$$$ sales

dean said:

So what's really going on when you guys have to go "run this by the manager?" Dice games against the wall? You've got to know, at least on new cars, what the manager will and will not approve. Why the multiple trips back and forth?

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Most of the time it's a negotiating tactic. I can't speak specifically for car salespeople, but myself I'm in banking and usually when negotiating a rate (ie: for a mortgage) and the customer asks for a rate lower than I want to go (though still in my descretionary power) I'll say that I need to take it to my manager. I'll go up to the manager's office, chit-chat a little, talk about last night's hockey game, then return to the customer with a compromise rate and the customer thinks they won.