Sales
Desking
Desking is the process of structuring a deal — pricing, payments, trade allowance, down payment — for the customer to review and accept.
What it means on the floor
Desk managers structure proposals, present payment options (often three or four), and decide what to give and where to hold. Effective desking balances customer payment goals with dealership gross. Bad desking gives the gross away early; good desking holds it through the negotiation.
Related terms
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