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1PARTICIPANT PLAYBOOK
IT’S GAME TIME!
Hello sports fans and welcome to Hyundai Head2Head. If you’re in the mood for
some good old-fashioned gridiron greatness then you have come to the right
place. Today’s epic battle pits some of Hyundai’s game-changing vehicles against
their top competitors for some grille-to-grille action that will clearly show who’s
the real hero of the highway. So lace up your cleats and get ready to take the fi eld,
the opening whistle is just moments away!
Today’s Gameplan:
THE TAILGATE PARTYKick the tires on today’s featured competitors
PICKIN’ SIDESMeet your fellow teammates
FACES IN THE CROWDGet to know your customers
THE TRAINER’S ROOMBrush up on 3rd party shopping tools and resources
THE HIGHLIGHT REELReview the key selling points of our Hyundai heroes
THE SCOUTING REPORTGet up close and personal with today’s featured competitors
TRADING CARD COLLECTIONLearn more about other vehicles in the league
CALLING THE AUDIBLEPractice counter-selling strategies you can use right away
TOUCHDOWN DRIVECall the plays in a head-to-head showdown between Hyundai vehicles and some
top competitors
POST GAME INTERVIEWReview the highlights from today’s playbook
2 SONATA & SANTA FE SPORT
The Tailgate Party
It’s time to enjoy a front row seat for awesome head-to-head action between
some of Hyundai’s top selling vehicles and their leading competitors.
Today’s smackdown features:
HYUNDAI VEHICLE(S)
list today’s featured Hyundai vehicle(s) above
VS.
COMPETITIVE VEHICLE(S)
list today’s featured Hyundai vehicle(s) above
Take some time to explore the competitor(s) we have here for you today and use the
space below to record your initial thoughts about the competition:
3PARTICIPANT PLAYBOOK
Pickin’ Sides
Please use the space below to write down the name of your team and
team captain:
Team Name:
Team Captain:
4 SONATA & SANTA FE SPORT
Faces in the Crowd
During certain modules in today’s event, you’ll be asked to “present” to
specifi c customers. Let’s meet them now. Use the space next to the customer
introduction to record any observations you can use to tailor your presentations.
HAYDEN GREENE
NICOLE & DAVID SAYER
5PARTICIPANT PLAYBOOK
Faces in the Crowd
NOTES:
6 SONATA & SANTA FE SPORT
The Trainer’s Room
More than ever before, customers have access to readily available shopping
information that informs their vehicle purchase. One of these resources is the
competitive comparison tool located on Hyundai’s website. The tool can be found
at: www.hyundaiusa.com, under the shopping tools tab.
Star players will tell you practice makes perfect...so let’s get some practice using
that tool now.
› Access the competitive comparison tool and input the correct Hyundai
vehicle(s) and top competitor(s).
› The facilitator will ask you a series of questions, based on the comparison
you entered.
› Use the space on the following page to write in the facilitator’s questions and
your answers, based on the information you discovered.
7PARTICIPANT PLAYBOOK
The Trainer’s Room
COMPARISON 1:
HYUNDAI VEHICLE(S)
list today’s featured Hyundai vehicle(s) above
VS.
COMPETITIVE VEHICLE(S)
list today’s featured Hyundai vehicle(s) above
QUESTION ANSWER
1.
2.
3.
4.
COMPARISON 2:
HYUNDAI VEHICLE(S)
list today’s featured Hyundai vehicle(s) above
VS.
COMPETITIVE VEHICLE(S)
list today’s featured Hyundai vehicle(s) above
QUESTION ANSWER
1.
2.
3.
4.
8 SONATA & SANTA FE SPORT
The Trainer’s Room
There are lots of other great comparison tools available online. They’re tools that your
customers are using as part of their shopping process, so it’s really important that
you’re familiar with them as well. One of these resources is Kelly Blue Book’s
5-year Cost-to-Own tool. The tool can be found at: www.kbb.com, under the
resources tab.
Using the kbb.com cost-to-own tool, we’re going to fi nd out which vehicles in our
set(s) present the best value to customers in term of ownership costs.
