Dealership Sales Training

Dealership training is important for your success at a dealership.

Dealership sales training may differ from store to store, but any new car dealership will require completion of a training program put in place by the manufacturer. For new sales people who are first-timers, the dealership may train each individual as they see fit. Depending on sales experience, vehicle knowledge and quickness of learning, some sales people will train for weeks, while some will only need a few days.

Following an Experienced Sales Consultant

Often, a new job at a new dealership involves following around an established and experienced sales consultant. You will follow this sales person to greet customers on the lot and bring them inside. Every dealership requires their sales people to follow a process, for example; meet and greet, bring customer inside, begin an interview process and test drive a vehicle. These practices are very common, so pay attention to your guiding sales person who follows the same process over and over again with different customers.

Paperwork

Sales people are responsible for collecting all relevant and necessary paperwork for a customer, a trade-in and a sold vehicle. Before test-driving a vehicle, you will be required to obtain a copy of a license. Paperwork for a sold vehicle includes a buyer's order, which will have to be filled out properly. Your guiding sales person will show you how all of this is done. You will also learn how to properly fill out a credit application, and the process for which a dealer uses to "pencil," or show vehicle payment numbers to a customer. It is a lot to learn for new sales people, but if your dealership is busy you will learn quickly through repetition.

Certification

You will be required to take Internet based training for your dealership. Some dealers may allow you to complete this even after selling on your own, while some require this completed beforehand. Certification programs teach and test you on product knowledge, make-specific warranty information including used cars and the manufacturer's lessons on steps to a sale and any relevant information regarding leasing details and sales scenarios. You will have to pass all tests to become certified, and complete new tests as they become available.

Product Knowledge

To sell a vehicle, you must know about it. Product information can be found in brochures and on the training website. You will test-drive all vehicles to feel how they drive. You will spend time pressing buttons and learning as much as possible about the vehicle features you are going to sell.

Hours and Wages

Most dealerships will have you work a Monday through Friday schedule and let you leave at 5 p.m., but will also require you to work on Saturday for a full day. Some dealers will require you to follow a regular schedule which will allow for one day off during the week. In some states, dealerships are open on Sunday's and usually have a rotating staff. Pay varies during training. Some states require that all sales people are paid minimum wage, while other states may offer a small salary of $200 a week. Pay should be discussed during your interview. Once you are trained, you are paid commission for your sales, and depending on the dealer, there may be a bonus programs in place.

References

• Stateuniveristy.com: Auto sales worker job description