Job Overview
Summary/Objective
The New and Used Car Salesperson is directly responsible for selling new and used vehicles at dealership gross profit, volume, and customer satisfaction standards.
Essential Functions
- Approaches, greets, and offers assistance to any customer who enters the dealership showroom or sales lot
- Assists customers in selecting a vehicle by asking questions and listening carefully to their responses and delivers a minimum number of vehicles per month
- Writes complete sales orders and processes paperwork in accordance with dealership policies
- Maintains owner follow-up system that encourages repeat business and contributes to customer satisfaction
- Maintains a prospect development system
- Conducts business in an ethical and professional manner
- Describes all optional equipment available for customer purchase and fully explains product performance, application, and benefits to prospects
- Follows dealership procedure to obtain proper identification from customer prior to test drive
- Follows dealership sales process as directed by sales management
- Demonstrate vehicles, offer test drives to all prospects and follows test drive route
- Exhibits high level of commitment to customer satisfaction
- Establishes personal income goals that are consistent with dealership standards of productivity and devises a strategy to meet those goals
- Keeps abreast of new products, features, accessories, etc., and their benefits to customers
- Knows and understands equity and values, and is able to explain depreciation to the customer
- Ensures the Sales Manager has an opportunity to meet each customer
- Turns 100 percent of closed deals to finance and insurance manager, along with properly completed paperwork (insurance information, trade title, etc.)
- Prepares sold vehicles for customer delivery prior to customer arrival
- Delivers vehicles to customers, ensuring that each customer understands the vehicle's operating features, warranty, and paperwork
- Introduces customers to service department personnel to emphasize the quality and efficiency of service repairs and maintenance available in the dealership's service department
- Schedules first service appointment
- Follows up on all post-delivery items, tag/title work, "we-owes," and special requests to be sure all customer expectations are met
- Reviews and analyzes actions at the end of each day, week, month, and year to determine how to better utilize time and plan more effectively
- Attends company meetings as required
- Maintains a professional business appearance as determined by dealership management in accordance with company policies
- Knows and understands the federal, state, and local requirements that govern the company's business
- Coordinates with the Sales Manager to set and meet new and used sales quotas and profit margin goals
- Greets customers promptly and is polite and friendly
- Consistently follows the outlined sales process
- Utilizes floor time effectively in meeting the customers' needs and soliciting sales
- Performs pre-delivery inspection and road test before delivery to customer
- Delivers vehicles to customers after purchase. This process ensures that the customer understands the vehicle's operating features, warranty and paperwork, and it lays the foundation for customer loyalty
- Utilizes the delivery of any new or used vehicle to create an event that will facilitate customer loyalty to the dealership
- Conducts telephone transactions courteously and promptly
- Utilizes a consistent quotation process for purchases, trade-ins, and vehicle sales
- Utilizes dealership sales control (confirm CRM/DSM) system
- Has ability to communicate effectively with new car buyers/customers and according to their preferred method of communication, whether by phone, by email, or in person and is able to train other subordinates or peers to do the same
- Has thorough knowledge of all dealership products and services and can convey this information to subordinates and customers
- Directs customers to product information resources, including those available on the Internet
- Maintains an ongoing customer database to capture repeat business
- Attends product and sales training courses as determined by sales management and manufacturer
- Maintains required dealership certifications
- Sells, leases, and delivers new and used vehicles
- Adheres to all Safeguarding, Red Flag, and 8300 procedures and policies
- Exhibits a high level of commitment to customer satisfaction. Maintains a minimum customer satisfaction standard equal to or above the manufacturer expected average
- Moves and arranges display vehicles on showroom and on lot as directed by management
- Deals with customer complaints in a sensible manner by showing empathy and a pleasant attitude
- Understands the federal, state, and local laws that govern retail automobile sales and ensures that new car sales programs are in compliance
- Maintains reporting systems required by general management and the manufacturer
- Ensures that the work areas and customer waiting area are kept clean
- Follows all attendance and punctuality standards with adherence to timekeeping standards
- Follows the Code of Business Ethics and Conduct
- Understands and follows all work rules and procedures and follows lawful directions from Supervisors
- Upholds the company's non-disclosure and confidentiality policies and agreements
- Maintains a professional appearance for self and subordinates in accordance with company policy
- Attends pertinent training on request
- Assists with organizing and attends special events held at dealership or in the community
- Attends company meetings as required
- Other duties as assigned
Other Duties Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.
EEO Statement The Company is committed to hiring a diverse and qualified workforce. We will not consider any characteristic or category protected by state or federal law in hiring or employment decisions, including but not limited to race, national origin, color, religion, sex, sexual orientation, gender identity, disability, age, status as a parent, or genetic information.
Requirements
Competencies - Able to establish personal sales goals and implement a plan of action to achieve goals
- Ability to understand, keep abreast of, and comply with federal, state, and local regulations that impact retail automotive sales
- Computer proficiency
- Good communication skills, both oral and written, with the ability to effectively communicate via face-to-face, phone, or by other means of communication
- Ability to define problems, collect data, establish facts, and draw valid conclusions
- Ability to process data and organize it for management analysis
- Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals
- Ability to compute rate, ratio, and percent and to draw and interpret bar graphs
- Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume
- Ability to understand and follow work rules and procedures
- Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form
- Ability to apply common sense understanding to carry out detailed but uninvolved written or oral instructions
- Ability to work independently and to carry out assignments to completion within parameters of instructions given, prescribed routines, and standard accepted practices
- Ability to interact well with others and be a positive influence on morale of department, dealership and organization
Supervisory Responsibility None unless otherwise stated
Work Environment/Physical Demands The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.
Light Work- lifting no more than 20 pounds at a time and/or frequent lifting or carrying of objects weighing up to 10 pounds.
This position requires a good deal of walking or standing, 50 percent of the time or greater will stand and move throughout the dealership facility (lot, showroom, service department, offices) for most of the shift
This position may include prolonged periods of sitting with some pushing and pulling of arm or leg controls
This position requires climb, stoop, and kneel
This position requires the ability to hear and talk
This position requires the ability to have sufficient foot/hand/eye coordination to safely drive a vehicle
Will spend time outdoors, under varying climate conditions, subject to the elements, and may experience extreme heat and extreme cold and will also spend time indoors in air-conditioned areas
During winter months, will assist in cleaning vehicles from snow if applicable to the local climate
Position Type/Expected Hours of Work Schedule may vary from week to week depending on operational needs.
Works evenings, weekends, and holidays as required.
Required Education and Experience No prior experience or training is required
High school diploma or general education degree (GED) or equivalent combination of education and experience
Preferred Education and Experience One-year certificate from college or technical school; or three to six months related experience and/or training; or equivalent combination of education and experience
Associate's degree ( or equivalent from two-year College or technical school; or six months to one year related experience and/or training; or equivalent combination of education and experience
Additional Eligibility Qualifications (Certification/Licenses/Registrations)Valid Driver's License
Driving Record the meets insurance requirements and company policy
Current and active Sales License, in states where applicable
