NEXA WAY OF

SELLING
PRE-TRAINING ASSIGNMENT FOUNDATION
This document contains self-read material and guidelines
to activities all participants must complete prior to PROGRAM
attending the NEXA Way of Selling Foundation Program
 NEXA Way of Selling Foundation Program
Pre-Training Assignment

Name of the Participant

Designation

Dealership Name

Dealership Code

Dealership City

Mobile Number

Congratulations and welcome to NEXA! As part of your onboarding process, you have been
enrolled for the NEXA Way of Selling Foundation Program.
NEXA Way of Selling Foundation Program shall serve as a platform for you to learn about overview
of Auto Industry, Brand NEXA, NEXA SOP, NEXA product portfolio, competitive landscape, NEXA
Technologies and Value Added Services.
In order to make the NEXA Way of Selling Foundation Program more effective, the Pre-Training
Assignment needs to be completed before you attend the program.
The Pre-Training Assignment is scheduled for over six days. On completion of this Pre-Training
Assignment you must get this document signed off by your TDM, SM and FSDM. Below are some of
the instructions that you need to follow:
Instructions:

 Follow the schedule of day-wise pre-training assignment with the support of Training and
Development Manager.
 The pre-training assignment must be duly signed by both, the Training & Development
Manager, Showroom Manager and FSDM, as a validation of completion of the activity.
 All activities in this assignment are mandatory and printed copy of the same must be
submitted to the trainer on the first day of the NEXA Way of Selling Foundation Program.

All the Best!

 Pre-Training Assignment - NEXA Way of Selling Foundation Program
Pre-Training Schedule - NEXA Way of Selling Foundation Program
First Half Second Half
Conducted by /
Day Section Self Read Topics Product Activity
Remarks

Human Resource HR Manager & Showroom Manager

Department wise
Orientation
Sales Showroom Manager/TDM Participants will go through brochure, see the vehicle and
understand the following:
- Basic Specifications
Vehicle Classification & Segmentation
Participants will be given a pre-training hand- - Variant Build-Up
out facilitating self learning. BALENO + (TDM supports on the above activities)
Day 1 BALENO RS - Continuous Variable Transmission (CVT)
Body Construction & Dimensions
Step1: - SmartPlay Studio
Basic Automobile
TDM to conduct the session (TDM conducts the session & provides Demo on Test Drive
Technology
Engine Components & Working car)
Step2:
Post TDM session, participants will self read to
Petrol & Diesel Engines improve their understanding on the topics

Department wise
Finance Finance Head
Orientation Participants will go through brochure, see the vehicle and
understand the following:
- Basic Specifications
Turbo charging
- Variant Build-Up
Participants will be given a pre-training hand-
(TDM supports on the above activities)
out facilitating self learning
- Progressive Next Generation Smart Hybrid & - Automatic
Day 2 Variable Valve timing CIAZ
Transmission (AT)
Basic Automobile Step1:
- Coloured Multi-Information Display (MID)
Technology TDM to conduct the session
(TDM conducts the session & provides Demo on Test Drive
Transmission Systems Step2:
car)
Post TDM session, Participant will self read to
improve on understanding
Steering Systems

Department wise
Insurance TDM
Orientation

Participants will go through brochure, see the vehicle and

Suspension Systems
understand the following:
- Basic Specifications
- Variant Build-Up
Tyre & Wheels
- NEXA Safety Shield
Day 3 S-CROSS (TDM supports on the above activities)
Basic Automobile Participants will be given a pre-training hand- - SmartPlay Infotainment System
Safety Systems
Technology out facilitating self learning - Smart Hybrid
- Multi-Information Display (MID)
(TDM conducts the session & provides Demo on Test Drive
Automotive Units
car)

Automotive Bodies in India

Department wise Participants will go through brochure, see the vehicle and
Accessories Group Accessory Head
Orientation understand the following:
- Basic Specifications
- Variant Build-Up
Hyundai
Day 4 IGNIS (TDM supports on the above activities)
(Grand i10/ Verna/ i20/ Venue)
Mystery Shopping as Participants will go to both competition - AGS
customer dealerships and carryout mystery shopping - Multi-Information Display (MID)
Honda
(TDM conducts the session & provides Demo on Test Drive
(City)
car)

Participants will go through brochure, see the vehicle and

Department wise
Exchange True Value Head understand the following:
Orientation
- Basic Specifications
Audi - Variant Build-Up
BMW (TDM supports on the above activities)
Day 5 Premium Auto
Mercedes XL 6
Toyota Participants will go to one of the Premium
Dealership Visit
(wherever the above brands are dealership and carryout the observations
unavailable, participants must make a
second visit to another Honda/
Hyundai dealership)

Department wise
Customer Experience Quality Manager
Orientation

Premium Non-Auto Showroom

Taj
Day 6
Premium Non-Auto Apple Participants will go to one of the Premium Non
Showroom Starbucks automotive dealership and carryout the
NOTE: In case no above brands are observations
available, kindly visit to any premium
local outlet/hotel/restraunts.

