Car sales suits people who like meeting new faces and enjoy helping someone find the right vehicle. The job pays off in more than commission: matching a driver with a car that fits their life is a satisfying part of the work.
At a glance
| Role | Help customers choose, test-drive and buy vehicles and add-ons |
|---|---|
| Education | High school diploma or GED; a 2- or 4-year degree in marketing or business is preferred |
| Certifications | National Automobile Dealers Association (NADA) certifications or state sales licensing are a plus |
| Pay structure | Commission-based compensation is common |
What the job involves
A sales associate works face to face with customers and becomes an expert on the vehicles for sale. Beyond the car itself, associates sell accessories, preventive maintenance plans and extended warranties. Listening well is key, since the goal is to understand what a buyer wants and point them to the right model.
Along the way an associate takes customers on test drives and walks them through a car's notable features. Many also guide buyers through the money side: collecting their details, explaining financing options and negotiating the price.
Typical duties
- Greeting customers warmly, showing vehicles that match their interests and answering questions throughout the sale
- Following up by phone or email after the sale and building lasting relationships
- Working toward the dealership's sales targets through good service
- Handling objections and closing the sale
- Keeping current on vehicles, accessories, financing options, promotions, inventory, new models and the local market
- Checking driver's licenses before test drives and making sure road rules are followed
- Getting vehicles ready for the showroom and for delivery
- Explaining trade-in values and positive and negative equity
- Handling the paperwork that documents each sale, including financial forms
- Presenting maintenance plans and booking service appointments
- Bringing in new business through past customers and online and phone inquiries
Skills that matter
- Building rapport with customers quickly
- Learning a dealership's inventory, options, financing and paperwork fast
- Matching what a customer wants to specific makes, models, features and upgrades
- Drive to close deals and reach sales targets
- Working well in a team
- Friendliness balanced with the confidence to approach all kinds of shoppers
- Comfort with computers and new computer-based tools
How to get started
- Finish school. A high school diploma or GED is the minimum; a degree in marketing or business gives an edge, and vocational training is optional.
- Build a customer service record. Employers look for a history of strong service and clear communication.
- Consider certification. NADA certifications or meeting your state's licensing rules for selling vehicles make an application stronger.
- Get comfortable with commission. Pay is often tied to sales, so make sure that structure works for you.
- Grow into high-end sales. Luxury dealerships may ask for several years of successful sales experience.
Is it right for you?
If talking with strangers energizes you, you like cars and you are motivated by targets, car sales can be a rewarding path. If a steady, fixed paycheck matters most, weigh the commission side carefully.
Looking for a job in the car business?
See the open positions at Kendall FL Auto, including sales roles, and apply online.