Protection Products Sales Training

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Jessie Stone
6 years ago
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1 NEW JERSEY Section 1: Introduction Overview Section 1: Introduction Overview Protection Products Sales Training Welcome Welcome to Protection Products Sales Training! In this workshop, you will learn: Important information about the protection products. The benefits to our renters of purchasing the products. The four-step sales process designed to effectively sell the products. Value of This Training As a result of this training, you will be able to: Explain the benefits of Damage Waiver (DW); Roadside Assistance Protection (RAP); Personal Accident Insurance (PAI); Personal Accident Insurance/Personal Effects Coverage (PAI/PEC), which is sold at airport branches; and Supplemental Liability Protection (SLP). Follow Enterprise s four-step sales process to effectively sell these protection products. Contents This training consists of the following sections: Section 1: Introduction Section 2: Protection Products Section 4: Wrap-Up NOTICE: The materials contained in this manual are copyrighted and are the property of Enterprise Holdings, Inc. ( Enterprise ) for use by employees of Enterprise and its subsidiaries (Enterprise and its subsidiaries collectively referred to as Company ). Any unauthorized use, dissemination, distribution, or copying of these materials is prohibited. If the reader of these materials is not an employee of Company, then you are hereby notified that any dissemination, distribution, copying, or use of this information is strictly prohibited. If you have received a copy of this document or any part thereof and you are not an employee of Company, please immediately return the original and all copies to us at 600 Corporate Park Drive, St. Louis, MO Attn: Legal Department. Feb , Enterprise Rent-A-Car Overview-1

The Renter s Perspective on the Sale of the Products The Renter s Perspective on the Sale of the Products Purpose This segment looks at the sale of the protection products from the renter s

The Renter s Perspective Renters want and need to understand what products and services they are purchasing from Enterprise.

2 The Renter s Perspective on the Sale of the Products The Renter s Perspective on the Sale of the Products Purpose This segment looks at the sale of the protection products from the renter s perspective. Understanding a renter s point of view will improve your ability to provide the right benefits to meet each renter s individual needs. The Renter s Perspective Renters want and need to understand what products and services they are purchasing from Enterprise. According to our Founding Values, Personal honesty and integrity are the foundation of our success. It is our responsibility to provide all necessary information to our renters to allow them to make informed decisions. What information would renters want or need to know about the protection products? What is the benefit to Enterprise of having informed renters? What is the risk to Enterprise of not informing renters about the products and services they are purchasing? Feb , Enterprise Rent-A-Car Renter s Perspective-1

3 Purpose This activity provides an opportunity for you to examine various sales statements and discuss how each could be improved. Instructions Work in groups of three or four people to complete the following: Discuss each statement below and come to a consensus on what is wrong and how you would do it differently. Be ready to share your findings with the rest of the group. Take 10 minutes to complete this activity. Statement #1 Mr. Renter, did you want to go with our full or basic protection package? Continued on next page Feb , Enterprise Rent-A-Car Renter s Perspective-2

4 , Continued Statement #2 Ms. Renter, you must have insurance to rent a car, and since you don t have any, I assume you want to go with mine. Statement #3 Mr. Renter, just sign here and you won t have to worry about anything. Continued on next page Feb , Enterprise Rent-A-Car Renter s Perspective-3

5 , Continued Statement #4 Ms. Renter, your policy with Acme Insurance Company really won t cover you in our car. Statement #5 Mr. Renter, the dealership is paying for the use of the car, so you ll only be responsible for gas and what happens to the car itself while it s in your possession. For only $, you ll be fully covered. Feb , Enterprise Rent-A-Car Renter s Perspective-4

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