Sales & Leasing
Are you motivated and highly competitive? Do you have good
communication and interpersonal skills? Do you love cars? If the answer
is “yes” then the sales department just might be the place for you!
Automotive sales team members are organized self-starters who can stick
to a tough daily routine that includes prospecting for new customers by
telephone, mail and personal contact.
Consumers spend millions of dollars every day on retail merchandise
transactions. And because consumers quickly form their impressions by
the way they are treated, auto dealers stress the importance of
providing courteous and efficient service. Providing high-quality
customer service is a must in auto retailing and dealers strive to meet
consumer expectations.
Auto salespeople are the front-line professionals who represent the
dealership, as well as the manufacturers. If you have sales experience,
even if it is not with cars, there are opportunities available.
Automotive sales is a dynamic field that can offer advancement.
New Vehicle Sales Manager
Job Definition
New vehicle sales managers are responsible for displaying and
maintaining new vehicle inventory. Managers ensure customer retention
by hiring, training and evaluating their sales staff to be customerfocused. Sales managers also strive to have their sales team meet
daily, weekly and monthly to set vehicle sales quotas to ensure
profitability.
Sales managers are expected to uphold the highest ethical standards.
Job Duties
Job duties for a new-vehicle sales manager include:
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Forecasting goals and objectives for gross and net sales and key
expenses on a monthly and annual basis and preparing an operating
budget for the department.
Hiring, training, motivating, counseling and monitoring the
performance of all new-vehicle sales employees as well as
processing commission sheets and monitoring payroll.
Understanding, keeping abreast of and complying with federal,
state and local regulations that affect new-vehicle sales.
Assisting individual salespeople in setting aggressive yet
realistic monthly goals and assisting on sales and closing deals,
as well as approving all deals made.
Tracking all customers and making sure all leads are logged.
Providing effective communication throughout the new vehicle
department as well as inter-departmentally.
Monitoring customer satisfaction ratings for the department and
ensuring proper follow-up for all potential buyers by developing,
implementing and monitoring a prospecting and sales control
system.
Reviewing inventory daily to ensure the proper mix of stock for
maximum turnover efficiency.
Recommending specific new-car inventory needs by color, model and
equipment based on customer and market analyses.
Directing merchandising and advertising efforts for the newvehicle department.
Job Requirements
New vehicle sales managers should have two years of experience in
automotive sales with a proven ability to sell a minimum quota set by
dealership management. Additionally, the ability to manage and
motivate salespeople is necessary.
Managers are required to maintain the profitability of their department
while controlling expenses and retaining customer satisfaction.
Managers are required to not only understand and keep abreast of the
federal, state, and local regulations that affect their operations, but
must also comply with these regulations as well as hazardous waste
disposal, OSHA Right-to-Know and provide necessary training on these
regulations as well as ethical practices.
Management personnel require strong communication skills to deal with
customers, employees and vendors.
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 often required and a college
degree is preferred. A strong background in business, mathematics,
marketing and computers is also useful.
Career Path
A new-vehicle sales manager’s career will often begin as a salesperson
and with enough experience can continue on to become the new-vehicle
sales manager, then general sales manager. Sales managers also can
become general managers of a dealership.
Salary Range
The average annual earnings of new vehicle sales managers are
approximately $84,000 to $110,000. Earnings vary depending on
experience, and the dealer's geographic location and size.
Some dealerships, especially larger ones, may pay bonuses and have
special incentive programs for exceeding sales quotas.
Please click here for more information about average salaries. [Link to
SalaryChart.pdf]
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.
General Sales Manager
Job Definition
General sales managers are responsible for profitability in both the
new and used vehicle departments and for customer retention. To
achieve this, they must effectively manage sales personnel, have a
strong knowledge of the market, and an in-depth understanding of all
sales departments’ financial data as well as strong customer relations
skills.
The general sales manager is expected to uphold the highest ethical
standards in every aspect of the job.
Job Duties
Job duties for a general sales manager include:
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Creating the annual dealership sales forecasts by estimating
total vehicle sales, gross and operating profits as well as
expenses for the new-and-used sales departments.
Meeting with vehicle sales managers to plan and implement
objectives for achieving sales and gross profits.
Hiring and monitoring the performance of the department managers,
holding weekly sales meetings and conducting sales training.
Overseeing standards for displaying and merchandising both new
and used vehicles as well as reviewing and initialing all
promotions before they are finalized.
Coordinating the appropriate supply of new and used vehicles and
ordering/acquiring vehicle inventory accordingly.
Meeting monthly with the dealership’s general manager to review
forecasts and profits for each department.
Working directly with the general manager on making
recommendations on both short and long-range advertising plans,
sales promotions, staffing needs, lease promotions and
compensation plans.
Attending to customer complaints, ensuring that a high level of
customer satisfaction is obtained.
Auditing all appraisals of trade-in vehicles.
