Purpose of Position

Actively prospect for customers and sell new vehicles at a level that contribute to the required profit and unit targets of the sales department, in a professional manner in keeping with the standards of the company. Meet and exceed customer expectations by providing customers with an exceptional sales experience.

Key Performance Indicators:
Prospect for Sales
• Plan and target the continuous acquisition of new customers
• Establish contact in person, by telephone and in writing
• Establish a file of prospects and maintaining contact according to their preferences for repeat sales

Conduct Vehicle Sales
• Distinguish customer purchasing motives and behaviours
• Prospect for potential customers
• Build rapport with customers
• Discover customer needs and interests
• Match features, advantages and benefits to the customer
• Manage customer objectives.

Manage Customer Relationship
• Identify, contact, welcome and provide support in person, by telephone and in writing, to customers and interested parties
• Inform and advise customers on vehicles’ equipment, price, condition and technical data, warranty and maintenance
• Offer or schedule test-drive
• Communicate customers’ wishes to sales management
• Evaluate pre-owned cars, arranging technical appraisals and provide feedback
• Introduce customers to additional departments/units that support sales and maintain ongoing internal communication to support customers
• Prepare and making follow-up contacts
• Maintain contact reports
• Organise and conduct out test-drives according to dealership procedures and evaluating results
• Compile and send out offers

Conduct Efficient Sales Promotion Activities
• Position brochure stands and customer information and material such as brochures and catalogues
• Participate in the design of exhibition/space and product placement
• Participate sales events
• Learn about weekly/monthly sales promotions
• Make market and target group analyses and compiling statistics

• Develop relationships with key individuals, associations and groups in the region

• Participate in training programs

Negotiate With Customers
• Carry out customer and demand/need-oriented sales conversations
• Offer and selling accessories
• Conclude sales and negotiating terms – trade-ins, type and method of payment, method of vehicle transfer, etc
• Offer and selling service packages
• Negotiate conditions taking personal scope of responsibility and the company’s interest into consideration
• Introduce customers to service department personnel and emphasizing the quality and efficiency of the service department
• Clarify, organize and handling pre-owned vehicles
• Refer customers to Business Manager to obtain information on financing, leasing and insurance opportunities and arranging/concluding relevant contracts
• Ensure that the Business Manager obtain agreements and draw up the sales contracts as necessary

Finalise the Sale
• Prepare offers and follow-up with customers and prospects
• Record the customer’s order (EDP-assisted/manually), preparing cost calculation and passing them on to the respective department
• Check order confirmation and, if necessary, relaying it to the customer
• Record, deal with and pass along the customer’s desired amendments (changes to vehicle type and fittings)
• Arrange with the customer processing and registration procedures
• Ensure that the Business Manager concludes the financing, leasing contracts, insurances and service contracts
• Reach agreements with internal partners (Ordering, Sales management, etc.) and external contacts (financing and leasing partners, etc)
• Confirm finance is approved
• Supervise all processes up to delivery
• Arrange with customers vehicle delivery (date, registration, etc)
• Hand over vehicle and introducing customer to the vehicle, ensuring that the customer understands the vehicle’s operating features, warranty and paperwork.

Follow-up with Customers
• Contact the customers within 3 days of taking possession of the vehicle
• Ask customers for referrals
• Plan and carry out regular contact with customers
• Record customer satisfaction and initiate relevant measures
• Take individual period of ownership of customer’s vehicle into consideration with respect to timely follow-up orders.

 Education / Computer Packages

• Matric
• Tertiary qualification in Sales or Marketing preferred
• MS Office

Package & Remuneration
• Basic salary, commission, company car, petrol, medical aid and pension.

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