{"id":783,"date":"2026-07-16T12:20:48","date_gmt":"2026-07-16T12:20:48","guid":{"rendered":"https:\/\/autosmarts.co\/en\/library\/accessory-product-knowledge-checklist\/"},"modified":"2026-10-14T15:31:32","modified_gmt":"2026-10-14T15:31:32","slug":"accessory-product-knowledge-checklist","status":"publish","type":"libraries","link":"https:\/\/autosmarts.co\/en\/library\/accessory-product-knowledge-checklist\/","title":{"rendered":"Accessory Product Knowledge Checklist"},"content":{"rendered":"\n<h2 class=\"wp-block-heading\">What this checklist covers<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">The Accessory Product Knowledge Checklist is a 15-point scorecard for sales consultant accessory knowledge, feature explanation, compatibility, warranty, installation, and objection handling. Each criterion is scored from 1 to 5 on what the auditor sees on the day, and every gap goes into an action plan with an owner and a close date.<\/p>\n\n\n\n<p class=\"as-chktip wp-block-paragraph\"><strong>AutoSmart tip:<\/strong> Accessory product knowledge audits should include a live scenario: name a specific customer (e.g., &#8216;A family of four buying an SUV, two young children, dog, camping twice a year&#8217;) and ask the consultant to recommend and explain three accessories without referring to a catalogue. A consultant who can do this confidently will convert; one who cannot will default to showing the catalogue and losing the moment.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">The checks<\/h2>\n\n\n\n<div class=\"wp-block-group as-checks is-layout-flow wp-block-group-is-layout-flow\"><p class=\"as-checks__note\"><span>Tap Yes, No or Maybe to try it: your answers stay in this page and clear when you refresh. For a detailed walkthrough, <a href=\"#get-pdf\">download our PDF<\/a> or <a href=\"https:\/\/autosmarts.co\/en\/book-a-demo\/\" data-as-track=\"demo\">book a demo<\/a>.<\/span><\/p>\n<div class=\"wp-block-group as-checksec is-layout-flow wp-block-group-is-layout-flow\">\n<h3 class=\"wp-block-heading\">Feature knowledge and compatibility<\/h3><p class=\"as-checksec__meta\">4 checks<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li class=\"as-check\"><span class=\"as-check__no\" aria-hidden=\"true\">01<\/span><span class=\"as-check__body\"><span class=\"as-check__text\">Can the sales consultant accurately describe the features, materials, and specific benefits of the top-selling accessories for the models they are responsible for?<\/span><span class=\"as-check__answer\" role=\"group\" aria-label=\"Your answer\" hidden><button type=\"button\" data-answer=\"yes\" aria-pressed=\"false\">Yes<\/button><button type=\"button\" data-answer=\"no\" aria-pressed=\"false\">No<\/button><button type=\"button\" data-answer=\"maybe\" aria-pressed=\"false\">Maybe<\/button><\/span><\/span><\/li>\n\n\n\n<li class=\"as-check\"><span class=\"as-check__no\" aria-hidden=\"true\">02<\/span><span class=\"as-check__body\"><span class=\"as-check__text\">Is the consultant able to confirm compatibility between a specific accessory and the customer&#039;s exact vehicle configuration \u2014 covering engine variant, model year, and specification level \u2014 without referring to printed compatibility charts every time?<\/span><span class=\"as-check__answer\" role=\"group\" aria-label=\"Your answer\" hidden><button type=\"button\" data-answer=\"yes\" aria-pressed=\"false\">Yes<\/button><button type=\"button\" data-answer=\"no\" aria-pressed=\"false\">No<\/button><button type=\"button\" data-answer=\"maybe\" aria-pressed=\"false\">Maybe<\/button><\/span><\/span><\/li>\n\n\n\n<li class=\"as-check\"><span class=\"as-check__no\" aria-hidden=\"true\">03<\/span><span class=\"as-check__body\"><span class=\"as-check__text\">Is the consultant able to compare two similar accessories (e.g., standard vs. premium floor mats, rubber vs. carpet boot liner) and explain the difference clearly enough for the customer to make an informed choice?