The Sales & Marketing category delivers actionable insights and strategic guidance for dealership professionals focused on boosting revenue and customer engagement. From lead generation and CRM strategies to advertising trends, digital retailing, branding, and showroom performance, explore the tools and tactics that drive sales growth and marketing success in today’s competitive automotive landscape.

Sales & Marketing

Explore the essentials for boosting used car sales, including optimal inventory management, stellar customer service, and effective training.

Sales & Marketing

9 key areas of focus that drive more used car sales

David Goldberg - December 20, 2023

For many franchised car dealers, the used car department significantly contributes to the bottom line. These sales are even more fundamental to independent automotive retailers. But there’s more to success...

Dealers maintained carefully balanced inventories in November as the used vehicle segment grappled with lower sales and prices.

Sales & Marketing

Used vehicle market holds course in November, sales and prices weaken

CBT News Staff Writer - December 18, 2023

November was a predominantly stable month for the used vehicle market, even though sales volumes, pricing and inventory levels trended in unsatisfactory directions. According to Cox Automotive, dealers sold an estimated...

In this article, we offer insights into how the role of the car salesperson is being reimagined in the context of today’s market realities.

Sales & Marketing

How to be a better car salesperson in the new year

Joseph Iyanu - December 18, 2023

Gone are the days when aggressive selling methods were the norm; today, the retail automotive industry is transitioning towards a more consultative, client-centric approach. This change is fueled by innovative...

Sales & Marketing

Should you trust AI with your digital ad dollars?

Ben Stewart - December 15, 2023

Artificial intelligence has a variety of uses in the automotive industry. While many dealerships use artificial intelligence in the marketing and customer service capacity of writing content and offering assistance...

Since 2020, the share of new car dealers selling electric vehicles has risen from 16.5% to 55.1%, defying market headwinds and slow demand.

Sales & Marketing

Number of new car dealers selling electric vehicles triples from 2020

CBT News Staff Writer - December 14, 2023

More than half of all car dealers are selling electric vehicles in 2023, according to automotive data platform iSeeCars. Since the onset of the COVID pandemic, the number of non-Tesla dealers...

Average new car prices declined in November to 98.3% of MSRP as incentives and discounts rose sharply from last year.

Sales & Marketing

New car prices drop in November as incentives rise, Tesla hit hardest

CBT News Staff Writer - December 13, 2023

New car prices trended lower in November as the economy continued its post-pandemic balancing act, benefiting consumers but challenging dealer and automaker earnings. According to data from Cox Automotive's Kelley Blue...

Joining us on the latest episode of Inside Automotive is Jen Suzuki, sales trainer and the president of eDealer Solutions.

Sales & Marketing

Adapting your sales strategies to the current retail automotive market – Jen Suzuki

Jaelyn Campbell - December 13, 2023

The retail automotive sales industry has been facing several challenges, including changes in customer behavior and rising interest rates. As the year draws to a close, we are taking a...

Sales & Marketing

5 ways to turn customers into ambassadors for your dealership

Chanell Turner - December 13, 2023

What is more powerful than well-drafted ad copy, video content, or a social media post about your dealership's discounts? You may be surprised to find that it has nothing to...

Establishing or refreshing your dealership's unique selling proposition isn’t rocket science. Consider a three-step approach.

Sales & Marketing

What’s your dealership’s unique selling proposition?

David Goldberg - December 12, 2023

Can you rattle off two or three reasons why customers should choose your store over the competition? If not, it’s time to roll up your sleeves and identify your dealership’s...

Sales & Marketing

Is there a growing customer communication problem?

Steve Mitchell - December 11, 2023

What happens when someone calls your dealership for a service appointment, a new car question, or a general dealership question? Do they have to leave a message? If they do,...

Sales & Marketing

9 key areas of focus that drive more used car sales

Used vehicle market holds course in November, sales and prices weaken

How to be a better car salesperson in the new year

Should you trust AI with your digital ad dollars?

Number of new car dealers selling electric vehicles triples from 2020

New car prices drop in November as incentives rise, Tesla hit hardest

Adapting your sales strategies to the current retail automotive market – Jen Suzuki

5 ways to turn customers into ambassadors for your dealership

What’s your dealership’s unique selling proposition?

Is there a growing customer communication problem?

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