PEN EDUCATION LIBRARY
SALES
Your position in Sales likely means you work with many different roles. The questions you answer, requests you handle, and problems you run into all directly impact a Dealer’s success and the success of your company. Operations looks to you to help with business process and Agents look to you to help with Operations. Having a good foundation of knowledge around Integration certainly helps!
PEN Services has hand-picked the following videos specifically for YOU!
Please take some time to watch these videos in the order prescribed.
After each video, we strongly encourage you to take a short survey to provide your feedback
Recommended Videos
Time Commitment: 50 Mins
Focus on the importance of diagnosis and identifying what type of issue the Dealer is having and the appropriate next step for fastest resolution. Reference a couple of real-life use cases. When the process is followed appropriately, and when it goes off the rails. Stress why following the correct support protocol is so important
Discuss how a Dealer sets up product for Integrated eContracting. Preparation, Registration, Follow-up. What is everyone's role and what materials exist to help support the Provider, Agent, and Dealer through this process.
High-level description of the PEN Services Dealer Onboarding process. What the communications are, whey they are sent, who receives them, and action items. The focus of this video will be on the steps recommended post registration. Usage of the Agent Email field in the form. Why it is important for Dealer Follow-up to discuss their Sales Process. Especially in the case of exceptions.
Traditional F&I Menus, Dealer Specialty, Direct Marketing, Digital Retailing
Identifying different terms. What does price mean. What is a pack (soft/hard), what is a markup. What are other terms people may use to describe the same thing. Discuss where pricing can be set. (Within Portal or Menu) Reiterate that PEN does not dictate/setup pricing, we simply pass data.
What do Dealer Systems know about you the Provider, how do DSPs see you. Some menus have direct, some work with agents but connect through PEN. They might work with your agent, with you, they use a provider profile. How are products saved.