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Car buyers apparently are taking fewer test drives, long considered one of the most important parts of the dealership selling process.

A DMEautomotive survey of about 2,000 automotive consumers indicates 16% took no test drive. About one-third demo drove only one car.

Traditional sales training urges salespeople to put customers behind the wheel of a vehicle for a spin as a way of enhancing the close of a deal.

Not only are more people bypassing test drives, they’re making markedly fewer visits to dealerships, according to DME, a research and marketing firm.



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Have You Ever Bought A Car Without Driving It First? 16% Of All Buyers Are Now Skipping This Step

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