Job Title: Sales Consultant
Department: Sales
Reports To: Assistant Sales Manager and Above
SUMMARY
Sells/leases new- and used-vehicles at dealership gross profit, volume, and customer
satisfaction standards.
ESSENTIAL DUTIES
• Essential Duties include the following. Other duties may be assigned.
• Sells and delivers a minimum 12 of vehicles per month.
• Makes 50 outbound phone calls per day
• Maintains An Above State Rating-CSI score on survey results
• Writes complete sales orders and processes paperwork in accordance with dealership
policies
• Utilizes dealership sales control and follow-up systems.
• Attends product and sales training courses as requested by sales manager.
• Keeps up-to-date on new products and services within the industry.
• Maintains an owner follow-up system that encourages repeat and referral business
and contributes to customer satisfaction.
• Maintains a prospect development system.
• Conducts business in an ethical and professional manner.
• Satisfies the transportation needs of vehicle purchasers.
• Approaches, greets, and offers assistance or direction 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.
• Explains fully product performance, application, and benefits to prospects.
• Describes all optional equipment available for customer purchase.
• Offers test drives to all prospects. Follows dealership procedure to obtain proper
identification from customer prior to test drive.
• Exhibits high level of commitment to customer satisfaction. Strives to exceed the
group Customer Viewpoint score.
• Knows and understands the federal, state, and local laws which govern retail
automobile sales.
• 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 that the sales manager has an opportunity to meet each customer.
2 | P a g e
• 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 the customer understands the vehicle's
operating features, warranty, and paperwork.
• 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.
• Schedules first service appointment.
• Follows up on all post-delivery items, tag/title work, “we-owes”, and special requests
to be sure that 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.
Follows the dealership’s sales process at all times:
1. Clock In/Put name on sheet
2. Walk lot (both)
3. Team Meeting (prepare to sell)
4. Go over to prospect
5. Stand on point (Assistant Manager watches the point).
6. Greet customer
7. Qualify their wants and needs
8. Introduce ASM to customer as early as possible in the sales process
9. Find the customer a vehicle
10. Do a complete walk around
11. Invite customer to a test drive
12. Park car back
13. Get information on vehicle and trade-in
14. Invite the customer into showroom to sit down
15. Offer them a beverage
16. Get a starting figure on trade along with credit applications, appraisal for the trade,
and the offer sheet.
17. Complete documents
18. Present offer to desk
19. Salesperson goes straight back to sit with the customer
20. Assistant Manager interviews customer and confirms commitment
21. Assistant Manager closes deal.
22. Salesperson completes application, gets a copy of insurance, driver’s license, pay
stub, physical on vehicle sold and trade in
23. Salesperson goes over warranty book with customer. Introduce them to service and
log their first service appointment
24. Introduce customer to the Finance Department
25. Have the vehicle washed and filled with gas
26. Re-greet them from Finance Department
27. Go over vehicle with delivery checklist and give customer a copy
28. Re-demonstrate the vehicle and re-confirm sales functions
29. Assistant customer with personal belongings from trade into new vehicle
30. A manager must thank the customer
31. Park the vehicle trade-in in the back.
• Attends sales meetings.
3 | P a g e
• Immediately report to management any situation or condition that jeopardizes the
safety, welfare, or integrity of the dealership, its employees, or customers.
• Comply with all company policies as required. ie: Meal and rest period policy,
timekeeping, etc. Please refer to the Employee Handbook for further detail.
• Complete all required HR training modules in KPA
• Complete all required certification courses respective to position.
• Maintain a valid driver’s license and sales license. Immediately inform management
of any changes in its status.
• Maintain a professional appearance. ie: a high level of personal grooming, hygiene,
and uniform appearance. See Employee Handbook for more detail.
MARGINAL DUTIES
Marginal Duties include the following. Other duties may be assigned.
SUPERVISORY RESPONSIBILITIES
QUALIFICATIONS
To perform this job successfully, an individual must be able to perform each essential duty
satisfactorily. The requirements listed below are representative of the knowledge, skill,
and/or ability required. Reasonable accommodations may be made to enable individuals
with disabilities to perform the essential functions.
EDUCATION and/or EXPERIENCE
• High school diploma or general education degree (GED); or six months related
experience and/or training; or equivalent combination of education and experience.
LANGUAGE SKILLS
• Ability to read and comprehend simple instructions, short correspondence, and
memos. Ability to write simple correspondence. Ability to effectively present
information in one-on-one and small group situations to customers, clients, and
other employees of the organization.
• Ability to read and interpret documents such as safety rules, operating and
maintenance instructions, and procedure manuals.
MATHEMATICAL SKILLS
• Ability to add, subtract, multiply, and divide in all units of measure, using whole
numbers, common fractions, and decimals. Ability to compute rate, ratio, and
percent and to draw and interpret bar graphs.
REASONING ABILITY
4 | P a g e
• Ability to apply common sense understanding to carry out instructions furnished in
written, oral, or diagram form. Ability to deal with problems involving several
concrete variables in standardized situations.
CERTIFICATES, LICENSES, REGISTRATIONS
State Sales License
Valid Driver's License
PHYSICAL DEMANDS
The physical demands described here are representative of those that must be met by an
employee to successfully perform the essential functions of this job. Reasonable
accommodations may be made to enable individuals with disabilities to perform the
essential functions.
WORK ENVIRONMENT
The work environment characteristics described here are representative of those an
employee encounters while performing the essential functions of this job. Reasonable
accommodations may be made to enable individuals with disabilities to perform the
essential functions.
The sales person works both indoors and out. Moving about the dealership facility and lot to
communicate with salespeople, managers, and customers. S/he works closely with F&I
department to transport paperwork and to discuss sales. Weekend, evening, and holiday
hours will be required. Will go on test drives.
NOTE: This is not an exhaustive list of responsibilities, skills, duties, efforts or working
conditions associated with the job. While this list is intended to be an accurate reflection of
the current job , the dealership reserves the right to revise the functions and duties of the
job or to require that additional or different tasks be performed when circumstances change
(i.e. emergencies, changes in personnel, work load, rush jobs, or technology
developments).