Write your own deal, make him
an offer, and put the ball in his lap. After a salesman performs an
inspection, he may do a deal workup and make you an offer, or he may try
to get you to make a commitment on exactly how much it will take to make
you buy. Regardless of who makes the commitment, salesman or
customer, final papers must be drawn to bind the deal and make it
official. These papers may be called a workup sheet, a specification
sheet, an agreement to purchase, or a contract, but the common elements
are that the terms are set forth in print, and you must sign on the dotted
line. The papers, with deposit, are taken to the sales
manager for appraisal and approval or counteroffer. Because the deal is
subject to management approval, all the salesman is telling you is that he
will try to get the trade allowance on which the two of you have come to
terms. There is no commitment on his plan, although you must
make a commitment to purchase at that price. The sales manager’s appraisal
of your car may come after the salesman’s inspection and completion of the
workup sheet, or it may be used as an entirely different method of
handling you.
In the first instance, the sales
manager will look over the deal as written and then appraise your car and set a
trade value from which the final deal will be drawn.

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