Car Sales Manager: Features, Requirements and Responsibilities

A car sales manager is a fairly common and prestigious profession, which can be attended by both boys and girls. This post does not provide for special education, and a former teacher, doctor, economist can become a car seller, having learned sales skills. In the field of car sales, young people go for big earnings, which depend on the premium interest paid on cars sold.

The profession of a sales manager for new or used cars, cars and trucks is one of the most sought after jobs in the labor market. Most often, people who already have a certain sales skill come to a car dealership, since the profits of the company depend on the knowledge and qualifications of the seller.

When selecting candidates for an interview, both a young man and a girl can be invited. Skills in the field of automotive sales are a significant advantage among applicantsbut as interns, car dealerships sometimes recruit young people with no work experience.

The main requirements of employers for applicants for the position of car sales manager are:

• higher education, preferably technical, automotive, economic areas;
• the presence of a driver's license of category B and a driving experience of 2-3 years;
• confident computer skills and knowledge of the MS Office software package;
• working skills in the accounting program 1C: Trade or VLSI;
• initial skills in paperwork and knowledge of the laws in the field of sales;
• the ability to compile reports, financial documents, master business correspondence skills;
• understanding of the process of interaction with the traffic police, customs, insurance company, credit organizations, banks;
• understanding of the processes of tender, leasing, credit;
• the ability to operate with large volumes of information, to analyze the car market.

The work of a car sales manager is aimed at interacting with customers. It is important not only to interest the buyer by telling him about the merits of the technique of interest to him, but also to fulfill a number of other duties:

• to search for potential customers through personal meetings, telephone conversations, participation in relevant exhibitions, through social networks;
• create and maintain up-to-date customer base with customer data entered into it;
• carry out consulting work with clients in the trading floor, conduct a test drive of the selected car, assist in choosing the modification and configuration of the car;
• draw up an agreement on making a deposit, on the sale of a car, on the provision of additional services;
• help the client with the choice of payment method, recommend him various options in the form of leasing, credit;
• inform the client about the degree of pre-sale preparation or the receipt of the car prepaid by him;
• to execute the registration of shipping documentation and work on the transfer of the car to the buyer;
• after the sale is completed a week, a month and a year later, the manager must maintain contact with the buyer, being interested in his opinion on the purchase and operation of the car;
• Assist the customer in the purchase of spare parts for repair and assist in the maintenance of the vehicle they have purchased.

Over time, each manager has his own personal best practices and techniques in the sales technique. Experienced sellers keep in touch not only with established ones, but also with potential customers, informing them about new products, being interested in their preferences.

A vehicle sales specialist must know everything about the product that he offers to the customer. Questions from the buyer may be the most unexpected, and personal resourcefulness in combination with good knowledge will always come to the rescue of such a seller. When working with expensive goods, the manager must be able to find a common language with any buyer, be polite, attentive and have the ability to arrange communication in such a way as not to impose his own opinion on the client.

An important and necessary for work personal quality of a manager in the field of car sales is his high level of stress resistance. A very large amount of communication that such a specialist has to deal with is only possible for people with a certain character set. Non-conflict and goodwill are those properties that a seller should first of all have.

A working day with a car sales manager takes place at a car dealership and it is often not normal. To tell and show the advantages of technology to every buyer who is interested in the machine is not only mental, but also physical activity. Therefore, the car seller must have high performance, and also always be active and alert.

For successful sales, a specialist also needs to have a certain set of psychological skills. He should be able to see a potential and truly interested buyer, highlighting him among idly strolling visitors to the car dealership. Often, in order for the sale to take place, the manager has to look for various compromise options and make concessions for the client agreed with the management of the salon. Such flexibility and loyalty allows you not to lose the buyer and bring the company profit.

The car sales manager works, as a rule, according to the piece-rate system. Usually he receives a fixed salary and earns himself a certain allowance as a percentage of the cars he sold and the additional services. The basic salary in such organizations is small, it can be 10-15 thousand rubles, and each car dealership sets a premium percentage. There are companies where managers are paid only interest on sales.

The cost of cars in car dealerships depends on the exchange rate of the euro or the dollar, so the prices for this product are mobile, which means that the percentage of sales is calculated in foreign currency equivalent. For example, for each car sold in the middle price segment, a sales manager can be charged from 25 to 50 dollars. For the sale of a representative car, the premium payout can reach from 100 to 200 dollars. And if an employee manages to sell an illiquid product that has been in stock for several months, then the bonus, by decision of the management, can be paid with an additional bonus.

Each manager has a task to fulfill a personal sales plan. In addition, the final work on the plan implementation by the car dealership as a whole is taken into account. If the plan is completed, the manager will receive a monetary incentive, and if it is not fulfilled, a fine. The amount of earnings also comes from the sale of additional equipment or services provided by a car dealership. A manager can get a certain percentage if a client buys a car on lease or on credit. In addition, seasonality also affects income levels - it was noticed that sales peak in the spring and summer, while cars are sold worse in winter.

The average salary of a manager at a car dealership is 50-60 thousand rubles. To do this, he will need to sell about 15 mid-priced cars and a fairly large number of additional equipment or services. A similar level of earnings is typical for car dealerships in large cities; in regional companies, the income of such specialists is more modest - from 30 to 40 thousand rubles. This trend is associated with a decrease in purchasing power among the population, while 10 years ago car sales managers could earn up to 100-150 thousand rubles a month.