<\/span><span class=\"as-check__answer\" role=\"group\" aria-label=\"Your answer\" hidden><button type=\"button\" data-answer=\"yes\" aria-pressed=\"false\">Yes<\/button><button type=\"button\" data-answer=\"no\" aria-pressed=\"false\">No<\/button><button type=\"button\" data-answer=\"maybe\" aria-pressed=\"false\">Maybe<\/button><\/span><\/span><\/li>\n\n\n\n<li class=\"as-check\"><span class=\"as-check__no\" aria-hidden=\"true\">04<\/span><span class=\"as-check__body\"><span class=\"as-check__text\">Is the consultant aware of which accessories require specific installation tools, programming, or calibration, and can they set that expectation with the customer at the point of enquiry?<\/span><span class=\"as-check__answer\" role=\"group\" aria-label=\"Your answer\" hidden><button type=\"button\" data-answer=\"yes\" aria-pressed=\"false\">Yes<\/button><button type=\"button\" data-answer=\"no\" aria-pressed=\"false\">No<\/button><button type=\"button\" data-answer=\"maybe\" aria-pressed=\"false\">Maybe<\/button><\/span><\/span><\/li>\n<\/ul>\n<\/div>\n\n\n\n<div class=\"wp-block-group as-checksec is-layout-flow wp-block-group-is-layout-flow\">\n<h3 class=\"wp-block-heading\">Warranty coverage and installation process<\/h3><p class=\"as-checksec__meta\">4 checks<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li class=\"as-check\"><span class=\"as-check__no\" aria-hidden=\"true\">05<\/span><span class=\"as-check__body\"><span class=\"as-check__text\">Can the consultant accurately explain the warranty coverage for genuine accessories \u2014 both the accessory warranty and the impact (or non-impact) on the vehicle warranty if a genuine accessory is fitted?<\/span><span class=\"as-check__answer\" role=\"group\" aria-label=\"Your answer\" hidden><button type=\"button\" data-answer=\"yes\" aria-pressed=\"false\">Yes<\/button><button type=\"button\" data-answer=\"no\" aria-pressed=\"false\">No<\/button><button type=\"button\" data-answer=\"maybe\" aria-pressed=\"false\">Maybe<\/button><\/span><\/span><\/li>\n\n\n\n<li class=\"as-check\"><span class=\"as-check__no\" aria-hidden=\"true\">06<\/span><span class=\"as-check__body\"><span class=\"as-check__text\">Does the consultant know which accessories are self-fit (simple add-ons) and which require workshop installation, and can they explain the installation process timeline to the customer?<\/span><span class=\"as-check__answer\" role=\"group\" aria-label=\"Your answer\" hidden><button type=\"button\" data-answer=\"yes\" aria-pressed=\"false\">Yes<\/button><button type=\"button\" data-answer=\"no\" aria-pressed=\"false\">No<\/button><button type=\"button\" data-answer=\"maybe\" aria-pressed=\"false\">Maybe<\/button><\/span><\/span><\/li>\n\n\n\n<li class=\"as-check\"><span class=\"as-check__no\" aria-hidden=\"true\">07<\/span><span class=\"as-check__body\"><span class=\"as-check__text\">Is the consultant aware of any accessories that carry regulatory restrictions in the customer&#039;s market \u2014 such as tow bar type approval, window tinting VLT limits, or lighting modifications \u2014 and does this knowledge inform their recommendation?<\/span><span class=\"as-check__answer\" role=\"group\" aria-label=\"Your answer\" hidden><button type=\"button\" data-answer=\"yes\" aria-pressed=\"false\">Yes<\/button><button type=\"button\" data-answer=\"no\" aria-pressed=\"false\">No<\/button><button type=\"button\" data-answer=\"maybe\" aria-pressed=\"false\">Maybe<\/button><\/span><\/span><\/li>\n\n\n\n<li class=\"as-check\"><span class=\"as-check__no\" aria-hidden=\"true\">08<\/span><span class=\"as-check__body\"><span class=\"as-check__text\">Can the consultant explain what happens if an accessory fails within warranty \u2014 the claim process, the replacement timeline, and whether the vehicle would be off the road during the claim?