Dealers use many methods to appraise
a car. These methods depend on how the deal is first put
together, who makes the initial move, and who makes the initial dollar
offer to whom.The major categories of appraisal are:
The salesman inspects the car subject to management approval and does a
rough deal workup from his inspection. The sales manager
inspects and appraises the car and does a workup offer that the salesman
presents to the customer, or the sales manager appraises the car after a
workup done by the salesman. A professional appraiser
inspects the car, sets a value on it, and gives this figure either to the
salesman or to the sales manager to begin a workup. He sets an inflexible
value upon your car that nobody (salesman or sales manager) goes above, no
matter what.It is always a wholesale figure.A salesman is taught
to inspect your trade-in in silence, while you watch: He
will touch blemishes on your trade without saying a word, but he will be
sure you see him touch them.
This lets you know that he knows the blemish is there without verbally
offending you. As he silently lets you know just how much is wrong with your
car, your mental value of it diminishes. He is setting you up for final
negotiations.

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