Car salespeople, or vehicle sales executives, sell new or used cars. They may also sell other types of vehicles, such as motorbikes and vans, and vehicle accessories.

Duties vary according to the type and size of dealership, but commonly include keeping the forecourt and cars clean and tidy, arranging advertising for the dealership and telephoning prospective customers to tell them about new cars and deals.

Other day-to-day tasks include:

• discussing the customers' needs and advising them on the most suitable vehicle
• arranging test-drives
• negotiating the sale price of vehicles, including any ‘trade-in’ price for customers' old cars
• working out finance arrangements, which may include cash payments or a car loan
• highlighting additional products to customers, such as accessories or after-sales service
• completing associated paperwork and pre-delivery inspections
• updating stock lists, placing orders for new cars from manufacturers and buying in used cars.

In large dealerships, salespeople may work as part of a team specialising in one aspect of selling. In smaller garages, they may be involved in all aspects of the work.

Hours and Environment

Car salespeople usually work a basic 40 hours a week, between 8am and 6pm. This will usually include weekend working and it is often common to work into the evening during busy periods.

You normally work in a showroom and office. You spend some of your time showing customers around cars on the forecourt or taking people out for test-drives.

Skills and Interests

As a car salesperson, you need:

• self confidence and an outgoing personality
• a smart appearance, and polite and professional approach
• good negotiating skills and a persuasive manner
• a genuine interest in motor vehicles
• a good level of numeracy and the ability to work out costs
• good business sense
• the ability to work alone without direct supervision.

Entry

You do not need any formal qualifications for this job, although many employers will expect some GCSEs (A-C)/S grades (1-3) in maths and English.

You may be able to get into this job through an apprenticeship scheme. For more details about apprenticeships, see Carter and Carter or the Automotive Skills website below.

Some dealerships require you to have previous sales experience. Others will place more importance on your personality and ability to talk to and persuade people, your confidence and knowledge of cars and the motor industry. They may test your ability to ‘close a sale’ as part of the interview.

You will need a full, clean driving licence for most jobs.

Automotive Skills offers advice about careers in the motor industry. See their website in Further Information.

Training

You will receive on-the-job training, under the supervision of an experienced salesperson. It is likely to cover:

• designing sales plans
• conducting sales
• assessing used vehicles
• health and safety.

The achievement of qualifications is becoming increasingly important within the industry. It is common for trainees to study for NVQ/SVQ levels 2 and 3 in Vehicle Sales.

The Institute of the Motor Industry (IMI) also provide relevant qualifications. These include the Certificate and Diploma in Vehicle Sales, and in Automotive Retail Management. See their website in Further Information.

You may be able to attend short courses run by car manufacturers. These are designed to improve your selling techniques, update you on mechanical and electronic advances, and to introduce new features and models of cars.

Opportunities

There is a current trend to recruit, train and retain young, motivated and enthusiastic people.

You can work for franchised dealerships appointed by manufacturers to sell only new cars, as well as dealerships selling used cars or a combination of new and used cars.

In large dealerships, you can gain promotion to posts, such as showroom supervisor, senior sales advisor, dealership administrator, and sales and marketing manager. You may be able to move into vehicle leasing or set up as self-employed, opening your own dealership.

Annual Income

Figures are intended as a guideline only.

New entrants could expect to earn between £9,000 and £12,000 a year.
Experienced salespeople can earn a basic salary of £13,000 to £17,000 a year, after commission and bonuses this can reach £20,000 to £25,000 a year.
Top earners can earn between £30,000 and £35,000 a year.

Further information

Tel: 01992 511521 Tel: 0800 093 1777