Terry canvassed the country training
Lincoln-Mercury dealer salespeople on their newest vehicle,
the Mark LT. This vehicle is a decendent of the wildly
successful Ford F-150 pickup truck, but marks the
appearance of the industry's first, true luxury pick-up
During this training, the salespeople
were briefed on the Mark LT's features and benefits,
including design, style, and true truck capabilities.
The participants were also exposed to the two closest
competitors: The GMC Sierra Denali and the Cadillac
Escalade EXT. During the day attendees drove or rode in
each product and formulated their own conclusions about
Most L-M sales staff had never sold a
fully-capable truck, so the program included a
technical discussion of payload and towing capacities.
This information was deep and could be confusing for
the uninitiated. In order to deliver this material more
efficiently, Terry developed a spreadsheet that
performed the calculations. He used live demonstrations
during the presentation which simplified the exercise
for the participants. The spreadsheet was made
available for use in the dealership.
This is a clear example of the kind
of content improvement Terry can bring to any program.
To see more about the spreadsheet, click
Here is what one attendee had
to say about this training:
"The Mark LT is a fantastic
product and because of the training ...
I now feel very confident in my own sales
-Peter W., Bowling Green Lincoln