Sales Consultant

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.
• Demonstrates vehicles, offers 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 plans 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 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…