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NADA offers salesperson training, certification

November 23, 2010
"Automotive Sales Today: Winning the Race" has been developed by the NADA on two CD-ROMs, for self-paced, interactive training in knowledgeable, ethical, customer-focused new-vehicle sales. The program can be completed without loss of floor time and income; it even can be completed at home. Students quiz themselves on each module, then are directed to the Internet for state law information. The NADA curriculum includes: Module 1: Automotive Sales Success Customer Loyalty Business Calculator Customer Focus Module 2: Customer-focused Selling: Key Practices for Success Listening and Talking to Your Customers Resolving Customer Concerns Working with Internet-savvy Customers Module 3: Customer-focused Selling: Ethical Sales Techniques Value of Ethical Sales Behavior Professional Code of Conduct Standards of Ethical Sales Behavior Making Ethical Sales Decisions Module 4: Customer-focused Selling: Knowledge is Power Knowing Your Product Providing a Quality Vehicle Delivery Following Up After a Sale Module 5: Legal Selling: Contracts, Warranties and Credit Sales Contracts Warranties Consumer Credit Protection Act Module 6: Legal Selling: Rules and Regulations Federal Trade Commission Act FTC Used-Car Rule Federal Odometer Law IRS Cash Reporting Rule Module 7 is the State Law Test and Module 8 is the optional Certification Exam. Certified salespeople gain membership in the prestigious Society of Automotive Sales Professionals. Certification is an individual achievement and a credit to the dealership. For more information about the NADA Salesperson Certification Program, call 800-252-6232, ext. 7412, or write to