From Automotive Retailing Today...
Job Definition
Sales associates strive to meet daily, weekly and monthly vehicle sales quotas. Sales associates assist customers by demonstrating how to operate a vehicle, providing test drives and identifying costs associated with the purchase.
Sales associates are expected to uphold the highest ethical standards.
Job Duties
Job duties for a sales associate include:
- Assisting customers who enter the dealership, answering their questions and helping them select a vehicle that is right for their needs.
- Selling a minimum number of vehicles based on the goals and objectives defined by the sales manager.
- Explaining product performance, application and benefits to prospects and describing all optional equipment available for customer purchase.
- Offering test drives to all prospects and following dealership procedure to obtain proper identification prior to test drive.
- Keeping abreast of new products, features and accessories available, and translating their benefits to customers. Attending product and sales training courses.
- Referring closed deals to the finance and insurance (F&I) manager along with properly completed paperwork (insurance information, trade title, etc.).
- Preparing sold vehicles for customer delivery prior to customer arrival, ensuring that the customer understands the vehicle's operating features, warranty and paperwork.
- Introducing customers to service department personnel to emphasize the quality and efficiency of service repairs and maintenance available in the dealership's service department.
- Following up on all post delivery items including tag/title work, and any special requests to be sure that all customer expectations are met.
- Maintaining a buyer follow-up system that encourages repeat and referral business and contributes to customer satisfaction.
Job Requirements
Sales associates should have excellent communication skills, be organized and able explain the products, their features and benefits compared to competing brands.
People working within the automotive retail industry often have to work extended hours, evenings and weekends to achieve their goals.
A valid state sales license is often required.
Education Requirements
A high school diploma or the equivalent is required and a college degree is preferred. A strong background in computers, marketing and business is also useful.
Career Path
New or used vehicle salespeople may progress to managerial sales positions within the dealership based on a strong sales history.
Salary Range
The average annual earnings of new and used vehicle sales associates are approximately $30,000 to $92,000, which is higher than the average for retail trade. Earnings vary depending on experience, and the dealer's geographic location and size.
Some dealerships, especially larger ones, may pay bonuses and have special incentive programs for exceeding sales quotas.
Please click here for more information about average salaries.
Benefits
Benefits vary by employer, but most dealerships offer on site training, health insurance, retirement plans, and other benefit options. Talk with the specific dealer human resource manager about benefit packages.
Training Resources
- National Automobile Dealers Association
- Community Colleges
- Northwood University
- College of Automotive Management
- Automotive Management Institute
Find out more at CareerVoyages.gov