSI introduce CBS technology in it’s scooters in India? Suspension Fuel Lid Above 2001 2003 2011 2009 How does more Handle Turning Angle benefit while riding a 2 wheeler? What is the full form of CLIC ? Better Power Better Torque Better Braking Better Maneuverability Convenient Lift Convenient Lifting Convenient Lift Convenient Lift Up Independent Cover Independent Cover Independent Cover Ideal Cover PDCA stands for Plan-Do-Choose- Present-Do- Plan-Do-Change- Plan-Do-Check-Act Which of these is not a location for Honda's race track? Act Change-Act Act Greater Noida Coimbatore Chennai Mumbai When did Honda introduced PGM Fi technology in the world? What constitutes the mechanical component of the \"Auto-Choke\" feature in Shine? 2001 1999 2011 1982 PGM-Fi Suzure Valve ACG Starter Solenoid Valve Choose the correct option : \"Shine comes with 1285mm wheelbase which make it more stable and balanced\" 1285mm Incorrect wheelbase Wheelbase doesn’t help stability 1285mm wheelbase is of Unicorn, not Shine Statement is Correct

SALES APPROACH BOOK Guideline

Page 01 / 21 What is an Approach Book When verbal explanations are insufficient, this book can serve as a supplementary visual material for sales activities. Sales staff can use this book as a memorandum & an evidence for the customer. It act as a place to keep summaries of complicated product features or benefits that are difficult to remember . Each sales staff should focus on developing his/her own Approach Book. As you develop this book, you will realize how much you can learn from creating such a resourceful material. (Based on your strong & week points)

Page 02 / 21 Benefits Sales staff can use this book as a Memorandum & an Evidence for the customer. It acts as a place to keep summary of product features or benefits that are important to remember.  Provides accurate information to the customer  Provides third party evidence for confirmation of the customer  Provides peculiar information to the customer as per the need  Acts as a visual aid to the customer

Page 03 / 21 Sales Manager’s Approach Book Types Of APPROACH BOOK

RECEPTIONIST’S APPROACH BOOK Page 04 / 21  Product Catalogues  HMSI Price List  Finance/ Exchange Scheme  Accessories Details & Pricelist  New Product details  Booking List/ Delivery Schedule  CSD & CPC Pricelist

SALES EXECUTIVE’S APPROACH BOOK Page 05 / 21 PRICE LIST: Gurgaon (Haryana) OTHER ITEMS TO BE ADDED OTHER ITEMS TO BE ADDED MODEL EX-SHOWROOM INSURANCE REG. AMT TRC ON ROAD 0 % DEP. ON ROAD PRICE PRICE AMT PRICE INSURANCE. (With 0% ACTIVA DIO 46490.00 955.00 2030.00 150.00 49625.00 1254.00 Dep.Insurance) AVIATOR 44015.00 930.00 1975.00 150.00 47070.00 1212.00 AVIATOR (DISC) 47510.00 970.00 2035.00 150.00 50665.00 1272.00 49924.00 CB TWISTER (Kick) 52800.00 1025.00 2145.00 150.00 56120.00 1363.00 47352.00 CB TWISTER (Self Drum) 45255.00 945.00 2025.00 150.00 48375.00 1233.00 50967.00 CB TWISTER(Self Disc) 48160.00 975.00 2075.00 150.00 51360.00 1283.00 56458.00 DREAM YUGA (Kick Alloy) 51320.00 1005.00 2125.00 150.00 54600.00 1337.00 48663.00 DREAM YUGA (Kick Spoke) 46255.00 955.00 2030.00 150.00 49390.00 1251.00 51668.00 DREAM YUGA (Self Alloy) 44750.00 940.00 2000.00 150.00 47840.00 1225.00 54932.00 CB SHINE (Kick Spoke) 48255.00 975.00 2070.00 150.00 51450.00 1284.00 49686.00 CB SHINE (Self Disc Alloy) 48170.00 975.00 2065.00 150.00 51360.00 1283.00 48125.00 CB SHINE (Self Drum Alloy) 54935.00 1045.00 2225.00 150.00 58355.00 1399.00 51759.00 CBF STUNNER 51800.00 1015.00 2150.00 150.00 55115.00 1345.00 51668.00 CB UNICORN 56510.00 1065.00 2230.00 150.00 59955.00 1426.00 58709.00 CB UNICORN DAZZLER 64200.00 1150.00 3680.00 150.00 69180.00 1558.00 55445.00 CB UNICORN DAZZLER DLX 66955.00 1175.00 3800.00 150.00 72080.00 1606.00 60316.00 CBR150 STD. 67980.00 1190.00 3850.00 150.00 73170.00 1622.00 69588.00 CBR150 DLX. 119640.00 1740.00 6050.00 150.00 127580.00 2508.00 72511.00 CBR250R STD. 120670.00 1755.00 6100.00 150.00 128675.00 2526.00 73602.00 CBR250R STD. (T. CLR) 149540.00 2140.00 7020.00 150.00 158850.00 3098.00 128348.00 CBR250R C-ABS 150565.00 2155.00 7100.00 150.00 159970.00 3116.00 129446.00 CBR250R C-ABS (T. CLR) 175535.00 2435.00 8000.00 150.00 186120.00 3558.00 159808.00 176560.00 2445.00 8100.00 150.00 187255.00 3575.00 160931.00 187243.00 188385.00 Product Catalogues Price List Power Punch Sales Target Achievement Sales Need Analysis questions Finance / Exchange Schemes