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 Pre-Training Assignment - NEXA Way of Selling Foundation Program

DAY 1
Pre-Training Schedule - NEXA Way of Selling Foundation Program
First Half Second Half
Conducted by /
Day Section Self Read Topics Product Activity
Remarks

Human Resource HR Manager & Showroom Manager

Department wise
Orientation
Sales Showroom Manager/TDM Participants will go through brochure, see the vehicle and
understand the following:
- Basic Specifications
Vehicle Classification & Segmentation
Participants will be given a pre-training hand- - Variant Build-Up
out facilitating self learning. BALENO + (TDM supports on the above activities)
Day 1 BALENO RS - Continuous Variable Transmission (CVT)
Body Construction & Dimensions
Step1: - SmartPlay Studio
Basic Automobile
TDM to conduct the session (TDM conducts the session & provides Demo on Test Drive
Technology
Engine Components & Working car)
Step2:
Post TDM session, participants will self read to
Petrol & Diesel Engines improve their understanding on the topics

Basic Automobile Technology (BAT)

Basic Automobile Technology (BAT)

consists of the building blocks of an

automobile, how they function and the

nomenclature used by the automobile

industry to describe the attributes of a

vehicle.

Knowing about Basic Automotive

Technology helps us understand technology used in NEXA vehicles better. It enables us to explain
our competitive advantage and benefit to the customer. This further helps us convince customers
to purchase NEXA vehicles and finally results in better conversion and higher sales.

BAT will enable you to:

 have a better understanding of technical aspects of an automobile
 handle customer objections on technology more effectively

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 Pre-Training Assignment - NEXA Way of Selling Foundation Program
Vehicle Classification & Segmentation
Before we begin with the building block of automobiles, let us understand the different types of
vehicles and their classification. The first forms of classification were basis size (small and large)
and utility (personal or commercial). As the automobile industry grew more, forms of automobiles
emerged, the classification of vehicles became diverse.

Classification based on vehicle form

HATCHBACK- a car with a hatch-type rear door that

opens upwards and often has shared volume for the
passenger and cargo (boot) areas.

SEDAN- is a passenger car in a three-

box configuration as shown in figure with principal
volumes articulated in separate compartments for
engine, passenger and cargo.

MPV/MUV- have bigger chassis dimensions, more

seating capacity and most of the models are designed
with folding rear seats. The volume behind the second
row of seats is used for luggage space/ additional row
of seats.

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 Pre-Training Assignment - NEXA Way of Selling Foundation Program
SPORTS UTILITY VEHICLE- these are characterized by
large wheels and high ground clearance. Classically
(as per Merriam Webster dictionary) an SUV is a
rugged automotive vehicle similar to a station wagon
but built on a light-truck chassis. This definition was
true until manufacturers developed monocoque SUVs.
Originally designed to be well equipped to handle off-
roads with a 4x4 function that delivered engine power
to all four wheels, many SUVs today have adapted to
an urban environment for better fuel efficiency but
with no 4x4.

Segmentation
Segmentation is the formal classification of vehicles. It is required to
study the movement of vehicles in the industry in order to record
sales, changing consumer preferences, popularity of brands, etc.
In India, we follow the segmentation formed by The Society of Indian Automobile Manufacturers
(SIAM). SIAM works towards supporting sustainable development of the Indian Automobile
Industry with the vision that India emerges as the destination of choice in the world for design and
manufacture of automobiles. SIAM specifies the following segments for classification of passenger
vehicles in India.

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 Pre-Training Assignment - NEXA Way of Selling Foundation Program
SIAM Segmentation
Segment A
Micro Mid-Size
• Seats: Upto-5 • Seats: Upto-5
• Length: Normally <3200 mm • Length: Normally between 4250 - 4500 mm
• Body Style: Hatchback • Body Style: Sedan/Estate
• Engine Displacement: Normally up to 0.8 Litre • Engine Displacement: Normally up to 1.6 Litre

Mini Executive
• Seats: Upto-5 • Seats: Upto-5
• Length: Normally <3600 mm • Length: Normally between 4500 - 4700 mm
• Body Style: Hatchback • Body Style: Sedan/Estate
• Engine Displacement: Normally up to 1.0 Litre • Engine Displacement: Normally up to 2 Litre