› Use the space on the following page to predict the cost-to-own ranking of the
vehicles in our set(s).
› Access the cost-to-own tool and input the correct Hyundai vehicle(s) and
top competitor(s).
› Using the tool, check the accuracy of your predictions.
9PARTICIPANT PLAYBOOK
The Trainer’s Room
VEHICLE SET 1:Cost-to-Own Ranking
(lowest to highest)
PREDICTION ACTUAL
1. 1.
2. 2.
3. 3.
4. 4.
VEHICLE SET 2:Cost-to-Own Ranking
(lowest to highest)
PREDICTION ACTUAL
1. 1.
2. 2.
3. 3.
4. 4.
10 SONATA & SANTA FE SPORTSONATA & SANTA FE SPORT
The Trainer’s Room
Third party resources offer an excellent unbiased reference for comparing
Hyundai vehicles to their competitors. They’re a great tool to use with customers;
especially if those customers are skeptical that you’re just trying to say whatever
they want to hear, just to “sell” them a car.
Some useful 3rd party resources include:
› www.jdpower.com/cars
› http://www.jdpower.com/press-releases/2016-us-initial-quality-study-iqs
› www.newcars.com
› www.carsdirect.com
› www.thecarconnection.com
Take a moment now to see what these sites are saying about the vehicles we’re
focusing on today and use the space below to record your fi ndings:
NOTES:
11PARTICIPANT PLAYBOOK
The Trainer’s Room
NOTES:
12 SONATA & SANTA FE SPORT
The Highlight Reel
Here’s where we start to see just how well our Hyundai heroes stack up against
some of their top competition in your region. To do that effectively, we need to
take a look at some of the key selling points of our featured Hyundai vehicle(s).
SONATA KEY SELLING POINTS:
› Hood:
● Horsepower: 185 hp
● 6-speed automatic transmission with SHIFTRONIC® technology
● Proximity Key entry with push button start
● 17” Alloy Wheels
● LED Daytime Running Lights (DRL)
● America’s Best Warranty®
› Driver Side:
● 8-way power driver seat with power adjustable lumbar support
● Sport seats–leather bolster with cloth inserts
● Heated front seats
● Leather-wrapped steering wheel and shift knob
› Cargo Area/Trunk:
● Hands-free Smart Trunk
● Over 16 cubic feet of cargo space
° EPA Large Car classifi cation and Best-in-class interior & cargo volume
› Rear Seat:
● 60/40 fold down rear seat
› Passenger Side:
● 7-inch color touchscreen audio display with AM/FM/SiriusXM/CD/MP3 audio
system with 6 speakers
● Android Auto™
● Apple CarPlay™
● Power tilt-and-slide sunroof
● Hyundai Blue Link® Connected Car System
13PARTICIPANT PLAYBOOK
The Highlight Reel
SONATA OBSERVATIONS & NOTES:
14 SONATA & SANTA FE SPORT
The Highlight Reel
SANTA FE SPORT KEY SELLING POINTS:
› Hood:
● Horsepower: 185 hp
● 6-speed automatic transmission with SHIFTRONIC® technology
● Distinctive Hyundai styling
° Body color rear spoiler
° Chrome exterior door handles
● America’s Best Warranty®
› Driver Side:
● Power driver seat with 4-way lumbar support
● Steering-wheel-mounted audio, cruise and Bluetooth® controls
● 12-volt power outlets (2 front, 1 rear center console, 1 cargo area)
› Cargo Area/Trunk:
● Over 71 cubic feet of cargo space (with seats down)
● Cargo area underfl oor storage
● Back-Up camera (note as standard equipment)
› Rear Seat:
● 40/20/40 split-folding 2nd-row bench seat
● YES Essentials® stain and odor resistant cloth
● 3 rear seat head restraints
› Passenger Side:
● 5-inch color touchscreen audio with SiriusXM® Satellite Radio
● AM/FM/ /CD/MP3 6-speaker Audio System
● Dual automatic temperature control with CleanAir Ionizer
● 7 standard airbags
● Hyundai Blue Link® Connected Car System
15PARTICIPANT PLAYBOOK
The Highlight Reel
SANTA FE SPORT OBSERVATIONS & NOTES:
16 SONATA & SANTA FE SPORT
The Scouting Report
Let’s see how our featured competitor(s) matches up against a like-priced
Hyundai hero. Take a few moments to explore the vehicle(s) and use the space
below to record your initial impressions. Then use those notes to complete the
puzzle sheets on the following pages.
