I am adding several more chapters in my book, "The Ultimate Automotive Manager." And one of the chapters I really want to do well is on Desking Deals. Since many dealerships do desk deals as compared to having salespeople take the process from start to finish, I feel this is an important area where sales managers could use some excellent advise.
What do you feel are the most important aspects of desking a deal? What are some of the things sales managers do wrong when a salesperson comes to his/her desk? How can a sales manager make the process more productive? What is the salesperson's responsiblity when desking a deal? How can sales managers hold gross profit? What can they do to make the negotiating process easier for the salesperson? And any other areas you feel will be helpful,
Everyone's help will be greatly appreciated.