Sales Consultant

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Guide clients using non-manipulative and non-adversarial sales techniques. Make certain clients have a pleasant, positive, enjoyable experience, whether they make a purchase or not. Sell new and pre-owned vehicles at dealership gross profit, volume, customer satisfaction standards, build relationships that create customers for life.

Qualifications Education

  • High school diploma or the equivalent.
  • College diploma or the equivalent
  • Bachelor's Degree from a four-year college or university; or one to two years related selling experience and/or training; or equivalent combination of education and experience.


  • Driver's License
  • Sales License


  • Ability to read and comprehend instructions and information.
  • Professional personal appearance.
  • Excellent communication skills.
  • Ability to meet company's production and quality standards.

General Expectations

  • Devote himself/herself to insuring satisfaction to customers.
  • Determine management, production and quality requirements by asking questions and listening.
  • Attend company meetings as required.
  • Maintain a follow-up system that encourages follow through with assigned projects.
  • Establish personal performance goals that are consistent with company standards of productivity and devise a strategy to meet those goals.
  • Review and analyze actions at the end of each day, week, month, and year to determine how to better utilize time and plans more effectively.
  • Understand the terminology of the business and keep abreast of technology changes in products and services.
  • Know and understand the federal, state and local requirements which govern the company’s business.
  • Follow lawful directions from supervisors.
  • Understand and follow work rules and procedures.
  • Participate in performance management.
  • Interact well with others and be a positive influence on employee morale.
  • Uphold the company’s non-disclosure and confidentiality policies and agreements.
  • Work evening, weekend and holiday work hours as required.
  • To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirement listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
  • Become proficient in the operation of the dealership's computer system relating to vehicle sales operations.
  • All employees are required to demonstrate positive professional and social behaviors. We are expected to use appropriate language, dress to meet expectations and be respectful to all. Each staff member is expected to be punctual, prepared and to display courtesy, tact and self-control.

Job-Specific Expectations

  • Be directly responsible for selling vehicles at dealership gross profit, volume and customer satisfaction standards, as set at the sole discretion of the dealership.
  • Maintain Contact Management System, in accordance with dealership standards, which encourages repeat and referral business and contributes to customer satisfaction. Recognize the need and importance of having and maintaining a constant effective prospective system to bring in additional buyers. This is vital for success.
  • Be polite and friendly and greet customers promptly. Consistently follow the outlined sales process. Assist customers in selecting a vehicle by asking questions and listening carefully to their responses.
  • Utilize floor time effectively in meeting the customers’ needs and soliciting sales.
  • Possess the ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
  • Demonstrate and test drive vehicles, and offer test drives to all prospects. Follow dealership procedure to obtain proper identification from customs prior to test drive.
  • Verify that customers are qualified for their wants, needs, and ability to buy.
  • Maintain current knowledge and familiarity with new products, features, accessories, etc., and their benefits to customers. Explain fully product performance, application, and benefits to prospects.
  • Perform pre-delivery inspection and road test before delivery to customer.
  • Deliver vehicles to customers after purchase. This process ensures that the customer understands the vehicle’s operating features, warranty and paperwork, and it lays the foundation for customer loyalty.
  • Utilize the delivery of any new or used vehicle to create an event that will facilitate customer loyalty to the dealership. Understand equity and values, and be able to explain depreciation to customer.
  • Conduct telephone transactions courteously and promptly.
  • Utilize a consistent quotation process for purchases, trade-ins, and vehicle sales.
  • Move and arrange display vehicles on showroom and on lot as directed by management.
  • Deal with customer complaints in a sensible manner by showing empathy and a pleasant attitude to show our commitment to excellent customer service and to increase customer satisfaction and loyalty.
  • Know and understand the federal, state and local laws which govern retail auto sales.
  • Attend pertinent training and stay current with sales department concerns and sales techniques as requested by the Sales Manager and in accordance with dealership policies.
  • Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume. Ability to apply concepts of basic algebra and geometry.
  • This is not necessarily an exhaustive list of responsibilities, skills, duties, requirements, efforts, or working conditions associated with the job. While this list is intended to be an accurate reflection of the current job, the Dealership reserves the right to revise the functions and duties of the job or to require that additional or different tasks be performed when circumstances change (i.e., emergencies, changes in personnel, work load, rush jobs, technological developments, etc...).
  • Satisfy the needs of new and pre-owned vehicle purchasers. Discuss client requirements as part of your sales presentation to deal with all expectations prior to closing.
  • Sell and deliver a minimum of 15 units per month (on a rolling quarterly basis).
  • Approach, greet, and offer assistance or direction to any customers who enters the dealership showroom or sales lot in a timely manner.
  • Describe all optional equipment available for customer purchase.
  • Utilize dealership sales control and follow-up system.
  • Exhibit high level of commitment to customer satisfaction.
  • Maintain CSI score at or above Elite Standards.
  • Establish personal income goals that are consistent with dealership standards of productivity, and devise a strategy to meet those goals.
  • Introduce customers to the Service Department personnel to emphasize to them the quality and efficiency of service repairs and maintenance available in the dealership's Service Department, then schedule the first service appointment.
  • Ensure that the Sales Manager has the opportunity to meet each customer.
  • Turn 100% of closed deals to the Finance and Insurance Manager, along with properly completed paperwork (insurance information, trade title, etc.).
  • Write complete sales orders and process paperwork in accordance with established dealership policies.
  • Follow up on post-delivery items, tag/title work, "we owes," and special requests to be sure that all customer expectations are met.
  • Review and analyze actions with sales management at the end of each day, week, month, and year to determine how to better utilize time and plans more effectively.
  • Develop and maintain a personal training system through product literature, automotive video programs, role-playing with friends and co-workers and shopping competitive models.
  • Maintain a tasteful, well-groomed, and conservative appearance in keeping with local fashion standards. (Business casual)
  • Systemically conduct prospecting efforts in accordance with dealership requirement.

Physical Requirements

  • Sitting - on a regular basis
  • Standing - on a regular basis
  • Walking - on a regular basis
  • Bending, twisting and/or stooping - Infrequently, on a regular basis
  • Kneeling and/or squatting - infrequently
  • Lifting - 25 lbs to 50 lbs, infrequently
  • Reaching and/or lifting overhead - infrequently
  • Climbing - stairs
  • Repetitive hand/finger movement - on a regular basis
  • Surroundings - spend time outdoors in the weather and elements, spend time indoors in air-conditioned areas

________________________________               _______________________________        

Employee Signature / Date                                    Manager Signature / Date                          

Location: Tulsa, OK
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