The document describes the job responsibilities and compensation plan for an Internet Sales Specialist (ISS) position at ABC Chevrolet. The ISS is responsible for responding to online and phone inquiries from customers, setting up showroom appointments, and executing vehicle sales. Key responsibilities include meeting quotas for lead conversion, showroom visits, and overall sales. The ISS is evaluated based on metrics like these and is eligible for base pay and bonuses tied to sales volume, lead conversion, and showroom visit to sale conversion.

1. Internet Sales Specialist (ISS)
Job Description & Pay Plan
Narrative Description:
The Internet Sales Specialist (ISS) is responsible for receiving and responding to web
based electronic inquiries (leads) and phone calls that result from prospects and
customers visiting various ABC Chevrolet and associated web sites. The ISS will be
evaluated based on performance standards that measure how many leads were converted
to showroom visits and how many of those showroom visits resulted in a sale. The ISS
should be fully capable of both traditional and Internet-specific automotive sales
processes. The ISM is required to execute customer communications via email, telephone
and face-to-face that conform to the standards and processes put into effect by the
CRM/eBusiness Director and ABC Chevrolet management. An ISS must show up for
work on time, per the Internet Sales Manager’s published schedule and conduct
himself/herself in a manner compatible with the existing corporate culture, and general
policies and procedures of ABC Chevrolet.
Qualifications and Duties include the following:
Execute Sales Process in Accordance with ABC Chevrolet Sales Strategies
• Be able to sell cars and trucks using email, phone and face-to-face skill sets
• Show up for work on time and as scheduled by manager
• Attend sales meetings for both the dealership and the eSales department
• Use a personal computer for email, Lead Management Tool (LMT), web sites and
MS office applications such as Word, Excel and Internet Explorer
• Respond to Internet Leads within 30 minutes of receiving them in LMT
• Call prospects within 45 minutes of receiving a new lead
• Set appointments dealership visit with at least 23% of prospects received
• Achieve Lead-to-Dealership conversion rate of 14%+ on new leads received
• Sell at least 70% of prospects who visit the dealership after submitting a new lead
• Achieve an overall Lead-to-Sales closing ratio of 10% or higher
• Attend training and complete testing requirements to become GM Certified to
receive GM BuyPower leads
• Understand the buying profile and patterns of the Internet customer
• Use ABC Chevrolet’s Lead Management systems to ensure response time to all
customer inquires – email, fax or telephone – is virtually instantaneous
• Utilize personalized ABC Chevrolet email templates for communications
• Utilize ABC Chevrolet telephone word tracks as guidelines for process and flow
of customer phone contacts
• Select multiple vehicles for each Internet lead and respond to that lead with price
quotes on those vehicles within the first 30 minutes of receiving a new lead.
• Execute ABC Chevrolet’s pricing strategy when responding to leads in a way that
profitably competes for the Internet customer both on-line and off-line
• Execute the ABC Chevrolet sales process in a consistent yet flexible manner that
results in a customer experience designed to achieve the highest sales ratios

2. Internet Sales Specialist (ISS)
Job Description & Pay Plan
• Register all sold customers in GM programs designed specifically to tie them to
ABC Chevrolet… www.My-Chevrolet.com
• When assigned by manager; register, schedule and attend Internet training and
information seminars designed to learn the latest processes and techniques for
automotive eBusiness
• Attend weekly General Sale Meeting on Fridays at 8:00AM
• Attend weekly Internet Sales Team meeting on Thursdays at 1:00PM
• Each ISS must have and maintain a text-message capable cell phone that is set up
to receive notification of new leads received and assigned to that salesperson
• Each ISS must have and maintain a text-message capable cell phone set up to
receive notice of new emails received from existing prospects and sold customers
Measurement and tracking systems
• Each day, the ISS must complete and submit their paper based appointment
tracking log to the Internet Sales Manager
• Enter all prospect communications notes, records and customer appointment data
into ABC Chevrolet’s Lead Management Tool
• Track and comply with programs that measure ISS process success:
⇒ Leads Received
⇒ Outbound Telephone Calls
⇒ Appointments Set
⇒ Appointment Shows
⇒ Sales
• Each ISS must ensure that appointment information is provided to the showroom
receptionist, as well as the sales desk in ABC Chevrolet showrooms
• Ensure that customer’s name is on welcome boards in the showrooms
• Comply with procedures to ensure all customers are tracked and follow-up is
maintained using the dealership’s lead management tools
• Cooperate with procedures to quality control email and telephone contacts
• Maintain tracking boards showing Internet sales updated each day of the month
• Prepare daily, weekly and monthly reports, then turn in to management
• Prepare reports showing appointments scheduled, which customers showed up
and which customers were sold from leads received

3. Internet Sales Specialist (ISS)
Job Description & Pay Plan
ABC Chevrolet Web Sites
• Be thoroughly familiar with the characteristics of all ABC Chevrolet affiliated
web sites, as well as those of ABC Chevrolet lead providers. These include:
www.HouseOfABC.com www.ABCChev.com
www.ABCOnBell.com www.SuperFeo.com
www.Chevrolet-Car.com www.Chevrolet-GM.com
www.Chevrolet-New.com www.Chevrolet-USA.com
www.Chevrolet-Used.com www.Chevy-Deals.com
www.Chevy-AZ.com www.ChevyAZ.com
www.Latino-Chevy.com www.LatinoChevy.com
www.Drive-Chevy.com www.My-Chevrolet.com
www.GM-Certified-Used.com www.My-Chevy.com
www.ChevyPriceQuote.com www.Chevy-Price-Quote.com
www.Cheap-Chevy.com www.AZcarDeals.com
www.2007Tahoe.com www.YouGotGas.com
www.AZcarFinance.com www.GMBuyPower.com
• Know how to use Lead Management Tool utilities to make changes in ISS profile,
email templates, reports and customer profile up-dates
• Learn to look up inventory data, track vehicle shipments and locate prospect
desired vehicles using GM technologies
• Be able to use photos of vehicles in emails when working with prospects
• Keep current on all incentives & promos to ensure price quotes are current
• Be able to use links to third party web sites in emails sent to customers
• Know how to use Lead Management Tool metrics and reports to improve process
performance and sales closing ratios