FEATURED COMPETITOR: (enter featured vehicle here)
NOTES & OBSERVATIONS:
FEATURED COMPETITOR: (enter featured vehicle here)
NOTES & OBSERVATIONS:
17PARTICIPANT PLAYBOOK
The Scouting Report
NOTES:
18 SONATA & SANTA FE SPORT
The Scouting Report
HONDA ACCORD SPORT
1. Accord’s horsepower:
NOE DUDRHEN TEIGHY IENN
2. Accord’s transmission type:
CTV IHTW OSTRP DEMO
3. Accord’s wheel type:
NTEINEEN ICHN LYLAO
4. Type of seats found in the Accord
TRSPO BCONTIAONIM
5. Accord’s city MPG:
YNTTEW SXI
6. Duration of Accord’s basic warranty:
ITYTHR SXI ONSMTH
7. This Accord feature is the “fl at out” phenomenal in helping to keep drivers safe:
ERTI ERRSPSEU NMGNORIIOT
8. Fuel effi ciency feature on Accord:
COE TSSIAS EYMSST
9. Accord’s rear suspension system:
IMTLU INKL SOUPSNISNE
10. Refl ect on this Accord convenience feature for a moment:
MLNIUADITEL IVYTAN RIRORM
19PARTICIPANT PLAYBOOK
The Scouting Report
HONDA ACCORD SPORT
7
8 9
10
1
6 5
2 3
4
ACROSS
2 Confi guration of Accord’s fold down
rear seats
4 Number of zones in Accord’s
climate control system
5 Material used on Accord’s door
handles
6 Number of cupholders in the
Accord
8 Material used to wrap Accord’s
steering wheel
DOWN
1 Number of speakers with Accord’s
160-watt audio system
3 Number of 12-volt power outlets in
the Accord
7 Accord feature that puts changing
gears at the driver’s fi ngertips
9 Comfort feature added to Accord’s
driver seat
10 Accord’s gas and brake pedals are
made of this material
20 SONATA & SANTA FE SPORT
The Scouting Report
TOYOTA CAMRY SE
1. Camry’s horsepower:
NOE UDEHRND NEETYSV TGIHE
2. Camry’s transmission type:
SIX EDSPE TOAICMAUT TEIC
3. Camry’s wheel type:
SENVTEEEN NHIC AOYLL
4. Size of Camry’s display audio head unit:
IXS TNIOP NOE IHSNEC
5. Camry’s city MPG:
WYTETN RUFO
6. Camry’s suspension:
STORP UTNDE
7. Camry’s headlamp type:
POJRETROC AEMB SAMHPELAD
8. Active safety feature that aids Camry drivers in stop and go traffi c:
SMRAT PSOT TEOHNLOYCG
9. Exterior styling feature that adds to Camry’s sporty look:
OHECMR EPDTPI XTESAHU
10. Camry convenience feature that aids in easy vehicle access:
OMERTE SKLEESY RYTEN MYSTSE
21PARTICIPANT PLAYBOOK
The Scouting Report
TOYOTA CAMRY SE
10
7
6
5
4
2
8 9
3
1
ACROSS
1 Confi guration of Camry’s fold down
rear seats
2 Comfort feature added to Camry’s
driver seat
3 Number of Camry’s 12V auxiliary
power outlets
5 Color of Camry’s interior trim
7 Camry’s front passenger window
has this convenience feature
9 Number of speakers in Camry’s
audio system
DOWN
4 Number of cupholders in the
Camry
6 Camry’s steering wheel is wrapped
in this material
8 Number of ways Camry’s driver
seat can be adjusted
10 Camry feature that puts changing
gears at the driver’s fi ngertips
22 SONATA & SANTA FE SPORT
The Scouting Report
HONDA CR-V EX
1. CR-V Horsepower:
EON HNDREDU EITHYG IVFE
2. CR-V Transmission type:
OONNCLUTUYSI ELABAVIR
3. CR-V wheel type:
NETENSEEV CIHN ALLYO
4. Size of CR-V’s display audio head unit:
NESEV CISHEN
5. CRV’s city MPG
EWTYNT SIX
6. Duration of CR-V’s standard warranty:
YHIRTT XIS ONSHTM
7. CR-V’s throttle system:
EVRDI BY EIWR
8. CR-V’s Active safety feature that aids driver in blind spot visibility:
DHAON AECAHTWLN
9. CR-V convenience feature that reveals the night sky:
EOPWR OFROMONO
10. Comfort is “in the air” thanks to this rear seat convenience feature:
