Put It In Writing
Q. Why do we need written job descriptions for sales positions?
A. Sales positions are demanding and require the execution of a diverse set of capabilities, among which are:
Positive Mental Attitude – Since 98% of what sales personnel do is mental, each sales consultant must perform a daily attitude check to be ready to greet each opportunity with enthusiasm and a full heart.
Professional Presentation – When a salesperson is well groomed and conservatively dressed, the business side of the mind can be fully engaged and ready to move forward without fear of offending based on appearance.
Organization – Although the paper chase may not be the hallmark of most sales consultants, time efficiency is. Successful salespeople operate on “Lombardi Time” — fifteen minutes before the call. They are early for work, early for appointments, and early for meetings. They enjoy the feeling of being prepared for their presentations and negotiations. They are calm, collected, and in control.
Student of the Business – The professional sales consultant is a self-directed learner who makes it a practical matter to understand the business and invest that knowledge in the course of daily actions.
Sales consultants need to clearly understand what is expected of them. A written job description spells out the employer’s performance requirements and defines the knowledge, skills and behaviors the sales consultant should demonstrate in carrying out the duties and responsibilities associated with the position.
Here are two examples of job descriptions for Sales Consultants. Please keep in mind that job descriptions usually identify minimum job requirements; professionals strive to exceed expectations. Also remember that each dealership must evaluate its own corporate culture, identify the most important factors that reflect that culture, and convey these concepts to each employee in writing.
Sales Consultant Job Description #1
* Realize that business is built on customer satisfaction and devote yourself to guaranteeing that satisfaction. Accept personal responsibility for achieving manufacturer and dealership customer satisfaction objectives.
* Attend all sales meetings. Keep abreast of new products, features, accessories, etc., and their benefits to customers.
* Understand the terminology of the business and keep abreast of the federal, state and local laws as well as dealership policies that govern retail sales.
* Establish personal income and sales goals with the Sales Manager that are consistent with dealership standards of productivity and devise a strategy to meet those goals.
* Actively maintain a prospecting system utilizing the dealership traffic control system. Utilize all reasonable methods of prospecting on a daily basis by mail, telephone, or by making personal calls to individuals and businesses outside the dealership.
* Report to the Sales Manager as scheduled regarding objectives, planned activities, reviews and traffic control.
* Review and analyze personal actions at the end of each day, week, month and year to determine how to better utilize your time and plan effectively.
* Professionally meet, greet and assist all customers (including phone ups). Record all names, addresses and phone numbers in dealership traffic control system.
* Determine each customer’s vehicle needs by asking questions and listening.
* Complete the sales process with the customer in compliance with dealership sales policy.
* Write complete sales orders, secure deposits and insure proper turn to Business Office in compliance with dealership policies.
* Assist in the appraisal of vehicles offered in trade. Know and understand equity and values and be able to explain depreciation to the customer.
* Close the retail contract with assistance from management.
* Ensure units are properly prepared and ready for delivery. When delivering the unit, ensure that customers understand the vehicle’s operating features, warranty, paperwork and manufacturer CSI questionnaire.
1) Introduce customers to service department personnel to emphasize the quality and efficiency of the dealership’s service operations.
2) Recognize that the delivery process lays the foundation for customer loyalty.
* Maintain an owner follow-up system that encourages repeat and referral business and contributes to customer satisfaction.
* Immediately notify management of obvious reconditioning needs and accept daily responsibility for the organization of the inventory. Assist with inventory management by offering display suggestions and helping with rearranging and cleaning.
* Assist in setting up and tearing down off-site shows.
* Safeguard all dealership inventory and property.
Sales Consultant Job Description #2
Primary Responsibilities:
* Know the inventory and be able to perform a features, advantages, and benefits presentation.
* Be able to follow the ten steps to a sale (Road to a Sale):
1) Meeting and greeting the customer with enthusiasm.
2) Conduct a customer interview, establish the customer needs.
3) Product Power Presentation.
4) Production Demonstration.
5) Write-up with trade appraisal interview.
6) Financial presentation.
7) Negotiate the deal.
8) Close the sale.
9) Introduce the client to the sales business office.
10) Follow-up / Prospect for new client / Ask for referrals.
Attitudes:
In sales, attitudes at work contribute 90% to our effectiveness. We expect our staff to display an enthusiastic attitude toward each of our customers. The goal is to make our customers as excited about our dealership as we are excited about them doing business with our dealership. As in any retail business, there is nothing more important than our customers. They are the reason for us being here.
Work Schedule:
Dependable attendance and punctuality are a condition of employment and are an important part of individual and collective productivity.
Our business is a retail sales industry. The sales personnel will be assigned a shift. Our hours of business are to accommodate the buyers. The hours of the sales department may vary based on the time of year. The shifts shall be posted and given to each sales representative. We expect each employee to arrive at the dealership 15 minutes before his or her shift begins.
Dress Code:
Employee appearance reflects on the company’s image. A professional image is expected and required when conducting work with clients. Appropriate attire is blue, black, or charcoal conservative suits / slacks with white shirts. Hairstyles and accessories should be complementary and conservative.
Training:
Training opportunities will be available from time to time. We expect each employee to participate in these opportunities in order to further his or her education within our industry and improve performance.
Prospecting:
It is the responsibility of every sales representative to prospect for new business.
Setting Goals:
Goals are a desired result of a daily work plan. Sales representatives will receive a new goal card each month. One side of the card has a place to identify the monthly goals; the other side is a daily work plan reminder as it pertains to working a deal.
Track Progress:
The dealership tracks customer traffic daily — who comes in, name, address, telephone number, and e-mail