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The Modern Automotive Sales Manager: How to Run Dealership Sales Floor with Systems, Accountability, and Leadership
Paperback
Series: Modern Automotive Sales, Book 1
Publisher: Independently Published
Published: Mar 16 2026
Pages: 142
Weight: 0.44
Height: 0.30 Width: 6.00 Depth: 9.00
Language: English
THE MODERN AUTOMOTIVE SALES MANAGER
How to Run a Dealership Floor With Systems, Accountability, and Leadership
Most dealerships don't have a management problem. They have a system problem. They took the best salesperson on the floor, handed them the tower keys, and called it a promotion. Then they wondered why the floor fell apart.
This book fixes that.
The Modern Automotive Sales Manager is the complete operating manual for the working sales manager - and the standard that dealer principals and GMs use to evaluate them. It covers every core responsibility of the role: how to structure your day so the floor runs instead of reacts, how to coach salespeople instead of controlling them, how to fix the follow-up problem that bleeds gross from every store, how to use the four square as a training tool instead of a customer trick, how to build and retain a team that produces without a single superstar, how to hold your internet lead process accountable from first click to appointment show, and how to think like a dealer consultant rather than a floor supervisor.
Every chapter is built around practical frameworks, real floor scenarios, and tools managers can implement immediately. No theory. No motivational filler. Just the systems that work.
If you manage a sales floor - or you're responsible for someone who does - this book is your next step.
Inside This Book:
The Sales Manager's 7 Daily Responsibilities - the non-negotiable structure of a managed floor
Coaching vs. Controlling - how to build salespeople who produce without permission
Fixing the Follow-Up Problem - the system that stops gross from walking out the door
The Four Square Mastery System - how to train your team to present numbers with confidence
How to Build a Sales Team - hiring, onboarding, retention, and the hard conversations
The Internet Lead Accountability System - response standards, appointment culture, and weekly accountability
The Sales Manager as Dealer Consultant - how to think beyond the tower and position yourself for the next level
Book 2 in the Modern Automotive Series by R.C. McIntosh - Modern Automotive Press
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