When most of us think of dealership sales, we think of new vehicle sales. But "sales" is often broken
down into six different departments, each with their own distinctive clientele: New, Used,
Commercial (business customers), Fleet (business customers who buy many vehicles), Rentals &
Leasing, and Finance & Insurance.
Automobile salespeople are frontline professionals representing the dealership as well as the
products' manufacturer. They must have an understanding of the products they sell, finance,
provincial and federal laws, warranties and the automobile industry in general.
Salespeople are organized self-starters who can stick to a tough daily routine and prospect
for new customers by telephone, mail, and personal contacts. Most important, the sales staff
should be excellent communicators who truly enjoy working with people.
In essence, the salesperson's job is to discover the potential customer's needs and priorities,
counsel the customer on the best vehicle choice to meet those needs, and influence the customer
to buy or lease that vehicle. All this requires excellent product knowledge, listening skills,
integrity and the ability to establish rapport and trust.
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After a new home, a vehicle is the second largest purchase a person makes so customers demand
professionalism, honesty and personal attention from their salesperson.
When they meet those demands, salespeople are rewarded with many happy clients, referrals,
and years of lucrative employment.
To keep the sales staff up to date on the latest product developments and sales techniques,
dealers and manufacturers conduct regular training sessions and encourage salespeople to
take advantage of outside sales and business courses.
In addition to some sales experience (not necessarily automotive), most dealerships demand a
minimum of a high school diploma but many also look for college diplomas or university
degrees, usually in business administration or marketing.
After a customer has made the decision to buy or lease a certain vehicle, the Business Manager,
also known as the FINANCIAL AND INSURANCE MANAGER, steps in to help the customer arrange financing
and select protection packages such as: life and disability insurance, mechanical
breakdown insurance, extended warranties, undercoating, etc.
A strong candidate for the F&I Manager's position has all or a combination of a background
in insurance, banking, or vehicle sales, as well as a collage diploma or university degree in
business or commerce.
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