subject: Understanding The Critical Requirement For Automotive Sales Training [print this page] When it comes to any business environment, the need for training is always important and this does not differ in the automotive industry. Automotive sales training is vital in the vehicle field but there usually seems to be a separation in training when it comes to the service department and the sales department.Within the sales department the focus is on developing relationship and mastering sales techniques which would allow a person to make connections with customers in order to sell cars. Though, in service departments the focus is on vehicle knowledge and taking the consumer"s order. The issue with this type of automotive training is that while vehicle knowledge is essential, you"ll limit your profit opportunities when you don"t have a person who could make sales to further your service department opportunities.
Your service advisor is normally the individual who performs the meet and greet with clientele, assessing what the customer is looking for and recommending additional services. While this individual may have a considerable amount of knowledge on the client"s vehicle, when they cannot convey this information in a convincing and informative manner they would probably be turned down for additional services. When a person takes part in service advisor training, the knowledge is vital but the focus should be on creating a person who could make sales in addition to the services a consumer comes in for. This would increase your opportunity for profit and greatly improve your automotive service department"s financial contribution. Another instance of a need for reassessment is found with a company"s service manager training. The service manager serves a vital role in the service department as they"re responsible for all aspects including associates, sales, and service. When your service manager's focus on the wrong areas, your department will probably suffer from low sales and menial production. When your service manager training has a major focus on sales and sales techniques, this individual can place a greater demand on their service advisors, boosting sales, and becoming a vital part of the dealerships financial opportunities. Every car owner requires their vehicle maintained in order to keep it running at peak efficiency and its the responsibility of the service manager to make sure that their advisors not only convey that message to consumers but that they do so with effective sales techniques.
Automotive training is vital in the vehicle industry but make sure you are applying the right form of training where needed.
by: Ian Treibick.
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