New and Used Sales Position

Management/Business Skills Required:

• Knowledge of sales procedures, processes, and follow-up


• Ability to receive customers


• Ability to effectively relate to customers of all backgrounds and to focus on customer enthusiasm


• Knowledge of company products (prices, models, series, options, warranties, vehicle maintenance, colors, standard equipment, specifications)


• Ability to network, follow up on prospects, and ask for referrals


• Ability to counsel customers (regarding their likes, dislikes, needs)

Work Orientation Factors

• Much customer contact


• Much contact with people in all dealership departments

Position Summary

The Sales Consultant:

• Is focused on the process of understanding and meeting customer needs.


• Must have basic knowledge of automotive systems and thorough knowledge of prices, models, series, options, and other variations of the manufacturer's products.


• Should know much about competitors' products and prices.


• Should demonstrate sensitivity toward customers and a strong interest in exceeding customers' expectations.


• Must have polished communication skills with customers, including the ability to present the dealership’s products and to pinpoint customers' needs by interviewing and questioning.


• Must calculate cost allowances, fees, taxes, and down payments to arrive at the price of a vehicle.


• Must work with the Sales Manager in completing sale contracts that meet customers' needs.


• Is capable of addressing customer hesitation and resistance.


• Presents a positive image of the dealership, both in mode of dress and in helpful and friendly attitude.


• In conjunction with the Sales Manager, determines personal sales goals and the methods by which those goals will be met, which affords the Sales Consultant a structured method of building a clientele and achieving success.


• Works systematically not only in the sales process but also in the process of handling the many administrative requirements of the position (e.g., paperwork, plans, reports, and the maintenance of a prospect and owner follow-up system).

What the Worker is Like?

The Sales Consultant:

• May be hired with no prior sales experience or might come to the dealership with a background in insurance, real estate, or retail sales.


• Must have a positive attitude and bearing.


• Comes to each prospective sale with the same smile and engaging nature.


• Genuinely enjoys customers and engages them in purposeful conversations that gather information important to a sale, and probes for possible alternative suggestions and ideas.


• Works readily with numbers and can discuss the company's products with accuracy and assurance.


• While capable of working with a Sales Manager, is an accomplished self-manager when it comes to using time productively.

What the Work is Like?

The work of the Sales Consultant:

• Entails knowing the entire dealership thoroughly, department to department.


• Involves continual learning about new approaches to sales, new information regarding products, new administrative efficiencies, and customers.


• Requires building strong interdepartmental relationships, particularly with the Business Department and Financial Services, and paying close attention to the requirements of those departments within the process of selling.


• Involves risk and satisfaction, long hours, and much teamwork.