Job Description of an Auto Sales Consultant
Auto sales consultants sell new or used cars to customers. Those who work for car dealers may only sell a few types of vehicles, while those who work at used car lots may sell virtually any kind of vehicle. Consultants must possess the skill of persuasion as customers are often cautious or hesitant when making such a large purchase. They often must work long or irregular hours to meet sales quotas and generate enough income.
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Function
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Sales consultants show vehicles to customers who visit the car dealership or car lot. If a customer is interested in a particular car, the sales consultant will arrange for the customer to take a test drive. When the customer is ready to make a purchase, the consultant will negotiate the final price and complete the necessary paperwork.
Types
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Some sales consultants specialize in selling new or used autos, while others may specialize in luxury cars or other vehicle types. Some dealerships also employ Internet sales consultants who complete the bulk of the transaction via email and the telephone. With this method, customers will obtain much of their information about the vehicles from photos and written descriptions found on the dealership's website.
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Features
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Because they deal with customers on a continuing basis, sales consultants should have a pleasant personality while aggressively pursuing a sale. Since haggling over price is typically part of the auto sales process, the consultant must possess strong negotiating abilities. The consultant must also be proficient at working with numbers in order to put together an acceptable deal for the customer.
Considerations
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Auto sales consultants must be available when customers can visit the dealership, so working evenings and weekends is usually required. Most auto consultants earn the bulk of their income from commissions, so they must be able to tolerate not having a set income. Consultants must also be able to deal with some of the ups and downs of the job, such as thinking they have made a substantial sale only to discover that the customer's poor credit prevents him from obtaining financing.
Potential
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According to the website PayScale, the average annual income for auto sales consultants was $45,600 as of 2010. Consultants who become finance managers can earn an average of $62,857, while those who move into the ranks of auto sales manager earn an average salary of $72,000 annually.
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References
- Photo Credit Luxury Car sportscar from my luxury car series image by alma_sacra from Fotolia.com