Issuing all demonstration vehicles and ensuring that appropriate
dealership records are maintained.
Job Requirements
It is recommended that general sales managers have at least two years
in a dealership sales environment. Additionally, sales managers need
to be comfortable managing multiple departments and people.
Managers are required to maintain the profitability of their department
while controlling expenses and maintaining customer satisfaction.
Managers are required to not only understand and keep abreast of the
federal, state, and local regulations that affect their operations, but
must also comply with these regulations.
Management personnel require strong communication skills to deal with
customers, employees and vendors, as they represent the dealership.
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
High school diploma or the equivalent is required and a college degree
is preferred. A strong background in business, mathematics and
computers is also useful.
Career Path
A general sales manager’s career usually begins by working as an
automotive salesperson, then progressing to the general sales manager
level. General sales managers can progress to the dealership
management with the right experience.
Salary Range
The average annual earnings of general managers are approximately
$93,000 to $159,000. Earnings vary depending on experience, and the
dealer's geographic location and size.
Some dealerships, especially larger ones, may pay bonuses and have
special incentive programs for exceeding sales quotas.
Please click here for more information about average salaries. [Link to
SalaryChart.pdf]
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.
Finance & Insurance (F&I) Manager
Job Definition
The F&I manager sells new and used car
programs. F&I managers also work with
interest rates to buyers and programs.
dealerships, F&I managers are expected
standards.
buyers financing and insurance
financial lenders to give fair
As with all positions within
to uphold the highest ethical
Job Duties
Job duties for an F&I manager include:
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Offering vehicle financing and insurance to customers and
providing them with a thorough explanation of aftermarket
products and extended warranties and a complete explanation of
manufacturer and dealership service procedures and policies.
Seeking new lending institutions and maintaining good working
relationships to secure competitive interest rates and financing
programs.
Processing financing and leasing deals accurately and securing
approval through financial sources to secure approval and through
the proper federal, state and corporate channels.
Understanding and complying with federal, state and local
regulations that affect the new and used-vehicle and finance
departments.
Creating and maintaining a program with the sales department that
will ensure all new sales are referred to the F&I department.
Training and providing the sales team with information on finance
and lease programs and the benefits of the dealership’s financing
and extended service programs.
Job Requirements
It is recommended that the finance and insurance manager is recommended
to has two years of automotive sales experience and one year in a
dealership management position.
Managerial positions are required to maintain the profitability of
their department while controlling expenses and maintaining customer
satisfaction.
Managers are required to not only understand and keep abreast of the
federal, state, and local regulations that affect their operations.
F & I personnel require strong communication skills in order to work
with customers, employees and finance and insurance vendors as they
represent the dealership.
People working within the automotive retail industry often have to work
extended hours, evenings and weekends to achieve their goals.
Education Requirements
A college degree or equivalent experience in finance is preferred. A
strong background in business, mathematics, marketing and computers is
also useful.
Career Path
F&I managers can become a finance directors with the right experience
and with enough experience, can continue to become the comptrollers.
Salary Range
The average annual earnings of finance managers are approximately
$70,000 to $110,000. Earnings vary depending on experience, and the
dealer's geographic location and size.
Some dealerships, especially larger ones, may pay bonuses and have
special incentive programs for exceeding sales quotas.
Please click here for more information about average salaries. [Link to
SalaryChart.pdf]
Benefits
Benefits vary be 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.
Used Vehicle Sales Manager
Job Definition
Used vehicle sales managers are responsible for the appraisal,
purchase, reconditioning, display and merchandising of the used vehicle
inventory. Managers ensure customer retention by hiring, training and
evaluating their sales staff to be customer-focused. Sales managers
also strive to have their sales team meet daily, weekly and monthly
vehicle sales quotas and to make sure that their department is
profitable.
Sales managers are expected to uphold the highest ethical standards.
Job Duties
Job duties for a used vehicle sales manager include:
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Forecasting goals and objectives for sales, gross and key
expenses on a monthly and annual basis and preparing an operating
budget for the department.
Hiring, motivating, counseling and monitoring the performance of
all used vehicle sales employees and processing commission sheets
and monitoring payroll.
Understanding, keeping abreast of and complying with federal,
state and local regulations that affect used-vehicle sales.
Assisting individual salespeople in setting aggressive yet
realistic monthly goals and assisting on sales and closing deals,
as well as approving sales.
Tracking all customers and making sure all leads are logged.
Maintaining vehicle inventory and local market analyses to
determine which vehicles to stock.
Monitoring customer satisfaction ratings for the department and
ensuring proper follow-up of all potential buyers by developing,
implementing and monitoring a prospecting and sales control
system.
Communicating daily with the new-vehicle sales manager regarding
units needed for used-vehicle inventory.
Assisting in the development of advertising campaigns and other
promotions.
Keeping abreast of local auto auction activity and prices and
attending auctions on a regular basis.
