Automotive Sales Consultant

Summary

Facilitates the transportation and ownership needs of retail customers. Sells new and used automobiles, accessories and tangible and intangible auto related items approved by the dealership. Generates purchases of pre-owned vehicles for resale in our pre‑owned department and assists customers through the ownership cycle.

(Other duties may be assigned as needs arise that are not included herein):

Utilizes professional selling skills, both verbal and written, to include in‑person presentations, excellent telephone selling techniques, and text and written communications with customers.

Records all prospects, leads, lost sales and follow‑up activity in the dealer management system (DMS). Actively pursues prospects until they “buy or die”. Keeps management apprised of deal status and asking for their assistance when needed to close the sale.

Greets customers quickly and professionally as a representative of the dealership, providing them with your undivided attention. Determines vehicle needs and desires, if a trade‑in vehicle is involved, who are the decision maker(s) are, and who the prospective owner(s) will be and what country and state will the vehicle be operated in.

Makes an introduction of the sales supervisor prior to the deal write‑up so that the prospect can know our key staff members who are working to help them make the purchase, thus increasing the chances of closing the deal.

Performs a trade evaluation with the customer present to help establish a realistic value of the trade‑in vehicle based upon its present condition, service records, and market conditions.

Maintains up‑to‑date knowledge and familiarity with various models, optional equipment and accessories available. Explains features and benefits of models and equipment.

Demonstrates the operation of the vehicle on the road (see Vehicle Demonstration Policy & Route) and recommends optional equipment and accessories based upon customer wants, needs, desires and budget.

Specifically with trucks and vans, must know trailering terms (i.e. hitch types and capacities, trailering weight guides, and axle ratios), payload capacity, and cargo dimensions.

Explains the vehicle warranty and the difference between the warranty and a service agreement, and how they can work together to the benefit of the owner. Also explains how the vehicle warranties can be affected by the installation of non‑approved aftermarket items.

Explains the new owner benefits like the owner center (website), no‑cost maintenance, loyalty rewards and special services we offer, like Pit Stop fluid and tire checks.

Explains the manufacturer’s recall process, how to identify affected vehicles and how dealers will work to repair them.

Explains the certified pre‑owned vehicle inspection process, warranty and certification benefits over non‑certification.

Window Labels:

Must be able to explain general financing, residualized financing and leasing terms and conditions.

Follows the approved quotation process for purchases, trade‑ins, and vehicle sales. Explains all terms on the Buyer’s Order or lease quotation.

Submits down payments, both cash and checks, to the business office so that a dealership receipt is issued, one of which goes to the customer immediately and the other in the deal jacket. DO NOT HOLD DOWN PAYMENTS.

Obtains customer signature on the credit application prior to submitting the application to management for pulling the credit history.

Advocates the purchase of maintenance and service agreements offered through the dealership, as well as the dealership’s maintenance and repair services.

Arranges for delivery of vehicles. Procures a Make Ready for Delivery form from the manager so that we can perform a pre‑delivery inspection, recall check and road‑test before delivery, as well as have the vehicle cleaned. Installs a New Buyer temporary tag on the newly purchased vehicles prior…