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The Ultimate Selling Machine

Swiss BMW dealers are using a custom Palm OS application to take their sales pitches on the road.

The tool lets a salesperson clinch a deal from the passenger seat as a customer test-drives a car, says Patrick Cupelin, a project manager at BMW Financial Services of Switzerland. It calculates the car's price, financing cost, and payment options. "A dealer or salesperson can offer leasing and finance products right on the spot," Cupelin says. "The customer trusts the calculation because it looks professional."

The company created the application for Palm handhelds because they're cheap and easy to develop software for, he says. Nearly 80% of Swiss BMW dealers and salespeople are now equipped with the tool.

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