Summary: Develops sales prospects. Accomplishes sales process to conclusion in the professional sale of RVs to customers.
Essential Duties and Responsibilities include the following. Other duties may be assigned.
- Personal Work Habits
- Think about time, set a goal, and then figure a method or program of action that will reach that goal in the allotted time.
- At the beginning of each calendar year, establish desired income goals. Using past salary, commission, and bonus as a basis, establish how many units, both new and used, must be sold to reach earnings goals. Break down by months to obtain monthly objectives.
- At the beginning of each month, establish a goal for the coming month.
- Broadly plan each week in advance.
- Plan, in advance, a day's work. Take into consideration the things which are most important to do that day.
- Establish the number of demonstrations, appraisals, new hot prospects, and people who must be seen face-to-face to reach established goals.
- At the end of each day, week, month and year, review and analyze actions to determine how to better utilize time or plan more effectively.
- Make reports to management concerning objectives, planned activities, review, and analyze as requested.
- Maintain the Prospect Management System (PMS) information within IDS
- Dress in accordance of company policy.
- Be familiar with and understand the terminology of the business.
- Attend sales meetings.
- Maintain a clean, organized and professional work area.
- Stay informed on the company, the industry, and world affairs in general. Read page one of the daily newspaper - daily!
- Be enthusiastic!
- Be a "goodwill ambassador" for the company!
- The primary mission of a Salesperson is prospecting. The Salesperson must strive to keep a steady supply of "HOT" prospects at all times!
- The Salesperson must use creativeness to obtain "hot" prospects. In addition to new and/or better ways, they must:
- During floor period, or "open" floor periods, wait on all customers promptly.
- Follow prior customers/ existing owners so as to obtain hot prospects from them.
- Develop a group of prospect locators and network to obtain "hot” prospects from them.
- Be familiar with various methods of personal advertising to make oneself known as a Salesperson specializing in our field!
- The Salesperson must get people to find him when they are interested:
- In order to become better known in the community, work on a community fund drive each year, or engage in some other worthwhile activity.
- Be a member in good standing and personally acquainted with the membership of at least one civic club.
- Follow planned contacts in the PMS system so that when they decide to buy, they will remember him.
- The Salesperson must be able to create business by developing "hot" prospects from "suspects", i.e. people who possibly should trade, but as yet have not considered it.
- Use direct mail
- Use the telephone effectively to seek and obtain appointments with suspects and prospects
- Work with other sales associates
- Work the service department in accordance with dealership policy.
- Know and be able to explain values of the units we sell and depreciations in order to advise customers and prospects as follows:
- Best time during the year for people with our units of different ages to trade.
- How frequently customers or prospects should trade, whether every two, three or four years, depending on how much they use the unit and trading motives.
- The Salesperson must know "why people buy" and how to sell different types of people!
- The Salesperson must have a thorough knowledge of the company sales and credit policies for the New and Used Departments, the Parts Department and the Service Department.
- The Salesperson must be able to get people to like him and get a good face-to-face relationship with the customers and prospects.
- The Salesperson must be thoroughly familiar with the current new product, including its new features and its familiar features of the past several years, customer benefits of the new features, specifications, prices, colors, options, accessories, models, series and standard equipment.
- The Salesperson must be generally familiar with competitive products, i.e. equipment, prices, models, series and trading procedures and practices.
- The Salesperson must meet people well and under all conditions and be able to establish a good face-to-face relationship.
- The Salesperson must be able to qualify prospects and determine:
- Whether or not they are "hot" prospects
- What their buying motives are
- What they should buy
- How to best sell them
- This must always be with the direction of Sales Management.
- The Salesperson must be able to settle prospects on a specific unit.
- The Salesperson must be able to view a feature presentation of the new or used unit that is tailored to the customer's interests and needs.
- The Salesperson must be able to make an effective demonstration on a planned route. This demonstration must be tailored to the interests and needs of the customer also.
- The Salesperson must be able to close:
- Use effectively at least 7 closing techniques
- Be profit minded in closing
- Ask for closing help if necessary
- Understand and sell new and used unit financing and insurance or be able to work directly through the business manager if your dealership has this person in charge of F&I.
- And work closely with the dealer's Sales System and the direction of the sales manager.
- Effective Delivery:
- Follow all details of deals, i.e. paperwork, financing information, complete order fill out, turning in used unit, etc.
- Check unit prior to delivery
- Introduce customer to the Service Department Manager before delivery.
- Make a personal and personalized delivery of the new unit.