RAER OECNLOS VSNET
23PARTICIPANT PLAYBOOK
The Scouting Report
HONDA CR-V EX
8
3
10
1
4 7 6
5
2
9
ACROSS
2 Number of 12V power outlets in
CR-V
4 Confi guration of CR-V’s fold down
rear seats
5 Number of ways CR-V’s driver seat
can be adjusted
9 CR-V safety/convenience feature
that lets driver view behind them
without turning their head
10 Number of tie down anchors in
cargo area
DOWN
1 Total number of beverage holders
in CR-V
3 CR-V drivers get their motor
running with this convenience
feature
6 Number of speakers in CR-V’s 160-
watt stereo
7 Number of USB audio interface
outlets in CR-V
8 No butts about it, this CR-V
convenience feature keeps you
warm on cold nights
24 SONATA & SANTA FE SPORT
The Scouting Report
FORD EDGE SE
1. Edge’s rollover safety rating
OURF RAST
2. Edge’s transmission type:
IXS EDESP FESILTHTCSE
3. Edge’s wheel type:
HTEINEEG IHCN UNIMAMUL
4. Size of Edge’s display audio head unit
ROUF PTINO WOT NSCEHI
5. Edge’s city MPG:
EYTNWT ONE
6. Duration of Edge’s basic standard warranty:
THRTYI IXS OSNHMT
7. Edge’s type of headlamp:
AOUT ELHNOAG APHMDSAEL
8. Easy access convenience feature on the Edge:
OERTEM ESYLEKS RYENT
9. Driver assist feature that aids on uphill gradient:
LHLI ATTRS ISSATS
10. Edge’s rear tail lamp type:
LDE IATALSPLM
25PARTICIPANT PLAYBOOK
The Scouting Report
FORD EDGE SE
5
9
4
2
3
10
7
8
1
6
ACROSS
1 Number of zones covered by the
Edge’s air conditioning system
2 Total number of beverage holders
in the Edge
3 Number of 12V power points in the
Edge
6 Edge feature that puts changing
gears at the driver’s fi ngertips
7 Edge’s driver seat is adjusted in
this manner
10 Color of Edge’s door handles and
rear spoiler
DOWN
4 Edge drivers get their motor
running with this convenience
feature
5 Confi guration of Edge’s fold down
rear seats
8 Edge’s shifter knob is wrapped in
this material
9 Convenience feature on Edge’s
front driver window
26 SONATA & SANTA FE SPORT
The Scouting Report
JEEP CHEROKEE LATITUDE
1. Jeep feature that helps limit slip on slick roads:
ALL PSDEE NCAOITTR RCLOOTN
2. Jeep’s transmission type:
NINE DPSEE TTMIAUACO
3. Jeep’s wheel type:
SEEVENTEN IHCN LMUNIAUM
4. Size of Jeep’s display audio head unit:
FEIV CNHSEI
5. Jeep’s city MPG:
EWYTNT TOW
6. Location of Jeep’s hands-free microphone:
EARR EVWI OIRRMR
7. Jeep’s headlamp type:
IOUNB-CTNFI OLGEHAN
8. Unique storage solution feature on the Jeep:
EEJP AGORC GETENNAMAM SETYMS
9. Driver assist feature that helps Jeep on uphill gradient:
ILLH ASTTR ISTSSA
10. Unique feature aiding Jeep’s cargo capacity:
LFDO AFTL RNOTF ATES
27PARTICIPANT PLAYBOOK
The Scouting Report
JEEP CHEROKEE LATITUDE
10
6 8
2
3
7
1
5
9
4
ACROSS
1 Number of ways the Jeep’s front
passenger seat can be manually
adjusted
2 Confi guration of Jeep’s fold down
rear seats
3 Number of 12V auxiliary power
outlets in the Jeep
4 Number of cargo tie down loops in
the Jeep
6 Number of USB charging ports in
the Jeep’s console bin
9 Number of rear seat head
restraints
DOWN
5 Material used to wrap Jeep’s
steering wheel
7 Number of speakers in Jeep’s
stereo system
8 Convenience feature on both of
Jeep’s front windows
10 Convenience feature on Jeep’s
front passenger seat
28 SONATA & SANTA FE SPORT
The Scouting Report
It’s important for you to understand some of the key selling points of our
featured competitor(s).
