When we are commissioned to consult and train in dealerships, I find that every sales consultant has their own sales process and most sales managers also have their own process. No party is aware of what the other party is doing. There is no “your company” sales process that all parties learn and use. Of course, Path to a Purchase is not set in concrete, instead it has some degree of fuzzy logic where it adapts to each persons personality. By having a structured selling system, every guest has a superior experience. Every Sales Consultant is accountable.  I believe that selling is a science, not an art form passed from each generation to the next.