How to Be Automobile Sales Executive - Job Description, Skills, and Interview Questions

Dec 10, 2020 / 5 Minutes Read / By Albert

How to Become

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The demand for automobiles has risen steadily over the past few years, resulting in increased job opportunities for sales executives. Automobile sales executives are responsible for helping customers find the right vehicle to suit their needs and budget. They must possess excellent customer service skills, as they will be the main point of contact between potential buyers and the dealership.

In addition, they must have a good understanding of the features, benefits and pricing of the vehicles they are selling, as well as an understanding of current trends in the automobile industry. As a result of the increased demand for automobiles, these sales executives are in high demand and can expect to receive competitive salaries and benefits packages.

Steps How to Become

Obtain a High School Diploma or GED. Automobile sales executives typically need to have at least a high school diploma or GED in order to be employed in the field.
Get Hired by an Automotive Dealership. Most employers in the automobile sales industry prefer to hire those with some experience in sales, customer service, or another related field.
Take Automotive Sales Training Courses. Many automotive dealerships offer their own training courses for new hires, which may include sales techniques, customer service and product knowledge.
Take the State Exam. Most states require automobile sales executives to take and pass a state licensing exam. The exam covers topics such as state laws and regulations, consumer protection, and ethics.
Remain Up-to-Date on Automotive Industry Trends. Automotive sales executives should stay informed of the latest trends in the industry to better serve their customers. This may include attending training courses, reading industry publications, and attending automotive conventions and trade shows.
Network with Other Automotive Professionals. Being an active member of an association related to the automotive industry is a great way for automotive sales executives to stay connected with their peers and find new opportunities.

The success of an Automobile Sales Executive is largely dependent on their skills and competence. To become a successful professional, an individual must possess a high level of knowledge about the vehicles they are selling, as well as the automotive industry in general. They must also be able to effectively communicate with customers, understand their needs and present the features of the vehicles in a persuasive manner.

Furthermore, it is essential for a Sales Executive to have excellent negotiation and customer service skills, in order to be able to close deals and keep clients satisfied. the combination of these traits are what make an Automobile Sales Executive successful and able to successfully generate sales.

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Job Description

Greet customers and introduce them to the dealership's products and services.
Develop, maintain and update customer databases.
Follow up on customer leads and inquiries.
Demonstrate vehicles to customers.
Negotiate prices and terms of sale with customers.
Prepare sales contracts and explain warranty information to customers.
Provide customer service and answer customer questions.
Follow up on post-sale customer service issues.
Attend sales meetings and training sessions.
Maintain dealership showroom to ensure an inviting atmosphere.

Skills and Competencies to Have

Expert knowledge of automobiles, including models, features, and pricing
Outstanding customer service skills
Excellent communication, interpersonal, and sales skills
Ability to effectively negotiate
Ability to work independently and as part of a team
Self-motivation and goal-oriented
Ability to develop a customer base
Ability to handle customer complaints and objections
Computer literacy, including data entry and spreadsheet proficiency
Knowledge of relevant laws and regulations

Automobile Sales Executives are responsible for playing a key role in the success of car dealerships. The success of a dealership depends on the ability of its sales executives to close deals and acquire new customers. Therefore, the most important skill for a successful Automobile Sales Executive is the ability to effectively communicate with customers and convince them to purchase a vehicle.

This skill involves the ability to understand customer needs, explain the features and benefits of a vehicle, and negotiate a favorable price. sales executives must be able to assess customer financial needs, establish trust with customers, and provide excellent customer service. All of these skills are essential for Automobile Sales Executives to achieve success and secure a profitable future for their dealership.

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Frequent Interview Questions

What experience do you have in the automobile industry?
How would you handle a customer who is unhappy with their purchase?
What strategies do you use to close a sale?
Describe a situation where you had to think on your feet to make a sale.
How do you stay up to date with changes in the automobile industry?
What techniques do you use to stay motivated when faced with rejection?
How do you handle difficult customers or ones who are not interested in your product?
How do you prioritize customer service and sales goals?
How do you handle a customer who needs more information or research before making a purchase decision?
What sets you apart from other automobile sales executives?

Common Tools in Industry

Salesforce CRM. A customer relationship management (CRM) tool used to manage customer data and track sales activities. (eg: Salesforce allows sales executives to quickly access customer information and track progress on sales goals. )
Sales Automation Software. Automates marketing tasks and helps sales teams track and manage leads, appointments, and orders. (eg: Sales automation software can automatically send out follow-up emails after a prospect has expressed interest in a product. )
Productivity Tools. Tools designed to help sales people stay organized and be more efficient with their time. (eg: A productivity tool like Trello can help sales executives keep track of their tasks and prioritize the most important ones. )
Social Media Platforms. Used to reach new customers and engage with existing ones. (eg: Platforms like Twitter, LinkedIn, and Facebook can be used to share news about a company's products and services, as well as provide customer service. )
Lead Management Software. Software designed to help sales teams track, monitor, and nurture leads. (eg: Lead management software like Salesforce Lead Management helps sales executives organize leads and prioritize follow-up activities with the most promising ones. )

Professional Organizations to Know

National Automobile Dealers Association (NADA)
Alliance of Automobile Manufacturers (AAM)
Specialty Equipment Market Association (SEMA)
Automotive Aftermarket Industry Association (AAIA)
National Federation of Independent Business (NFIB)
National Association of Professional Salespeople (NAPS)
American International Automobile Dealers Association (AIADA)
Automotive Service Association (ASA)
American Financial Services Association (AFSA)
National Independent Automobile Dealers Association (NIADA)

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Common Important Terms

Automotive Industry. The automotive industry includes the design, manufacture, distribution, marketing, sales, and service of motor vehicles.
Vehicle. A motor vehicle is a self-propelled vehicle, typically wheeled, that does not operate on rails and is used for transportation of people or goods.
Dealership. A dealership is a business that sells new or used cars at the retail level, based on a dealership agreement with an automaker or its sales subsidiary.
Automobile Financing. Automobile financing is the process of obtaining funds to purchase a car.
Sales. The process of identifying, persuading and convincing potential customers to purchase goods or services.
Customer Service. The process of providing assistance and support to customers before, during, and after a purchase has been made.
Advertising. The process of promoting a product or service through various media channels.
Negotiations. The process of discussing and agreeing upon terms for a sale or other transaction.

Frequently Asked Questions

What qualifications are needed to become a Automobile Sales Executive?

Automobile Sales Executives must have a high school diploma or equivalent and possess strong interpersonal and communication skills. They should also have a valid driver's license and a working knowledge of the latest automotive technology.

What is the average salary for an Automobile Sales Executive?

The average salary for an Automobile Sales Executive is around $45,000 per year.

What duties does an Automobile Sales Executive typically perform?

An Automobile Sales Executive typically performs duties such as greeting customers, demonstrating car features, negotiating prices, closing sales and providing customer service.