Compact
• Seats: Upto-5
• Length: Normally between 3600 - 4000 mm
• Body Style: Sedan/Hatchback
• Engine Displacement: Normally up to 1.4 Litre
Premium
• Seats: Upto-5
• Length: Normally between 4700 - 5000 mm
• Body Style: Sedan/Estates
• Engine Displacement: Normally up to 3 Litre

Super-Compact Exotic
• Seats: Upto-5 • Seats: Up to 5 Seats
• Length: Normally between 4000 - 4250 mm • Price >Rs. 1 Crore
• Body Style: Sedan/Estate/Hatchback
• Engine Displacement: Normally up to 1.6 Litre

Segment B
UV1 UV4
• Length <4400 mm, • Price Between Rs. 15 to 25 Lakh
• Price Up to Rs. 15 Lakh

UV2 UV5
• Length 4400 - 4700 mm, • Price > Rs.25 Lakh
• Price Up to Rs. 15 Lakh

UV3
• Length >4700 mm,
• Price Up to Rs. 15 Lakh

Segment C
V1 V2
• Vans with soft tops used as Maxi Cabs • Hard tops mainly used for personal transport
• Price up to Rs. 10 lacs

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 Pre-Training Assignment - NEXA Way of Selling Foundation Program
Body Construction & Dimensions
The main supporting structure of a vehicle to which all other components/systems (such as
suspension, steering etc.) are attached is called a chassis. It is generally known as the frame or
skeleton of a vehicle. There are two types of chassis:

Ladder Frame

 It is a separate body mounted to a rigid frame or ladder.

 It has two components:
o Frame/ladder – which is built and all other
components (drivetrain etc.) are attached to it
o Body – which is attached to the frame
 It is used in vehicles that carry load and is suitable for
tough terrains.
 It is heavier than Monocoque.
 Examples: Gypsy, Bolero, TUV-300, Scorpio, Sumo, Safari, Fortuner, Endeavour etc.

Monocoque

 A monocoque is a structure which integrates the body and chassis together to form a
composite structure, which has better stiffness as well as weight advantage.
 It is used in vehicles that do not carry heavy load.
To this body, we mount the engine, transmission,
and other components of the vehicle.
 It is made out of lightweight material so that it is
stiff and stable at high speeds and in tight corners.
 All NEXA vehicles have Monocoque construction.

 Examples: Ignis, Baleno, Ciaz, S-Cross, XL6, Alto, Swift, Grand i10, Elite i20, Verna, Creta, Jazz etc.

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 Pre-Training Assignment - NEXA Way of Selling Foundation Program
Dimensions
Dimensions determine the size and shape of the vehicle. They are the most important aspect
considered for segmentation. Dimensions of a vehicle can be described in terms of length, width,
height, wheelbase, ground-clearance, turning radius etc.

 Length is the distance from the front most point of the bumper to the rearmost point of the
bumper.
 Height is measured from the highest point of the vehicle (on roof) to the ground and excludes
antenna height.
 Wheelbase is the distance between the center point of the front and rear wheel of a vehicle.
 Width is measured from extreme left to extreme right of the vehicle and excludes outside rear
view mirrors (ORVMs).

Turning Radius
The turning radius or turning circle of a vehicle is the radius of the smallest circular turn (i.e. U-
turn) that the vehicle is capable of making. It is the circular path made by the front outer wheel of
the vehicle. It is measured in meters (m).

Less turning radius means that the vehicle will be easy to manoeuvre in traffic and convenient to
park.

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 Pre-Training Assignment - NEXA Way of Selling Foundation Program
Boot Space
Boot Space is the space used to store our luggage.
It is measured in Litres (L).
It is generally behind the rear seat. Bigger boot
space allows you to carry more luggage.

HE
AD
Boot Space Measuring Method (VDA) RO
 VDA is short for Verband der Automobilindustrie, which is looselyOM
translated as the German
automobile industry association.
 The measurement is done using blocks of wood measuring (200x50x100) mm, which translates
to 1,000,000 cubic mm. If you still remember your high school math, 1 cm cubed has the same
volume as 1ml. So 1,000 cubic mm equals to 1 ml which again translates to 1,000,000 cubic mm
equals to 1,000ml, which equals to 1 Litre. In short one block of wood has an equal volume to 1
Litre. So what they do is to fill the boot space with as many of these blocks of wood as
possible. So if 500 blocks can be crammed inside the space, then boot space is equals to 500
Litres VDA. So if the Honda City sedan is rated at 506 Litres VDA, it simply means that it can fit
506 blocks sizes measuring (200x50x100)mm in its trunk. L
G
O
Seating Space M
• Head room: It determines the space available atop the
head while seated
• Leg room: It determines the space available for legs inside
the cabin while seated
• Shoulder room: It determines the space available sideways
in the cabin while seated

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 Pre-Training Assignment - NEXA Way of Selling Foundation Program

Engine Components & Working

Engine is known as the ‘heart’ of the automobile and it is
also defined as the power unit of the vehicle. The engine
produces power by burning fuel inside it and hence it is
also called internal combustion engine.

