Product Specialist

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This summary serves as a guide to facilitate world class buying experiences for our guests. This process introduces the guest to the Grappone Negotiation Free Sales process (NFS) and value statements. This process will facilitate an interview, at the guest’s pace, to discover the guest’s preferences, needs, and buying motives. The interview will help the Product Specialist to match the guest’s needs with the model and equipment, and which vehicle to present in terms of the guest’s interest.

The Product Specialist offers and accompanies the guest on a test drive. He/she involves the guest in the trade-in evaluation, discussion about financing options, satisfies guest concerns and asks for the order. The Product Specialist guides the guest through the available financial service products, secures appropriate documentation, and collects signatures for loan origination, financial service product delivery and vehicle titling.

The Product Specialist is also responsible for conducting the Grappone delivery process and following up in the prescribed manner with guests after the delivery to ensure the building of lifelong relationships.

Essential Duties & Responsibilities:

Essential duties include the following. Other duties may be assigned.

Achieving High Standards

• Ensures a high quality effective and professional experience is provided to every guest following the Grappone sales process.
• Maintains high ethical standards in daily activities.
• Develops and achieves challenging individual goals and expectations.
• Replaces traditional sales language and processes with approved Grappone terminology and buying experience.
• Operates routinely with a high level of professionalism.
• Must be willing to have fun at work.
• Having a positive attitude is essential for all positions at Grappone.

Additional Duties and Responsibilities:

• Establishes knowledge base of accessory packages available to Grappone guests.
• Establishes knowledge base regarding all products, services, customer demographics or profiles, and competitive automotive makes and models.
• Has pride and passion in what they do and a commitment to the NFS process combined with a mindset of “whatever it takes to get the job done” as a team member.

Working Effectively With Others

Principal Duties and Responsibilities:
• Builds productive working relationships and consults with others as necessary.
• Has an approachable style; fosters open communication through active listening.
• Takes initiative to help others as needed.
• Actively listens to concerns of guests as well as coworkers, and takes prompt action to respond to their needs.
• Speaks clearly, concisely, and effectively; produces accurate and clearly written documentation of services.
• Persuades others to accept a point of view or obtain commitment.

Additional Duties and Responsibilities:

• Follows up with customer to ensure that their needs have been met.
• Promotes cooperation and teamwork through actions.

Handling Pressure

Principal Duties and Responsibilities:

Responsible for other duties as assigned and/or required by business need.
Additional Duties and Responsibilities:
• Maintains courteous and professional relationships in all situations with Grappone guests and team members.
• Encourages others to value change.
• Implements and values change.
Managing Complexity
Principal Duties and Responsibilities:
• Coordinates with service department, body shop, and others to ensure that guest’s requests are met.
• Identifies and supports opportunities for methods/process improvement in the sales department.
Additional Duties and Responsibilities:
• Recommends improvements for the sales department.
Understanding and Using Business Knowledge
Principal Duties and Responsibilities:
• Applies retailing techniques and sales processes.
• Establishes knowledge base of auto industry competition.
• Maintains working knowledge of finance, lease, and insurance programs.
• Has and uses exceptional communication skills, both oral and written.
Additional Duties and Responsibilities:
• Participates in departmental and Grappone wide meetings.

Applying the Basics

Principal Duties and Responsibilities:
• Possess exceptional computer skills.
• Follows sales processes to ensure standards are met.
• Maintains a clean, professional environment.
Additional Duties and Responsibilities:
• References manuals and other documents for information.

Core Competencies

1. Builds relationships with guests and lenders
2. Consultative Selling
3. Influences and Communicates
4. Technical Expertise
5. Product Knowledge
6. Respects’ Time
7. Achievement Orientation
8. Sense of Self (Grappone Team Member Competency)
9. Learning Orientation (Grappone Team Member Competency)
10. Family (Grappone Team Member Competency)
11. Integrity (Grappone Team Member Competency)
12. Empathy (Grappone Team Member Competency)
13. Motivation (Grappone Team Member Competency)


To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Excellent organization and follow-up skills; must be able to multi-task; must be able to work evenings and weekends.

Physical Demands

The physical demands described here are representative of those that must be met by the team member to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this job, the team member must be able to move throughout the sales department and grounds; be able to use computer to look up information; stand for six to eight hours during a shift; be able to bend, stretch, lift, reach, and climb; use equipment consistent with industry standards; use video display terminal; and be able to drive a vehicle.

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