Being a car sales associate is the perfect role for anyone with strong customer service and sales skills. Helping customers find vehicles that best suit their needs is a rewarding part of this role. Below, we discuss the responsibilities of the role, how to become a sales associate, and what to look for in a top-notch seller.

What Does a Car Sales Associate Do?

An automotive sales associate is a customer-facing role. As the name implies, automotive sales associates become experts in selling vehicles to customers as well as additions such as vehicle accessories, preventative maintenance service plans, and extended warranties. Car sales associates are required to have strong communication skills to interpret and understand what a customer is looking for so that they can match them with the right vehicles. 

Throughout the vehicle buying process, associates may take on several responsibilities, including escorting customers on test-drives and explaining the aspects of a vehicle and its different notable features. 

A vehicle sales associate may also guide the customer through the financial aspects of the car buying process. They may need to request and collect customer information, inform them on options for financing, and negotiate costs with the customer.

What Is the Job Description of a Car Sales Associate?

A car sales associate has many responsibilities that make someone in this role an integral part of the team. Core duties include the following: 

Customer Service

• Engage with customers in a friendly and welcoming manner. Associates should have the ability to greet customers and show them vehicles that match their interests. They must also be able to alleviate customer concerns by answering questions thoroughly throughout the car selling process.
• Follow up with customers by phone or email post-sales. 
• Understand and strive to meet dealership sales targets through excellent customer service.
• Build a strong rapport with customers. 
• Learn to overcome objections, close sales, and perform all other steps of the sales process.

Showroom Preparations

• Be knowledgeable in vehicle choices, features, and differences in order to inform potential customers.
• Maintain up-to-date knowledge of all vehicles, accessories, financing options, and promotions
• Conduct vehicle test drives and ensure all other rules of the road are followed.
• Make sure vehicles are ready for the showroom, as well as for customer delivery. 

Clerical Tasks 

• Stay up to date with changes in the local vehicle market, dealership inventory, and changes to new models.

• Verify customer driver’s licenses and facilitate test drives.
• Understand trade-in values, positive and negative equity, and be able to communicate those concepts.
• Manage paperwork in order to properly document transactions including customer information and financial paperwork.
• Provide information on maintenance plans and service options. Facilitate service appointments.
• Help bring in new business by networking with previous customers as well as reaching out to online and phone inquiries.^2,3

How Can Someone Become a Car Sales Associate?

Applicants should ensure that they meet the most basic requirements before applying for a car sales associate role. Similarly, dealerships looking for qualified applicants should take note of the following :

Education

• Automotive sales associates should have at least a High School diploma or a General Education Degree (GED) equivalent level of academic training. 
• Preferred 2- or 4-year degrees in areas such as marketing or business. 
• Optional vocational school training. 
• Certifications from the National Automobile Dealers Association (NADA) or through meeting state licensing requirements for selling vehicles is a plus. 

Requirements

• Demonstrate a track record of excellent customer service. 
• Strong engagement and communication skills with customers to resolve issues, answer questions, and provide a seamless experience. 
• For individuals looking to get hired at high-end dealerships, there may be a requirement for multiple years of experience as a successful car salesperson.
• Comfortable with compensation based on commission sales.

What to Look For When Hiring a Car Sales Associate

Once prospective sales associates meet the minimum education and training requirements, there are certain skills and attributes worth looking for in a prospective candidate for the role. 

Core Skills

• The ability to quickly create positive rapport with customers.
• Ability to quickly learn a dealership’s inventory, options, finance options, and processes for documentation management.
• A keen understanding of how to match customer desires to specific makes, models, vehicle features, and upgrades.
• A track record of closing deals and a strong motivation to hit sales targets.
• The ability to work on a team effectively.
• A balance of friendliness as well as the confidence to approach and communicate with a variety of interested customers.
• Proficiency with computers and ability to learn computer-based tools.
  

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Sources: 

1. Workable (N/A). Car Salesman job description. Workable. Retrieved (08/07/2024) from, https://resources.workable.com/car-salesperson-job-description
2. Autojobs  (N/A). Automotive Car Salesperson Job Description. Autojobs. Retrieved (08/07/2024) from, https://www.autojobs.com/jobs/car-salesperson-job-description/
3. Ziprecruiter Marketplace Research Team (N/A). What is a Car Salesman and How to Become One. Ziprecruiter. Retrieved (08/07/2024) from, https://www.ziprecruiter.com/career/Car-Salesman/What-Is-How-to-Become
4. Indeed (07/23/2024). Car Saleperson Job Description: Top Duties and Qualifications. Indeed. Retrieved (08/07/2024) from, https://www.indeed.com/hire/job-description/car-salesperson