Sales Consultant

Job Title: Sales Consultant

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Department: Sales

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Reports To: Assistant Sales Manager and Above

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SUMMARY

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

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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 12 of vehicles per month.

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• Makes 50 outbound phone calls per day

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• Maintains An Above State Rating-CSI score on survey results

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

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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

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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

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the dealership showroom or sales lot.

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• Assists customers in selecting a vehicle by asking questions and listening carefully to

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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

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identification from customer prior to test drive.

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• Exhibits high level of commitment to customer satisfaction. Strives to exceed the

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group Customer Viewpoint score.

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• Knows and understands the federal, state, and local laws which govern retail

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automobile sales.

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• Establishes personal income goals that are consistent with dealership standards of

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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

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customers.

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

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customer.

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

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2 | P a g e

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• Turns 100 percent of closed deals to finance and insurance manager, along with

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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

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operating features, warranty, and paperwork.

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• Introduces customers to service department personnel to emphasize to them the

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quality and efficiency of service repairs and maintenance available in the dealership's

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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

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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

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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,

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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

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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

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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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3 | P a g e

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• Immediately report to management any situation or condition that jeopardizes the

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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,

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timekeeping, etc. Please refer to the Employee Handbook for further detail.

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• Complete all required HR training modules in KPA

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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

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of any changes in its status.

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

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and uniform appearance. See Employee Handbook for more detail.

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MARGINAL DUTIES

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

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SUPERVISORY RESPONSIBILITIES

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QUALIFICATIONS

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To perform this job successfully, an individual must be able to perform each essential duty

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satisfactorily. The requirements listed below are representative of the knowledge, skill,

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and/or ability required. Reasonable accommodations may be made to enable individuals

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with disabilities to perform the essential functions.

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EDUCATION and/or EXPERIENCE

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• High school diploma or general education degree (GED); or six months related

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experience and/or training; or equivalent combination of education and experience.

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LANGUAGE SKILLS

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• Ability to read and comprehend simple instructions, short correspondence, and

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memos. Ability to write simple correspondence. Ability to effectively present

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information in one-on-one and small group situations to customers, clients, and

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other employees of the organization.

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• Ability to read and interpret documents such as safety rules, operating and

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maintenance instructions, and procedure manuals.

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MATHEMATICAL SKILLS

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• Ability to add, subtract, multiply, and divide in all units of measure, using whole

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numbers, common fractions, and decimals. Ability to compute rate, ratio, and

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percent and to draw and interpret bar graphs.

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REASONING ABILITY

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4 | P a g e

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• Ability to apply common sense understanding to carry out instructions furnished in

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written, oral, or diagram form. Ability to deal with problems involving several

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concrete variables in standardized situations.

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CERTIFICATES, LICENSES, REGISTRATIONS

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State Sales License

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Valid Driver's License

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PHYSICAL DEMANDS

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The physical demands described here are representative of those that must be met by an

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employee to successfully perform the essential functions of this job. Reasonable

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accommodations may be made to enable individuals with disabilities to perform the

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essential functions.

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WORK ENVIRONMENT

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The work environment characteristics described here are representative of those an

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employee encounters while performing the essential functions of this job. Reasonable

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accommodations may be made to enable individuals with disabilities to perform the

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essential functions.

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The sales person works both indoors and out. Moving about the dealership facility and lot to

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communicate with salespeople, managers, and customers. S/he works closely with F&I

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department to transport paperwork and to discuss sales. Weekend, evening, and holiday

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hours will be required. Will go on test drives.

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NOTE: This is not an exhaustive list of responsibilities, skills, duties, efforts or working

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conditions associated with the job. While this list is intended to be an accurate reflection of

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the current job , the dealership reserves the right to revise the functions and duties of the

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job or to require that additional or different tasks be performed when circumstances change

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(i.e. emergencies, changes in personnel, work load, rush jobs, or technology

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developments).