Job description : Sales Executive

Objectives of the job:

- The Sales Consultant is to sell new Mercedes-Benz vehicles as well as optional extras, accessories, financial services, Insurance.

- He represents the brand, provides excellent customer service and is the key contact between the customer and the company.

- The salesperson has to establish and maintain a personal and life long contact and relationship with the customer, thus achieving high customer satisfaction and keeping them loyal to the brand.

- He provides the customer information and solutions on product and services to meet their needs and desires. He meets sales targets with high customer service standards.

Qualification:

- Basics: Any Bachelor degree

- Experience (type of): 2-5 years experience is sales (with at least 2 years in automobile sales)

- Specialized Knowledge: Communication skills, analytical skills , Negotiation skills, basic computer skills, team player, ability to work in dynamic situation

Job Designation/Field of Work:

1. Meeting and Greeting

- Proper greeting of customer in showroom or field areas

- Introduction of self, offer business card

- Assist customer when the requested salesperson is not immediately available

- Offer refreshment, child care or guidance to other products and services if required

2. Analysis of needs and requirements

- Observe customer's conversation to find out requests, needs and desires

- Check, discuss and clarify needs by using questioning techniques (open, target and close questions)

- Capture prospect details in "Prospect card"

- Based on needs analysis, recommend a product that meets requirements

- Provide estimation of product sales process (lead time for product arrival)

3. Product demonstration (static and dynamic)

- Able to relate features to advantages and benefits for customers

- Provide proof of the benefits (e.g. test drive, literature and data, etc)

- Static demonstration

- Perform dynamic demonstration/ test drive with planned route and professionalism

- Discuss experiences with customer after static or/and dynamic demonstration

4. Presentation of offer

- Present offer of the right match to customers needs

- Present other packages ( accessories packages)

- Discuss and clarify terms and conditions of offer (especially promotional offers)

5. Handling of objections/ difficult customer interface/negotiation

- Argumentation focused on the customer benefits and not on the price (value for money)

- If the salesperson has no solution, communicate with the manager

- Mercedes-Benz Salesperson job description 2/2

6. Closure of sale

- Prepare all necessary documents

- Explain sales contract, record details properly and review with customer

- Obtain confirmation

7. Delivery of new vehicle

- Inform all internal parties of schedule delivery

- Preparation of vehicle deliver documentation

- Inspect vehicle and confirm delivery time with customer

- Present and explain all features of the vehicle, celebrate the delivery of the car

- Obtain receipt of vehicle by customer

- Ensure that the company received the payment

- Introduction to the service advisor

8. Follow-up after delivery, build and enhance customer relationship

- Plan follow-up after vehicle delivery (3 hr, 3day, 1 month, every 6 month)

- Collect customer feedback on the overall sales experience and document it in e-dealer

- Reminder of service

- Promotion of company's activities in relation to new product launch, car sales campaign and service campaign

- Make the appropriate recommendation which is cost effective to the customer to gain customer's trust

- Continuous maintenance of customer relationship by regular contacts to customers, invitation of customers to events, mailing of Mercedes-Benz magazine, offer of assistance (e.g. for service bookings, etc.)

9. Build and expand customer database

- Perform all showroom duties

- Attend sales and marketing activities

- Active prospecting of new customers through direct mailing , cold calls, cold visits/canvassing and referrals

- Using available IT database tool to keep track of own prospects and customers (e.g. Autoline)

- Performing CRM, i.e. keep regular contact with customers and prospects (e.g. birthday cards, anniversary cards, etc)

- Keep track record of walk in, telephone enquiry of customers and prospect

10. E-Dealer Updating

- Enter prospect details in e-dealer within 24 hrs of contact with prospect

- Update all the follow-up and test drive details in e-dealer within 48 hrs time