<\/span><span class=\"as-check__answer\" role=\"group\" aria-label=\"Your answer\" hidden><button type=\"button\" data-answer=\"yes\" aria-pressed=\"false\">Yes<\/button><button type=\"button\" data-answer=\"no\" aria-pressed=\"false\">No<\/button><button type=\"button\" data-answer=\"maybe\" aria-pressed=\"false\">Maybe<\/button><\/span><\/span><\/li>\n<\/ul>\n<\/div>\n\n\n\n<div class=\"wp-block-group as-checksec is-layout-flow wp-block-group-is-layout-flow\">\n<h3 class=\"wp-block-heading\">Pricing accuracy<\/h3><p class=\"as-checksec__meta\">3 checks<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li class=\"as-check\"><span class=\"as-check__no\" aria-hidden=\"true\">09<\/span><span class=\"as-check__body\"><span class=\"as-check__text\">Is the consultant able to quote the current price for any displayed or commonly requested accessory without needing to look it up for every individual item?<\/span><span class=\"as-check__answer\" role=\"group\" aria-label=\"Your answer\" hidden><button type=\"button\" data-answer=\"yes\" aria-pressed=\"false\">Yes<\/button><button type=\"button\" data-answer=\"no\" aria-pressed=\"false\">No<\/button><button type=\"button\" data-answer=\"maybe\" aria-pressed=\"false\">Maybe<\/button><\/span><\/span><\/li>\n\n\n\n<li class=\"as-check\"><span class=\"as-check__no\" aria-hidden=\"true\">10<\/span><span class=\"as-check__body\"><span class=\"as-check__text\">Is the consultant aware of current accessory promotions, bundle deals, and any fitted price offers \u2014 and can they apply these accurately in a customer conversation?<\/span><span class=\"as-check__answer\" role=\"group\" aria-label=\"Your answer\" hidden><button type=\"button\" data-answer=\"yes\" aria-pressed=\"false\">Yes<\/button><button type=\"button\" data-answer=\"no\" aria-pressed=\"false\">No<\/button><button type=\"button\" data-answer=\"maybe\" aria-pressed=\"false\">Maybe<\/button><\/span><\/span><\/li>\n\n\n\n<li class=\"as-check\"><span class=\"as-check__no\" aria-hidden=\"true\">11<\/span><span class=\"as-check__body\"><span class=\"as-check__text\">Is pricing quoted by the consultant consistent with the current approved accessory price list, with no outdated prices quoted from memory or previous periods?<\/span><span class=\"as-check__answer\" role=\"group\" aria-label=\"Your answer\" hidden><button type=\"button\" data-answer=\"yes\" aria-pressed=\"false\">Yes<\/button><button type=\"button\" data-answer=\"no\" aria-pressed=\"false\">No<\/button><button type=\"button\" data-answer=\"maybe\" aria-pressed=\"false\">Maybe<\/button><\/span><\/span><\/li>\n<\/ul>\n<\/div>\n\n\n\n<div class=\"wp-block-group as-checksec is-layout-flow wp-block-group-is-layout-flow\">\n<h3 class=\"wp-block-heading\">Objection handling and governance<\/h3><p class=\"as-checksec__meta\">4 checks<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li class=\"as-check\"><span class=\"as-check__no\" aria-hidden=\"true\">12<\/span><span class=\"as-check__body\"><span class=\"as-check__text\">Has the consultant been trained on the most common accessory objections \u2014 &#039;I can get it cheaper online&#039;, &#039;I&#039;ll fit it myself&#039;, &#039;I&#039;ll wait until later&#039; \u2014 with a structured, non-pressured response for each?