Job Description for
Retail Management
Assistant Sales Manager (ASM)

The following is a job description for retail management that I use in my automotive assistant sales managers (ASM) training program.

Recruiting section for ASM
job description for retail management

• Recruit interview and select salespeople to effectively maintain your staffing objective for your team
• Maintain a top 10 hottest recruiting prospect list (people & sources)
• Screening process includes initial in person or phone, interview, arrange testing, conduct reference checks, discuss employment process, register them for training prior to official hire

• Arrange for each new hire salesperson to attend sales academy training
• Go through new hire orientation check list use for each new hire
• Get new hires product certified ASAP
• Lot walk daily with your team they need to know what’s in & coming in, factory promotions & incentives sheet, competition comparisons, product knowledge resource materials
• Ongoing training program for your team with a weekly training calendar.
• One on ones have them with each team member daily using a one on one binder
• Train your team in time management most are only productive 30% of their time

Sales Production section for ASM
job description for retail management

• Set team and individual goals and create a plan to achieve them
• Aid team members in setting and confirming appointments
• Team follow up using logs to call back previous floor traffic to make sure all active prospects are being followed up
• Have a hottest prospect log for each salesperson and for team
• Help team members close deals
• Aid deals getting through F&I, conditional deals stip package
• Talk to each salesperson’s customer before they leave. Ask: how were treated and if they got to test drive a vehicle
• Take full responsibility for your teams customer satisfaction ratings. Follow up with customers and correct any problems or concerns.
• Insure each of your salespeople are using a follow-up system to generate repeat and referral customers and satisfied customers
• Have salespeople check out with you at end of shift. Have them account for each customer and their disposition on check out log

  Supervision/ Motivation section for ASM
  job description for retail management

  • Develop future assistant sales managers from your team
  • Evaluate each team member regularly with measurable performance evaluation form
  • Motivate salespeople by breaking down their goals to daily bite size amounts and help them achieve daily small victories
  • Be a role model to salespeople – dress, punctuality, professionalism and overall work habits speak louder than words. Lead by example.

  Administration section for ASM
  job description for retail management

  • Keep inventory well organized, and looking impressive always.
  • Look for procedure breakdowns and aid in correcting
  • Complete “Assistant Sales Manager Daily Work Plan” at the end of each shift and turn in to GM’s office at departure
  • Schedule salespeople’s shift hours and days off

  Next check out the assistant sales manager scholarship program.
  
  

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