Auto Salesman Job Description
Individuals looking to begin a sales career often start out in the automotive industry. The retail-type sale means that buyers are warm, ready to buy and often easier to persuade. The environment is usually structured, too, with an attentive sales manager who can guide the salesperson through presentations, demonstrations and the close. It is a competitive field, though, and not necessarily a quick or easy sale. Buying a car is a big decision for the average customer.
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Primary Duties
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The auto salesperson generates business at an auto dealership. He might sell new or used vehicles, luxury or economy vehicles, SUVs, trucks or cars, or a combination of all of the above. He needs to be knowledgeable about all of the different vehicles he represents. He's expected to approach and establish rapport with customers who come into the showroom or on the sales lot. His presentation and demonstration include showing the prospective buyer all of the features of the different vehicles and taking that buyer on a test drive if a vehicle suits her needs. The auto salesperson needs to ask for the buyer's business and negotiate the terms of the sale. The salesperson's supervisor will often assist him with the close and negotiations.
Secondary Duties
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When an auto salesperson is not directly interacting with a prospective buyer, she might fill out paperwork/documentation, make follow-up calls to prospects who did not yet buy a vehicle, and make follow-up calls to customers who did buy a vehicle to make sure they are pleased with their purchase and to see if they have any referrals. Additionally, the auto salesperson needs to keep up with any changes in the industry and with the specific vehicles she represents by completing additional training and attending sales meetings.
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Work Environment
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On a typical day, an auto salesperson will spend some of his time on the lot and in the showroom with customers and some of his time at a desk working on the computer and using the phone. Salespeople are generally in a stressful, competitive, profit-driven environment that can cause anxiety to those who are not comfortable pushing for what they want. In general, auto salespeople work a 40-hour, nontraditional workweek. Evenings, weekends and holidays are often required.
Requirements
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Auto salespeople possessing some automotive and sales experience are preferred, but on-the-job training is extensive in this industry, so individuals with no sales or automotive experience are often considered. In general, a high school diploma is required while some college is preferred.
An auto salesperson must be competitive, persuasive, trustworthy, self-starting, resilient and personable. She needs to convey enthusiasm as she talks about the vehicles she represents, and she must directly and assertively ask buyers for their business and then determinedly work around objections.
Pay
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According to the U.S. Bureau of Labor Statistics, retail salespeople in automobile dealerships earned an annual mean wage of $42,970 as of May 2009. Indeed.com states $50,000 as the average salary for an auto salesperson as of June 2010.
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