General Sales Management I: Foundation

General Sales Management I is a comprehensive dealership sales management course designed to help leaders improve variable operations performance, maximize profitability, and strengthen inventory management strategies. Participants will learn how to optimize Opportunities to Do Business (OTDBs), enhance used vehicle operations, calculate ROI, refine trade appraisal processes, and effectively manage inventory through trade and stock walks. The course also focuses on developing leadership skills to guide sales teams and variable operations managers in today’s competitive automotive retail environment. Through interactive instruction and NCM’s Commitment process, learners create practical action plans to drive sales performance, operational efficiency, and dealership growth.

Class Length:2 ½ days

Key Objectives & Competencies:

Build accountability systems that improve sales team performance.
Use financial analysis tools to measure and drive dealership results.
Increase sales opportunities through effective lead and traffic management.
Strengthen used vehicle sourcing, inventory planning, and merchandising.
Improve inventory ROI through strategic aging and days' supply management.
Master trade appraisal processes to maximize acquisition opportunities.
Implement pricing and inventory strategies that increase used vehicle profitability.
Develop a dealership-specific action plan focused on measurable sales growth.

HOW TO CONVINCE YOUR BOSS

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General Sales Management I: Foundation

Cost:: $1,945 USD | Per Seat
Requirements:: None
Recommended for:: General Sales Managers, New or Used Vehicles Sales Managers, F&I Directors, F&I Producers, and Variable Operations Directors

Course Dates & Availability

July 6 - 8, 2026	Toronto, ON	Available
July 20 - 22, 2026	Kansas City, MO	Available
August 17 - 19, 2026	Kansas City, MO	Available
September 21 - 23, 2026	Kansas City, MO	Available
October 19 - 21, 2026	Kansas City, MO	Available
November 16 - 18, 2026	Toronto, ON	Available
December 14 - 16, 2026	Kansas City, MO	Available

Call the NCM Institute at 866-756-2620 or complete this form for more information or to register.

If you want to be effective in today's competitive sales environment, NCMi has the most useful training around!

Aziz Beziou, Used Vehicle Director, Phil Long Ford of Motor City

This was a very energetic and useful class! I learned the immense value of perfecting the small things that lead to BIG success.

Derrick Pickens, Sales Manager, Koby Subaru

By far the best training class I've attended. Very informative, and the instructor was able to adjust his presentation to each of our needs on the fly.

Ray Dominguez, General Sales Manager, Sterling Acura of Austin

Single Class: If canceled 15–30 days prior to the session, 25% of the tuition will be forfeited unless rescheduled for another date within 1 year. If canceled fewer than 15 days prior to the session, 50% of tuition will be forfeited unless rescheduled for another date within 1 year. Non-attendance without prior notification or failure to attend the course within 1 year, will result in full forfeiture of funds. Must call by 2:00PM CST the Friday before the class begins.

GMEP: A $3,000 USD nonrefundable deposit is required at time of application with balance due 14 days prior to class start. Below is the refund schedule for the remaining balance, after the non-refundable $3,000 USD deposit is deducted.

Cancellation on or before Session 1: 100%
Cancellation on or before Session 2: 65%
Cancellation on or before Session 3: 30%
No Refund will be awarded after completion of Session 3