Within automotive dealerships, the sales desk usually plays a vital role in the overall success of a sales department. Since all deals pass through the desk manager, he or she has the ability to influence and impact the customer experience, the sales process, and the number of deals that actually close.   But with the numerous changes that have taken place in the automotive industry in recent years, has the desking process changed as well? Yes and no.   The technology has certainly changed. New computer programs and technology advancements allow desk managers easy access to information they need and offer the opportunity to present vehicle information to customers in new, clear-cut ways. Instead of using handwritten documents that are often difficult for customers to decipher, desk managers can now use computer-generated worksheets, such as JM&A Group’s Purchase Option Worksheet, to present customers with all of their buying options.   Cus...