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Sales managers require teamwork from their salesmen. Each member in the team is carefully “trained” at filling-in the sales manager’s paperwork — the “worksheet,” in a particular method. “Worksheets” come in lots of shapes and sizes. Some “worksheets” are simple four-sectioned pieces of paper, while other “worksheets” look like real contracts. All “worksheets” are used for the same purpose: To control both salesmen and buyers — at the same time, and to confuse and confound car buyers into negotiating deals that favor sales managers! Typically, “worksheets” have four selling-boxes:
Trade-in, Price-of Car, Down-Payment, and the Monthly Payments. Originally, they were used to keep ‘record” of both the salesman’s progress and the buyer’s comments, so sales managers could better assist the car-buyers. Today, “worksheets” are often used to maneuver customers into making several negotiating “blunders,” in the favor of the sales managers. Even so, Savvy-buyers often ignore these “worksheets,” until its time to counter them with their cuecards. To effectively deal with th paper “game” car salesmen, closers and sales managers use, together, savvy buyers must review the cue-cards.