How you’d get this certificate
- Zavmo teaches you. You learn the units one-to-one with an AI tutor, on your own work.
- You register with an approved centre. That is a college, training provider or employer The Institute of the Motor Industry has approved to offer this qualification. Zavmo is not an approved centre, so you register with them, not with us.
- The centre assesses, and The Institute of the Motor Industry awards. A qualified assessor at the centre judges your evidence, and the certificate comes from The Institute of the Motor Industry.
This occupational qualification is for individuals working in vehicle sales. It covers the skills and knowledge needed to construct sales packages, comply with legal requirements, and conduct vehicle demonstrations within the transportation sector.
These are the units The Institute of the Motor Industry registers against this qualification. It is a catalogue, not a syllabus. Which of them you take depends on the combination the qualification requires, and that is set by the awarding body rather than by us. Every unit here is regulated. Zavmo teaches towards them on your own work, and work done here is recognised as prior learning under the agreements we hold.
Zavmo is not an awarding body, is not an approved centre, and is not affiliated with The Institute of the Motor Industry. It does the teaching and the mapping. The Institute of the Motor Industry sets this qualification and awards it, and a qualified human assessor makes the assessment decision.
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What each unit actually teaches you to do
Competency in Automotive Retail Negotiation And Sales Techniques Real unit · The Institute of the Motor Industry
What you'll be able to do
- Establish an effective relationship with the vehicle customer through professional and courteous behaviour
- Negotiate a vehicle sale with the customer to achieve a mutually agreeable outcome
- Handle objections and close the sale effectively
Competency in Brand, Product and Market Awareness in the Vehicle Sales and Supply Business Real unit · The Institute of the Motor Industry
What you'll be able to do
- Monitor personal sales achievement against targets and key performance indicators
- Make value-centred vehicle sales by highlighting benefits and addressing customer needs
- Find solutions to improving personal sales performance through analysis and development
Competency in Complying With The Legal Requirements And Regulations Of Vehicle Sales Real unit · The Institute of the Motor Industry
What you'll be able to do
- Apply relevant regulations and legislation to vehicle sales activities, ensuring compliance with legal requirements.
Competency in Conducting Vehicle Demonstration Drives Real unit · The Institute of the Motor Industry
What you'll be able to do
- Conduct a vehicle test drive safely and in accordance with legal requirements
- Demonstrate vehicle features and benefits effectively during a test drive
- Respond to customer questions and concerns during a vehicle test drive
Competency in Constructing Motor Vehicle Sales Packages Real unit · The Institute of the Motor Industry
What you'll be able to do
- Construct motor vehicle sales packages that meet customer needs and organisational objectives, including finance options and after-sales services.
Competency in Delivering A Vehicle Sales Static Presentation Real unit · The Institute of the Motor Industry
What you'll be able to do
- Deliver a vehicle sales static presentation in a clear and engaging manner
- Build a relationship with customers when delivering a vehicle sales static presentation through active listening and empathy
- Gain customer agreement to a product or service during a vehicle sales static presentation by highlighting its value and benefits
Competency in Handling Vehicle Sales Telephone Enquiries Real unit · The Institute of the Motor Industry
What you'll be able to do
- Demonstrate the ability to answer vehicle sales telephone enquiries promptly and professionally
- Identify the needs and requirements of potential customers making telephone enquiries about vehicle sales
- Provide accurate and relevant information about vehicles, finance options, and other related services during telephone enquiries
- Effectively manage and convert telephone enquiries into potential sales opportunities
Competency in Handover Of The Vehicle To The Customer Real unit · The Institute of the Motor Industry
What you'll be able to do
- Communicate effectively with the customer throughout the vehicle handover process, ensuring they are informed and comfortable
- Prepare the vehicle for handover, ensuring it is clean, presentable, and meets the customer's expectations
- Explain the vehicle's features, functions, and maintenance requirements to the customer during the handover
- Complete all necessary paperwork and documentation accurately and efficiently during the handover process
- Address any customer questions or concerns during the handover, ensuring they are fully satisfied with the vehicle and the service provided
Competency in Health, Safety and Good Housekeeping in the Automotive Environment Real unit · The Institute of the Motor Industry
What you'll be able to do
- Use correct personal and vehicle protection within the automotive environment, adhering to safety regulations and guidelines.
- Carry out effective housekeeping practices in the automotive environment, maintaining a clean and organised workspace.
- Recognise and deal with dangers in order to work safely within the automotive workplace, identifying and mitigating potential hazards.
