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AUTO6017 - Automotive Sales Processes

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Title:Automotive Sales Processes
Long Title:Automotive Sales Processes
Module Code:AUTO6017
 
Duration:1 Semester
Credits: 5
NFQ Level:Fundamental
Field of Study: Automotive Engineering
Valid From: Semester 1 - 2019/20 ( September 2019 )
Module Delivered in 3 programme(s)
Module Coordinator: NIALL MORRIS
Module Author: CLIVE ATKINSON
Module Description: This module provides students with an understanding of the concepts, processes, skills and documentation required for selling motor vehicles.
Learning Outcomes
On successful completion of this module the learner will be able to:
LO1 Discuss the relevant characteristics and skills required by sales personnel working within the motor industry.
LO2 Discuss all the elements of motor vehicle sales processes including finance options and documentation used.
LO3 Analyse consumer types and behavior with a view to creating and sustaining long-term customer relationships.
LO4 Discuss ethical issues relevant to automobile sales.
LO5 Outline and discuss effective merchandising techniques for automotive parts and accessories.
Pre-requisite learning
Module Recommendations
This is prior learning (or a practical skill) that is strongly recommended before enrolment in this module. You may enrol in this module if you have not acquired the recommended learning but you will have considerable difficulty in passing (i.e. achieving the learning outcomes of) the module. While the prior learning is expressed as named CIT module(s) it also allows for learning (in another module or modules) which is equivalent to the learning specified in the named module(s).
Incompatible Modules
These are modules which have learning outcomes that are too similar to the learning outcomes of this module. You may not earn additional credit for the same learning and therefore you may not enrol in this module if you have successfully completed any modules in the incompatible list.
No incompatible modules listed
Co-requisite Modules
No Co-requisite modules listed
Requirements

This is prior learning (or a practical skill) that is mandatory before enrolment in this module is allowed. You may not enrol on this module if you have not acquired the learning specified in this section.

No requirements listed
 

Module Content & Assessment

Indicative Content
SALESPEOPLE WITHIN THE MOTOR INDUSTRY
Personal qualities and characteristics of salespeople. Roles of sales people within the Motor Industry. Sales training requirements and methodologies. Importance of product knowledge to automobile sales. Sales management functions.
THE SELLING PROCESS
Selling defined. Motives and reasons why people buy. Types and classifications of selling. Customer qualification and prospecting, demonstration and presentation of motor vehicles and products, techniques for closing the sale. Service selling within the Motor Industry.
DEALING WITH TRADE-INS
Appraisal, valuation, pricing, negotiation and handling of objections in relation to part-exchange automobiles.
SALES DOCUMENTATION & AUTOMOBILE FINANCING
Customer data and quotation recording. Vehicle sales documentation. Automobile financing options.
SALES REMUNERATION
Payment schemes used in automotive sales. Sales targets, incentive schemes and sales commission structures.
ETHICS IN AUTOMOTIVE SALES
Identification of stakehohders. Ethical issues towards stakeholders. Social responsibility in the Motor Industry. Code of ethics. Personal ethics checklist for salespeople.
CUSTOMER RELATIONS
Benefits of long-term customers. Consumer awareness. Essential elements of customer care. Effective communication and correspondence techniques. Handling customer complaints. Use of CRM applications within dealer management systems.
MARKETING
Marketing defined. Basic introduction to the principles and concepts of marketing. Merchandising of automotive parts and accessories. Use of social media by dealerships. Use of dealer management systems for marketing within dealerships.
Assessment Breakdown%
Course Work100.00%
Course Work
Assessment Type Assessment Description Outcome addressed % of total Assessment Date
Short Answer Questions Sales skills & customer purchasing motives/behaviour 1,3 20.0 Week 5
Other Role Play - Sales Scenario 1,2,3,4,5 50.0 Week 12
Non-CIT Exam Short Answer Question 1,2,3,4,5 30.0 Week 12
No End of Module Formal Examination
Reassessment Requirement
Coursework Only
This module is reassessed solely on the basis of re-submitted coursework. There is no repeat written examination.

The institute reserves the right to alter the nature and timings of assessment

 

Module Workload

Workload: Full Time
Workload Type Workload Description Hours Frequency Average Weekly Learner Workload
Lecture Lecture 2.5 Every Week 2.50
Independent & Directed Learning (Non-contact) Review of lecture material and further study 4.0 Every Week 4.00
Lab Computer lab based, Marketing & CRM content 2.0 Every Month 0.50
Total Hours 8.50
Total Weekly Learner Workload 7.00
Total Weekly Contact Hours 3.00
Workload: Part Time
Workload Type Workload Description Hours Frequency Average Weekly Learner Workload
Lecture Lecture 2.5 Every Week 2.50
Independent & Directed Learning (Non-contact) Review of lecture material and further study 4.0 Every Week 4.00
Lab Computer lab based, Marketing & CRM content 2.0 Every Month 0.50
Total Hours 8.50
Total Weekly Learner Workload 7.00
Total Weekly Contact Hours 3.00
 

Module Resources

Recommended Book Resources
  • Quinones, J.V. 2017, Car Sales: Selling to the Subconscious Mind, CreateSpace Independent Publishing Platform [ISBN: 9781976301094]
  • Seka, M.I. 2013, Becoming an Automotive Sales Professional: A Real World, Step-by-Step Tutorial on Achieving Success in The Profession of Automotive Sales, 2-7, 9-13, 16, Providential Press Arizona [ISBN: 9780615820354]
Supplementary Book Resources
  • David Jobber, Geoffrey Lancaster, 2009, Selling and Sales Management, 8th Ed., Prentice Hall Financial Times New York [ISBN: 9780273720652 (690 E BOOK)]
  • John E. Dolce 2003, Fleet manager's guide to vehicle specification and procurement, 2nd Ed., SAE Interational Warrendale, Pa. [ISBN: 9780768009811]
  • Vest, Ron 2016, The Car Salesman's Bible: How to truly make six figures selling cars, Createspace Independent Publishing Platform [ISBN: 9781537235523]
Supplementary Article/Paper Resources
  • Institute of the Motor Industry -, Motor Industry magazine (monthly)
Other Resources
 

Module Delivered in

Programme Code Programme Semester Delivery
CR_EABMT_8 Bachelor of Science (Hons) in Automotive Business Management and Technology 4 Mandatory
CR_TTMGT_7 Bachelor of Science in Automotive Technology and Management 4 Mandatory
CR_TTMAT_6 Higher Certificate in Engineering in Automotive Technology and Management 4 Mandatory

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