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1 Week Automotive
Sales/Dealership Operation/Fundamentals Course:
Curriculum
Highlights:
MODULE 1
PROFESSIONAL SALES DEPARTMENT MANAGEMENT
Section 1: Dealership Operations
A complete overview of the car business at
the dealership level retail auto business
structure, retail auto sales facilities, dealership
products and services, dealership selling
systems, dealership retail sales structures,
generating retail auto sales, lead management,
definitions and terminology, career in sales,
communication, and positive sales image.
Section 2: Components of A Car
Sale
A complete overview of the entire vehicle
selling process components of a car sale,
five steps of the sales process, preparing
for business, fact finding and investigation,
vehicle presentation, identifying the five
major profit leaks in the traditional sales
process and how to correct them to achieve
repeat and referral business, role play and
rehearsal of a proper sales process including
how to handle price questions professionally,
how to help shoppers shop smartly and maintain
non-confrontational presentations and negotiations
with clients.
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Section 3: Components of A Car Sale Continued
Discussing terms, reviewing and rehearsing the final
agreement process of agreed upon terms including,
but not limited to, down payment, monthly payment,
trade in, sales price, non-confrontational agreement
terminology and presenting counter offers to the dealership
on the customer s behalf to best represent the customer,
the Finance & Insurance Department s role in the
sales process, delivery, follow-up, prospecting, future
business, getting started, goal setting and forecasting,
and ethics.
Section 4: Leasing
A complete overview of the entire lease transaction
and payment calculation introduction, lease training
for F&I, lease vs. finance, terminology, calculation
overview, fundamentals, federal consumer lease act,
an overview of leasing contracts and lender procedures,
practice deals, lease presentation, disclosing lease
agreement, and lease worksheets.
Section 5: Finance Products
A complete overview of the protection provided to
the customer in the F&I office including, but
not limited to, Vehicle Service Contracts, Credit
Life & disability protection, maintenance protection,
automobile insurance protection, GAP, window etching
protection, vehicle I.D. markings, Ignition Interrupt
Protection, alarm system protection, Lojack, Appearance
Protection and other currently popular products.
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