<\/span><span class=\"as-check__answer\" role=\"group\" aria-label=\"Your answer\" hidden><button type=\"button\" data-answer=\"yes\" aria-pressed=\"false\">Yes<\/button><button type=\"button\" data-answer=\"no\" aria-pressed=\"false\">No<\/button><button type=\"button\" data-answer=\"maybe\" aria-pressed=\"false\">Maybe<\/button><\/span><\/span><\/li>\n\n\n\n<li class=\"as-check\"><span class=\"as-check__no\" aria-hidden=\"true\">13<\/span><span class=\"as-check__body\"><span class=\"as-check__text\">Does the consultant&#039;s objection handling reinforce the value of genuine accessories and professional fitment \u2014 covering quality, warranty, and vehicle safety \u2014 rather than simply discounting as the default response?<\/span><span class=\"as-check__answer\" role=\"group\" aria-label=\"Your answer\" hidden><button type=\"button\" data-answer=\"yes\" aria-pressed=\"false\">Yes<\/button><button type=\"button\" data-answer=\"no\" aria-pressed=\"false\">No<\/button><button type=\"button\" data-answer=\"maybe\" aria-pressed=\"false\">Maybe<\/button><\/span><\/span><\/li>\n\n\n\n<li class=\"as-check\"><span class=\"as-check__no\" aria-hidden=\"true\">14<\/span><span class=\"as-check__body\"><span class=\"as-check__text\">Is accessory product knowledge assessed on a defined schedule \u2014 with a practical knowledge check, not only a training completion record \u2014 and refreshed when the accessory catalogue is updated?<\/span><span class=\"as-check__answer\" role=\"group\" aria-label=\"Your answer\" hidden><button type=\"button\" data-answer=\"yes\" aria-pressed=\"false\">Yes<\/button><button type=\"button\" data-answer=\"no\" aria-pressed=\"false\">No<\/button><button type=\"button\" data-answer=\"maybe\" aria-pressed=\"false\">Maybe<\/button><\/span><\/span><\/li>\n\n\n\n<li class=\"as-check\"><span class=\"as-check__no\" aria-hidden=\"true\">15<\/span><span class=\"as-check__body\"><span class=\"as-check__text\">Is accessory product knowledge training delivered for every new model launch, covering the accessories specific to that model rather than relying on generic accessory training?<\/span><span class=\"as-check__answer\" role=\"group\" aria-label=\"Your answer\" hidden><button type=\"button\" data-answer=\"yes\" aria-pressed=\"false\">Yes<\/button><button type=\"button\" data-answer=\"no\" aria-pressed=\"false\">No<\/button><button type=\"button\" data-answer=\"maybe\" aria-pressed=\"false\">Maybe<\/button><\/span><\/span><\/li>\n<\/ul>\n<\/div>\n<\/div>\n\n","protected":false},"excerpt":{"rendered":"<p>Covers sales consultant knowledge, feature explanation, compatibility, warranty coverage, installation process, pricing, and objection handling.<\/p>\n","protected":false},"template":"","meta":{"footnotes":"","_as_roles":"","_as_frequency":"","_as_standard":"","_as_source":"","_as_pdf":955,"_as_solution":556,"_as_guide":0,"_as_case_study":76,"_as_lib_featured":false},"industry_tag":[3],"checklist_topic":[23],"checklist_market":[],"class_list":["post-783","libraries","type-libraries","status-publish","hentry","checklist_topic-sales-fi-accessories"],"_links":{"self":[{"href":"https:\/\/autosmarts.co\/en\/wp-json\/wp\/v2\/libraries\/783","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/autosmarts.co\/en\/wp-json\/wp\/v2\/libraries"}],"about":[{"href":"https:\/\/autosmarts.co\/en\/wp-json\/wp\/v2\/types\/libraries"}],"version-history":[{"count":3,"href":"https:\/\/autosmarts.co\/en\/wp-json\/wp\/v2\/libraries\/783\/revisions"}],"predecessor-version":[{"id":1269,"href":"https:\/\/autosmarts.co\/en\/wp-json\/wp\/v2\/libraries\/783\/revisions\/1269"}],"wp:attachment":[{"href":"https:\/\/autosmarts.co\/en\/wp-json\/wp\/v2\/media?parent=783"}],"wp:term":[{"taxonomy":"industry_tag","embeddable":true,"href":"https:\/\/autosmarts.co\/en\/wp-json\/wp\/v2\/industry_tag?post=783"},{"taxonomy":"checklist_topic","embeddable":true,"href":"https:\/\/autosmarts.co\/en\/wp-json\/wp\/v2\/checklist_topic?post=783"},{"taxonomy":"checklist_market","embeddable":true,"href":"https:\/\/autosmarts.co\/en\/wp-json\/wp\/v2\/checklist_market?post=783"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}