- Realize that business is built on customer satisfaction and devote themselves to guaranteeing satisfaction to their and the dealership's customers.
- Interviews applicant to determine requirements and gather pertinent information for loan application.
Key Performance Indicators:
- Sales – Set and achieve targeted and agreed upon sales goals (volume and gross margins) to get new and repeat clients in ways that generate the income needed for a healthy department/company.
- Customer Relationships – Build and maintain positive customer relationships to strengthen customer loyalty and company reputation.
- Increase Selling Capability - Continually improve personal selling capabilities in order to respond to customer needs in a more effective manner.
To perform the job successfully, an individual should demonstrate the following competencies :
- Business competencies – Development of prospects and relentless pursuit of all potential sales.
- Analytical - Synthesizes complex or diverse information; Collects and researches data; Uses intuition and experience to complement data; Designs work flows and procedures.
- Problem Solving - Identifies and resolves problems in a timely manner; Gathers and analyzes information skillfully; Develops alternative solutions; Works well in group problem solving situations; Uses reason even when dealing with emotional topics.
- Project Management - Develops project plans; Coordinates projects; Communicates changes and progress; Completes projects on time and budget; Manages project team activities.
- Customer Service - Manages difficult or emotional customer situations; Responds promptly to customer needs.
- Oral Communication - Speaks clearly and persuasively in positive or negative situations; Listens and gets clarification; Responds well to questions; Demonstrates group presentation skills; Participates in meetings.
- Team Work - Balances team and individual responsibilities; Exhibits objectivity and openness to others' views; Gives and welcomes feedback; Contributes to building a positive team spirit; Puts success of team above own interests.
- Written Communication - Writes clearly and informatively; Presents numerical data effectively.
- Leadership - Exhibits confidence in self and others; Inspires and motivates others to perform well.
- Quality Management - Looks for ways to improve and promote quality; Demonstrates accuracy and thoroughness.
- Business Acumen - Understands business implications of decisions; Displays orientation to profitability; Demonstrates knowledge of market and competition; Aligns work with strategic goals.
- Ethics - Treats people with respect; Works with integrity and ethically; Upholds organizational values.
- Organizational Support - Follows policies and procedures; Completes administrative tasks correctly and on time; Supports organization's goals and values.
- Strategic Thinking - Develops strategies to achieve organizational goals; Understands organization's strengths & weaknesses; Analyzes market and competition; Identifies external threats and opportunities; Adapts strategy to changing conditions.
- Attendance/Punctuality - Is consistently at work and on time; Ensures work responsibilities are covered when absent; Arrives at meetings and appointments on time.
- Dependability - Follows instructions, responds to management direction; Takes responsibility for own actions; Keeps commitments; Commits to long hours of work when necessary to reach goals; Completes tasks on time or notifies appropriate person with an alternate plan.
- Initiative - Volunteers readily; Seeks increased responsibilities; Takes independent actions and calculated risks; Looks for and takes advantage of opportunities.
- Judgment - Displays willingness to make decisions; Exhibits sound and accurate judgment; Supports and explains reasoning for decisions; Includes appropriate people in decision-making process; Makes timely decisions.
- Professionalism - Approaches others in a tactful manner; Reacts well under pressure; Treats others with respect and consideration regardless of their status or position; Accepts responsibility for own actions; Follows through on commitments.
- Quality - Demonstrates accuracy and thoroughness; Looks for ways to improve and promote quality.
- Quantity - Meets productivity standards; Completes work in timely manner; Strives to increase productivity; Works quickly.
- Safety and Security - Observes safety and security procedures; Determines appropriate action beyond guidelines; Reports potentially unsafe conditions.
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Bachelor's degree (B. A.) from four-year college or university; or one to two years’ related experience and/or training; or equivalent combination of education and experience.
Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations. Ability to write reports, business correspondence, and procedure manuals. Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.
Ability to work with mathematical concepts such as probability and statistical inference, and fundamentals of plane and solid geometry and trigonometry. Ability to apply concepts such as fractions, percentages, ratios, and proportions to practical situations.
Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
To perform this job successfully, an individual should have knowledge of Word Processing software; Spreadsheet software; Accounting software; Internet software and Database software.
Certificates and Licenses:
No certifications needed
This positions involves no supervisory responsibilities.
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
The noise level in the work environment is usually moderate.
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this Job, the employee is regularly required to sit; use hands to finger, handle, or feel and talk or hear.
The employee must occasionally lift and/or move up to 10 pounds.
Specific vision abilities required by this job include Close vision, Distance vision and Peripheral vision.