- Conduct themselves responsibly in the automotive environment, demonstrating professionalism and adherence to safety protocols.
Competency in Managing Customer Relationships In A Vehicle Sales Environment Real unit · The Institute of the Motor Industry
What you'll be able to do
- Understand the importance of building and maintaining positive customer relationships in a vehicle sales environment
- Apply effective communication and interpersonal skills to interact with customers throughout the sales process
- Address customer concerns and resolve issues in a timely and professional manner
- Implement strategies to enhance customer satisfaction and loyalty
Competency in Meeting And Greeting Vehicle Sales Customers Real unit · The Institute of the Motor Industry
What you'll be able to do
- Qualify the selling opportunity by identifying customer needs and requirements
- Engage the customer in the selling process through effective communication and rapport building
- Determine the customer's buying motivation and decision-making process
Competency in Negotiating Fleet And Business Buyer Needs Real unit · The Institute of the Motor Industry
What you'll be able to do
- Demonstrate the ability to negotiate effectively with fleet and business buyers to understand their specific needs and requirements
- Apply appropriate negotiation techniques to reach mutually beneficial agreements with fleet and business buyers
- Adapt communication styles to suit different fleet and business buyer personalities and organisational structures
- Understand the importance of building long-term relationships with fleet and business buyers
Competency in Promoting Finance And Insurance For Vehicle Sales Real unit · The Institute of the Motor Industry
What you'll be able to do
- Understand the principles of promoting finance and insurance products to vehicle sales customers
- Explain the benefits of different finance and insurance options to customers in a clear and concise manner
- Identify customer needs and recommend suitable finance and insurance products to meet those needs
- Comply with relevant regulations and ethical guidelines when promoting finance and insurance products
Competency in Supporting Job Roles in the Automotive Work Environment Real unit · The Institute of the Motor Industry
What you'll be able to do
- Work effectively within the organisational structure of the automotive work environment
- Obtain and use information in order to support their job role within the automotive work environment
- Communicate with and support colleagues effectively within the automotive work environment
- Develop and maintain good working relationships in the automotive work environment
Knowledge of Automotive Retail Negotiation And Sales Techniques Real unit · The Institute of the Motor Industry
What you'll be able to do
- Understand how to present vehicle sales solutions to the customer in a clear and persuasive manner
- Understand how to provide excellent customer service throughout the vehicle sales process
- Understand how to communicate effectively with customers in a vehicle sales environment, both verbally and in writing
- Understand how to deal with customer objections and concerns effectively in a vehicle sales environment
- Close a sale successfully in a vehicle sales environment, whilst maintaining customer satisfaction
Knowledge of Brand, Product and Market Awareness in the Vehicle Sales and Supply Business Real unit · The Institute of the Motor Industry
What you'll be able to do
- Understand the role of dealerships in the retail vehicle industry and their importance in the distribution network
- Understand the factors that influence profitability in the retail vehicle industry, such as sales volume, margin, and operational efficiency
- Understand own contribution to the profitability of the dealership through effective sales techniques and customer service
- Understand the influence of brands in the retail vehicle industry and how brand perception affects customer choices
- Understand the factors that influence customer behaviour in the vehicle purchasing process, including needs, preferences, and budget
- Understand the stages of the vehicle sales process, from initial enquiry to final sale and after-sales support
Knowledge of Complying With The Legal Requirements And Regulations Of Vehicle Sales Real unit · The Institute of the Motor Industry
What you'll be able to do
- Understand the regulation and legislation relevant to vehicle sales, including consumer rights, trade descriptions and data protection.
- Understand own and organisational responsibilities in relation to regulation and legislation relevant to vehicle sales, ensuring compliance and ethical practice.
Knowledge of Conducting Vehicle Demonstration Drives Real unit · The Institute of the Motor Industry
What you'll be able to do
- Understand the purpose and value of a test drive.
- Understand how to prepare for a test drive.
- Understand the legal and regulatory requirements that apply to test drives.
Knowledge of Constructing And Understanding Sales Packages Real unit · The Institute of the Motor Industry
What you'll be able to do
- Understand how to construct sales packages, including identifying customer needs and tailoring packages to meet those needs.
Knowledge of Delivering A Vehicle Sales Static Presentation Real unit · The Institute of the Motor Industry
What you'll be able to do
- Understand how to deliver a vehicle sales static presentation.
