Car Dealerships' High-Stakes Game of 129 Cars
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Resources & Recommendations
Books
- "The Art of War" by Sun Tzu - This ancient Chinese military treatise is referenced by a car salesman as the "greatest book ever written about car sales," providing tactical insights into negotiation and strategy.
Videos & Documentaries
- Reenactment of the Second Punic War (YouTube) - Specifically, Hannibal's campaign against the Romans, with a focus on the Battle of Cannae, is used by a salesman to illustrate strategic deception and unexpected maneuvers in sales.
Organizations & Institutions
- Chrysler - The car manufacturer that sets sales quotas and offers bonuses to dealerships, significantly impacting their monthly profitability.
- GEICO - An insurance company mentioned when a customer needs to transfer their car insurance policy.
- Sageworks - An organization that conducted a study on profit margins across different businesses, cited to illustrate that car dealerships typically have lower profit margins than many other industries.
Websites & Online Resources
- Cars.com - An online platform where a co-worker found a car listed by the dealership.
- Chrysler company website (internal) - An internal website used by Chrysler to rank its salespeople nationally, showing individual performance against thousands of others.