Dealership Sales Management

AUTM 2006

Course description

In this course, students examine key aspects of automotive leasing, the management function of the business office (finance and insurance office) and the new and used car sales departments of a dealership. The role automobile manufacturers plays in managing and controlling the performance of their dealerships is examined in depth. Students learn methods of inventory planning and control, assessment of used cars through appraisal systems, and the role of wholesale auctions in the automobile remarketing industry. Key performance indicators to evaluate the new and used car departments are examined. Additionally, students critically assess the applicable legal and ethical issues.



Course Hours


Students registering for credit courses for the first time must declare a program at the point of registration. Declaring a program does not necessarily mean students must complete a program, individual courses may be taken for skill improvement and upgrading.

For more information, please contact Continuing Education