The automotive industry is one that frequently has a need for bright, enthusiastic sales staff. While the industry is not one of the fastest growing in the nation, many dealerships hire new salespeople on a regular basis throughout the year. Additionally, the industry provides ample room for advancement, as well as an opportunity to make a lucrative living with little more than a high school education and an ability to work with the public.
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The Facts
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Franchise and used car dealerships require potential salespeople to have a high school diploma. Post-secondary education is encouraged, but it is not a prerequisite of the job. Most dealerships are looking for individuals with good people skills, the ability to clearly communicate with the public, and a willingness to work hard and learn from experienced, seasoned sales staff. Dealerships often have extensive on-site training programs for new salespeople, as well as mentoring.
Function
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The automotive salesperson is responsible for assisting customers who are interested in purchasing a vehicle on the sales lot. Some consumers may have very little knowledge of automobiles and it is the salesperson’s responsibility to educate customers on features, costs and options for their driving needs. Once a vehicle has been selected for purchase, it is typically the salesperson’s responsibility to walk the customer through the payment process, including procurement of an automobile loan.
Benefits
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While sales positions are greatly affected by market conditions, many dealerships provide a base or guaranteed salary, in addition to commission and bonuses for exceeding established sales expectations. However, the length of the base salary varies by dealership, given throughout the salesperson’s career at the lot, or lasting only a few months while the salesperson builds up his business prior to earning commission only. Union memberships are also an option at many dealerships, adding to the benefits and securities of a position in the industry. Salespersons who are union members typically have access to the vehicles on the lot for regular business use, including transportation to and from their homes.
Potential
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In addition to the retail side of the automotive industry, there are several areas into which qualified and educated car salespersons can advance. Management is a multi-faceted field and car salespersons who have displayed consistent growth are often promoted into fleet management, operations management, and/or sales staff supervisory positions. All management positions within the automotive industry require previous sales experience and a four-year college degree.
Considerations
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The automobile sales industry is highly competitive. Salespersons are often expected to work long hours and weekends, equating to far more than the standard 40-hour workweek. To be successful, salespeople must be prepared to put in long hours, aggressively compete with other salespersons, attend training workshops and remain current on the latest trends in automobile features and sales.
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