INTRODUCTION TO AUTO SALES 

Topics

Section 1 – MECHANICS OF THE DEALERSHIP AND SALE

Chapter 1:      THE DEALERSHIP ENVIRONMENT

The Four Parts
Service Department
Parts Department
Business Office
Sales Department
How They All Work Together

Chapter 2:      SALESPERSON’S DUTIES AND RESPONSIBILITIES

Duties
Keeping The Inventory Organized
Directing Traffic
Answering The Phones
Organizing The Sales Literature
Snow Days And Rain Days
Look The Part
Attitude Is Everything
Product Knowledge
The Proper Tools

Chapter 3:      VEHICLES

Cars
Wagons And Vans
Trucks
Sport Utility Vehicles

Chapter 4:      TRADE-IN VALUE

Books
Book Example
Condition
Miles

Chapter 5:      PRICING

About The “Moroney Label” (Window Sticker!)
Dealer Invoice
Employee Prices
Used Vehicle Pricing
Used Vehicle Warranty Sticker
Price Rules

Chapter 6:      BANK FINANCING/LEASING

Bank Financing
About Credit
Prime And Subprime Lenders
Cash Is Cash
Leasing
Balloon Payment
About Trade Equity…

Chapter 7:      INCENTIVES

The Rebate
Low Rate Financing
Lease Rebates Or Lease Cash
Low Lease Rates
Enhanced Residuals
Owner Loyalty Incentives
Employee Pricing
Dealer Cash
Salesperson Spins
So How Do You Know?

Chapter 8:      VERIFY EVERYTHING

Name And Address
Driver’s License
Phone Numbers
Credit Information

Chapter 9:      WRITING UP THE DEAL

Buyers Order/Purchase Agreement
Vehicle Information
Sale Price
Trade-In
Tax And Motor Vehicle Fees
Insurance Information
Deposit And COD
Signature

Chapter 10:    DELIVERY

Before The Delivery
At The Time Of Delivery
After The Delivery

Chapter 11:    IMPORTANCE OF RECORD KEEPING

Important Information
What To Do With It
After The Sale

 

Section 2 – MECHANICS OF THE SALES PROCESS

Chapter 1:      SELLING

Why The Customer Is At The Dealership
How The Customer Got To Your Store
Greeting
Controlling The Sale
Acquiring Information (Qualifying)
Staying Off Price
Features And Benefits (The Walk Around)
Demo Ride

Chapter 2:      PERSONALITY TYPES

Administrative
Analytical
Sociable
Opinionated

Chapter 3:      AVOIDING NEGATIVES

Chapter 4:      COMMON OBJECTIONS

Chapter 5:      THE FOUR SQUARE

Chapter 6:      INTERNET SALES

Why Use The Internet?
Shopping/Buying Cycle
What The Internet Buyer Expects
How To Sell The Internet Shopper
Websites To Visit

Chapter 7:      REFERRALS

Chapter 8:      FORMULA FOR SUCCESS

 ADDITIONAL RESOURCES:

      Vocabulary Word List

      Chapter Review Questions, with Answer Key for self-paced study