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Mar19

Nissan Fixes a Drawback: Salespeople Who Arenít So Hot at Moving Trucks

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2017 Nissan Titan Crew Cab - Image: Nissan

To think of the Nissan model is to think of nameplates like “Sentra,” Rogue,” and, simply perhaps, “Pathfinder.” That’s historically as truck-like as a non-gearhead’s ideas get after listening to the automaker’s identify. Because it continues to place itself as a critical truck maker and Detroit Three competitor, Nissan is aware of this wants to vary.

Whereas the little Frontier has graced our panorama for 20 years, the method of buying one often comes right down to wanting at the window sticker, asking if it is available in a cheaper model, then perusing a very basic record of features. Little totally different than shopping for (or promoting) a car or crossover. That works for the straightforward Frontier, which sells nice regardless of its superior age, however it doesn’t work for would-be Titan consumers who cease in at a Nissan supplier after kicking the tires over at the Ford shop.

With this in thoughts, Nissan’s now shifting its Titan-boosting efforts into the showroom.

In response to Automotive Information, Nissan salespeople are the newest enchancment area for the automaker. Whereas the present-era Titan and its new, bigger Titan XD sibling bowed for the 2016 mannequin yr, gross sales employees apparently nonetheless want steerage on the best way to promote them to truck individuals.

“There was a lot of coaching ó and a lot of coaching is required,” stated Tim Hill, a Florida Nissan supplier proprietor and chairman of†the Nissan Nationwide Supplier Advisory Board.

“A number of it’s new for Nissan sellers. Earlier than, we had principally one mannequin of the Titan. Now we’re going extra head-to-head with the domestics, providing many various truck variations. That’s a studying curve once you haven’t been promoting full-sized trucks.”

2017 Nissan Titan King Cab - Image: Nissan

Consumers within the Frontier aren’t more likely to ask about payload or towing, however you may be positive Titan consumers will. As nicely, the present crop of Titan fashions are much more different than the singular mannequin of the previous. Fuel and diesel energy, a number of cab and mattress configurations†ó the Titan line resembles that of different critical full-size pickups, and salespeople had higher know what consumers need to hear.

“It takes specialised coaching to know the totally different clients within the phase,” Hill stated. Whereas the in-retailer coaching focuses on the Titan line, rival pickups aren’t going unmentioned. It’s uncertain a purchaser will stroll into a Nissan retailer with out cross-purchasing different trucks, and that’s why Nissan employees have to know the gear ratios of each a Titan and an F-one hundred fifty, he stated.

“Once you’ve been promoting automobiles and crossovers that don’t are available these totally different configurations, you’re simply not used to it.”

On the product aspect of issues, Nissa has executed seemingly all the things in its energy to make the Titan an interesting package deal. A stripped-down model for work crews, single cab fashions for the contractors and public works departments, plow attachments, and a manufacturing unit carry package are simply a number of the techniques Nissan has employed to will get consumers into the mannequin. It appears to have paid off, however there’s all the time room for enchancment.

February gross sales of the Titan line within the U.S. rose 25.9 %, yr over yr. Over the primary two months of 2018, Titan and Titan XD gross sales, collectively, are up 35.7 %.

[Image: Nissan]

– Nissan Fixes a Drawback: Salespeople Who Arenít So Hot at Moving Trucks –

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