4. Internet Sales Specialist (ISS)
Job Description & Pay Plan
Information Technology Account Management Requirements
• Establish account at: www.GMDealerWorld.com and become proficient with
Ordering, Production Tracking, Inventory and Vehicle Locate applications
• Establish and maintain NetTrack/BuzzTrak account at: www.LeadCRM.com and
complete Phone based online training as provided by NetTrack Support
• Establish and maintain GM Certified Internet salesperson account at:
www.GMTraining.com and become GM Internet Certified Sales Professional
• Establish a ABC Chevrolet UCS Dealership Management System user account
using PowerWorkstation PC based application, complete all Computer Assisted
Training (CA) courses to ensure system application competency
• Establish and maintain a user@HouseOfABC.com email account using MS
Outlook application and check and respond to ABC Chevrolet email messages on
a daily basis
• Establish and use a Yahoo.com email account for use in “Mystery Shopping”
competing dealerships in Arizona.
• Install Kelley Blue Book “KarPower” used vehicle valuation software on your
assigned ABC Chevrolet PC workstation, learn to use it for Trade-In values
• Each ISS must have and maintain a text-message capable cell phone that is set up
to receive notification of new leads received and assigned to that salesperson
• Each ISS must have and maintain a text-message capable cell phone set up to
receive notice of new emails received from existing prospects and sold customers
Other Duties & Responsibilities
• Be technically proficient in selling cars using the Internet
• Conduct online visits to other dealers to monitor their strategies and tactics
• Build rapport with senior managers to ensure support for eSales
Performance Requirements and Benchmarks
• Unit Sales: 8 Units/Month Minimum Requirement (3 month rolling average)
• Unit Sales: 12 Units/Month or more is the Benchmark for ISS’s
• Outbound Calls: 40 Calls/Day Minimum Requirement (5 day average)
• Outbound Calls: 200% of Working Leads/Day is Benchmark for ISS’s
• Lead to Showroom Conversion: 15% Minimum Requirement (monthly average)
• Lead to Showroom Conversion: 25% or more is the Benchmark for ISS’s
• Closing Ratio on Shows: 40% is the Minimum Requirement (monthly average)
• Closing Ratio on Shows: 60% or more is the Benchmark for ISS’s
The above Minimum Requirements must be met in order to stay on the Internet Sales
Team… Benchmark levels are what is expected and required for promotions or bonuses.

5. Internet Sales Specialist (ISS)
Job Description & Pay Plan
Compensation Plan – Effective June 1, 2006
Base Salary: $1,000.00 per month
(contingent upon minimum performance requirements)
Commissions are based on the “Total Gross Profit” generated for each vehicle sold,
including profit on sale (front end), profit on Financing and Insurance (back end), profits
on aftermarket and accessories (ProShop). The percentage of commission paid to the ISS
are based on the following sliding scale, retroactive to the first unit sold:
1 to 8 vehicles sold: 12% + (5% Team Gross Bonus)* = 17% Total
9 to 11 vehicles sold: 14% + (5% Team Gross Bonus)* = 19% Total
12 to 14 vehicles sold: 16% + (5% Team Gross Bonus)* = 21% Total
15 to 17 vehicles sold: 18% + (5% Team Gross Bonus)* = 23% Total
18 & Up vehicles sold: 20% + (5% Team Gross Bonus)* = 25% Total
Monthly Unit Volume Bonuses:
5 Units Sold/Billed by 15th of month = $250.00 Bonus
12 Units = $1,000.00 Bonus
Each additional 3 units above 12 = +$250.00
*Team Gross Bonus:
An additional 5% of the Gross Profits generated by the Sales Team that the ISS is
assigned to will be paid out based on the individual ISS’s units sold as a contribution to
the team’s total unit sales. How It Works: If the ISS sells 10 units and the team sells
100 units, then the ISS receives 10% of the 5% Team Gross Bonus payout. Example:
The ISS’s Team sells 72 Units, generating $129,760.40 in total gross profits. If the ISS
sold 10 units of the team’s total 72 unit sales, the ISS would receive 14% of the total
team Gross Bonus. 5% of $129,760.40 is $6,488.02 and 14% of that is $908.32 which
what the ISS receives.
$1,000.00 in Process Performance Bonuses:
Leads Converted to Dealership Visits: #1 ISS receives a $350 Monthly Bonus*
#2 ISS receives a $150 Monthly Bonus*
Showroom Visits to Sales Closed: #1 ISS receives a $350 Monthly Bonus*
#2 ISS receives a $150 Monthly Bonus*
*100 Leads Received Minimum to qualify for PPB
Overaged Inventory Bonuses:
Variable – Announced in conjunction with Overaged New and Used Spiff Lists,
additional bonuses are periodically announced for specific individual vehicles.