Knowledge of Handling Vehicle Sales Telephone Enquiries Real unit · The Institute of the Motor Industry
What you'll be able to do
- Understand how to handle vehicle sales telephone enquiries effectively
- Understand the key information to gather during vehicle sales telephone enquiries
- Understand the importance of professional communication skills when handling vehicle sales telephone enquiries
Knowledge of Handover Of The Vehicle To The Customer Real unit · The Institute of the Motor Industry
What you'll be able to do
- Understand the impact and importance of the handover process in the vehicle sales process
- Understand the opportunities provided by the vehicle handover process to enhance customer satisfaction and build loyalty
- Know the required documentation involved in a successful vehicle handover
- Know the timescales involved in completing a successful vehicle handover
Knowledge of Health, Safety and Good Housekeeping in the Automotive Environment Real unit · The Institute of the Motor Industry
What you'll be able to do
- Understand the correct personal and vehicle protective equipment to be used within the automotive environment, and the reasons for their use.
- Understand effective housekeeping practices in the automotive environment, including waste disposal, cleaning procedures, and organisation of the workspace.
- Understand key health and safety requirements relevant to the automotive environment, including COSHH regulations, manual handling procedures, and fire safety.
- Understand about hazards and potential risks relevant to the automotive environment, including electrical hazards, chemical hazards, and mechanical hazards.
- Understand personal responsibilities for maintaining a safe and healthy working environment, and the importance of reporting hazards and incidents.
Knowledge of Managing Customer Relationships In A Vehicle Sales Environment Real unit · The Institute of the Motor Industry
What you'll be able to do
- Understand how to manage customer relationships in a vehicle sales environment.
Knowledge of Meeting And Greeting Vehicle Sales Customers Real unit · The Institute of the Motor Industry
What you'll be able to do
- Understand the principles of effective customer communication in a vehicle sales environment
- Understand the importance of making a positive initial contact with vehicle sales customers
- Understand different communication methods and their suitability for different customer interactions
Knowledge of Negotiating Fleet And Business Buyer Needs Real unit · The Institute of the Motor Industry
What you'll be able to do
- Understand the importance and value of the business market for vehicle sales and its contribution to overall revenue
- Understand how to meet business vehicle buyers’ specific needs, such as fleet requirements, vehicle specifications, and financing options
- Understand how to adapt the sales process to individual business buyers, considering their organisational structure, decision-making processes, and purchasing policies
Knowledge of Promoting Finance And Insurance For Vehicle Sales Real unit · The Institute of the Motor Industry
What you'll be able to do
- Understand how to effectively promote finance and insurance products to vehicle sales customers
- Understand relevant legislation, regulation, codes of practice and guidelines relating to the sale of finance and insurance products for vehicle sales, including consumer protection laws and data protection requirements
Knowledge of Support for Job Roles in the Automotive Work Environment Real unit · The Institute of the Motor Industry
What you'll be able to do
- Explain key organisational structures within the automotive work environment.
- Explain key functions within the automotive work environment.
- Explain key roles within the automotive work environment.
- Explain the importance of obtaining information to support their job role within the automotive work environment.
- Explain the importance of interpreting information to support their job role within the automotive work environment.
- Explain the importance of using information to support their job role within the automotive work environment.
- Explain the importance of different types of communication within the automotive work environment.
- Explain communication requirements when carrying out vehicle repairs in the automotive work environment.
- Explain how to develop good working relationships with colleagues in the automotive workplace.
- Explain how to develop good working relationships with customers in the automotive workplace.
The national standards these units are built against
What the job actually needs, in the words employers and awarding bodies already use for the work itself.
- Standard
Automotive Retail Negotiation and Sales Techniques
- Standard
Brand, product and market awareness in the vehicle sales and supply business
- Standard
Comply with the legal requirements and regulations of vehicle sales
- Standard
Conducting Vehicle Demonstration Drives
- Standard
Constructing and understanding sales packages
- Standard
Delivering a vehicle sales static presentation
- Standard
Hand over the vehicle to the customer
- Standard
Handling vehicle sales telephone enquiries
- Standard
Managing customer relationships in a vehicle sales environment
- Standard
Meeting and Greeting Vehicle Sales Customers
- Standard
Negotiate fleet and business buyer needs
- Standard
Promoting finance and insurance for vehicle sales
The jobs these credits are mapped to
A qualification is never a dead end here. Each of these is a job record this qualification is a mapped route into.
- 1 record
- 1 record
- 1 record
- 1 record
- 1 record
Where this can lead
Associate Automotive Marketing Coordinator
This role can lead to work as an Automotive Marketing Specialist, taking on bigger campaigns and more responsibility for strategy.
