Desking

Desking is the work of turning a vehicle, a trade and a customer’s situation into a set of numbers. The desk manager decides how the deal is presented: cash price, term options, down payment, lease versus retail, and how the trade is shown.

Desking is also where negotiation gets managed, since the desk decides what moves and by how much.

Why it matters for a sales manager

Desking connects the phone to the showroom. Customers who were quoted something loose on the phone arrive expecting it, which puts the desk in a hole before the conversation starts. Consistency between what is said on a call and what the desk can actually do prevents a large share of blown deals.