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Auto Salespersons sell new or used cars and trucks on the premises of automobile agencies, compiling information on various models and credit terms to achieve the sale. They are an important link between dealers and buyers.

JOB DUTIES 

Auto Salespersons may:

Attend sales training seminars to learn about the cars they sell as well as those of competitors

Greet the customer

Determine the kind of vehicle which will meet the customer's needs and have the particular features the customer prefers  

Point out desirable features of the car, van, or truck

Demonstrate the vehicle's operation in the showroom or on the road

Suggest optional equipment for the customer to purchase

Appraise the value of a vehicle to be taken in trade

Compute the total sales price, with sales tax, license fees, discount, and trade-in allowance

Order vehicles with the required options from the manufacturer

Prepare the sales contract and, if required, obtain the necessary information for completing a credit application

Help the buyer register the vehicle and obtain license plates

Deliver the vehicle to the customer

Contact buyers after the sale regarding their satisfaction and car performance

The equipment and materials used may include:

OCCUPATIONAL SPECIALTIES

Depending on the dealership, there are opportunities in which the more experienced sales workers can specialize. This may be in new or used cars or trucks, fleet business, or leasing. It might also be in new or used cars of specialized types, such as limousines or high-performance models.

273.353-010 AUTOMOBILE SALESPERSONS sell new or used cars and trucks on the premises of automobile agencies, compiling information on various models and credit terms to achieve the sale. They are an important link between dealers and buyers.

In addition to learning about these specialties, you may also find it helpful to explore the following MOIScripts:

WORKING CONDITIONS AND REQUIREMENTS

Automobile Salespersons may work under the direction of another sales worker, a sales manager, or a dealership manager or owner. However, they usually work with little or no supervision. Automobile Sales Workers generally work in clean, well lighted, well ventilated offices or showrooms. They may spend considerable time on a car or truck lot or demonstrating automobiles on the road in all kinds of weather. They may work under tension because sales work is highly competitive.

Auto Salespersons generally work 5 days a week, but may have to work evenings and/or weekends depending on the size and location of the dealership.

Some Auto Salespersons in the Detroit area belong to unions and must pay periodic dues.

You Should Prefer:

• Activities involving business contact with people

• Activities concerned with communication of information

You Should Be Able To:

• Work well with others

• Influence people's opinions or judgments

• Communicate well orally

• Work under pressure in a competitive environment

• Use basic mathematics to compute costs

• Demonstrate integrity, enthusiasm, self-confidence, and initiative

• Present an attractive appearance

• Remain patient and calm

• Fully understand your product and those of competitors

Math Problem You Should Be Able to Solve:

What is the sales tax (6%) on a car that costs $25,000?

Reading Example You Should Be Able to Read and Comprehend:

Should be able to read and understand auto manuals for all the makes of cars that you sell. Should be able to read and understand credit reports and loan agreements so that you can advise customers.

Writing Example You Should Be Able to Produce:

You should be able to write a letter to the manufacturer of a certain car explaining a defect that is reoccurring.

Thinking Skill You Should Be Able to Demonstrate:

You should be able to determine the trade-in value of a customer's car.

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EDUCATION AND PREPARATION OPPORTUNITIES

NOTE: On-The-Job Training provided by the employer; a High School diploma or equivalent; a Certificate (program of up to one years of study beyond high school); an Associate Degree (two years of study beyond high school) may qualify a person for this occupation.

The following education and preparation opportunities are helpful in preparing for occupations in the MOIScript:

***SCHOOL SUBJECTS***

0300 AUTOMOTIVE , 0600 BUSINESS , 0700 CAREERS , 0900 COMMUNICATIONS , 1000 COMPUTERS , 1100 ECONOMICS , 2200 MATH , 2800 PUBLIC SPEAKING

***VOCATIONAL EDUCATION PROGRAMS***

There are no Vocational Education Programs related to this MOIScript

***POSTSECONDARY PROGRAMS***

155 SALES TRAINING

Programs in Sales Training provide opportunities to gain the knowledge and skills useful for employment selling insurance, real estate, or other products and services in a variety of different business settings. Individuals who teach retailing at the secondary school level must have a Michigan Teaching Certificate.

