Automobile Salesperson
An automobile salesperson specializes in selling new and used vehicles, requiring a blend of customer service, sales skills, and automotive knowledge. They work primarily in dealerships, engaging with customers to understand their vehicle preferences, providing information on various models, and facilitating test drives. The role involves negotiating prices, discussing financing options, and completing necessary paperwork to finalize sales. While formal education is not typically required, individuals benefit from strong communication and math skills, along with a keen interest in automobiles. The job can be demanding, with periods of fast-paced activity interspersed with downtime, and may involve nontraditional hours to accommodate customer needs. As the automotive market evolves, salespeople are also adapting to online sales trends and leveraging technology to enhance customer interactions. Overall, this career appeals to those who enjoy working with the public and are motivated by sales opportunities.
Automobile Salesperson
Snapshot
Career Cluster(s): Business, Management & Administration, Marketing, Sales & Service
Interests: Automobiles, customer service, sales
Earnings (Yearly Median): $33,900 per year $16.30 per hour
Employment & Outlook: -2% (Decline)
Entry-Level Education No formal educational credential
Related Work Experience None
On-the-job Training Short-term on-the-job training
Overview
Sphere of Work. Automobile salespeople are responsible for the sale of vehicles, either new or used, to customers. Though some sales may be straightforward, salespeople often need a wide variety of skills and an intimate knowledge of their product to complete a sale. Customer service skills are most important, but an automobile salesperson must also be able to estimate a vehicle’s trade-in value, describe complex features to customers with diverse backgrounds and experience, and complete complex financing and sale paperwork.
Work Environment. Automobile salespeople work in new or used automobile dealerships. They may work on a brightly lit, climate-controlled sales floor or in an outdoor lot. Most salespeople spend some time indoors interacting with their customers, then continue the sales process outdoors, where most sale vehicles are kept. They are often called on to accompany customers on test drives. Automobile salespeople have periods of time when they must work quickly; they may also have significant downtime between sales, during which they may be asked to complete other tasks on behalf of the dealership.
Occupation Interest. Individuals drawn to the profession of automobile sales tend to have a strong personal interest in automobiles and an equally strong interest in customer service and sales. They enjoy the process of persuading customers to purchase their product. Since automobile sales can be lucrative, highly motivated individuals with excellent verbal skills and a focus on customer service tend to be drawn to it.
A Day in the Life—Duties and Responsibilities. The daily duties of an automobile salesperson include greeting customers as they enter the dealership, then assessing the reason for their visit and how they can best be served. Salespeople ascertain the general type and price of vehicle a customer is considering purchasing and whether he or she plans to trade in a vehicle. They typically lead customers through several vehicles, pointing out features and providing performance information about various models.
If the customer shows interest in one or several vehicles, the salesperson may first gather documents to verify the customer’s ability to drive a vehicle and then accompany the customer on a test drive, asking questions to ascertain the suitability of the vehicle to the customer and their level of interest. The customer may test-drive several vehicles before one is selected. If the customer chooses not to purchase a vehicle from the facility, the salesperson may gather information about what features or services caused the decision.
If the customer wants to buy an automobile, the salesperson will often offer a slightly discounted price and then negotiate with the customer to find a mutually agreeable price. Often, service agreements, additional vehicle options, and the value of a trade-in are factored into this final price. Some dealerships have begun responding to customers’ desire to avoid negotiating by offering a fixed price for vehicles. When the price has been settled, the salesperson often becomes a financial adviser, offering financing options and payment plans to suit the customer’s budget. If there is a separate finance department, the salesperson is expected to deliver the customer there with all the necessary information. Once a sale has been made, the automobile salesperson will complete all sales orders and paperwork according to local laws and procedures established by the dealership. Automobile salespeople may also be responsible for preparing vehicles for customer pickup and orienting the owner to their new vehicle.
Parts Salespersons (41-2022.00). Parts Salespersons sell auto supplies and accessories, such as batteries, tires, mufflers, and headlights.
Work Environment
Immediate Physical Environment. Automobile salespeople generally work in new and used car dealerships. They often work in indoor areas that are well-lit and temperature-controlled, though they usually have to spend some time outside in the lot. They must be able to stand for long periods of time and are expected to maintain a professional appearance, though more casual dress has become common at some dealerships. Many large dealerships are open on weekends and in the evening to provide greater customer service, so nontraditional hours may be required.
Human Environment. Automobile salespeople work closely with the public and have many opportunities for interaction during the workday. Advisers interact primarily with customers, but they may also interact with service technicians and other sales personnel throughout the workday. Physical proximity to others is common as well. Excellent verbal skills are required.
Technological Environment. Automobile salespeople deal with a variety of databases that manage inventory, gather and catalog customer information, and provide financial resources. They also must be familiar with advances in automobile technology. As buying a car entirely on the Internet has become prevalent in the twenty-first century, automobile salespeople must have knowledge of this alternative market. They may also benefit from using Internet communication skills and social media to promote their inventory.
Education, Training, and Advancement
High School/Secondary. Students interested in a career as an automobile salesperson should have a strong interest in automobiles as a hobby, as well as a solid background in communications, English, and math. Computer skills and marketing classes are also useful.
Postsecondary. Though a postsecondary degree is not generally a requirement for employment as an automobile salesperson, there are sales training courses available online and through technical and community colleges.
Related Occupations
− Automotive Parts Service Clerk
− Manufacturers Representative
− Services Sales Representative
− Technical Sales Representative
Bibliography
"Retail Sales Workers." Occupational Outlook Handbook. Bureau of Labor Statistics, US Department of Labor, 17 Apr. 2024, www.bls.gov/ooh/sales/retail-sales-workers.htm. Accessed 23 Aug. 2024.