Job Requirements
Used-vehicle sales managers should have two years of experience in
automotive sales with a proven ability to sell a minimum quota
according to dealership management. Additionally, the ability to
manage a number of salespeople is necessary for this position.
Managers are required to maintain the profitability of their department
while controlling expenses and maintaining customer satisfaction, as
well.
Managers are required to not only understand and keep abreast of the
federal, state, and local regulations that affect their operations, but
must also comply with these regulations as well as hazardous waste
disposal, OSHA Right-to-Know and provide necessary training on these
regulations and ethical practices.
Management personnel require strong communication skills to deal with
customers, employees and vendors.
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. A college degree is
preferred. A strong background in business, mathematics, marketing and
computers is also useful.
Career Path
A used vehicle sales manager will begin his or her career as a
salesperson and with enough experience is able to become the used
vehicle sales manager, then general sales manager. Sales managers
often become general managers of dealerships.
Salary Range
The average annual earnings of used vehicle sales managers are
approximately $82,000 to $106,000. Earnings vary depending on
experience, and the dealer's geographic location and size.
Some dealerships, especially larger ones, may pay bonuses and have
special incentive programs for exceeding sales quotas.
Please click here for more information about average salaries. [Link to
SalaryChart.pdf]
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.
Internet Sales Specialist
Job Definition
The Internet sales specialist manages the online sales conducted
through a dealership’s website. Depending on the size of the
dealership, Internet sales specialists may work solely with Internet
leads, or they assist customers in the showroom.
As with other sales positions, Internet sales personnel are expected to
uphold the highest ethical standards.
Job Duties
Job duties for an Internet sales specialist include:
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Keeping a dealership’s website up-to-date with vehicle
specifications and availability.
Managing Internet sales leads, responding to inquiries in a
timely fashion and answering questions on available stock and
product performance.
Selling a minimum number of vehicles or bringing in a minimum of
customers from the Internet, based on goals and objectives
defined by the sales manager.
Coordinating with a webmaster to update the website and create
Internet promotions and advertisements.
Scheduling appointments with interested buyers for test drives
and delivery of vehicles.
Disclosing terms of sales with consumers and reviewing sales with
dealership management.
Preparing sold vehicles for customer delivery prior to customer
arrival, ensuring that the customer understands their vehicle’s
operating features, warranty and paperwork.
Job Requirements
An Internet sales specialist should be Internet savvy, have good
computer skills and excellent organizational skills to help keep track
of all sales leads and to keep the website data up-to-date.
All sales personnel require strong communication skills in order to
work most effectively with customers.
People working within the automotive retail industry often work
extended hours, evenings and weekends to achieve their goals.
A valid state sales license is often required.
Education Requirements
High school diploma or equivalent is required and a college degree is
preferred. A strong background in computers, marketing and business is
also useful.
Career Path
The Internet sales specialist may progress to managerial sales
positions within the dealership based on a strong sales history.
Salary Range
The average annual earnings of Internet sales specialists are
approximately $30,000 to $92,000. Earnings vary depending on
experience, and the dealer's geographic location and size.
Please click here for more information about average salaries. [Link to
SalaryChart.pdf]
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.
New & Used Vehicle Sales Associate
Job Definition
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:
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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. [Link to
SalaryChart.pdf]
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.
Lot Attendant
Job Definition
Lot attendants confirm receipt of new cars delivered to the dealership
and park the cars in the lot in an orderly manner.
This position requires the highest ethical standards in every aspect of
the job.
Job Duties
Lot attendant’s duties include:
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Comparing serial numbers of incoming cars against invoices.
Inspecting cars to detect damage.
Verifying presence of accessories listed on the invoice, such as
spare tires and stereo equipment.
Recording description of damages and listing missing items on
delivery receipt.
Parking new cars in the assigned area.
Maximizing the use of space and maintaining the dealership lot.
Job Requirements
A lot attendant must be highly organized and energetic, be able to
schedule a rolling inventory, have good writing and math skills and be
outgoing and comfortable with people browsing the dealership’s vehicle
lot.
Lot attendants must have a valid driver’s license, good driving record
and an ability to operate a standard shift.
People working within the automotive retail industry often have to work
extended hours, evenings and weekends to achieve their goals.
Education Requirements
Lot attendants may need a high school degree or equivalent.
with writing and mathematics is also useful.
Experience
Career Path
Lot attendants may move up in the dealership to sales, service or
administration positions with the right experience and proper training.
Salary Range
The average annual earnings of lot attendants are approximately $20,000
to $33,000. Earnings vary depending on experience, and the dealer's
geographic location and size.
Please click here for more information about average salaries. [Link to
SalaryChart.pdf]
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 resources manager about benefit packages.
Physical Demands
Working in the automotive industry can be physically demanding. Certain
positions require employees to spend most of their workday on their
feet and to carry heavy and awkwardly sized items, such as vehicle
cleaning equipment. A reasonable level of physical fitness and
flexibility would be beneficial.