This module will provide students with an essential knowledge and concepts required to perform, within the motor industry vehicle sales sphere.
The aim of this module is to provide students with an overview and understanding of the concepts, processes, and skills required for selling modern passenger cars.
1. Industry segments: Vehicle manufacturers, importers, distributors, franchised branded dealerships, independent sales outlets, vehicle testers, transport delivery providers, vehicle finance specialists, marketing consultants, motor press. Vehicle sales market within the EU and Ireland.
2. Vehicle sales job roles: sales executive, product specialist, business / showroom sales manager, brand manager, dealer principal. Personal qualities, requirements and characteristics of salespeople.
3. Consumer awareness: Essential elements of customer care and effective communication. Use of customer relationship management and its applications within dealer management systems. Understanding the phases of customer vehicle ownership.
4. Vehicle Sales process: repeatable steps that a sales person undertakes, to bring a prospective buyer from the early stage of awareness and discovery of a customer’s needs, to demonstration, test drive, used vehicle appraisal and a closed sale. Vehicle sales documentation.
5. Understand the implications of production, sales and marketing orientation and identify where selling fits into the marketing mix.
6. Vehicle finance: finance options currently available on the Irish market. Future trends of consumer habits in relation to leasing, car subscriptions and pay-as-you-go vehicle mobility.
7. Vehicle sales and the online environment: creating sales leads, conversions and digital technology within the sales process
Industry segments
Industry segments: Vehicle manufacturers, importers, distributors, franchised branded dealerships, independent sales outlets, vehicle testers, transport delivery providers, vehicle finance specialists, marketing consultants, motor press. Vehicle sales market within the EU and Ireland.
Vehicle sales job roles
Vehicle sales job roles: sales executive, product specialist, business / showroom sales manager, brand manager, dealer principal. Personal qualities, requirements and characteristics of salespeople.
Consumer awareness
Consumer awareness: Essential elements of customer care and effective communication. Use of customer relationship management and its applications within dealer management systems. Understanding the phases of customer vehicle ownership.
Vehicle Sales process
Vehicle Sales process: repeatable steps that a sales person undertakes, to bring a prospective buyer from the early stage of awareness and discovery of a customer’s needs, to demonstration, test drive, used vehicle appraisal and a closed sale. Vehicle sales documentation.
Production, sales and marketing orientation
Understand the implications of production, sales and marketing orientation and identify where selling fits into the marketing mix.
Vehicle finance
Vehicle finance: finance options currently available on the Irish market. Future trends of consumer habits in relation to leasing, car subscriptions and pay-as-you-go vehicle mobility.
Vehicle sales and the online environment
Vehicle sales and the online environment: creating sales leads, conversions and digital technology within the sales process
The module is delivered through a series of lectures with self-directed learning on lecture topics and to support assessment activities.
| Module Content & Assessment | |
|---|---|
| Assessment Breakdown | % |
| Formal Examination | 70 |
| Other Assessment(s) | 30 |