It differs from the more traditional virtual learning method of live online training delivered in real time by a lecturer.

Freddie Franken, one of Pass Competence’s directors, tells Dealerfloor that the E-Learning option allows for course participants to proceed at a pace and time of their own, allowing them the flexibility through time management to complete the training.

He says over the years, Original Equipment Manufacturers, Automotive Retail Groups and Independent Dealerships have invested significantly in training their vehicle sales executives through various interventions and at considerable expense.

Despite significant efforts, the return on investment was minimal as attendees frequently failed to implement the newly acquired skills in their workplaces. This is due to the disconnect between the training programmes and the practical day-to-day realities of the retail motor industry and specifically the vehicle sales environment, both on the new and used side.

“To address this, it was essential for PASS Competence, to revisit the fundamentals and reintegrate the core principles of vehicle sales into our training methods. The "Road to a Sale (Back to Basics)” E-Learning approach emphasises the integration of practical actionable skills that are directly applicable to the sales environment in the retail motor industry.

“By streamlining and reinforcing these essential steps, we aim to establish a more effective and sustainable training model. This ensures that vehicle sales executives understand and implement these strategies to achieve tangible results quicker,” according to Freddie.

“Individuals learn through repetition. Our "Road to a Sale – (Back to Basics)" E-Learning programme is designed to assess knowledge-based competency through a modular quiz format. The entire programme is supported by professional presentations facilitated by Subject Matter Expert overviews per module.

“Reinforcement and entrenchment of learning content are further supported with videos, carefully selected, to drive behaviour of best practices in used-, and new-vehicle sales,” he says.

In the development of the PASS Competence "Road to a Sale – (Back to Basics)" E-Learning programme, the methodology includes:

• Training ‘bursts’’ with unlimited repetitions of content, by learners, to ensure maximum absorption of subject matter.
• Burst duration is capped at 30 minutes (excluding learner support videos).
• Learners who successfully complete the entire programme receive a system-generated ‘’Certificate of Achievement’’, of the PASS Competence "Road to a Sale" programme.
• For more information on this and other products from Pass Competence, visit: https://pass-systems.net/road-to-a-sale/

Pass Competence also has a Sales Cadet programme, which is an all-inclusive, training and recruitment solution for new-vehicle sales cadets, presented in three phases, which include the recruitment and selection aspects through all the training phases to graduation after six months.