Automotive Sales: The Professional's Guide

The Professional's Guide

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About This Book

A free, comprehensive textbook on professional automotive retail: product knowledge, customer psychology, the sales process, negotiation, finance and insurance (F&I), digital and BDC selling, and building a lasting career in car sales.

Front Matter

Part I: Part I — The Automotive Business

1. Part I — The Automotive Business
2. Chapter 1 — How Dealerships Actually Make Money (It's Not Just Selling Cars)
3. Chapter 2 — Product Knowledge: Vehicle Types, Technologies, and How to Know More Than Your Customer
4. Chapter 3 — Understanding Your Customer: Who Buys Cars, Why They Buy, and What They're Actually Afraid Of
5. Chapter 4 — The Digital Customer: How the Internet Changed Car Buying and What It Means for You
6. Chapter 5 — Compensation: How You Get Paid — Commission, Bonuses, Spiffs, and Building a Six-Figure Income
7. Chapter 6 — Mindset, Resilience, and Avoiding Burnout: The Inner Game That Decides Who Lasts

Part II: Part II — The Sales Process

Part III: Part III — Used Vehicles

Part IV: Part IV — Finance & Insurance (F&I)

Part V: Part V — Digital & Modern Retailing

Part VI: Part VI — Ethics, Law & Professionalism

Part VII: Part VII — Management, Operations & Career

Appendices

Automotive Sales: The Professional's Guide

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