Use the space below to fi ll in the features discussed by the group.
FEATURED COMPETITOR: (enter featured vehicle here)
KEY SELLING POINTS:
› HOOD:
1.
2.
3.
› DRIVER SIDE:
1.
2.
3.
› CARGO AREA/TRUNK:
1.
2.
3.
› REAR SEAT:
1.
2.
3.
› PASSENGER SIDE:
1.
2.
3.
29PARTICIPANT PLAYBOOK
The Scouting Report
Use the space below to fi ll in the features discussed by the group.
FEATURED COMPETITOR: (enter featured vehicle here)
KEY SELLING POINTS:
› HOOD:
1.
2.
3.
› DRIVER SIDE:
1.
2.
3.
› CARGO AREA/TRUNK:
1.
2.
3.
› REAR SEAT:
1.
2.
3.
› PASSENGER SIDE:
1.
2.
3.
30 SONATA & SANTA FE SPORT
Trading Card Collection
This set of trading cards gives you some stats and facts you need to get up to
speed on the other teams’ playbook.
A leader on any depth chart, the Honda Accord helps level the playing field
with its own proven combination of form and functionality. Partnering
ample power with modern styling and features, the Accord has what it
takes to hold its field position against the toughest opponents.
2017 Honda Accord Sport 2.4L Stats & Facts:
Base MSRP: $24,415
189 hp @ 6400 rpm
Continuously Variable Transmission with Sport Mode
Aggressive grille design and body styling
10-way power driver seat
31PARTICIPANT PLAYBOOK
Trading Card Collection
Feature2017 Hyundai Sonata
Sport 2.4L + Value Edition Package
2017 Honda Accord Sport 2.4L
+ CVT
Engine Type (liters) 2.4 GDI D-CVVT DOHC I-4 2.4 DI i-VTEC DOHC I-4
Horsepower (hp @ rpm) 185 @ 6,000 189 @ 6,400
Transmission 6-Speed SHIFTRONIC® Automatic Transmission
CVT w/ Sport Mode
Drive Mode Select S – Eco, Normal, Sport S – Eco/Normal
Sunroof S N/A
Hands-free Smart Trunk S N/A
Proximity Key Entry with Push-button Start
S N/A
Heated Power Mirrors S N/A
Android AutoTM and Apple CarPlay® S N/A
Telematics S – Blue Link® N/A
HD Radio Technology® S N/A
Heated Front Seats S N/A
City/Highway/Comb. (EPA-est. mpg) 25/35/28 26/34/29
MSRP (MSRP + Destination) $25,185 $26,050
S = standard O = available option N/A = not available Updated Competitive Comparisons can be found at www.HyundaiSalesTraining.com
32 SONATA & SANTA FE SPORT
Trading Card Collection
A regular on the roster, the Toyota Camry is the best-selling vehicle in its
class…and with good reason. The Camry’s aggressive design and strong
hood lines command attention and its comfortable interior is certain to
keep it in the starting lineup for years to come.
