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The Business Manager Programme (IMI accredited)

Due to the popularity of this course we are in the process of resubmitting it to FAS for further funding. If you would like to be notified of the next available dates please send your name and email address to info@europaacademy.com

Course Overview

An 8-day highly intensive course, designed specifically for Business Managers in any dealership, from new recruits to the more experienced BM. This course is innovative and one-of-a-kind. Previous delegates are quoted as saying that for the price of only one finance deal this course is well worth the time out of the dealership. The course includes written assessment and recorded role-play of the complete Finance Sale Steps 1-8. Trainees are issued with comprehensive 'Branded Finance Packs' to assist them in promptly and successfully implementing their newly acquired skills to maximise effectiveness of training and to ensure complete legal compliance.

Module 1

• Introductions and house keeping
• Course structure, Aims and Objectives
• Overview of Business Manager concept and why the need for F&I
• Roles and responsibilities of the Business Manager

Module 2:

• Team Management
• Referral Skills:
  • Training the Business Manager to coach and develop the sales team
  • On-site training of the sales team conducted at a later stage
• Communication Skills:
  • Body Language, Para linguistics, Listening skills and the Power of Words.

Module 3:

• The 'Eight Steps to the Finance Sale'
• 'People Buy from People' - The 90/90 Rule
• Effective Qualification – (The T.E.A.M. Approach)

Module 4:

• Product Selection – Knowing and selling the right products
  • Hire Purchase
  • Leasing
  • Personal Contract Purchase (PCP)
  • Business Contract Hire
  • Payment Protection Plan
• Product Sales Presentation – Calculating with Confidence
• Knowing your Competition – Internet research
• Mystery Shopping
• The Proposal (Trial Closing) and Building the Deal

Module 5:

• Negotiation & Objection Handling Skills
• Converting – Dealership funding V’s Traditional Methods
• Gaining agreement & Closing the Sale with Confidence
• Legislation
• The A to Z of Administration – A Critical Key to your Success

Written Assessment & recorded role-play of the complete Finance Sale, Steps 1-8. Participants will be issued with course notes throughout the programme.

Trainees are issued with comprehensive 'Branded Finance Packs' to assist them in promptly and successfully implementing their newly acquired skills to maximise effectiveness of training and to ensure complete legal compliance.

Duration

8 days training programme

Dates

To be confirmed

Fee

Standard fee is €4,525 per delegate which includes tuition, documentation, morning coffee, lunch and afternoon tea. Fees are payable in advance.

Accreditation

Europa Academy’s Business Manager Programme is accredited by the Institute of the Motor Industry.

Core Teaching Faculty

Cathy Comerford – Programme Leader
Finance & Insurance & Sales Specialist, Europa Academy

Mark Richardson
Training Director, Europa Academy

More Information

For further information and booking procedures or to discuss any aspect of this Programme, please contact the Programme Director at: Europa Academy, Tel: +353 1 88 39 200.