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2 Week Automotive
Internet Department Management Course:
Curriculum
Highlights:
MODULE 1
PROFESSIONAL SALES DEPARTMENT MANAGEMENT
Section 1: Dealership Operations
A complete overview of the car business at
the dealership level retail auto business
structure, retail auto sales facilities, dealership
products and services, dealership selling
systems, dealership retail sales structures,
generating retail auto sales, lead management,
definitions and terminology, career in sales,
communication, and positive sales image.
Section 2: Components of A Car Sale
A complete overview of the entire vehicle
selling process components of a car sale,
five steps of the sales process, preparing
for business, fact finding and investigation,
vehicle presentation, identifying the five
major profit leaks in the traditional sales
process and how to correct them to achieve
repeat and referral business, role play and
rehearsal of a proper sales process including
how to handle price questions professionally,
how to help shoppers shop smartly and maintain
non-confrontational presentations and negotiations
with clients.
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Section 3: Components of A Car Sale Continued
Discussing terms, reviewing and rehearsing the final
agreement process of agreed upon terms including,
but not limited to, down payment, monthly payment,
trade in, sales price, non-confrontational agreement
terminology and presenting counter offers to the dealership
on the customer s behalf to best represent the customer,
the Finance & Insurance Department s role in the
sales process, delivery, follow-up, prospecting, future
business, getting started, goal setting and forecasting,
and ethics.
Section 4: Leasing
A complete overview of the entire lease transaction
and payment calculation introduction, lease training
for F&I, lease vs. finance, terminology, calculation
overview, fundamentals, federal consumer lease act,
an overview of leasing contracts and lender procedures,
practice deals, lease presentation, disclosing lease
agreement, and lease worksheets.
Section 5: Finance Products
A complete overview of the protection provided to
the customer in the F&I office including, but
not limited to, Vehicle Service Contracts, Credit
Life & disability protection, maintenance protection,
automobile insurance protection, GAP, window etching
protection, vehicle I.D. markings, Ignition Interrupt
Protection, alarm system protection, Lojack, Appearance
Protection and other currently popular products.
MODULE 2
PROFESSIONAL INTERNET DEPARTMENT MANAGEMENT
Section 1: Internet History And Dealer Impact
A complete overview of the internet and its affect
on the Automobile Industry. How the internet was created,
the internet's impact on the Automotive industry,
automotive internet shopping trends, how consumers
are using the Internet for their car buying experience,
building vehicles through various internet sites,
and begin research on dealerships and the mystery
shopping exercises.
Section 2: The Internet in Dealership Operations
An understanding of the traditional vs. internet business
method of doing business. How the internet has transformed
dealership operations, how the internet has changed
the way dealerships interact with customers, traditional
business vs. internet business methodology, begin
to learn how a lead management system works, internet
business model types, identifying and navigating through
automotive web sites, and continue with research on
dealerships and the mystery shopping exercises.
Section 3: Internet Business Models
A complete overview of the various business models
used and how the dealership benefits. Recognize key
features of each business model's site, understanding
the customer and dealership process for each business
model, determine trade in value through internet sites,
continue dealership research lesson, learn key components
of the dealership acquisition process, and learn key
procedures for establishing business processes and
lead management to maximize the sales results of internet
leads.
Section 4: Internet Sales Process And Closing Techniques
A complete overview of the internet department guidelines.
Internet sales consultants duties and responsibilities,
understand internet department guidelines for operation,
learn internet salesperson key duties and responsibility,
draft auto response letters, understand key components
of a successful internet salesperson, internet role
play, overcoming objections, internet salesperson
competencies, and learn the effectiveness cycle.
Section 5: Time Management and Internet Sales Challenges
A complete overview of an internet lead, its system
and management of the lead, know the components of
an internet lead, navigate through a lead system,
understand lead status categories and how to assign
leads, interview role play, ability to use a lead
management system, ability to build a complete deal
in the dealer s management software system to determine
terms of purchase, and ethics certification testing
with the Institute for Ethical Behavior.
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