Sales & Leasing Associate
From Career Voyages…

Sales associates strive to meet daily, weekly and monthly vehicle sales quotas. Sales associates assist customers by demonstrating how to operate a vehicle, providing test drives and identifying costs associated with the purchase.

Sales associates are expected to uphold the highest ethical standards.

Job Duties

Job duties for a sales associate include:

  • Assisting customers who enter the dealership, answering their questions and helping them select a vehicle that is right for their needs.
  • Selling a minimum number of vehicles based on the goals and objectives defined by the sales manager.
  • Explaining product performance, application and benefits to prospects and describing all optional equipment available for customer purchase.
  • Offering test drives to all prospects and following dealership procedure to obtain proper identification prior to test drive.
  • Keeping abreast of new products, features and accessories available, and translating their benefits to customers. Attending product and sales training courses.
  • Referring closed deals to the finance and insurance (F&I) manager along with properly completed paperwork (insurance information, trade title, etc.).
  • Preparing sold vehicles for customer delivery prior to customer arrival, ensuring that the customer understands the vehicle’s operating features, warranty and paperwork.
  • Introducing customers to service department personnel to emphasize the quality and efficiency of service repairs and maintenance available in the dealership’s service department.
  • Following up on all post delivery items including tag/title work, and any special requests to be sure that all customer expectations are met.
  • Maintaining a buyer follow-up system that encourages repeat and referral business and contributes to customer satisfaction.
Job Requirements

Sales associates should have excellent communication skills, be organized and able explain the products, their features and benefits compared to competing brands.

People working within the automotive retail industry often have to work extended hours, evenings and weekends to achieve their goals.

A valid state sales license is often required.

Education Requirements

A high school diploma or the equivalent is required and a college degree is preferred. A strong background in computers, marketing and business is also useful.

Career Path

New or used vehicle salespeople may progress to managerial sales positions within the dealership based on a strong sales history.

Salary Range

The average annual earnings of new and used vehicle sales associates are approximately $30,000 to $92,000, which is higher than the average for retail trade. Earnings vary depending on experience, and the dealer's geographic location and size.

Please click here for more information about average salaries.

Some dealerships, especially larger ones, may pay bonuses and have special incentive programs for exceeding sales quotas.

Benefits

Benefits vary by employer, but most dealerships offer health insurance, retirement plans, and other benefit options to employees. Talk with the specific dealer human resource manager about benefit packages.

(Source: Career Voyages)

What it takes to be successful at these positions
(Per DSC & DSC Employers)

  1. The first point to consider is the definition of “sales” or “salesperson”.

    The definition of sales at Dynamic Sales Careers, and the employers we represent “IS”:
    1. Caring about other people. By caring, good salespeople ask questions and then listen to find out what is important to the people they want to serve. By caring, good salespeople are friendly, empathetic, and continually strive to find new ways to help other people by satisfying their needs or wants.
    2. Good salespeople become friends with their customers and make sure they completely understand everything before they spend any money so they are 100% satisfied and happy with their purchase now and later. That means honesty is absolutely necessary to be a good salesperson.
    3. A successful salesperson convinces their customers they care more about them than the deal – and then follow up in an appropriate manner to prove they care more about the customer as a person than the deal. A successful Salesperson is a true friend and really does like and even ‘love’ their customers, and continues to prove it every chance he / she gets.

    The definition of a salesperson is “NOT”:
    1. High pressure
    2. Intimidation tactics
    3. Talking someone into doing something they don’t want to do
    4. Using deception or deceit to make a sale (a whatever it takes even if it is wrong mentality)

  2. If you have the ability to identify a need in somebody’s life and find pleasure in meeting that need to solve that person’s problem, then you are naturally a salesperson by our definition because you care.

  3. This is the “only” type of salesperson our employers are looking for to fill key positions in their Sales, Internet, and Finance departments. We want to help everyone who has this desire, even if they haven’t yet developed these skills of caring for others because the skills can be learned if the desire and “heart” is there.

  4. Also, there is no pressure in sales as long as a salesperson has customers to talk to and a good product to sell if the salesperson understands that every person makes their own decision about what they want to buy and what they want to pay. It is not the salesperson’s job to talk anyone into anything. It is simply the salesperson’s job to convince every customer that they care more about the customer than the deal, and then help each customer identify what their need is and help each customer receive all the information necessary to make an intelligent decision based on accurate information.

  5. If you can see yourself being a good friend to others because you genuinely care about people and like helping others, then we believe you would be a perfect candidate and make a very good living as a sales and leasing associate, internet sales specialist, or finance and insurance manager for a retail automotive, RV, or motorcycle dealership. All three of these careers require someone who is an effective “salesperson” and that skill (of really caring and being a true friend) is the greatest determining factor in the pay someone earns in any of these three careers.