The Distinguished Salesperson Award (DSA) programme at car dealerships Reliance Motors, Harmony Motors and Premium Motors remains on track, with four members of staff picking up awards this year. Jack Cheung Chun-hung, Emily Wu Lai-ming, Kenny Ng Yat-hong and Wilson Heung Wai-keung all said they were driven by the desire to maintain good customer relations, an essential element for a successful career in sales. Mr Cheung, who has worked for Reliance Motors for nearly five years, said the sales process was the most enjoyable aspect of his job. 'We must watch closely customer reaction and all details, from the moment of approaching a client to negotiating to close the deal. Otherwise, all that effort could be wasted,' Mr Cheung said. 'You have to work hard and work smart to be a successful salesman.' The dealerships are subsidiaries of Dah Chong Hong, which was founded in 1946. Reliance Motors is responsible for the sale and distribution of Hondas, while Premium Motors deals with Audis and Harmony Motors Volkswagens. Ms Wu said competition in the industry was what drove her. She has worked as a sales executive with Harmony Motors for three years. 'Sales is full of challenges and satisfaction,' she said. 'This is a competitive market and the market is ever changing. It is a big challenge to close a deal with a customer. 'The sales process includes greetings, car demonstrations, test drives and closing the sale. We have to pay close attention at each step to complete the deal successfully,' Ms Wu said. Mr Ng, a sales executive with Premium Motors for two years, said the key to success in sales was to build a long-term relationship with customers. 'During the sale, one has to listen closely and understand the customer's wants and needs,' Mr Ng said. 'More importantly, you have to place the customer's interests as the top priority and provide professional and helpful suggestions with sincerity. 'The market is very competitive, and it is always a big challenge to persuade a prospective customer to take your product and not your competitor's. 'It's hard for some people working in other fields to understand the satisfaction we get from closing a deal successfully.' Mr Heung, a Honda sales executive with Reliance Motors for eight years, described the award as a career milestone and an encouragement to be even more successful in the future. 'To be a successful salesman, we have to build up a good relationship with customers, treating them as friends and showing concern after sales,' he said.
