Sales Consultant

Job Title: Sales Consultant

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Department: Sales

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Reports To: Assistant Sales Manager

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SUMMARY

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Sells/leases new- and used-vehicles at dealership gross profit, volume, and customer satisfaction standards.

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ESSENTIAL DUTIES

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Essential Duties include the following. Other duties may be assigned.

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Sells and delivers a minimum 10 vehicles per month.

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Makes 100 outbound phone calls per week

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Maintains a 95% CSI score on survey results

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Writes complete sales orders and processes paperwork in accordance with dealership policies

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Utilizes dealership sales control and follow-up systems.

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Attends product and sales training courses as requested by sales manager.

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Keeps up-to-date on new products and services within the industry.

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Maintains an owner follow-up system that encourages repeat and referral business and contributes to customer satisfaction.

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Maintains a prospect development system.

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Conducts business in an ethical and professional manner.

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Satisfies the transportation needs of vehicle purchasers.

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Approaches, greets, and offers assistance or direction to any customer who enters the dealership showroom or sales lot.

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Assists customers in selecting a vehicle by asking questions and listening carefully to their responses.

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Explains fully product performance, application, and benefits to prospects.

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Describes all optional equipment available for customer purchase.

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Offers test drives to all prospects. Follows dealership procedure to obtain proper identification from customer prior to test drive.

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Exhibits high level of commitment to customer satisfaction. Strives to exceed the group Customer Viewpoint score.

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Knows and understands the federal, state, and local laws which govern retail automobile sales.

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Establishes personal income goals that are consistent with dealership standards of productivity, and devises a strategy to meet those goals.

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Keeps abreast of new products, features, accessories, etc., and their benefits to customers.

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Knows and understands equity and values, and is able to explain depreciation to the customer.

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Ensures that the sales manager has an opportunity to meet each customer.

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Turns 100 percent of closed deals to finance and insurance manager, along with properly completed paperwork (insurance information, trade title, etc.).

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Prepares sold vehicles for customer delivery prior to customer arrival.

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Delivers vehicles to customers, ensuring that the customer understands the vehicle's operating features, warranty, and paperwork.

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Introduces customers to service department personnel to emphasize to them the quality and efficiency of service repairs and maintenance available in the dealership's service department.

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Schedules first service appointment.

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Follows up on all post delivery items, tag/title work, “we-owes”, and special requests to be sure that all customer expectations are met.

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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.

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Follows the dealership’s sales process at all times:

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1. Clock In/Put name on sheet
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2. Walk lot (both)
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3. Team Meeting (prepare to sell)
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4. Go over to prospect
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5. Stand on point (Assistant Manager watches the point).
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6. Greet customer
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7. Qualify their wants and needs
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8. Introduce ASM to customer as early as possible in the sales process
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9. Find the customer a vehicle
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10. Do a complete walk around
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11. Invite customer to a test drive
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12. Park car back
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13. Get information on vehicle and trade-in
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14. Invite the customer into showroom to sit down
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15. Offer them a beverage
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16. Get a starting figure on trade along with credit applications, appraisal for the trade, and the offer sheet.
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17. Complete documents
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18. Present offer to desk
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19. Salesperson goes straight back to sit with the customer
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20. Assistant Manager interviews customer and confirms commitment
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21. Assistant Manager closes deal.
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22. Salesperson completes application, gets a copy of insurance, driver’s license, pay stub, physical on vehicle sold and trade in
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23. Salesperson goes over warranty book with customer. Introduce them to service and log their first service appointment
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24. Introduce customer to the Finance Department
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25. Have the vehicle washed and filled with gas
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26. Re-greet them from Finance Department
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27. Go over vehicle with delivery checklist and give customer a copy
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28. Re-demonstrate the vehicle and re-confirm sales functions
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29. Assistant customer with personal belongings from trade into new vehicle
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30. A manager must thank the customer
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31. Park the vehicle trade-in in the back.
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Attends sales meetings.

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Immediately report to management any situation or condition that jeopardizes the safety, welfare, or integrity of the dealership, its employees, or customers.

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Comply with all company policies as required. ie: Meal and rest period policy, timekeeping, etc. Please refer to the Employee Handbook for further detail.

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Complete all required HR training modules

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Complete all required certification courses respective to position.

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Maintain a valid driver’s license and sales license. Immediately inform management of any changes in its status.

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Maintain a professional appearance. ie: a high level of personal grooming, hygiene, and uniform appearance.

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EDUCATION and/or EXPERIENCE

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• High school diploma or general education degree (GED); or six months related experience and/or training; or equivalent combination of education and experience.
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