MoosedMoosed Sales Academy · Beginner — Foundations · B3
B3 — Product Knowledge I
*Source map: M4 (presentation from discovered needs — walkaround seeds) +
live doctrine on inventory (the daily inventory file is our record;
Service-status rule per Joel 2026-10-14). Product media is being built
from the daily inventory file — see [GAP] notes. Sitz time: ~30 min.*
Learning objectives
By the end of B3 you can:
- 1. Read the daily inventory file and find any vehicle's store, status,
and location.
- 2. Explain what a "Service" unit actually is — and what you may and may
not offer on one.
- 3. Run the six-position walkaround, every feature tied to a customer
need.
- 4. Answer "is it ready?" honestly from the location/status — and never
invent a vehicle fact.
- 5. State the vehicle basics cold: body styles, drivetrains, and the
questions that sort a buyer to the right row.
Lesson script (narration)
[SLIDE: B3 title — "Product Knowledge I" — lot rows photo plate]
TRAINER: (Walls, spoken.) "You can't sell what you can't find, and
you can't present what you don't understand. Product knowledge here
starts with a file, not a brochure: the daily inventory file. It's
our record of every vehicle we own — which store, what status, where it
physically sits. You will check it every day. When a customer asks about
a vehicle, the file — never your memory, never a guess — is what you
answer from."
[SLIDE: "The location column tells the truth" — inventory screenshot
plate [GAP — needs packet: redacted inventory-file screenshot]]
"Read the status and location like a professional:
- On the lot — it's here, it's ready
to show.
- Service — this is the one people get wrong. A unit in Service most
likely just arrived and is being inspected. It is NOT a problem unit.
You may show it. If a customer wants an appointment on it and there's
no long wait, book it. If timing is in question, your sales rep /
manager checks whether it's a quick flip and confirms the schedule —
you never guess a ready-date, and you never tell a customer a Service
car is 'broken.'
- Any other location (another store, detail, off-site) — the car can
be brought over; that takes an appointment, not a promise of 'in twenty
minutes.'"
[SLIDE: "The walkaround — six positions" — vehicle diagram plate]
"Now the walkaround — the heartbeat of the demo, taught fully in B7 and
introduced here so you can practice it on the lot. Six positions, in
order: **front → driver side → rear → passenger side → inside (driver's
seat) → under the hood**. At every position you talk about the vehicle
in front of you — condition, equipment, and the one or two things this
kind of buyer cares about. The rule that runs the whole walkaround:
silence is allowed. Point, open, let them touch. A salesman who
narrates every second is performing; a salesman who shows the right
thing at the right moment is selling.
"Vehicle basics you must own: the difference between a sedan, SUV,
crossover, and truck; front-wheel vs. all-wheel drive and why an Indiana
winter makes AWD a real need, not a pitch; gas mileage language that's
honest ('these run about…' only when the file or the sticker says so);
and third-row vs. cargo trade-offs for family buyers. [GAP — needs
packet: store trim/feature one-pagers for our highest-volume models —
to be built from the daily inventory file.]"
[SLIDE: "Never invent a vehicle fact" — wall 2 visual]
"And the wall that lives inside this module: **fabricating a vehicle
fact is a hard fail.** Mileage, accidents, equipment, readiness — if
the file doesn't say it, you say 'let me check that for you,' and you
check. 'I'll find out' makes you trustworthy. A made-up answer makes
you a story the customer tells his 250 people — you'll meet that math
again in B9."
Word tracks (TRACK)
The honest-check line:
"I don't want to guess on that — let me check the file and give you
the real answer."
Service-unit line:
"That one just came in and it's going through inspection — that's
normal for a fresh arrival. I can show it to you, and if you like it,
we'll confirm exactly when it's ready before you make a trip."
Photo job aid — desk card B3
FIND IT. READ IT. NEVER GUESS IT.
- Daily inventory file = the truth. Check it every day.
- On the lot → ready to show. Service → fresh arrival, in inspection —
showings OK, confirm timing before promising. Elsewhere → appointment
to bring it over.
- Walkaround: front → driver side → rear → passenger side → inside →
hood. Silence is allowed.
- Don't know? "Let me check the file." Never invent a vehicle fact.
Floor drill — partner role-play
Lot drill, in pairs. Partner B picks any vehicle on the lot and plays a
buyer with one stated need (school run, work commute, towing). Partner A
checks the inventory file for that unit, states its status honestly,
and runs a six-position walkaround tying each stop to the need.
Trainer watches for: status read correctly from the file (Service
handled per doctrine), zero invented facts, features tied to the need —
not a spec recitation.
Practice self-check (ungraded)
- 1. A customer asks about a truck the file shows in Service. Write your
two sentences.
- 2. What are the six walkaround positions, in order?
- 3. The file shows a vehicle at the other store. What do you offer —
and what do you never promise?
- 4. A buyer asks, "Has this one ever been in an accident?" and the file
is silent. Your exact words?
Field assignment (same day)
Pick three vehicles from today's inventory file — one per store status
you can find (lot / Service / other location). Verify each one with
your own eyes on the lot, and log: stock, status per file, what you
actually found. Any mismatch goes to your manager the same day. File
the log to your record.
Institute media note: the narrated video for this module is available on the module page.
Module media & materials
Slide deck (PDF) · Job aid / desk card (PDF)
Enrolled learners: record this unit on your learner record from your course page. Reading is open to everyone; progress, the end-of-course test (B10), and certificates live on the learner record.