2017 Toyota Camry SE 2.5L Stats & Facts:
Base MSRP: $24,755 (w/ moonroof)
178 hp @ 6,000 rpm
Top-selling vehicle in its class
6-speed Automatic Transmission w/Sequential Shift Mode
Power tilt/slide moonroof
33PARTICIPANT PLAYBOOK
Trading Card Collection
Feature2017 Hyundai Sonata
Sport 2.4L + Value Edition Package
2017 Toyota Camry SE 2.5L
+ Moonroof
Engine Type (liters) 2.4 GDI D-CVVT DOHC I-4 2.5 SFI D-VVTi DOHC I-4
Horsepower (hp @ rpm) 185 @ 6,000 178 @ 6,000
Transmission 6-Speed SHIFTRONIC® Automatic Transmission
6-Speed Auto. w/ Sequential Shift Mode
Drive Mode Select S – Eco, Normal, Sport N/A
LED Daytime Running Lights S N/A
Hands-free Smart Trunk S N/A
Proximity Key Entry with Push-button Start
S N/A
Android AutoTM and Apple CarPlay® S N/A
Telematics S – Blue Link® N/A
Heated Front Seats S N/A
Cargo Volume (cu. ft.) 16.3 15.4
Limited Powertrain Warranty 10-year/100,000-mile 5-year/60,00-mile
City/Highway/Comb. (EPA-est. mpg) 25/35/28 24/33/27
MSRP (MSRP + Destination) $25,185 $25,620
S = standard O = available option N/A = not available Updated Competitive Comparisons can be found at www.HyundaiSalesTraining.com
34 SONATA & SANTA FE SPORT
Trading Card Collection
A locker room leader, the Malibu brings an unexpected sense of drama
to everyday driving. With dynamic body lines, an agile stance and a
comfortable interior, this midsize is no small performer. Malibu offers
the perfect blend of form and function.
2016 Chevrolet Malibu 1LT 1.5L Stats & Facts:
Base MSRP: $25,020
163 hp @ 5,700 rpm
6-speed Automatic with manual shift
Chevrolet MyLink® Radio with 8-inch color touchscreen
Equipped with 4G LTE Wi-Fi hotspot
35PARTICIPANT PLAYBOOK
Trading Card Collection
Feature2017 Hyundai Sonata
Sport 2.4L + Value Edition Package
2016 Chevrolet Malibu 1LT 1.5L Turbo
+ Convenience & Technology Pkg. + Sunroof
Engine Type (liters) 2.4 GDI D-CVVT DOHC I-4 2.0 DI Turbo VVT DOHC I-4
Horsepower (hp @ rpm) 185 @ 6,000 163 @ 5,700
Transmission 6-Speed SHIFTRONIC® Automatic Transmission
6-Speed Auto. w/ manual shift
Drive Mode Select S – Eco, Normal, Sport N/A
Turning Diameter (curb to curb, ft.) 35.8 37.0
Hands-free Smart Trunk S N/A
Heated Front Seats S O
Leather Bolster with Cloth Insert Seating Surfaces
S N/A
Cargo Volume (cu. ft.) 16.3 15.8
Headroom (in.) (front/rear) 40.4/38.0 39.1/37.5
New Vehicle Limited Basic Warranty 5-year/60,000-mile 3-year/36,000-mile
Limited Powertrain Warranty 10-year/100,000-mile 5-year/60,000-mile
City/Highway/Comb. (EPA-est. mpg‡) 25/35/28 27/37/31
MSRP (MSRP + Destination) $25,185 $27,940
S = standard O = available option N/A = not available Updated Competitive Comparisons can be found at www.HyundaiSalesTraining.com
36 SONATA & SANTA FE SPORT
Trading Card Collection
The Ford Edge is a veteran performer who combines credible power with
impressive styling. The partnership of performance and utility makes it
purposefully designed to appeal to the true crossover customer.
