1. How important is sales force management in Scholfield Honda’s overall success? Why?

“We want our customer to have a long-term relationship with us,” explains Vinnie Koc, a sales consultant with Scholfield Honda, “by providing them the service that Scholfield Honda has always provided.” Scholfield Honda of Wichita, Kansas, is the largest Honda dealer in the state, and for good reason. The Wichita Business Journal voted them one of the Best Places to Work. Roger Scholfield, owner and general manager of the dealership, attributes their company’s success, both internally and with its customers, to the simple fact that “we can train anybody to do anything, but we can’t train you to be a happy person.” To ensure that those on the front line of every sale are the best in the business, Scholfield takes the new hire process very seriously. Every interview is vetted by at least three senior people, and Scholfield meets each potential hire before a final decision is made. The result is a staff of sales and service people who actually want to come to work every day and who believe in the product they are selling. In sales, where trust and attitude is everything, that’s a pretty big deal. Scholfield’s policy of “hiring good attitudes”
is simple. Lose your good attitude, and the door is just a few feet away.