The automotive industry is a fast-paced field that is constantly developing new and better ways of doing things. Over the years, the role of a traditional car salesperson has slowly been replaced by a professional that can more effectively meet the modern vehicle buyer’s needs. If you have a passion for the automotive industry and customer service, a career as an automotive product specialist might be ideal for you.

In this article, we explain what an automotive product specialist is and what they do, explore the average salary for this role, provide some steps you can take to begin a career in this field and list some of the key skills to become a successful automotive product specialist.

What is an automotive product specialist?

An automotive product specialist is a professional in the auto industry that serves as a resource for a dealership’s prospective customers. The role requires a wide range of skills and abilities, including an in-depth knowledge of a dealership’s inventory, dedication to customer service and well-developed listening skills.

Though automotive product specialists share similar responsibilities with a car salesperson, there are a few key differences. For example, automotive product specialists have a fixed salary, while car salespeople work on commissions. Because they don’t have the pressure of monthly sales quotas, upselling or commissions, automotive product specialists are able to focus on helping customers find a vehicle that truly meets their needs. This helps create a more relaxed, low-pressure, transparent and comfortable dealership environment.

What does an automotive product specialist do?

Automotive product specialists are typically responsible for:

  • Helping clients find a vehicle by asking them thoughtful questions and listening to their answers
  • Showing clients online tools that allow them to review available vehicle features, packages and options
  • Ensuring clients have important information before coming to the dealership for a scheduled appointment by sending an email with essential details and resources
  • Preparing and presenting professional and knowledgeable demonstrations on vehicles and the latest technology options, such as hybrid tools, green fuel options, navigation and Bluetooth
  • Explaining a product’s benefits and performance
  • Describing the optional equipment upgrades available for purchase
  • Developing a strong, positive relationship with customers
  • Collaborating with sales managers on the pricing of different models and their available upgrade options
  • Assisting with lead generation by managing email and text communication
  • Setting appointments with clients for vehicle demonstrations
  • Staying current on the latest developments in vehicle production
  • Tracking changes to the the overall vehicle market
  • Recording lead information, including names, email addresses and phone numbers
  • Attending any sales meetings
  • Participating in activities and special events in the community
  • Familiarizing themselves with and conducting vehicle appraisals

Salary for an automotive product specialist

Though their annual salary can vary depending on geographic location, dealership and sales abilities, the average car salesperson makes $56,689 per year in the United States.

From his success on the sales floor of an automotive dealership  to becoming a veteran trainer and then the adoption of technology for Internet-based marketing, his career has evolved to deliver the skills and tools needed to help consumers. Richie Bello combined his automotive expertise with his robust desire to “take care of the customer first” to become an automotive influencer, published author, and renowned trainer.  Bello absorbed the wants and needs of consumers as he worked up the ladder of the automotive industry.

Over the thirty-five years of his career, he developed strong Internet marketing skills, leading him to developing software solutions that create ease for consumers, and helps dealers improve relationships with customers. Innovation drives success. And, for Bello, it’s in his DNA. took years to come to consumers and arrived in a timely manner, during the 2020 Pandemic. With over 6 million vehicles on the site, features that help consumers deliver, finance and warranty, Bello has met the retail digital age head on.

Bello also is founder of Richie Bello Institute of Leadership and Management, a 501C3 not for profit, dedicated to the recruitment, education and employment of veterans into the automotive industry. Visit


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