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Mazda Test Drive Experience
Page 48
Feel It
With each element, driving dynamics help define the way Mazdas
communicate with the driver.You can remember these dynamics with the
acronym BRASH: Braking, Ride,Acceleration, Steering, and Handling.
Own It
With each element, key questions to ask customers can help them evaluate their driving experience.
The Sales Consultant drives first to demonstrate the assertive (but not aggressive) desired driving technique.The customer
then takes over at a designated point on your Mazda Test Drive Experience route.
Stage 3: Experience It
Experience It allows the customer to make an emotional
connection with the vehicle and truly feel the Mazda.
Drive It
Seven elements provide the customer with the opportunity to
connect emotionally with the vehicle.
1. Freeway on-ramp
2. Freeway driving
3. Cornering at freeway speeds
4. Transitional turns (S-curves)
5. Freeway off-ramp
6. Stop-and-go city traffic
7. Rough and uneven roads