User Level: D

The Career Automotive Retailing Scale (CARS) is an instrument developed specifically to predict sales performance in automobile dealerships. In addition to guiding personnel selection, the CARS provides an estimate of the projected number of the units sold per month as well as a New Car versus Used Car placement recommendation. The CARS is a brief test comprised of 40 binary items and can be completed in 10 minutes.

While quick to administer, the CARS provides vital information pertinent to the automotive sales industry as well as suggested individualized interview questions. Further, since the CARS can also be used for the training and coaching of current employees, suggestions for improvement and development are also made.

The CARS is designed only for use in sales personnel selection and training. A decision to terminate employment based upon the CARS is inappropriate and likely contrary to law.

What the CARS Measures and Reports

The CARS Report provides the following indices and information: 

	Projected Units Sold
	Overall Estimated Performance
	New vs. Used Car Recommendation
	Behavioral Tendencies
	Suggested Interview Questions
	Areas for Development and Improvement

Career Automotive Retailing Scale and CARS are copyrights and marks solely owned by Robert Troutwine.