The two most common fuels used in automobile engines

are:

 Petrol &
 Diesel

Basic Layout

• Top Dead Centre (TDC): It is the position of a piston

farthest from the crankshaft - the piston doesn’t go up
beyond this point.
• Bottom Dead Centre (BDC): It is the nearest position
from the crankshaft, beyond which the piston can’t
move.
• Stroke: One complete working cycle of a piston from
TDC to BDC or vice versa is called stroke.
• Volume: Engine displacement is the swept volume of
all the pistons inside the cylinders of a
reciprocating engine in a single movement from TDC to
BDC. It is measured in cubic capacity (cc) or Litres (L). For example, the cubic capacity of Baleno
petrol engine is 1197 cc (1.2 L).

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 Pre-Training Assignment - NEXA Way of Selling Foundation Program

Engine Components
Cylinder Block
This is the heart of the engine. It houses all engine components.
The volume between the cylinder walls and piston head is known as
combustion chamber. The four strokes of an engine take place within the
each combustion chamber, commonly called cylinder.

______________________________________________________________________________________
Piston
Piston the movable part inside the cylinder. It is used for the conversion
of chemical energy into mechanical energy. It transfers force from
expanding gas in the cylinder to the crankshaft.

______________________________________________________________________________________
Connecting Rod

Rods helps in transferring motion from the piston to the crankshaft. These are made
up of cast aluminium alloys to withstand dynamic stresses from the combustion and
piston movement.
______________________________________________________________________________________
Cam Shaft
Cam Shaft is used to open and close the intake/exhaust valves. There are two types
of cam set-up. Single-Over Head Cam Shaft (SOHC) or DOHC (Dual Over Head Cam
Shaft).

______________________________________________________________________________________

Crank Shaft
A crankshaft is a shaft driven by a crank mechanism, consisting of a series of
cranks and crankpins to which the connecting rods of an engine are
attached. It helps in converting the linear motion of piston into rotatory
motion
______________________________________________________________________________________

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 Pre-Training Assignment - NEXA Way of Selling Foundation Program
Valves

Valves are located in the cylinder head. Its main function is to let fuel
and or air in and out of the cylinders.

______________________________________________________________________________________
Fuel Injector

Used especially in diesel engines for injecting fuel in high pressure. Injection of fuel in
the pressurized combustion chamber facilitates combustion.

______________________________________________________________________________________

Engine – Working

The burning of fuel and production of power happens in four stokes. This is why internal
combustion engines are also called 4-stroke engines.

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 Pre-Training Assignment - NEXA Way of Selling Foundation Program

Petrol & Diesel Engines

S troke Petrol Diesel

The intake valve opens. The intake valve opens.

S troke
Intake

The piston starts from the top and moves towards the The piston starts from the top and moves towards the
bottom of the cylinder creating a suction. bottom of the cylinder creating a suction.

A ir-fuel mixture enters the cylinder through the intake

Only fresh air enters the cylinder directly.
manifold.
C ompression S troke

The intake valve closes. The intake valve closes

The piston moves from the Bottom to Top and The piston moves from the Bottom to Top and
compresses the air-fuel mixture. compresses the air.

C ompression results in an increase in the C ompression results in an increase in the

temperature of the air-fuel mixture for optimal burning. temperature of the air mixture for optimal burning.

P ower stroke begins with the burning of air-fuel

P ower stroke begins with the burning of air-fuel
mixture ignited due to high temperature created by
mixture ignited with the help of spark plug.
S troke
Power

compression.
Here, the piston moves from the Top to Bottom. This Here, the piston moves from the Top to Bottom. This
stroke produces mechanical work to rotate the stroke produces mechanical work to rotate the
crankshaft. crankshaft.

The exhaust valve opens and the burnt gases are The exhaust valve opens and the burnt gases are
E xhaust

expelled out. expelled out.

S troke

The piston moves from the Bottom to Top. The piston moves from the Bottom to Top.

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 Pre-Training Assignment - NEXA Way of Selling Foundation Program
In a petrol engine, fuel is mixed with air, compressed by pistons and ignited by sparks from spark
plugs and in a diesel engine, the air is compressed first, and then the fuel is injected. The major
difference between diesel and petrol is the way fuel is ignited to generate power.

