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Job Description

JOB DESCRIPTION OF SALES CONSULTANT

• Overall Job Purpose
• Works with customers to understand their needs in order to guide them towards the most appropriate product and agree sales. Identifies and manages prospects.

Key Responsibilities

• Builds rapport and customer relationships and qualifies the customers requirements
• Demonstrates the JLR Customer First Behaviours in all interactions with customers and colleagues
• Asks questions and listens to build rapport and understand individual requirements
• Qualifies own understanding of the customer's needs through discussion of alternative options, to build the closest possible match between the product and customers needs
• Demonstrates the most suitable options to the customer, adapting own style according to the customers requirements Takes responsibility for booking test drives and encouraging customers to experience the product
• Builds a strong understanding of the customers needs to guide them towards the best choiceAgrees the details of the sale
• Ensures sales opportunities are maximised for the full range of JLR services and products, including warranties and service plans
• Accurately appraises vehicles to purchase and sell, optimising the value for the Dealership
• Appraises and agrees the sale price in an open and friendly manner, ensuring that Sales Manager authorisation is discreetly gained as necessary
• Introduces JLR finance options (via the Business Manager as appropriate) prior to agreeing the payment method with the customer, working within JLR guidelines to ensure all payments are complete
• Completes required documentation accurately and registers all Sales with Administrative colleaguesCo-ordinates order and delivery
• Works with Sales colleagues to maintain accurate stock availability information
• Ensures pre-delivery inspections and agreed repairs/servicing are carried out prior to delivery
• Liaises with Administrative colleagues to ensure product availability fits with JLR standards, places the order, updates customer records and schedules any complementary services/additional work to be completed on the vehicle
• Works with Administrative colleagues to confirm a delivery date and identify any changes to the original schedule
• Maintains contact with the customer to ensure they are kept fully informed throughout the sale and pre-delivery process, notifying them of any changes and arranging a convenient handover

• Develops relationships to win new business
• Develops effective long term relationships to deliver future business by getting to know customers
• Plans and organises own selling activity to secure new business (e.g. by telephoning sales prospects, previous/existing customers and general enquiries)
• Generates customer referrals by planning and delivering effective prospecting activities, ensuring leads and enquiries are followed up appropriately
• Completes agreed number of prospecting calls to meet and exceed agreed targets
• Participates in planning sales and marketing campaigns and promotions
• Shares information on new products, features and benefits and technologies with interested customers and colleagues
• Manages the display of products and merchandise
• Ensures vehicles are presented professionally at all times
• Suggests and makes changes to vehicle displays and ensures the sales environment is clean and tidy at all times
• Works as a full member of the Dealership team
• Works with colleagues across the Dealership to deliver improvements and provide a seamless service to customers

Key Success Criteria

• Sales volume and profitability targets
• Test drives, Conversion ratios and levels of lost sales
• Accessory and merchandise sales
• Customer satisfaction targets (e.g. CLP, mystery shop)
• Process delivery and compliance (e.g. sales core process, customer queries dealt with in agreed timescales)
• Level of customer complaints
• Personal training and development targets

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