Automotive Studies - Sales Leadership

Program: ASTL
Credential: Certificate
Delivery: Part-time
Length: 1 Semester
Duration: 252 Hours
Effective: Fall 2017
Location: Barrie


This six course certificate will provide students with a broad understanding of the sales function within an automotive business, which may assist them in assuming a leadership role. Students will learn the importance of customer relationship management, legal and ethical considerations specific to the automotive environment, business office functions, leasing, and general principles of marketing, advertising and decision making.

Career Opportunities

This certificate program is designed to assist students who are currently working in an automotive sales position who may want to seek more responsibility and/or a leadership role within the business. Students seeking to begin to a career in automotive sales would also benefit from the skills and knowledge gained from this certificate program.

Program Learning Outcomes

The graduate has reliably demonstrated the ability to:

  • critically assess the operation of the business office with respect to the products offered, management of relationships with financial institutions and its legal and ethical responsibilities;
  • comprehend the differences between tort law, common law and statue, contract law, franchises, employment law and consumer protection;
  • explain the importance of customer retention and its relationship to customer satisfaction and dealership profitability;
  • explain the four management functions of planning, organizing, leading and controlling;
  • evaluate advertising’s role in the marketing mix, taking into account the specific functions of customer behaviour and research in planning a marketing communications program;
  • identify key product, pricing, distribution and promotional concepts necessary in order to develop a successful marketing plan for a business.

Admission Requirements

OSSD or equivalent with

  • Grade 12 English (C or U)
  • any Grade 111 or 12 Mathematics (C, M, or U)

Minimum of 60% in Grade 11 College or University level Mathematics (MBF3C or MCF3M) 

Mature students, non-secondary school applicants (19 years or older), and home school applicants may also be considered for admission. Eligibility may be met by applicants who have taken equivalent courses, upgrading, completed their GED, and equivalency testing. For complete details refer to:

Applicants who have taken courses from a recognized and accredited post-secondary institution and/or have relevant life/learning experience may also be considered for admission; refer to the Credit Transfer Centre website for details:

Graduation Requirements

6 Mandatory Courses

Graduation Eligibility

To graduate from this program, the passing weighted average for promotion through each semester, from year to year and to graduate is 60%. Additionally, a student must attain a minimum of 50% or a letter grade of P (Pass) or S (Satisfactory) in each course in each semester.


Mandatory Courses
ADVE 1004Advertising
AUTO 2008Dealership Sales Operations
LAWS 1009Automotive Law and Ethics
MGMT 2001Principles of Management
MKTG 1000Introduction to Marketing
MKTG 2029Sales and Customer Relationship Management

Information contained in College documents respecting programs is correct at the time of publication. Academic content of programs and courses is revised on an ongoing basis to ensure relevance to changing educational objectives and employment market needs. The college reserves the right to add or delete programs, options, courses, timetables or campus locations subject to sufficient enrolment, and the availability of courses.