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 Pre-Training Assignment - NEXA Way of Selling Foundation Program

DAY 2
Pre-Training Schedule - NEXA Way of Selling Foundation Program
First Half Second Half
Conducted by /
Day Section Self Read Topics Product Activity
Remarks

Department wise
Finance Finance Head
Orientation Participants will go through brochure, see the vehicle and
understand the following:
- Basic Specifications
Turbo charging - Variant Build-Up
Participants will be given a pre-training hand-
(TDM supports on the above activities)
out facilitating self learning
- Progressive Next Generation Smart Hybrid & - Automatic
Day 2 Variable Valve timing CIAZ
Transmission (AT)
Basic Automobile Step1:
- Coloured Multi-Information Display (MID)
Technology TDM to conduct the session
(TDM conducts the session & provides Demo on Test Drive
Transmission Systems Step2:
car)
Post TDM session, Participant will self read to
improve on understanding
Steering Systems

Turbocharging

Turbocharging is a means to enhance engine

performance without increasing its size. A
turbocharger is a fan like device that pushes
more air into the engine.

The greater supply of air into the engine

results in more power, higher fuel efficiency
and cleaner exhausts.

Turbo Lag

Before the turbo becomes active and starts feeding compressed oxygen rich air into the cylinders
the vehicle produces less power. For example, in diesel engine it is sluggish to drive until the rpm
crosses about 2000 rpm when the turbo kicks in and provides a sudden burst of power and torque.
The lower the turbo lag or time for the turbo to kick-in the more drivable and spirited the vehicle
feels.

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 Pre-Training Assignment - NEXA Way of Selling Foundation Program
Variable Geometry Turbocharger
Airflow is adjusted automatically as per the speed and engine load. It
has movable guide vanes that regulates exhaust gas flow more
efficiently. It reduces turbo lag and helps deliver higher torque at
lower engine rpm.

Variable Valve Timing (VVT)

Variable Valve Timing (VVT) is a technology that
enhances engine performance without increasing its
size.

VVT varies the opening and closing timing of a valve with

respect to engine rpm. It Improves power at all engine
speeds, enhances fuel efficiency and reduces emissions.

Dual VVT

Dual VVT includes Independent Variable Valve

Timing (VVT) both for intake and exhaust valve.
This ensures precise valve timing for efficient
fuel burning and reduces losses.

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 Pre-Training Assignment - NEXA Way of Selling Foundation Program

Independent Variable Valve Timing (VVT)

Conventional Variable Valve Timing systems only worked on the intake valves. They enables early
or delayed fuel entry into the cylinder generating instant and raised power. However the exhaust
used to work conventionally. To optimise the system Dual VVT controls both intake and exhaust
values separately so that fuel intake and exhaust, both are controlled more efficiently.

Transmission Systems
A transmission varies the torque produced by the engine and transfers it to the wheels as per the
driver’s requirement. There are two types of transmission based on how gear ratios are selected:

 Manual Transmission: Gear Ratios are selected manually by the driver

 Automatic Transmission: Gear Ratios are selected automatically through a mechanism
based on vehicle speed and load on the engine

Automatic Transmission

Manual Transmission (MT) Auto Gear Shift (AGS) Automatic Transmission Continuous Variable
(AT) Transmission (CVT)

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 Pre-Training Assignment - NEXA Way of Selling Foundation Program
Steering Systems
The steering system converts the rotation of the
steering wheel into a swiveling (rotating) movement.
The movement of the steering wheel controls the
wheels of the vehicle. There are two types of
steering system:

 Manual: There is no external assistance provided.

 Power: External assistance is provided to the driver with the help of fluid or battery.

Furthermore, there are two types of power steering:

HYDRAULIC SYSTEM
A hydraulic pump driven by the assistance is used
to provide for extra effort while steering in
hydraulic system

ELECTRIC SYSTEM

An electric motor powered by the battery provides

extra assistance while steering in electric system

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 Pre-Training Assignment - NEXA Way of Selling Foundation Program

DAY 3
Pre-Training Schedule - NEXA Way of Selling Foundation Program
First Half Second Half
Conducted by /
Day Section Self Read Topics Product Activity
Remarks

Department wise
Insurance TDM
Orientation

Participants will go through brochure, see the vehicle and

Suspension Systems
understand the following:
- Basic Specifications
- Variant Build-Up
Tyre & Wheels
- NEXA Safety Shield
Day 3 S-CROSS (TDM supports on the above activities)
Basic Automobile Participants will be given a pre-training hand- - SmartPlay Infotainment System
Safety Systems
Technology out facilitating self learning - Smart Hybrid
- Multi-Information Display (MID)
(TDM conducts the session & provides Demo on Test Drive
Automotive Units
car)

Automotive Bodies in India

Suspension Systems
Suspension system is a setup that
supports weight of the vehicle, absorbs
and dampens the vibrations generated
by road surface and helps in
maintaining tyre contact with the road
surface. The objective of a car
suspension is to:

 Provide maximum comfort to the

passengers
 Improve vehicle mobility
 Improve vehicle control

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 Pre-Training Assignment - NEXA Way of Selling Foundation Program
There are three types of suspension systems:

Suspension Type Function

Dependent In this system, the wheels are physically linked

using a rigid axle hence, movement of one wheel
will impacts the other. For example, Leaf Spring.