2016 Ford Edge SE 2.0L w/EcoBoost Stats & Facts:
Base MSRP: $28,700 (FWD)
245 hp @ 5,500 rpm*
6-speed SelectShift® Automatic Transmission
Intelligent Access with Push-button Start
* With 93-octane fuel
37PARTICIPANT PLAYBOOK
Trading Card Collection
Feature2017 Hyundai Santa Fe Sport
2.4L FWD w/ Popular Equipment Package
2016 Ford Edge SE 2.0L
EcoBoost FWD
I-4 Engine Type (liters) 2.4 DOHC GDI I-4 2.0 Turbo DOHC GDI I-4
Horsepower (hp @ rpm) 185 @ 6,000 245 @ 5,500*
Standard Transmission6-Speed SHIFTRONIC® Automatic Transmission
6-Speed SelectShift® Automatic Transmission
Drive Mode Select S – Eco, Normal, Sport N/A
Blue Link® Connected Car System S (Blue Link) S (SYNC®)
Rearview Camera S S
Front Fog Lights S N/A
Dual Automatic Temperature Control w/ CleanAir Ionizer
S N/A
Driver’s Knee Airbag S S
Android AutoTM S N/A
Power Driver’s Seat S N/A
Automatic Transmission — FWDCity/Highway/Combined (EPA-estimated mpg‡)
21/27/24 21/30/24
MSRP w/ Automatic Transmission (MSRP + Freight)
$27,745 $29,595
* With 93-octane fuel
S = standard O = available option N/A = not available Updated Competitive Comparisons can be found at www.HyundaiSalesTraining.com
38 SONATA & SANTA FE SPORT
Trading Card Collection
A reliable utility player, the Honda CR-V delivers adequate performance
and comfort without breaking the budget. Comfortable seating for 5 and
ample, flexible cargo space make the CR-V the perfect workhorse for the
urban warrior or family on the go.
2016 Honda CR-V EX 2.4L Stats & Facts:
Base MSRP: $26,095 (FWD)
185 hp @ 6,400 rpm
CVT Transmission
7-inch display audio touchscreen
39PARTICIPANT PLAYBOOK
Trading Card Collection
Feature2017 Hyundai Santa Fe Sport
2.4L FWD w/ Popular Equipment Package
2016 Honda CR-V EX 2.4L FWD
Engine Type (liters) 2.4 DOHC GDI I-4 2.4 DOHC GD I-4I
Horsepower (hp @ rpm) 185 @ 6,000 185 @ 6,400
Standard Transmission6-Speed SHIFTRONIC® Automatic Transmission
Continuously Variable
Drive Mode Select S – Eco, Normal, Sport S – Eco/Normal
Blue Link® Connected Car System S – (Blue Link) S – (HondaLink®)
Rearview Camera S S
Front Fog Lights S S
Dual Automatic Temperature Control w/ CleanAir Ionizer
S N/A
Driver’s Knee Airbag S N/A
Android AutoTM S N/A
Power Driver’s Seat S S
Automatic Transmission — FWDCity/Highway/Combined (EPA-estimated mpg‡)
21/27/24 26/33/29
MSRP w/ Automatic Transmission (MSRP + Freight)
$27,745 $26,995
S = standard O = available option N/A = not available Updated Competitive Comparisons can be found at www.HyundaiSalesTraining.com
40 SONATA & SANTA FE SPORT
Trading Card Collection
With its right-sized power and versatility, the Jeep Cherokee Latitude is a
two-way player that can adapt to whatever the situation calls for. Distinct
styling and reliable fuel economy add to its appeal.