See the whole journeyThe credits, and who awards them
Level 2 credits are regulated, and they are awarded by The Institute of the Motor Industry rather than by Zavmo. They don’t vanish when a subscription ends or a website closes. They travel to any employer, and Zavmo keeps the map of what you have covered and what is next.
What you would be collecting
Competency in Automotive Retail Negotiation And Sales TechniquesCompetency in Brand, Product and Market Awareness in the Vehicle Sales and Supply BusinessCompetency in Complying With The Legal Requirements And Regulations Of Vehicle SalesCompetency in Conducting Vehicle Demonstration DrivesCompetency in Constructing Motor Vehicle Sales PackagesCompetency in Delivering A Vehicle Sales Static PresentationCompetency in Handling Vehicle Sales Telephone EnquiriesCompetency in Handover Of The Vehicle To The Customer
Each one is a real unit registered against this qualification.
How you’d practise it
You don’t watch this. You do it.
You are not assessed on remembering this. You are assessed on applying it, analysing it, evaluating it and producing something. So that is what the practice is: projects, role play and your own live cases, with a tutor in the room.
The Coach · your practice partner Illustration - Rehearse the conversation Apply
“Competency in Automotive Retail Negotiation And Sales Techniques” is a conversation before it is a document. You have it with Zavmo playing the other person, badly at first, then again once you know what you actually want to say.
- Pitch it Evaluate
“Competency in Brand, Product and Market Awareness in the Vehicle Sales and Supply Business” gets practised as a pitch. You make the case out loud, Zavmo asks the question the room would ask, and you make it again.
- Draft the real one Create
You do “Competency in Promoting Finance And Insurance For Vehicle Sales” on a real document of your own. Zavmo works on the draft you have to send anyway, so the coursework and the job are the same piece of work.
- Lead it Apply
“Competency in Managing Customer Relationships In A Vehicle Sales Environment” is practised on the team you actually have. You talk through the call you are about to make, and Zavmo makes you say it the way you would say it to them.
What you leave holding
The standards this credential builds, in the shape the product keeps them
Nothing here is marked learned. There is no learner on a public page, so the map shows what the qualification covers rather than what anybody has done.
- Automotive Retail Negotiation and Sales Techniques
- Brand, product and market awareness in the vehicle sales and supply business
- Comply with the legal requirements and regulations of vehicle sales
- Conducting Vehicle Demonstration Drives
- Constructing and understanding sales packages
- Delivering a vehicle sales static presentation
- Hand over the vehicle to the customer
- Handling vehicle sales telephone enquiries
How you would learn this
One to one, on the work you already do
A tutor sets the task against your own job and marks the reasoning, at your pace. There is no cohort to fall behind.
A lesson from Competency in Automotive Retail Negotiation And Sales Techniques, one of this qualification's own units.
Applied to your work in any of these jobs
Learners will develop competency in establishing effective relationships with vehicle customers and negotiating sales. The unit covers professional behaviour, building trust, applying negotiation techniques, and handling objections to achieve mutually agreeable outcomes.
- 1 Remember
- 2 Understand
- 3 Apply
- 4 Analyse
- 5 Evaluate
- 6 Create
It is £70 a month, billed monthly. Your free first module is Future Fluency, and you can cancel any time. Teaching towards this qualification begins when you subscribe.
Built for IMI Level 2 Diploma in Vehicle Sales Competence
28 units in this credential, in the order it lists them, awarded by The Institute of the Motor Industry.
- Competency in Automotive Retail Negotiation And Sales Techniques
- Competency in Brand, Product and Market Awareness in the Vehicle Sales and Supply Business
- Competency in Complying With The Legal Requirements And Regulations Of Vehicle Sales
- Competency in Conducting Vehicle Demonstration Drives
- Competency in Constructing Motor Vehicle Sales Packages
- Competency in Delivering A Vehicle Sales Static Presentation
and 22 more in the full unit list below.
Free tools
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Learned on your own work, taught one-to-one.
Everything you just read, learned one-to-one on the job you already do. Your free first module is Future Fluency, so you can see how the teaching works before you pay for anything.
Build my plan, freeNo card. See how this qualification maps onto your role and meet the tutors who’d teach it, free. The learning begins when you subscribe. It’s £70 a month, billed monthly. Cancel any time and billing stops.
The title, level, credits, guided learning hours and unit learning outcomes on this page are taken from the Ofqual Register of Regulated Qualifications. Contains public sector information licensed under the Open Government Licence v3.0. Where this data comes from.