Benefit: It has high load-carrying capacity.

Semi-Independent In this type of suspension, there is a flexible link

between the two links (torsion bar). The wheels
of an axle are able to move relative to one
another as in an independent suspension but
the position of one wheel has an effect on the
position and movement of the other wheel.

Benefit: It offers better comfort and has better

load-carrying capacity.

Independent It is widely used as the front suspension in

modern vehicles. Each wheel is supported by an
independent arm which is mounted to the
vehicle body via a spring.

Benefit: This type of suspension can efficiently

absorb the roughness of the road, and it gives
an excellent ride because each wheel moves up
and down independently from the other wheel.
For example, McPherson Strut.

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 Pre-Training Assignment - NEXA Way of Selling Foundation Program
Tyre & Wheels
Wheel is a circular component which rotates about its axis.
Tyre
Attaching wheels to a vehicle ensures easy movement by facilitating
rolling motion, together with the use of axles. Generally, all
passenger vehicles are equipped with 4 wheels. Rim

Two parts of a wheel are:

 Rim
 Tyre

A tyre is ring-shaped covering that fits around a wheel

rim to protect it. It improves performance by providing
a flexible cushion that absorbs shock while keeping
the wheel in close contact with the ground.

Tyre is filled up with air, which acts as a cushion and

makes driving over bumpy roads a bit smoother. Tyre
plays a big role in the way a car handles itself. It
affects the fuel economy as well as safety. There are
two types of tyre:

 With Tube
 Tubeless

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 Pre-Training Assignment - NEXA Way of Selling Foundation Program

Tyre specification
• Tyre Width (195): It is the portion of the
tyre which comes in contact with the
ground. It is measured in mm.

• Aspect Ratio (55): The aspect ratio of a

tyre describes the height of a tyre's side
wall as a percentage of the width of the
tyre. It is represented as percentage.

Formula to calculate the aspect ratio: Aspect Ratio = (Height/Width) X 100

• Radial Construction (R): This refers to the internal construction of the tyre. ‘R’ indicates that it
is a ‘radial’ tyre construction. Almost all tyres used in 4-wheelers today are of radial
construction.

• Rim Size/Diameter (15): The rim is the outer edge of a wheel, holding the tyre. It is measured in
inches.

Safety Systems
Safety Systems can be defined as the features of a vehicle that are designed to protect occupants
and pedestrians from injuries in case of an impact. This safety system can be classified into two
types:

 Active Safety Systems: Features that minimize risk of a collision (before a collision occurs)
 Passive Safety Systems: Features that minimize injuries to passengers during a collision
(after a collision has occurred)

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 Pre-Training Assignment - NEXA Way of Selling Foundation Program

Some of the Active Safety System features are explained below:

Anti-lock Braking system (ABS)

The ABS monitors the speed of each wheel to detect

locking. When it detects sudden braking, it releases
braking pressure for a moment and then provides
optimum braking pressure to each wheel. By repeating
this process in a short period of time, it enhances
steering control during sudden stops. Thus, it also helps
to improve the vehicle’s stopping ability. Benefits of ABS
are:

 It prevents individual wheel lock-up.

 It prevents skidding.
 It maintains steering control during panic braking.

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 Pre-Training Assignment - NEXA Way of Selling Foundation Program

Electronic Brake Force Distribution (EBD)

EBD is an automobile brake technology that

automatically varies the amount of brake force
applied to each wheel based on road
conditions, vehicle speed, and vehicle loading
conditions. EBD system is always coupled with
ABS. The benefit of EBD is that it ensures shorter
braking distance.

Some of the Passive Safety System features are explained below:

Head-Restraints and Collapsible Steering Column

Head restraints prevent the impact of a collision from getting transferred to the
neck of the passengers by providing support. They ensure protection from neck
injuries to passengers.

Collapsible Steering Column is a type of

steering of column and a passive safety
system which is commonly found on
passenger vehicles. It reduces the risk of
injuries occurring to the driver in case of
frontal impacts. When the vehicle meets a
frontal impact of severe intensity, the
steering column collapses and absorbs
the energy of impact. Thus the risk of the
damage to the driver’s body is reduced. It is also known as Energy Absorbing Steering Column.

