Module Details

Module Code: AUTO6017
Title: Automotive Sales Processes
Long Title: Automotive Sales Processes
NFQ Level: Fundamental
Valid From: Semester 2 - 2021/22 ( January 2022 )
Duration: 1 Semester
Credits: 5
Field of Study: 5251 - Automotive Engineering
Module Delivered in: 3 programme(s)
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:
# Learning Outcome Description
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.
Dependencies
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 MTU 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
 
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.
Module Content & Assessment
Assessment Breakdown%
Coursework100.00%

Assessments

Coursework
Assessment Type Short Answer Questions % of Total Mark 25
Timing Week 6 Learning Outcomes 1,2,3,4
Assessment Description
Sales skills and processes.
Assessment Type Other % of Total Mark 50
Timing Week 12 Learning Outcomes 1,2,3,4,5
Assessment Description
Sales Scenarios - Combination of Role Play/Video/Case Study and Short Answer Questions.
Assessment Type Written Report % of Total Mark 25
Timing Week 12 Learning Outcomes 3,4,5
Assessment Description
Sales, Merchandising and Customer Relations techniques (allocated in week six for week 12 submission).
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 University reserves the right to alter the nature and timings of assessment

 

Module Workload

Workload: Full Time
Workload Type Contact Type Workload Description Frequency Average Weekly Learner Workload Hours
Lecture Contact Lecture Every Week 2.50 2.5
Lab Contact Computer lab based, Marketing & CRM content Every Month 0.50 2
Independent & Directed Learning (Non-contact) Non Contact Review of lecture material and further study Every Week 4.00 4
Total Hours 8.50
Total Weekly Learner Workload 7.00
Total Weekly Contact Hours 3.00
Workload: Part Time
Workload Type Contact Type Workload Description Frequency Average Weekly Learner Workload Hours
Lecture Contact Lecture Every Week 2.50 2.5
Independent & Directed Learning (Non-contact) Non Contact Review of lecture material and further study Every Week 4.00 4
Lab Contact Computer lab based, Marketing & CRM content Every Month 0.50 2
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. 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. 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