2016 Jeep Cherokee Latitude 2.4L Stats & Facts:
Base MSRP: $25,295 (FWD)
184 hp @ 6,400 rpm
9-Speed Automatic Transmission
5-inch touchscreen display
41PARTICIPANT PLAYBOOK
Trading Card Collection
Feature2017 Hyundai Santa Fe Sport
2.4L FWD w/ Popular Equipment Package
2016 Jeep Cherokee Latitude2.4L FWD
Engine Type (liters) 2.4 DOHC GDI I-4 2.4 SOHC MPI I-4
Horsepower (hp @ rpm) 185 @ 6,000 184 @ 6,400
Standard Transmission6-Speed SHIFTRONIC® Automatic Transmission
9-speed Automatic
Drive Mode Select S – Eco, Normal, Sport N/A
Blue Link® Connected Car System O – (Blue Link) N/A
Rearview Camera S S
Front Fog Lights S S
Dual Automatic Temperature Control w/ CleanAir Ionizer
O O – (Ionizer – N/A)
Driver’s Knee Airbag S S
Android AutoTM S N/A
Power Driver’s Seat S O
Automatic Transmission — FWDCity/Highway/Combined (EPA-estimated mpg‡)
21/27/24 22/31/25
MSRP w/ Automatic Transmission (MSRP + Freight)
$27,745 $26,290
S = standard O = available option N/A = not available Updated Competitive Comparisons can be found at www.HyundaiSalesTraining.com
42 SONATA & SANTA FE SPORT
Calling the Audible
No matter how much time you spend working on your game, there may still be
times when you come up short of the goal line. When that happens, you need to
“call an audible” and present counter arguments that support why your player is
actually the better choice for the customer.
In a moment you’ll be role playing some of those scenarios with the facilitator.
Use the space below to map out some counter selling strategies you can use in
those situations.
COMPETITOR ADVANTAGE:
COUNTER-SELLING STRATEGY:
COMPETITOR ADVANTAGE:
COUNTER-SELLING STRATEGY:
43PARTICIPANT PLAYBOOK
Calling the Audible
COMPETITOR ADVANTAGE:
COUNTER-SELLING STRATEGY:
COMPETITOR ADVANTAGE:
COUNTER-SELLING STRATEGY:
44 SONATA & SANTA FE SPORT
Touchdown Drive
Now it’s time to put your game plan into action. Using the information you’ve
collected today, you’re going to work together to determine the features,
advantages or counter selling stories that best position today’s featured Hyundai
vehicle(s) as the “winning” choice in our Head2Head match-up.
› At each walkaround position, write down your choices on a Post It note and
place it on the vehicle, at the site of the feature you’re highlighting.
› You’ll present the selected feature(s) to the facilitator, who will be playing the
role of the customer.
› The team who’s most effective at making their case will get to place their Post
It note on the board.
› First team across the goal line is the winner
Use the space below to make note of the features, advantages and counter
selling stories you plan to use:
HYUNDAI VEHICLE(S)
list today’s featured Hyundai vehicle(s) above
VS.
COMPETITIVE VEHICLE(S)
list today’s featured Hyundai vehicle(s) above
HOOD:
DRIVER SIDE:
CARGO AREA/TRUNK:
REAR SEAT:
PASSENGER AREA:
45PARTICIPANT PLAYBOOK
Touchdown Drive
Use the space below to make note of the features, advantages and counter selling
stories you plan to use:
HYUNDAI VEHICLE(S)
list today’s featured Hyundai vehicle(s) above
VS.
COMPETITIVE VEHICLE(S)
list today’s featured Hyundai vehicle(s) above
HOOD:
DRIVER SIDE:
CARGO AREA/TRUNK:
REAR SEAT:
PASSENGER AREA:
46 SONATA & SANTA FE SPORT
Post Game Interview
Use the space below to capture your overall impressions about today’s
Head2Head action:
47PARTICIPANT PLAYBOOK
Notes
48 SONATA & SANTA FE SPORT
Notes
A Few Reminders...
› Don’t forget to check out our Hyundai Sales Edge Publication for more
great information about Hyundai vehicles, selling strategies and
promotional programs.
› Updated competitive comparisons for all vehicles featured in today’s training
can be found online at www.hyundaisalestraining.com, in the product guides
under the resources tab.
› Be sure to log on to the Hyundai Learning Portal
(www.hyundailearningportal.com) to take the post-test and participant
survey for today’s training. YOU MUST COMPLETE THESE ITEMS TO
RECEIVE CREDIT FOR TODAY’S TRAINING.
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