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Hyperdrive

Drivers Are Interested in Electric Cars. Dealers Don’t Know How to Sell Them

Training salespeople in the complex new world of EVs is turning out to be one of the biggest hurdles to getting Americans to buy.

A Tesla Model Y in a showroom at the Miami Design District on Oct. 21 in Miami.

A Tesla Model Y in a showroom at the Miami Design District on Oct. 21 in Miami.

Photographer: Joe Raedle/Getty Images North America

“The big challenge to selling EVs is training” car dealers, Pieter Nota confided over dinner one night during the Munich Auto Show.  

Nota, the board member of management at BMW AG, was talking about the company’s network of 348 distributors across the United States. He was speaking with a small group of journalists who had joined him for a Bavarian repast in Munich to celebrate BMW’s launch of its first-ever electric SUV and electric sedan