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 Pre-Training Assignment - NEXA Way of Selling Foundation Program
Crumple zones
Crumple zones are areas of a vehicle that are
designed to deform and crumple in a collision.
They absorb some of the energy of the impact,
preventing it from being transmitted to the
occupants.

Crumple zones are found mostly in the front

and rear portion of the vehicle to ensure safety
of passengers in case of front/rear impact.

Automotive Units
Power
• Power is the capacity of a mechanical system to do work.
• In vehicles, it is a product of torque and angular speed (rpm). It gives the vehicle its
acceleration and top speed.
• It is measured in PS/BHP/kW

Power to weight ratio

• It is the ratio of maximum power of the vehicle with its Kerb weight.
• A higher Power to Weight ratio results in a greater acceleration and higher fuel efficiency

Torque

• Torque gives the vehicle its pulling power. Higher torque means greater pulling power.
• It is usually measured in Nm or Kgm. 1 Kgm = 9.8 Nm

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 Pre-Training Assignment - NEXA Way of Selling Foundation Program
Common Units

Unit Conversions

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 Pre-Training Assignment - NEXA Way of Selling Foundation Program

Automotive Bodies in India

SIAM - Society of Indian Automobile Manufacturers

• It is the apex Industry body representing leading vehicle and vehicular engine
manufacturers in India.
• SIAM is an important channel of communication for the Automobile Industry with the
Government, National and International organizations.

ARAI -Automotive Research Association of India

• It is a co-operative industrial research association by the automotive industry with the
Ministry of Industries, Government of India.

MVA – Motor Vehicles Act, 1988

• It is an Act of the Parliament of India which regulates all aspects of road transport vehicles.

CMVR, 1988 - Central Motor Vehicles rules

• In India, the Rules and Regulations related to driving license, registration of motor vehicles,
control of traffic, construction and maintenance of motor vehicles etc. are governed by
the Central Motor Vehicles rules along with MVA.

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 Pre-Training Assignment - NEXA Way of Selling Foundation Program

DAY 4
Pre-Training Schedule - NEXA Way of Selling Foundation Program
First Half Second Half
Conducted by /
Day Section Self Read Topics Product Activity
Remarks

Department wise Participants will go through brochure, see the vehicle and
Accessories Group Accessory Head
Orientation understand the following:
- Basic Specifications
- Variant Build-Up
Hyundai
Day 4 IGNIS (TDM supports on the above activities)
(Grand i10/ Verna/ i20/ Venue)
Mystery Shopping as Participants will go to both competition - AGS
customer dealerships and carryout mystery shopping - Multi-Information Display (MID)
Honda
(TDM conducts the session & provides Demo on Test Drive
(City)
car)

Activity: Visiting Competitor Showrooms

1. Please use the format given to capture your interaction and experience at the showroom
2. It is advised that you note down your observations as soon as you step out of the showroom

Observations – Hyundai Showroom Visit

Name of Dealership

Location, City

Date of visit

Name of Sales Person

Phone Number

Sales Person Presentation Yes No

Did the sales person have a proper uniform?
Was the sales person well groomed?
Did the sales person make eye contact and appear confident?

Greeting & Hospitality Yes No

Did the Sales Person give a Self-Introduction?
(Name, Designation & Business Card)
Were you offered refreshments?

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 Pre-Training Assignment - NEXA Way of Selling Foundation Program
Sales Process Yes No
Did the sales person perform need assessment?
Did the sales person provide any introduction of the product?
Did the sales person do competition comparison?
Did the sales person handle your objections promptly and convincingly?
Was the sales person courteous and did he display good behaviour throughout the
interaction?

Digital Interface Yes No

Did the Sales Person use any digital interface (kiosk/tab/mobile) to showcase/ explain
the features?
Did the Sales Person use the digital interface effectively (customise the product/ ask
for preferences)?

Product Demonstration Yes No

Did the Sales Person offer a static demonstration on the product?
Did the Sales Person follow any specific approach to explain the key features?
Did the Sales Person connect a phone to show Bluetooth/ voice commands/ Android
auto/ Apple Carplay?

Test Drive Yes No

Did the Sales Person offer you a test drive?
Did the Sales Person explain key features (acceleration/ ride/ handling/ comfort etc.)
to experience while driving?
Did the Sales Person ask for a feedback after a test drive?

Observations – Honda Showroom Visit

Name of Dealership

Location, City

Date of visit

Name of Sales Person

Phone Number

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 Pre-Training Assignment - NEXA Way of Selling Foundation Program
Sales Person Presentation Yes No
Did the sales person have a proper uniform?
Was the sales person well groomed?
Did the sales person make eye contact and appear confident?

Greeting & Hospitality Yes No

Did the Sales Person give a Self-Introduction?
(Name, Designation & Business Card)
Were you offered refreshments?

