Sales representative

Summary Job Description

The MAJOR TASKS are listed below, but the incumbent may be assigned to other duties.

• Welcomes the customers, builds a relationship of trust and demonstrates serious commitment to customer satisfaction.
• Helps the customers choose vehicles, by asking them questions and listening carefully to their answers, in order to identify their needs fully.
• Explains to potential customers product performance, functioning and advantages.
• Describes any optional equipment the customer might buy.
• Offers to road test a vehicle for any potential customer. Follows dealership procedure to obtain the appropriate identity documents from the customer before the road test.
• Explains, in a professional manner, the terms and conditions governing long-term leases, as compared to traditional purchase arrangements, based on customer needs.
• Obtains the required information and completes all documents required to prepare for a sale.
• Knows and understands the concepts of equity and residual value and is able to explain the principles of depreciation to the customer.
• Negotiates the price and has the transaction approved by the sales manager.
• Notifies the sales manager in the case of an exchange or refund or when a credit note is drawn up.
• Forwards 100 percent of the completed transactions to the marketing director, together with all the duly completed documentation (insurance information, the title for the transaction, etc.).
• Adequately prepares customers and provides them with information, in order to take maximum advantage of meetings with the marketing director.
• Defines his/her annual personal sales objectives, has them approved by management and monitors them.
• Reviews and analyzes his/her activities at the end of each day, week, month and year, in order to organize his/her schedule in the most efficient manner.
• Keeps up-to-date on novelties with regard to products, features, accessories, etc. and their advantages for the customer.
• Knows and understands all federal and provincial laws and municipal bylaws regulating retail automobile sales.
• Takes part in training courses on products and sales, as instructed by the sales manager.

Delivery-related tasks

• Verifies the cars sold to prepare for their delivery to the customers, before the customers arrive.
• Delivers cars to the customers, ensuring that they understand their functional features, the warranty and the documents to be completed.
• Introduces customers to the after-sales department personnel, in order to highlight the quality and efficiency of the repair and maintenance service provided by the dealership.
• Arranges the first check-up appointment with the after-sales department.
• After delivery, follows up on accessories, documents or other special requests promised to customers, in order to ensure that all customer expectations are met.

Tasks related to follow-up and prospecting

• Contacts customers within 48 hours of the sale to ensure that they are satisfied, to resolve any possible problems and to ask for referrals.
• Contacts the customers who did not make a purchase within 24 hours of their visit, to perform follow-up.
• Seizes business opportunities. Solicits and searches for new customers, on a regular basis, making maximum use of various prospecting tools.
• Uses the dealership's customer follow-up system.
• Uses the dealership's customer development system.
• At the request of his/her supervisor, takes part in social or business activities.

Miscellaneous tasks

• On request, participates in the car inspection and preparation process and/or refurbishes the cars.
• Cooperates in keeping the show room and/or the previously used car department clean and tidy.
• Helps display vehicles in the show room and the parking lots for new and previously used vehicles.
• Acts as mentor to new representatives.
• Takes part in sales team meetings.
• Maintains a professional appearance.
• Performs other tasks, based on management requirements and instructions.