Courses within this program will vary from school to school but may include:

Search for a College and/or Instructional Program

***APPRENTICESHIP OPPORTUNITIES***

There are no Apprenticeships related to this MOIScript

***MILITARY TRAINING PROGRAMS***

There are no Military Programs related to this MOIScript

E-Learning Courses and Programs

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OPPORTUNITIES FOR EXPERIENCE AND METHODS OF ENTRY

Any sales experience is helpful, particularly selling used cars or automotive parts. Postsecondary education programs in sales training may provide co-op opportunities.

               School-to-Work opportunities include:

informal apprenticeships

mentorships

job shadowing experiences

touring a local Auto Salesperson employer

internships

volunteer work with a Auto Salesperson employer

community service work with an agency

To obtain employment as an Auto Salesperson, apply directly to the manager or owner of a dealership. Assistance in locating a job may be available from high school or college placement offices or local offices of the Michigan Works!. Some agencies use an aptitude test to determine potential selling ability. In addition, you should access and search the Internet's on-line employment services sites such as:

Michigan Talent Bank

Michigan Jobs & Career Portal

Classifieds Employment

Yahoo! Careers

Michigan Works!

You should also enter an electronic resume on these on-line services.

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EARNINGS AND ADVANCEMENT

Earnings of Auto Salespersons vary depending on individual ability and experience, geographic location, and dealership size. Agencies differ widely in wage policies. Some of the most common methods of payment are straight commission, salary plus commission, and straight salary. The majority pay a straight commission. Earnings also change quickly when sales are in a slump.

Nationally, the median annual earnings of all Auto Salespersons were $30,524 in 1998. Depending on the volume of sales, years of experience, and the wage policies of the individual dealership, Auto Salespersons earned a estimated total compensation including salaries plus commissions from $30,397 for sales trainees to $45,496 per year (late 1998). Salespersons working at large high-volume car dealerships may earn $75,000 or more per year. Most dealers also give their Salespersons some form of bonus if they exceed quotas. Many dealers have a profit-sharing plan.

In Michigan, automobile vehicle sales persons averaged $40,181 per year in late 1998. This included both new and used vehicle sales personnel.

Depending on the employer, most Auto Salespersons receive paid vacations and holidays; life, accident, disability, and hospitalization insurance; and sick leave. These benefits are usually paid for, at least in part, by employers. Some dealerships also furnish an automobile for the Salesperson's use. Salespersons may also receive discounts on cars they buy for personal use.

Most Auto Salespersons consider an increase in earnings as a advancement. A sales worker's outstanding success in the sales department often guarantees promotion when an opening occurs in a managerial position. With experience and knowledge of the different aspects of a dealership, such as the parts department, service department, and clerical procedures, advancement to general manager is possible. Some may eventually open their own dealerships, but that requires considerable investment as well as the knowledge and experience necessary to operate a business efficiently.

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EMPLOYMENT AND OUTLOOK

Nationally, there were about 326,888 Auto Salespersons employed in 1996. Employment of Auto Salespersons is expected to grow about as fast as the average for all occupations through the year 2006. Rising population and personal incomes will lead to increased demand for automobiles, but it will vary from year to year because of economic conditions and consumer preferences.

Since the sale of imports has increased and there are more dealerships that sale both domestic and imported cars, employment opportunities may be best with these dealerships.

The exact number of Auto Salespersons employed in Michigan is unknown. Most worked for new car dealerships. Others worked for used car dealers and truck dealers. Employment is concentrated in large metropolitan areas.

There will be some openings to replace those who retire, die, or leave the labor force for other reasons. Additional openings will occur as workers change jobs or occupations.

The employment outlook will depend greatly on the state of the economy and may vary from one year to another. As interest rates drop and special sales incentives, such as rebates and lower-than-prevailing interest rates, continue to be offered, the demand for automobiles and, consequently, Salespersons will increase. However, many of the automobile manufacturers currently have Web sites on the Internet. These Web sites presently offer product information only, but manufacturers are moving to sell directly on the web. There are also independent auto brokers and dealers who sell vehicles online. This trend could radically alter the way vehicles are purchased in the future and have a limiting impact on the employment of Auto Salespersons.

MICHIGAN'S EMPLOYMENT OUTLOOK TO 2005

SOURCES OF ADDITIONAL INFORMATION

Printed Occupational information is available upon written request from the sources below.

SUMMARY PROFILE

The occupation of Auto Salesperson can be summarized by the following:

MOISCRIPTS are Copyright 2003, Michigan Department of Career Development