Sales Process Yes No

Did the sales person perform need assessment?
Did the sales person provide any Introduction of the product?
Did the sales person do competition comparison?
Did the sales person handle your objections promptly and convincingly?
Was the sales person courteous and did he display good behaviour throughout the
interaction?

Digital Interface Yes No

Did the Sales Person use any digital interface (kiosk/tab/mobile) to showcase/ explain
the features?
Did the Sales Person use the digital interface effectively (customise the product/ ask
for preferences)?

Product Demonstration Yes No

Did the Sales Person offer a static demonstration on the product?
Did the Sales Person follow any specific approach to explain the key features?
Did the Sales Person connect a phone to show Bluetooth/ voice commands/ Android
auto/ Apple Carplay?

Test Drive Yes No

Did the Sales Person offer you a test drive?
Did the Sales Person explain key features (acceleration/ ride/ handling/ comfort etc.)
to experience while driving?
Did the Sales Person ask for a feedback after a test drive?

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 Pre-Training Assignment - NEXA Way of Selling Foundation Program

DAY 5
Pre-Training Schedule - NEXA Way of Selling Foundation Program
First Half Second Half
Conducted by /
Day Section Self Read Topics Product Activity
Remarks
Participants will go through brochure, see the vehicle and
Department wise
Exchange True Value Head understand the following:
Orientation
- Basic Specifications
Audi - Variant Build-Up
BMW (TDM supports on the above activities)
Day 5 Premium Auto
Mercedes XL 6
Toyota Participants will go to one of the Premium
Dealership Visit
(wherever the above brands are dealership and carryout the observations
unavailable, participants must make a
second visit to another Honda/
Hyundai dealership)

Visiting Premium Automotive Showrooms

In your city, visit a showroom of brands like Audi, Mercedes, BMW or Toyota

Name of Dealership

Location, City

Date of visit

Name of Sales Person

Phone Number

Mention the following about your premium automotive showroom experience

Give your observations about the showroom (location, infrastructure, ambience and decorum).
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
_____________________________________________________________________

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 Pre-Training Assignment - NEXA Way of Selling Foundation Program

What are your observations about the Sales Person’s appearance, behavior and body language?
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
_____________________________________________________________________

How Sales Person is making the customers comfortable?

______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
_____________________________________________________________________

Give your observations about the vehicle demonstration given to you by the Sales Person.
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
__________________________________________________________

What are the unique things you have observed?

______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________

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 Pre-Training Assignment - NEXA Way of Selling Foundation Program

Any other observations?

______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________

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 Pre-Training Assignment - NEXA Way of Selling Foundation Program

DAY 6
Pre-Training Schedule - NEXA Way of Selling Foundation Program
First Half
Conducted by /
Day Section Self Read Topics
Remarks

Department wise
Customer Experience Quality Manager
Orientation

Premium Non-Auto Showroom

Taj
Day 6
Premium Non-Auto Apple Participants will go to one of the Premium Non
Showroom Starbucks automotive dealership and carryout the
NOTE: In case no above brands are observations
available, kindly visit to any premium
local outlet/hotel/restraunts.

Visiting Premium Non-Automotive Outlet

In your city, visit brands like…

Name of Outlet/Hotel

Location, City

Date of visit

Name of Sales Person

Phone Numbering

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 Pre-Training Assignment - NEXA Way of Selling Foundation Program
Mention the following about your premium non-automotive outlet experience

Give your observations about the outlet/hotel (location, infrastructure, ambience and decorum).
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
_____________________________________________________________________

How Sales Person is making the customers comfortable?

______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
_____________________________________________________________________

Did you observe anything special about the product presentation/ service offered to you?
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
_____________________________________________________________________

What were some of the things that made you feel like revisiting the outlet/hotel again?
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
_____________________________________________________________________

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 Pre-Training Assignment - NEXA Way of Selling Foundation Program

What are the unique things you have observed?

_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
________________________________________________________________________

Any other observations?

______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
_____________________________________________________________________________________

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 Pre-Training Assignment - NEXA Way of Selling Foundation Program
Validations

I hereby confirm that Mr / Ms _______________________ has completed all the activities as per the
guidelines mentioned in the Pre-Training Assessment. I have personally observed that the
activities were done in a fair manner.

Pre-Training completed between (Dates) _____________ & _____________

___________________________________________________________________
Training & Development Manager (TDM) Signature with Date

___________________________________________________________________
Showroom Manager (SM) Signature with Date

___________________________________________________________________
Field Sales Development Manager (FSDM) Signature with Date

Please submit the filled-up assignment to your facilitator

on the morning of Day 1 of the NEXA Way of Selling
Foundation Program.

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