SALES MANAGER’S APPROACH BOOK Page 06 / 21 OTHER ITEMS TO BE ADDED  Booking List/ Delivery  HMSI & Competition Price List Schedule  CSD & CPC Pricelist  Manpower status  Accessories Details & Pricelist  Roles and Responsibility of  Finance/ Exchange Scheme Niguri-ASTM the Staff  Safety Riding Leaflets  Network Sales Target Sheets  Promotional budget utilization Sales Circular  Activity Plan Vs Actual  Finance data analysis  Advertisement  Transporter & Contact Details  Company Profile of HMSI Dealer  Manpower Training Schedule  Payment Status details as per load Plan Sales Team Target Sheet User Profile Data Let’s Discuss New Product Details Vehicle Stock Report (MTOC)

Page 07 / 21 Let us Discuss in Detail

NEED ANALYSIS Page 08 / 21 How much Are you Which will you like looking for vehicle were *Sample images to invest in Scooter or Motorcycle? you using the new earlier? vehicle? Mandatory Questions What is your How is the Occupation? road How many kilometers do condition in you ride on a your area? daily basis?

PRODUCT BROCHURE Page 09 / 21 Product catalogues provides authentic and trust worthy information to the customer. • HMSI product catalogues will provide all the relevant information to the customer • It is a mini sales talk for a product • Executive should be able to explain the product features mentioned therein • Competition catalogues helps in showing the advantage over an authentic source of information *Sample images

COMPETITOR PRODUCT BROCHURE Page 10 / 21 Photocopy can also be used *Sample images

PRICE LIST: HMSI & COMPETITORS Page 11 / 21 PRICE LIST: Gurgaon (Haryana) *Sample images MODEL EX-SHOWROOM INSURANCE REG. AMT TRC ON ROAD 0 % DEP. ON ROAD PRICE PRICE AMT PRICE INSURANCE. (With 0% ACTIVA DIO 46490.00 955.00 2030.00 150.00 49625.00 1254.00 Dep.Insurance) AVIATOR 44015.00 930.00 1975.00 150.00 47070.00 1212.00 AVIATOR (DISC) 47510.00 970.00 2035.00 150.00 50665.00 1272.00 49924.00 CB TWISTER (Kick) 52800.00 1025.00 2145.00 150.00 56120.00 1363.00 47352.00 CB TWISTER (Self Drum) 45255.00 945.00 2025.00 150.00 48375.00 1233.00 50967.00 CB TWISTER(Self Disc) 48160.00 975.00 2075.00 150.00 51360.00 1283.00 56458.00 DREAM YUGA (Kick Alloy) 51320.00 1005.00 2125.00 150.00 54600.00 1337.00 48663.00 DREAM YUGA (Kick Spoke) 46255.00 955.00 2030.00 150.00 49390.00 1251.00 51668.00 DREAM YUGA (Self Alloy) 44750.00 940.00 2000.00 150.00 47840.00 1225.00 54932.00 CB SHINE (Kick Spoke) 48255.00 975.00 2070.00 150.00 51450.00 1284.00 49686.00 CB SHINE (Self Disc Alloy) 48170.00 975.00 2065.00 150.00 51360.00 1283.00 48125.00 CB SHINE (Self Drum Alloy) 54935.00 1045.00 2225.00 150.00 58355.00 1399.00 51759.00 CBF STUNNER 51800.00 1015.00 2150.00 150.00 55115.00 1345.00 51668.00 CB UNICORN 56510.00 1065.00 2230.00 150.00 59955.00 1426.00 58709.00 CB UNICORN DAZZLER 64200.00 1150.00 3680.00 150.00 69180.00 1558.00 55445.00 CB UNICORN DAZZLER DLX 66955.00 1175.00 3800.00 150.00 72080.00 1606.00 60316.00 CBR150 STD. 67980.00 1190.00 3850.00 150.00 73170.00 1622.00 69588.00 CBR150 DLX. 119640.00 1740.00 6050.00 150.00 127580.00 2508.00 72511.00 CBR250R STD. 120670.00 1755.00 6100.00 150.00 128675.00 2526.00 73602.00 CBR250R STD. (T. CLR) 149540.00 2140.00 7020.00 150.00 158850.00 3098.00 128348.00 CBR250R C-ABS 150565.00 2155.00 7100.00 150.00 159970.00 3116.00 129446.00 CBR250R C-ABS (T. CLR) 175535.00 2435.00 8000.00 150.00 186120.00 3558.00 159808.00 176560.00 2445.00 8100.00 150.00 187255.00 3575.00 160931.00 187243.00 188385.00

POWER PUNCH AND PRODUCT COMAPRISON Page 12 / 21 Healthy competition is good for business • Fair and honest comparison with competition models • Benefit of advantage shall be explained • Acts as an eye opener for the customer • Helps in better handling of customer’s objections • Aids in understanding neck to neck competition within a segment *Sample images

PRICE LIST IS NOT ENOUGH ! Page 13 / 21 Booking Form Performa Invoice Lucrative finance/ exchange scheme facilitates in decision making • Sales executive should be able to explain the focused finance/ exchange scheme • Updated quick reference sheet should be a part of a good sales approach book • Product wise finance/ exchange scheme should be known . *Sample images

A GOAL WITHOUT A PLAN IS JUST A WISH Page 14 / 21 NIGURI ASTM Stock Summary Report What is ageing ? *Sample images

MANPOWER & TARGET DETAILS Page 15 / 21 Human resource is the best and most important resource  For uninterrupted flow of work, it is very important for *Sample images a sales manager to plan and schedule work force availability in advance  Unauthorized and sudden absenteeism is reduced  Proper delegation of work is possible  Each individual is aware of their KRA  Expectation setting is clear and crisp

GAME OF FIGURES Page 16 / 21 Finance Analysis User Profile Data *Sample images